What's the objection you find most challenging to handle? "It's too expensive"? "I need to think about it"? "I need to check with my partner"? Whatever it is, I want to share a framework I've refined over 30+ years that works for virtually ANY objection. First, a mindset shift: When someone raises an objection, they're NOT saying "no." They're saying "convince me." They're engaged enough to respond. You've captured their interest. That's actually a GOOD thing. The 5-Step Framework: Step 1: Listen Completely The cardinal sin? Interrupting. When you hear an objection, take a deep breath and listen fully. Don't plan your rebuttal while they're speaking. Pause for 2-3 seconds after they finish. Step 2: Acknowledge and Validate Nothing builds rapport faster than validation: → "I understand why you'd be concerned about that." → "That's a really good point." → "I appreciate you bringing that up." Step 3: Question for Clarity Before responding, make sure you understand the REAL objection: → "Just so I'm clear, your main concern is about...?" → "When you say it seems expensive, what are you comparing it to?" Step 4: Respond with Evidence Now respond with specific evidence — not just assertions. Weak: "Our solution saves clients a lot of money." Strong: "78% of our clients see a positive ROI within 90 days." Specificity builds trust. Vague claims trigger scepticism. Step 5: Confirm and Move Forward "Does that address your concern?" If yes, move forward. If not, return to step 3 and dig deeper. The Real Insight: Most objections are created by what we DIDN'T do or say EARLIER in the conversation — not what we said just before the objection was raised. Prevention is better than cure. Over to you: 1️⃣ What objection do YOU find most challenging? 2️⃣ Where do you think that objection actually originates in your conversation? Drop your answers below 👇

Here's something that could change how you handle every client conversation from now on. I often ask people in my training sessions this question: "What is it that wealthy taxi drivers do that less wealthy taxi drivers forget to do?" I get all sorts of answers. Charge higher fares. Build rapport. Get bigger tips. All reasonable guesses. But none of them are right. The answer is so simple it's almost annoying: Wealthy taxi drivers always book the return journey. Think about it. When a taxi driver drops you at a restaurant, the wealthy ones don't just drive off and hope you'll remember to call them later. They say: "What time do you think you'll finish your meal? I'll come and pick you up. If you're running early, give me a call. If you're a bit late, let me know and I can fit in another fare. But I WILL be here for you at the agreed time." And when they turn up exactly as promised? You use them again. And again. And you tell your friends about them. Now here's the thing... How many of us are doing this in our own businesses? Be honest. How often do you finish a call with a prospect, agree to send a proposal, and then... just send it? No follow-up booked. No next step scheduled. Just hoping they'll get back to you. And then you wait. And chase. And wait some more. Every time you chase a client, you damage your positioning. You go from being an authority they want to work with to someone who needs their business. Here's the fix: Never end a client interaction without having the next one scheduled. It's that simple. - After a discovery call → Book the proposal review BEFORE you hang up - Sending a proposal? → The follow-up meeting should already be in both diaries - Finished delivering work? → Book the review call - Project complete? → Schedule the check-in - When you do this, there's no ambiguity. No awkward chasing. No wondering what happens next. You're providing certainty. And certainty is worth paying for. Here's your challenge: Think about your last 3 client interactions. Did you book the return journey?

If you’ve got a call coming up with a prospect (or even a long-standing client), use this simple opening question and notice how it changes the whole tone of the meeting: “Tell me what made you interested in me helping you to [XYZ]?” (Example: “…helping you to generate more leads / raise your fees / write your book / create a deluxe offer…”) Then do the hard bit: stop talking. Your job is to listen for the words that come after “I want…” (or anything that means “I want”). Why this works: it gets the client focused on their outcome, and it lets them sell themselves on the value, without you having to “pitch”. If you’ve got a call today, what would your [XYZ] be and where could you use this question immediately?

Over my many years in business, I've come to realise that one of the most powerful tools we can have is our Unique Value Proposition, our UVP. It's not just a fancy marketing term. It's the very essence of what we bring to our clients and to the marketplace. The problem? Most people get this wrong. They create something bland. Something that could apply to almost anyone in their field. In this video, I walk you through my 5-step formula for creating a UVP that actually attracts those "love to work with" high-paying clients. Have a watch and let me know what you think. And if you're open to. it, drop your current UVP below. Let's see if we can sharpen it together. 👇

I was walking through a shopping centre in Solihull (UK) when I spotted something brilliant. At a coffee shop called Joe & The Juice, there was a sign on the counter next to the tips jar. It said: "Sexy people tip." The jar was overflowing. I couldn't help myself, I asked the barista if they'd tested different signs. He said yes. They'd tried: → "Give us money for match tickets" → "Help us buy drinks for the team" But "Sexy people tip" crushed them all. 3 words. Massive difference. And that got me thinking about the words we use in our marketing... Here are 5 power words I've used for years that really do make a difference: 1️⃣ FREE Sounds obvious, right? But here's the mistake I made for years... I assumed if something was free and valuable, everyone would want it. Not true. You have to give it a VALUE first. "Download my free guide" = meh. "Download my free guide (worth £47)" = much better. Without a price, it's not free, it's worthless. 2️⃣ YOU There's an old copywriting expression: "Don't WE all over your copy." So many websites say "We do this... We've been in business for... We, we, we..." Nobody cares about "we." They care about "you." Flip it. Instead of "We help businesses grow," try "You and I both know that growing a business isn't easy..." Count the "we's" vs "you's" in your marketing. Get that needle swinging to the YOU side. 3️⃣ YES This one's sneaky (in a good way). Ask a question with a "yes tag" at the end: → "That makes sense, doesn't it?" → "You'd want that, wouldn't you?" Then start your next sentence with "Yes." "That makes sense, doesn't it? Yes. And here's why..." It creates a feeling of agreement. Momentum. The reader feels like they're nodding along with you. 4️⃣ LOVE Emotional words trigger action. Weak words don't. Instead of "That would be nice" → try "You'd LOVE for this to happen." Feel the difference? 5️⃣ HATE Same principle, opposite direction. Instead of "You wouldn't want to miss this" → try "You'd HATE to miss this."