A Holiday Worth Celebrating

9 hours ago

telephone dayWhew!  April has been a full month!  We’ve had April Fool’s Day, Passover, Easter, National Siblings Day and Earth Day. And though it probably wasn’t cause for much celebration, Tax Day.

And we’re not done yet.

There’s one more holiday I’m celebrating this month. One that’s near and dear to my heart. It’s TODAY and just in case it’s not on your calendar I wanted to give you a heads-up.

Don’t worry. You don’t have to go shopping for presents, a special outfit or elaborate decorations. It’s not that kind of holiday.

So, what is this mysterious holiday, and why am I inviting you to celebrate with me?


That’s right…National Telephone Day!

The phone is the most important piece of equipment in your business. When you use it well, it’s the lifeline between you and your customers. That’s why we insist our coaching clients set aside a “Power Hour” every day to be on the telephone with prospects and with current and former customers.

The Power Hour is a non-negotiable date you make with yourself and the phone every day. We’ve watched businesses completely transform themselves by implementing this one single strategy. It’s the fastest path to cash.

Every. Single. Time.

In a world where there are dozens of different ways to get your message out, nothing beats the personal touch. A friendly voice on the other end of a phone provides a welcome change that delivers on a more personal note. It’s the way you make connections that grow into relationships, relationships that build your business and keep it going.

If you’re like many of our clients, at first, the phone feels as if it weighs 100 pounds. You dread picking it up.

But once you start to see results, you’re going to love the Power Hour. To get you on the right track with your Power Hour, we suggest the 10-2-5 guideline.

  • Make 10 calls every day. At a minimum. You might not reach everyone on the first attempt, but keep trying.
  • Set 2 appointments every day. Those appointments might be for the next phone call, a cup of coffee, or an in-house visit. When you initially reach your prospect, she might not have the flexibility to talk to you for any length of time. Be brief, share a bit about how you might benefit her business and set the “real” appointment at a time when she can focus on a more in-depth conversation.
  • Get 5 new referrals every day. Acquiring new prospects through referrals keeps your business growing. Who might your prospect know that you should be talking to, besides them?

Today, I’m celebrating National Telephone Day by adding a little more time to my Power Hour. By taking some time to be grateful for this simple, but powerful tool. By valuing the connections I’m making with the people on the other end of the line.

Come on. Celebrate with me.  Pick up your phone.

It’s National Telephone Day!

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris












Handling Resistance

April 10, 2019

Leadership is all about movement – moving your team or organization from one idea or project to the next, one goal to the next, one level to the next. Your job as the leader is to generate and maintain momentum.

Sooner or later, you’re bound to encounter some resistance in keeping that momentum going. So, what do you do?

First, recognize the reason for the resistance.

Rick Maurer, an expert at organizational change, identified three basic reasons for resistance in his book Beyond the Wall of Resistance (2010). According to Maurer, either:
• They don’t get it
• They don’t like it
• They don’t like you

Many leaders make the mistake of assuming all resistance falls into the first category. They believe if they just explain more or train more, sooner or later everyone will follow along. This works if the problem is lack of information or understanding, but it can make the situation worse if the issue falls into one of the two latter categories.

When the issue is that the followers don’t like the proposed change, no amount of training or explaining will secure real buy-in from your team. This is the time for engaging the team in mutual exploration to discover what alternative approaches to meeting the goal are more acceptable. As the leader, you may need to give up “doing it my way” for “getting it done.”


When the issue is that they don’t like you, it’s important to work at establishing or re-establishing trust before pushing toward the goal. Don’t think that all the process or relationship stuff is a waste of time…it’s time well-spent if it gets your team on board.

Every leader encounters resistance.

Successful leaders know what to do to counteract it.

Keep the momentum going in your team by understanding what type of resistance you are facing. Then, doing the right thing to move past it.


Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris

Got Grit?

March 27, 2019

Got GritEvery now and then, you read something that sticks with you and just won’t let loose. Know what I mean?

You wake up thinking about it…see examples everywhere…can’t wait to tell other people…wish you’d thought of it first.

That’s been going on for me for the past couple of months as we prepared for our recent Lead Her Up Retreat. Try as I might, this concept just wouldn’t let me rest.

So, let me ask you…

Got Grit?

You heard right. Grit.

Ever since I read Angela Duckworth’s 2016 best seller, Grit: The Power of Passion and Perseverance, I can’t get the concept out of my mind. Duckworth says that high achievers are not necessarily the ones with most talent, but those with the most “grit.”

Grit, she says, is a combination of passion and perseverance in pursuit of an important goal. She has years of research to back up her theory.  The more I think about it, the more I believe she’s really onto something.

Thomas Edison is a great example. It’s no secret that Edison made many attempts before getting it right with the electric lightbulb. His take on it? “I have not failed. I’ve just found 10,000 ways that won’t work.”  Now, that’s Grit!

Henry Ford is another. Before making it big with the Ford Motor Company’s assembly line, Ford went bankrupt 5 times! A lesser person might have given up or turned to another line of work. But Grit in the face of failure is the reason that Ford is a household name today.

Without Grit, Harry Potter might never have become one of the most famous characters in the last century. Millions of books, several blockbuster movies and a theme park are the result of the perseverance of author J.K. Rowling. When Rowling took the first manuscript of Harry Potter and the Philosopher’s Stone to publishers, it was rejected a total of 12 times before eventually being published. That publication opened the gates of fame and fortune for Rowling. Today, she is one of the richest women in the world…a far cry from the divorced single mother living on welfare who wrote that first book!

Grit is not just for famous people, though. It’s something all of us can bring into our lives.

Here’s what it takes:

First – Discover what you’re good at and make a list of those things. This is your list of possible areas where you can be a high achiever.

Then – Find the thing that you’re good at that also lights up your heart. Remember, talent is not enough. There are plenty of talented people who never make it to those highest levels of achievement…because they don’t love what they’re good at with the single-minded, “it’s-as-important-to-me-as-breathing” kind of devotion. This is the passion that’s essential to Grit.

Finally – Bring in the perseverance…the “I won’t let anything stand in my way” attitude. Talent and passion, without persistent action in the face of obstacles, will only get you so far. Perseverance is the secret sauce that takes you to the full expression of your talent and passion. It puts the cherry on top of the sundae.

Now, let me ask you again.  Got Grit?

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris