Bring Home the Bacon (Lessons from Mexico, Part 2)
How do you explain the design process to clients? It's like translating a foreign language. Here's another lesson my wife
Continue reading >Tag Archives for " selling "
How Steve Jobs Hooked Us
A genius named Steve Jobs changed the world on June 29, 2007. Wearing his characteristic black turtleneck, blue jeans, and
Continue reading >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
Continue reading >The Problemator
Successful architects I've met – people like Art Gensler, Richard Meier, Thom Mayne, Frank Harmon and Art Dyson –
Continue reading >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
Continue reading >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
Continue reading >Client Mind Control
“Either the client follows your process for buying or you end up following their process for not buying.” This
Continue reading >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
Continue reading >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
Continue reading >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
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