Yes, you read that correctly. As a Sandler Trainer, my favorite F word is FUDWACA. Yes, FUDWACA, but more on that later. We have all heard the term 30-second commercial or elevator pitch. We all most likely have a few different versions, depending on our audience. The 30-second commercial is not a new technique. It has been […]
Search Results for: sales
Leadership – Is it Common Sense?
by Greg Burke, FAIA, NCARB Is there such a thing as common sense leadership. Quoting Sen. John Kennedy of Louisiana, “…the short answer is yes! The long answer is Hell Yes!” In previous articles we have looked at traits and styles of leadership. The main question about leadership is can anyone do it? The answer […]
Taking A Different Path
This post was originally published on the newsletter “A Better Built Environment.” You can check out other posts and subscribe for free here: https://blog.lucasgraydesign.com There is no right way to pursue a career in architecture. There are a myriad ways each of us can impact the profession, serve clients and the public, and design a […]
Who’s Referring You and Why It Matters
Paying attention to where your business – or clients – come from helps you make decisions on where you should be spending your time and resources. When your client is still a prospect, do they find you through networking, advertising, speaking engagements, direct mail, or being referred to you?
The Real Definition of a Referral
Most of us think we know what a referral is since referrals have been around forever as the holy grail of how to grow your business in the easiest way possible. But most don’t understand what makes a referral a referral which leads to lower closing ratios, mislabeled leads, and incorrect assumptions about how your […]
Contract Documents
for Small Firm Architects
You may have built your brand, perfected your marketing, developed a strong reputation, executed a flawless sales process, and have received your prospective client’s eager authorization to proceed with a new project. You’ve done everything right up to this point, but to make this new relationship official, you need to complete one final important step. […]
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