Remember the scene? Oprah, resplendent in red, jumping up and down screaming “Everybody gets a car! Everybody gets a car!”

She gave away 276 free cars that day. And yes, Pontiac covered the taxes too, so they truly were free.

But even in a giveaway (Pontiac donated the cars), Oprah’s team stayed true to her brand.

The audience was carefully selected. It was packed heavily with teachers, the unsung everyday heroes that Oprah celebrated. And not just any teachers, but those who desperately needed a new set of wheels.

Once upon a time, salt meant power. Preserving food meant nations could travel long distances to create (or destroy) empires. Soldiers often received their pay in salt, which became the root of “salary”.

Are you worth your salt?

Think about it. Is your price commensurate with your worth? Do you find yourself trying to convince clients (or your boss) that you’re worth your price? In this economy, it’s easy to fret about where your next project is coming from. You might be tempted to reduce your fees or start haggling to close the deal.

“You’ve got to be a thermostat rather than a thermometer. A thermostat shapes the climate..a thermometer just reflects it.”
Cornel West

The choice is yours. You can shape your world or let it shape you.

A human thermostat (consultant, advisor, expert) listens exquisitely and instinctively knows when to dial the conversation up or down. The thermometer just supports the loudest or most powerful person in the room.

Hear that sound?

Yes, it's Shark Week!

Sharks come in all shapes and sizes. The savvy pro has the right dose of shark repellent in hand at all times.

Vial #1 is for the Leopard Shark. Only deadly to shellfish and worms, they are more annoying than lethal. Think non-sweet-spot clients who are looking vs buying. They ask a lot of superfluous questions and can eat up large chunks of your (non-billable) time. Simply spray them with a focused resource or two and ask pointedly if they are ready to commit. No? Then disengage.

Remember Don Quixote? He was busy attacking windmills while imagining himself fighting giants. He believed he was achieving a grand and glorious vision as he ignored reality.

It’s a risk we all run when we’re trying to stake our territory in a fast moving, challenging economy. Instead, ask yourself some key questions.

Who am I competing against? Is it really competitor A, B or C? Or is doing nothing your real competition? Let’s face it. For lots of services, inertia is a powerful thing: financial advisors, accountants, actuaries, estate planners. Why should your client make a change? Maybe the real fight is getting them to know they must act.