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Why Do Some People Have So Much Influence?
Why Do Some People Have So Much Influence?

Have you ever met someone whose influence seems to manifest itself out of thin air? Their official position doesn’t begin to explain why so many people listen to them and…

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Should You “Sell” Access to Your Network?
Should You “Sell” Access to Your Network?

One of my business relationships – let’s call him Malcolm – has a unique and rather detailed email signature. It includes specific but anonymous descriptions of the 25 most important…

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Do Your Relationships Have an Expiration Date?
Do Your Relationships Have an Expiration Date?

You can’t leave a half-eaten tuna fish sandwich in the refrigerator forever, and neither can you go months without investing in your most important relationships. In the first case, you’re…

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Deliver 10X the Value Your Client Pays You
Deliver 10X the Value Your Client Pays You

I operate my business on a simple formula that has profound implications: deliver value equal to ten times what each client pays me. Whether a client hires me for a…

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Are You Hunting Ducks or Building Relationships?
Are You Hunting Ducks or Building Relationships?

This morning I recommended a trusted resource(I’ve always disliked the term vendor) for the fourth time in six months, because I value their work and they consistently go the extra…

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