We’re headed back to Atlanta later today after a wonderful trip to New York and the best veal parm I’ve ever eaten. š
On Friday, I went to my stepson’sĀ “white coat ceremony” at Hofstra Medical School. Jake has been working towards his goal of being a doctor since high school. He knows what he wants and is being unrelenting in his pursuit of it. There is no doubt that in four years, he will be Dr. Lehman.
At the ceremony, I heard one of the most poignant presentations ever. The dean, Dr. Lawrence G. Smith, talked about what it meant to be a great doctor.
He said knowing the technical aspects of medicine, while vital, doesn’t make someone a great physician but rather, listening, empathizing, and treating each patient as an individual are the hallmarks of excellence. “Be the doctor your patient needs you to be,” he said more than once.
It struck me that Dr. Smith’s advice was directly applicable entrepreneurs who work with clients. Our ability to listen, understand, empathize, and genuinely care about clients is one of the cornerstones of our success.Ā
Yes, we do need to close the sale, but unlike the rah, rah, sales gurus who spout the virtue of being a “killer closer,” the developing the traits listed above will do more to improve your closing percentage than any slick technique.Ā
Let’s make it a great week.
Dave “Proud of Jake” Dee
P.S. This morning I remembered that I told my webmaster to release this month’s Dave Dee Inner Sanctum Masterclass at noon, ET today. Meaning if you still want in for October, you have up to noon today.Ā Here’s where you can upgrade to VIP.