Business Growth Newsletter #188-Curiosity, Training with scorecards, Windshield time

Sales and marketing Newsletter

Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Our lives are made up of countless details unique to us. It’s why “in every head, a world” is such a great saying. Next week, take a minute and jot down some of your unique details on a card or in a file on your computer and forget about it. You’ll thank me later.
  • Nothing beats being curious about your customers. Get in front of them. Along the same lines, nothing beats being curious about your people. Sit with them.
  • Delegate some tasks next week. You have too much on your plate and it’s okay to let someone else take a shot, regardless of the outcome. Let them stretch a bit.
  • Extremes lead us to examine our own world, inspiring new thoughts and actions. For instance, imagine yourself as a Canadian de-planing in Jamaica in February.

Being Human – Scoring tools for training

“The only real valuable thing is intuition.” – Albert Einstein


Did you ever hear the story of how chicken sex sorters are trained? If you have this job you’re called a chicken sexer. I won’t go into detail, but someone learning how to do it, when picking up a baby chick to guess the sex will fail half the time. A trained sexer, on the other hand, will distinguish between nearly imperceptible differences in the genitals and successfully sexing a thousand chicks an hour with 98 percent accuracy. They learn this by trial and error. It’s amazing.

Similar to nearly imperceptible differences in chicken genitalia is determining if a client opportunity is worth pursuing. Novice associates will fail to prioritize the best opportunities to follow up with half the time. One way to speed up the trial and error learning period is the use of scorecards.

scorecards for prospecting

I was just visiting with a business-development-partner-in-training who has been religiously using the scorecard we created. She said, “. . .For the new list, I wasn’t scoring them… I sort of just know at this point what makes them good.”

She’s right because it shows in her results. She wastes very little time on low level prospects, freeing up time for high value prospects. She’s a client sexer (or something like that) and it’s happened faster than anyone thought possible.

If you’re trying to speed up training, test the scorecard. It works.

Random Stuff


Windshield time

windshield time chambers pivot

My lovely daughter is in the process of moving from NYC to Chicago having taken a new job with an auction house. She’s very excited and has already started the job but still has her things in Brooklyn needing to be moved. Her company is paying for the move, but I jumped at the opportunity to volunteer my time to fly out, meet her, pack her room into a van, and drive from the edge of the country out to the middle. As a matter of fact, there’s a chance as you read this I will be at the airport beginning my journey.

In my young adulthood I thought my parents (and my in-laws) hovered just a bit. They were just a little too eager to pick up the phone or drop everything to help with projects. I imagined them like Forest Gump at the end of the movie, just sitting on a stump waiting for us to come back into view.

Fast-forward a few decades and I’m the parent of a young adult. Just the idea of 12 hours of uninterrupted time shoulder-to-shoulder brings a tear to my eye.

I see how this works now. Well played circle of life.


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