One of the advisors I was working with told me this story: “A client came in for a meeting and seemed very nervous and distracted. So rather than assuming it was the experience with me that was bothering him, I asked him if there was anything he would like to talk about before we got… Read more »
“Without segmentation, there is no Supernova. . . . Segmentation of an unmanageable client load is not a best practice worth observing and adapting. It is an absolute. There is no other way to implement Supernova – no other way to succeed unless you can deliver exceptional service and then transform you client’s inevitable satisfaction… Read more »
Human beings are natural hoarders, and it can be challenging and emotional for most of us to let go of our possessions, even when they are worn out or no longer useful. We often make excuses to keep things, like an old torn and stained chair from college that we might want to use someday… Read more »
In the Spring of 1973 I was heading out of Whiting Field, Florida with my training squadron to do carrier qualifications on the USS Lexington. I was flying a T-28 Trojan in a five-man echelon formation. We were leaving land, heading out into the Gulf of Mexico to find our carrier. My section leader, flying… Read more »
Recently a Midwest Supernova team was frustrated by their lack of growth. They hired a local coach to analyse their practice. After a thorough investigation, the coach determined that they were just not spending enough time in the acquisition stage. The team was not devoting enough time to marketing and sales. The consultant told the… Read more »
In this environment who would ever be willing to give away accounts in order to participate in Supernova? Only those that are willing to grow. You see, growth is a choice. We call it choosing growth over fear. Playing to win versus playing not to lose. “Playing to win” is defined as going as far as… Read more »