Please find a range of blogs below:
02 August 2026
Every so often I hear someone say:
"I'm going to build my business entirely online. I'll create content, improve my mindset, set goals, automate everything and let opportunities come to me."
Now, don't get me wrong.
Good marketing, social media, branding and technology can all help.
But after more than 25 years of coaching professionals, I've noticed something interesting.
The real breakthroughs usually happen when we have a conversation with another human being.
Business is still built on relationships.
People do...
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26 July 2026
Most prospects form an opinion about us long before we explain what we do.
Before they hear about our experience.
Before they hear about our services.
Before we explain our process.
They are already deciding whether they want to continue listening.
Is that fair?
Perhaps not.
But understanding how people make decisions can give us a huge advantage.
Many professionals spend years improving their technical knowledge, yet very little time improving the first few moments of a conversation.
The reality is that first impressions matter.
When we...
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19 July 2026
Many years ago, professionals relied heavily on brochures, presentations and information packs.
Prospects needed us to provide information because it wasn't easily available elsewhere.
Today, things are very different.
Our prospects can access almost unlimited information within seconds.
They can compare products, services, fees, reviews and opinions before they ever speak to us.
So if information is no longer the key differentiator, what is?
Our ability to start meaningful conversations.
The reality is that many opportunities are won or lost...
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12 July 2026
Imagine a prospective client has an important issue they want to resolve.
They arrange an initial meeting and arrive at your office.
Now consider this.
That same prospective client could describe exactly the same problem to 50 different firms.
The problem stays the same.
So how do they decide who to trust?
Is it:
Your qualifications?
The size of your office?
The quality of the coffee?
Your website?
Your testimonials?
The artwork on the walls?
Your fees?
The way you are dressed?
Your years of experience?
Whilst all of these...
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05 July 2026
Before we focus on Cautious personalities, here is a reminder of the four personality styles:
This week we complete our series with the Cautious Personality.
Cautious personalities make up around 30% of the population.
They like structure, accuracy and detail.
Whilst Direct personalities want the short version, Cautious personalities usually want more information before making a decision.
How to spot them
They ask detailed questions.
They speak more slowly.
They are well organised.
They like facts and evidence.
They rarely make rushed...
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28 June 2026
Before we focus on Steady personalities, here is a reminder of the four personality styles:
This week we're looking at the Steady Personality.
Steady personalities represent around 35% of the population and are often the easiest people to get along with.
They tend to be loyal, supportive and dependable.
These are the people who quietly keep organisations running.
How to spot them
They smile warmly.
They are good listeners.
They are patient.
They avoid confrontation.
They genuinely care about others.
Words that work...
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21 June 2026
Before we focus on Interactive personalities, here is a reminder of the four personality styles:
This week we're focusing on the Interactive Personality.
These personalities make up around 25% of the population.
They're often energetic, enthusiastic and enjoy meeting new people.
If Direct personalities enjoy results, Interactive personalities enjoy relationships.
How to spot them
They smile frequently.
They tell stories.
They enjoy social events.
They speak quickly.
They use expressive body language.
Words that work...
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14 June 2026
Last week, we introduced the four personality styles and explained how understanding them can improve communication, rapport and trust.
Before we continue, here is a reminder of the four personality styles:
This week, let's focus on the Direct Personality.
Direct personalities make up around 10% of the population and are often found in leadership positions.
These people are results-focused, decisive and like making progress.
They generally prefer action over discussion.
How to spot them
They speak quickly.
They get straight to the...
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07 June 2026
One of the world's most successful investors, Warren Buffett, was once asked for his advice on building long-term success.
Part of his answer surprised many people.
He explained that cards and handwritten notes should not be reserved just for Christmas, Easter or special occasions.
Instead, they should be used throughout the year.
Why?
Because people like to feel appreciated.
A short handwritten note, a message of gratitude or a few words of sincere praise can leave a lasting impression.
Buffett has long believed that whether it is...
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31 May 2026
Perhaps we’ve seen too many films showing pushy approaches from years gone by.
Let’s simplify how selling should really work.
Step 1
Listen to our prospects to find out if they have a problem we can help with.
(When we listen, they tend to like us.)
Step 2
Ask if they want to fix the problem.
(Some people are surprisingly comfortable keeping their problems.)
Step 3
Find out when they want to fix it, now or later.
(Timing matters. There may be other priorities right now, and we respect that.)
Step 4
If they want to fix it now,...
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