Right FIT Growth Newsletter #205: Beliefs, Leading conversations, Decades

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

  • Sticking to the same beliefs you had a decade ago sounds impossible but we do it. Science tells us our bodies turn over every seven years at the cellular level, so it makes sense to question a few cherished beliefs now and then, like now.
  • One reason we stick to old beliefs is self-talk. Always, never, should, they, them, why, are examples of words that creep into our brain and keep our subconscious from investigating further. Check your self-talk for such trigger words.
  • Yesterday I was told people don’t want to be alone in their thoughts. I’m not sure if that’s true (because “cada cabeza es un mundo”) but if you can’t remember the last hour you were disconnected and deep in thought, take a walk.
  • Our northern hemisphere days are getting short and the Long Night Full Moon is upon us. The changing seasons contain wonders to behold but man, it’s dark and cold here.

Being Human – Someone has to lead

“Just dance, gonna be okay,” – Lady Gaga


Have you ever watched two professional dancers whirling their way across the stage and wondered who is leading the dance? It’s impossible to tell, right? They dip, turn, and twist with ease, moving as a single unit.

Your business development conversations should be the same way. It should be an effortless exchange of information that to an outsider sounds effortless. What the outsider can’t see is who is leading the conversation. It’s even better when the prospect thinks, “this is easy and I’m getting a lot from it.”

How do you make this happen?

Intellect, empathy, structure, language, and practice. Here’s a quick thought on each one.

Intellect: Intellect is the ability to think critically throught what’s being said. Clarifying, challenging, and re-framing demonstrate intellect.

Empathy: Empathy is the ability to control your emotions while considering your conversation buddy’s emotions. Show them you care by considering where they’re coming from.

Structure: An intimate knowledge of where the conversation is headed allows you to start at any point in the conversation and move it forward or backward to ellicit information. This is the technical leading of the conversation dance.

Lanuguage: A command of language (verbal and non-verbal) allows your conversation buddy to track where you are and where you want to go. It helps to have an arsenal of ways to redirect  conversations to stay on track without extending the meeting.

Practice: The more you do anything the better you get at it. The key is to practice with purpose because significant progress can be made in short periods of time with focus.

When you have these five elements working together, you’ll glide effortlessly through the conversation and your prospect will think, “Not only did that feel good, I learned something.”

Now get to it and call if you need help.

Random Stuff

Fourth grade Greg had it figured out

This weekend I am accompanying my bride to the musical, “Jesus Christ, Superstar.” I vaguely remember the movie from my childhood, but distinctly remember a local police band playing selected songs in the basement cafeteria of my gradeschool. I was in the 4th grade and it was awesome. I can almost feel the texture of  my bell-bottom cordouroys, my light blue oxford shirt, and the feeling of one of the teachers smiling in approval at me as I immersed myself in the joy of live music.

My fourth grade teacher was Mrs. Esbenshade and her husband was a police officer. Both of them were huge and intimidating plus he was bald like Telly Savalas in Kojak. I don’t remember much of her as a teacher beyond reading glasses hanging around her neck, which I am only now beginning to appreciate.

I’m guessing this was 1979 because the fourth grade sticks out as an eventful year. Everyone knew 1980 was going to be a big deal. Just like you knew 1990 was going to be big and 2000 was going to be big big! We had been partying like it was 1999 for some time by then!

2010 doesn’t stand out and the road to 2020 is a little meh on the hype scale. The clock is winding down.

I’m telling myself it must be hiding something big.


If you need to set up a time to visit, follow this link: