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Don's Monthly Newsletter: "Don't just tell good stories. Make your stories great" - January 2013

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In last month’s letter, I urged you to make your focus getting appointments.  Nothing can happen in your world without an appointment.  That first appointment sets everything else in motion.

This month I want to make an additional suggestion.  I suggest that you include three great stories/analogies in your repertoire, analogies designed to motivate folks to take action.  Hopefully you already have them.  In case you don’t, let me suggest three.  One is designed to discourage clients from wanting to chase near term performance (Story A), one deals with the need to trust and follow your advice (Story B) and one deals with clients focusing on long-term results; the destination, not the journey (Story C). 

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