Resources

The Big 5 Personality Traits

Psychologists have studied the impact of certain personalities on job performance. The "Big Five" factors, as psychologists have called them, are openness, conscientiousness, extraversion, agreeableness, and neuroticism. Conscientiousness is exemplified by being...

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Little Things, Part 11

Finally, another little thing that works if practiced consistently is to "run your traps." Bill Plaster lived across the street from my parents. Mr. Plaster was an elderly geologist when I first began seeing him downtown after I started practicing law. He had been...

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Little Things, Part 10

Keith Ferrazzi, in his book Never Eat Alone, makes the point that a very effective way to build relationships is to help our friends. Helping them make connections with others that could help them personally or their business, lets them know that we really care. Help...

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Little Things, Part 9

Offering comfort is another little thing that makes a difference. Staying tuned in allows you to know when your clients or referral sources are in pain. Offer comfort in words, letters, cards or flowers. If they’ve lost a loved one, comfort them in person if you can....

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Little Things, Part 8

Honest praise is an important little thing. When your head is in the game, you notice good things that happen to clients and referral sources - birthdays, anniversaries, promotions, achievements of the client or source or her family. Take the time to notice and to...

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Little Things, Part 7

Here’s another important little thing. Say thank you. When you complete a project for a client, tell the client thank you for the business. When a client, a colleague, or someone else refers, or even tries to refer, business to you, thank them. When someone does...

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Little Things, Part 6

Here’s another important little thing - do excellent work promptly. While you may have many things on your desk, your client may not be able to take the next step until you’ve completed your work. Help the client move to the next project or deal. The more the client...

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