Advertise on podcast: Conversations About Conversations

In this episode I address what happens when you're not talking with your clients on a sufficient enough and regular basis.

Most of the relationship managers I coach do not know how to respond to objections about fees. The respond reactively. They explain and defend. They are weak. I've figured how to respond powerfully and I share that in this episode.

Identifying what you don't know is an assignment I gave my mentees in week three of a brand new mentor program because what you don't know in business, can hurt you.

Ralph Waldo Emerson said, "The first wealth is health". The Roman poet Virgil said, "The greatest wealth is health" and Mahatma Gandhi said, "It is health that is real wealth and not pieces of gold or silver".    In the spirit of these three greats, I recorded a podcast and YouTube video about my health journey called: "How I Lost 40 Pounds of Fat While Putting on 10 Pounds of Muscle."   I've spent the last 4 years on a major health journey investing my time and energy into losing weight and building muscle. I'm sharing my health journey with the goal of inspiring you to create the wealth of health and wellness. I've learned so much and feel compelled to share it.   In this conversation, I share 25 strategies. The first four are: listen to a positive eating script, find your motivation, grow your discipline muscles, and observe "putyourforkdownatarianism." I also talk about using a scale that measures body fat and changing your paradigm to increasing your fat free mass vs. just losing weight.    While Conversations About Conversations is a business podcast, and the topic is not a business topic per se, I feel so passionate about this conversation that I had to share it. Moreover, everything I've done on my health journey is along the same lines of what has led to my business success: experimentation, iteration, learning, discipline, consistency and effort.   Conversations About Conversations is available on YouTube, Apple Podcasts, Spotify, Amazon and iHeart Radio.

The concepts in this class are from Chapter 8 of the book Conversations: How to Manage Your Business Relationships One Conversation at a Time. Conversations is available on Amazon, Audible and Kindle.   In this class we teach you how to: 1. Use questions strategically 2. Ask tactical and calibrated questions 3. Integrate the FBI's Behavior Change Stairway Model   Watch this episode and more on our YouTube Channel: https://youtu.be/ZJCaNMc5nGE   Conversations About Conversations – Episode 314   #ConversationsAboutConversations #ConversationsAcademy

The content in this class is from Chapter 7 of the book Conversations: How to Manage Your Business Relationships One Conversation at a Time. (Conversations is available on Amazon, Audible and Kindle.) In this class we teach you how to: Prepare an agenda Use a consultative opener Read the defense Check for acceptance Watch this episode and more on our YouTube Channel: https://youtu.be/0TKKZ-0Opr8 Conversations About Conversations – Episode 313  #ConversationsAboutConversations #ConversationsAcademy

To celebrate the 5th birthday of the book Conversations: How to Manage Your Business Relationships One Conversation at a Time, I unveiled—for the first time ever—ten more lessons from 10,000 more conversations.   WATCH the presentation YouTube: https://youtu.be/gAuc18yTayU   Conversations About Conversations – Episode 312 #ConversationsAboutConversations #ConversationsAcademy

Conversations: How to Manage Your Business Relationships One Conversation at a Time was launched into the world 5 years ago.   In preparation for celebrating the book's 5th birthday, we went back to the beginning and are now pleased to share with you never before seen footage.    If you have to influence others through conversations, you will benefit from the ten important lessons in the book. Conversations will give you a clear formula for success. It will give you newfound power and ease in your career and all your interpersonal communications. It will reshape how you interact with your clients, prospects and colleagues.   You'll get valuable strategies proven to: 1. Increase collaboration,  2. Strengthen relationships, 3. Gain agreement for action, and   4. Improve the bottom line.   WATCH the launch party on YouTube: https://youtu.be/Skq7zts8rhU LISTEN to the launch party on Spotify, Apple, Amazon, iHeartRadio or the podcast's page. VISIT: conversations.biz/podcast   Conversations About Conversations – Episode 311 #ConversationsAboutConversations

Conversation Lab — How to Disagree Effectively   If you want to learn how to get people to agree with you, this episode is for you.   In this Conversation Lab, we discussed and then practiced 4 concepts: 1. Straw Man Arguments, 2. Steel Man Arguments, 3. The Socratic Method and 4. Rapoport's Rules   Conversations About Conversations is available on Spotify, Apple, Amazon, YouTube and iHeartRadio. Visit conversations.biz/podcast for links to your preferred platform.   Conversations About Conversations – Episode 310 #ConversationsAboutConversations

Being an extraordinary relationship manager means being extraordinary at using questions skillfully.   In this Conversation Lab, we introduced 14 types of calibrated questions: Leads, Assessors, Motivators, Clarifiers, Continuers, Journalist (W's), Greasers, Hypotheticals, Sub-decisions, Confirms, Hooks/Engagers, Isolators, Interjectors and Helping Verbs (be, do and have).   These concepts are from chapter 8 of the book Conversations: How to Manage Your Business Relationships One Conversation at a Time. (Available on Amazon, Audible and Kindle)    Conversations About Conversations is available on Spotify, Apple, Amazon, YouTube and iHeartRadio. Visit conversations.biz/podcast for links.   Conversations About Conversations – Episode 309 #ConversationsAboutConversations

In this Conversation Lab, we discussed the formula for handling people who are upset. We discussed the distinction 'upset' and then we role played handling upset people with a game I created called, "That's right."   If you're committed to improving your skills in conversation leadership and management, I recommend listening to it.   LISTEN to the podcast on Spotify, Apple, Amazon, Google or iHeartRadio.   WATCH the Conversations About Conversations YouTube Channel: https://www.youtube.com/@conversationleaders   Conversations About Conversations – Episode 308   #ConversationsAboutConversations

In this Conversation Lab, we discussed how to address the five generic objections: drawbacks, indifference, misunderstandings, excuses and skepticism. We distinguished how they are handled similarly and what needs to happen differently in order to overcome them. As is customary in Conversation Labs, we experimented with the techniques in a role play. We role played a small business owner talking to an attorney about retaining him for his services.   LISTEN to the podcast on Spotify, Apple, Amazon, Google or  iHeartRadio.   WATCH the Conversations About Conversations Channel on YouTube: https://www.youtube.com/@conversationleaders   Conversations About Conversations – Episode 307 #ConversationsAboutConversations

In this Conversation Lab, we discussed some of what goes into formulating a rapport plan for a difficult or relatively new relationship.   LISTEN to the podcast on Spotify, Apple, Amazon, Google, or iHeartRadio.   WATCH the podcast on YouTube: https://www.youtube.com/@conversationleaders   Conversations About Conversations – Episode 306 #ConversationsAboutConversations

In my 30-year career, I've had about 30,000 professional conversations with clients, prospects and colleagues. I've considered many of those conversations as a "laboratory" where I've been able to experiment with different strategies and approaches. Essentially, my focus has been on researching a unified theory on conversations. I endeavored to find the formula for effective conversations.   In addition to getting advice from two influential mentors in my life, my research was greatly advanced by mentoring, coaching and training others. As I dispensed advice to mentees and people I was coaching, it crystallized what I believed. It helped me to observe, question, hypothesize, experiment, analyze and then come to conclusions that would make a true difference in managing relationships one conversation at a time. My mentees thought it was so valuable that they frequently suggested I write a book and teach classes and seminars. I realized that to be extraordinary at conversations you have to practice it both as an art and a science.   This 36-minute video summarizes the ten major lessons I took away from 10,000 conversations.   WATCH the class on Conversations About Conversations' YouTube Channel: https://youtu.be/uUJuS-oW-Ho   LISTEN to the class on Spotify, Apple, Amazon, Google,  or iHeartRadio.    #ConversationsAboutConversations

This episode is for you if you want to learn an approach to have better and more effective conversations—both professionally and  personally.   In addition to a conversation with the first student of Conversations Academy, you'll hear my lecture on the ten lessons I learned from the first 10,000 conversations I studied in my Conversation Lab.   WATCH the episode on YouTube: The First Class at Conversations Academy   LISTEN to the podcast on Spotify, Apple, Amazon, Google, or iHeartRadio.   Conversations About Conversations – Episode 305 #ConversationsAboutConversations #ConversationsAcademy