Reverse Enrollment

I have invited clients who have participated in my Accountability and Enrollment classes to share their examples of enrollment so you can gain a different perspective.  Here is a guest blog from a former client of mine, Sharon Holbrook, who owns Cybertary Elk Grove, a Virtual Assistant business.  (  She is also my own Virtual […]

Enrollment, Part VI, Internalize – Do you Have What this Person Needs?

The Art of Enrollment, Part VI – Internalize Continuing our 2013 series on the Art of Enrollment, today we discuss step #5, Internalize.  You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them […]

Enrollment, Part VI, Internalize

Book update:  The new title of my ABA published book is Coaching for Attorneys:  Increasing Productivity and Achieving Balance.  Release date will be in December 2013.  Scroll down for testimonials.XZBHVRHBT3A7 Email me to reserve a copy.  While I wrote this book for lawyers, setting out the tools I utilize in coaching individual attorneys, the book […]

Listen to “Problems”

I have a client who is the General Manager for a mid-sized corporation.  Her direct reports are 15 division managers.  We were talking about how best to run her manager meetings.  During the conversation, she noted that her managers seem to want to make her happy.  As a result, in meetings, the conversations do not […]

Reflective Listening – Dealing with Anger

What do you do when dealing with someone who is angry?  Anger is an emotion that we usually don’t want to deal with and when we see it in others, we typically tend to avoid it.  Realistically however, anger, or its relatives (frustration and annoyance) will show up.  Whether in our families or at work, […]

Listening to Children can Help with Adults

One of my favorite examples of enrollment is with children.  There are many different parenting styles.  Some are based on pressure, threat or cajoling.  Some on rewards.  All are effective in different ways.  I find the most effective though to be based on some type of enrollment – that is, talking to the child and […]

Receiving Feedback

  In our current ongoing conversation about listening skills, I wanted to talk about feedback.  We have been discussing listening in the context of enrollment.  Our goal is to “enroll” others to join us in what we want – for them to be a new client, or continue as a satisfied client, to buy our […]

Listen and Hear

As we learn more about listening, in the context of enrollment, we must make the distinction between listening and hearing. What is the difference between “listening” and “hearing”? Webster’s defines “hear” as “perceive by means of he ear”; also “to be capable of perceiving sound.”  “Hearing” – “the sense by which sound is perceived.”  As […]

Listening – Complaints

As we are studying listening skills in the context of enrollment, I wanted to talk about a common business concern – customer complaints.   In any business, there will be complaints.  I work a lot with small business owners and among those who seem to get the most complaints are service providers, such as plumbers […]

Sell without “Selling,” Part V – Listen

Before our fifth installment in the Art of Enrollment series, I want to make an exciting announcement:  Later this year my new book, The Integrated Lawyer:  Coaching that Brings  Excellence to your Practice and Balance to Your Life, will be released.  It is being published by the American Bar Association.7PK7M66V3CC5 Email me to reserve a […]