Are you guilty of this mistake?

A successful architect always has two sales to make. Asking the client to sign a contract and pay your fees is actually

Colorado Architect Reveals Winning Ways

In this 12-minute mini-interview, Richard speaks with Colorado architect Zeke Freeman on how he's winning projects using

Follow The Leader

Ever lost a project you should have won? You have?! Frustrating and incredibly expensive isn’t it. As a sales doctor I

Client Mind Control

“Either the client follows your process for buying or you end up following their process for not buying.” This

The Power Pyramid

You are about to learn a law of human nature that is easy to understand but only a few ever apply. Once you tap into this

Becoming A Specialist In Your Market

Whoever Tells The Best Story Wins

People understand the value of cable TV, so education is not required, but an architect's advice is another story. Until

How To Get Paid For What You Used To Do For Free

Sales is about the transference of belief. If you believe in the value of what you do, and you transfer that belief to your

Extraordinary Results Without Extraordinary Effort: The 80/20 Principle

We like success to be as easy as possible. Let me share with you a principle that I try to use every day. The goal is to

Why You Need A Triage Nurse In Your Architecture Firm

Every good system has a series of vital steps. When making bread, you cannot forget to include the flour. The flour in the