SHOW NOTES

Let's stop using inaccurate terms, such as VITO (Very Important Top Officer) or "C-suite," which doesn't actually exist. Let's focus on real buyers. And that also calls for accuracy. A small business owner is a small business owner, not a CEO. That buyer has differing frames of reference and motivation from an executive in a large organization. Trust and credibility are reliant on understanding those distinctions.

Titles are midleading. I've found a lot of vice presidents who can't buy, and a mid-level director who spent $250,000 with me every year for ten years.

Budgets and money are two different things. A true buyer can move money from one budget to another, or create a new budget (especially important since a new client hasn't budgeted for you, someone the buyer didn't know prior, in advance).

You need to convince the true buyer that moving money from an existing budget to you represents a far better ROI. If you can't do that, no one else is going to do it for you.

No one is a buyer who doesn't control money with discretionary purchasing power. "I'm the buyer, but my boss has to approve," is absurd. Move on.

The first sale is to yourself, the second to your client, the third for referrals, and the fourth to building that collection of income into an evergreen relationship.

Always think of the fourth sale first.

Usually found on AM radio, sometimes TV infomercials, sometimes online ads. They involve an "authority" you've never heard of and an interlocutor you've never heard of who's as eager as a puppy, e.g., "Media personality Joe Shmo."

The issue is weight loss, erectile disfunction, leg pain, backaches, congestion, hearing impairment, of any other popular problem. There are "studies" and the suggested approach has been "clinically proved." There are eager customers who evangelize. On TV it says in small print either "hired actor" or "actual patient who is compensated for the appearance."

The sidekick asks all the "deep" questions (How long have you been investigating this?)" and provides all the deep responses (wow, hooooo, impressive!).

Then there are the strange warnings and advisories required by the laws: may cause permanent hearing loss, narcolepsy, kneecap fracture, suicidal tendencies, and urge to commit arson. Do not take if you are allergic to the dug (how would you know?), if you're on drugs in the form of an oval white pill, if you live above 2,000 meters, or have lost your driving privileges in Nebraska, consult your physician first. On TV there are paragraphs of small print on the screen for 3 seconds.

These are present, surpassed only by the obnoxious and slimy personal injury lawyers' ads, which cause you to want to shower immediately after, at huge cost, usually in the hundreds of thousands, sometimes in the millions. That means there's a huge buying potential. People want the magic bullet over the hard work. I had a client who continually asked me how she could make millions and not leave her home. Yet as silly as that is, it's also what a thousand people on social media promise every day.

What is the diabetes drugs which also promise everything from weight loss to hair growth, from virility enhancement to clearer skin, had a longer-term adverse consequence?

- I know what you're thinking: They're tested, there are laws, others are using them, the media approves, even some medical authorities and intermittently supportive or at least passive about them.

-That's what you may be thinking. You know what I'm thinking: The treatment for morning sickness and insomnia, two serious medical issues. The answer was approved and utilized for a decade. It was called Thalidomide.

And today, we actually have an issue with measles because some parents won't vaccinate their kids against it.

One thing medicine in any form can't do is fix "stupid."

Radon is a radioactive gas that has no smell, colour or taste. Radon is produced from the natural radioactive decay of uranium, which is found in all rocks and soils. Radon can also be found in water. Radon escapes from the ground into the air, where it decays and produces further radioactive particles.

Radon from soil gas is the main cause of radon problems. Sometimes radon enters the home through well water. In a small number of hones, the building materials can give off radon, too. However, building materials rarely cause radon problems by themselves.

You can either hire a radon tester or purchase a radon test kit from a hardware store and do it yourself. However, the Environmental Protection Agency (EPA) recommends hiring a qualified tester if you are buying or selling your home. A short-term radon testing kit measures radon for 2-90 days for quick results.

Radon is a naturally occurring, colorless, odorless, radioactive gas. It can seep into homes and other buildings. You're at higher risk for developing lung cancer if you breathe in high levels of radon gas over time (over 4pCi/L or 148 Bq/m3). Tests can measure radon in your home. Mitigation effectively lowers radon to acceptable levels.

For most people, the most likely place you're at risk of being exposed to radon is in your home. The U.S. Environment Protection Agency (EPA) estimates that 1 of every 15 American homes has radon levels above the recommended safety level.

People who work in mines or caverns may also be at higher risk, depending on how many hours a day you're exposed to elevated radon levels. If you smoke and are also exposed to radon, it increases your risk even more.

Radon levels are usually in higher in places that are:

•Closer to the ground, such as basements or underground mines

•Near soil that contains more radioactive metal

•Poorly ventilated

•Processing or storing certain products, such as phosphate fertilizers or uranium

•Very tightly sealed

•Very well-insulated

You can also talk to your child's school about radon levels in school buildings and whether they've had testing. And the U.S. federal government has regulations about radon levels in workplaces. If you're concerned about radon levels where you work, talk to the company's safety officer, or contact the Occupational Safety and Health Administration (OSHA).

"I'm as mad as hell, and I'm not going to take this anymore"

This is a line from the 1976 movie Network. The line is spoken by Howard Beale, a character who is angry about the state of America.

The executive vice president at a huge bank asked where I was from. "So you left that cesspool to move up here," he said. I said, "Why are so many of you so jealous of New York, is it an inferiority complex?" (This guy was later cashiered because of massive sexual harassment charges.)

Then you have the passive-aggressive types: "I assume your daughter's school as her backup school"? "No, but you wouldn't know how good it is because your kids could never get in and you could never pay for it."

My first Ferrari: "Look, you can't afford the insurance and she could never learn to drive it." Three Ferraris later, he put me into the first Bentley sports car for $150,000 to try to buy my good will. I've now had seven Bentley's.

Stop taking crap from people. When the woman in the coffee shop was rude twice in a row, I told the owner, whom I've known since he opened up 20 years ago. "I'll take care of it," he said. She's all peaches and cream now.

Prudence is required. I don't respond to poor driving. I don't want to encourage road rage. But I have taken movies of truck doing 40 on the main street, and a state bus tailgating at six feet behind cars. I received very thankful notes from the trucking company and the Rhode Island transit people. How will they know if no one tells them?

I stop donating to causes that are poorly run, don't conduct quality events, and constantly berate me as if I'm an ATM. I hang up on every phone solicitation. The gym knows that when I'm there, if they can, they don't play rap music featuring the "N-word," or "mother F," or any other Fbomb, or calling women "bitches." That's not a matter of taste. It's revolting. Should they show porn videos on the wall, as well?

I don't try to please other people's accounting departments and their affectations. They don't need a W2 from me, I'm a corporation. I don't send invoices for minor amounts. And I'm on them like the wrath of God if they owe me money past the due date.

And speaking of God: Jesus said to turn the other cheek, but he never said to let them keep hitting you.

Show Notes:

Consider two axes, one or importance (of a job, career, project,

relationship) and the other of courtesy. Thus, we run from unimportant to

important, and rude to polite on the two continua.

If something is important and it is performed with courtesy and

consideration, it is effectively done. Consider the flight attendant ensuring

that seat belts are fastened or the server apologizing for a poorly prepared

meal and quicky replacing it.

If something is relatively unimportant but politely done, it’s a gracious

encounter. This might be the coffee shop worker delivering your order and

thanking you for your business, or someone ahead of you holding a door

and smiling.

When something is important but people are impolite you have a nasty

individual. I’ve met immigration officers who are simply surly and

disrespectful, and bank tellers who ask for identification from people they

already know quite well.

And when something is unimportant and people are rude, you have

malice—someone looking for trouble. These are people who shove you

aside on the sidewalk or who are passive aggressive and try to undermine

you in a chat with others.

It costs nothing to be polite, but it seem that a lot of people see it as too big

of an investment.

"I'm as mad as hell, and I'm not going to take this anymore"

This is a line from the 1976 movie Network. The line is spoken by Howard Beale, a character who is angry about the state of America.

The executive vice president at a huge bank asked where I was from. "So you left that cesspool to move up here," he said. I said, "Why are so many of you so jealous of New York, is it an inferiority complex?" (This guy was later cashiered because of massive sexual harassment charges.)

Then you have the passive-aggressive types: "I assume your daughter's school as her backup school"? "No, but you wouldn't know how good it is because your kids could never get in and you could never pay for it."

My first Ferrari: "Look, you can't afford the insurance and she could never learn to drive it." Three Ferraris later, he put me into the first Bentley sports car for $150,000 to try to buy my good will. I've now had seven Bentley's.

Stop taking crap from people. When the woman in the coffee shop was rude twice in a row, I told the owner, whom I've known since he opened up 20 years ago. "I'll take care of it," he said. She's all peaches and cream now.

Prudence is required. I don't respond to poor driving. I don't want to encourage road rage. But I have taken movies of truck doing 40 on the main street, and a state bus tailgating at six feet behind cars. I received very thankful notes from the trucking company and the Rhode Island transit people. How will they know if no one tells them?

I stop donating to causes that are poorly run, don't conduct quality events, and constantly berate me as if I'm an ATM. I hang up on every phone solicitation. The gym knows that when I'm there, if they can, they don't play rap music featuring the "N-word," or "mother F," or any other Fbomb, or calling women "bitches." That's not a matter of taste. It's revolting. Should they show porn videos on the wall, as well?

I don't try to please other people's accounting departments and their affectations. They don't need a W2 from me, I'm a corporation. I don't send invoices for minor amounts. And I'm on them like the wrath of God if they owe me money past the due date.

And speaking of God: Jesus said to turn the other cheek, but he never said to let them keep hitting you.

Lisa Miller is an expert and thought leader in efficiencies and effectiveness in health care, including how to sell in changing environments to health care executives (and avoid procurement, for example).

In this rapid-fire conversation, we discuss the pros and cons of AI, the multitude of options, the projected shortage of physicians, the ability to obtain fast, comprehensive results, and much more.

Can you see yourself in a "mini-Mayo Clinic" where machines evaluate, diagnose, and prescribe in one brief visit? Are you using the "portals" now available to quickly access test results and to confer rapidly with your physician without delayed visits and messages relayed through assistants?

AI is proving to be fast and accurate with diagnoses, but it's incapable of hearing a random patient comment that might be more important for the patient's medical condition than the patient thinks, and that a doctor might well pick up immediately if present.

When doctors are departing or changing their practices to escape confiscatory insurance premiums, will this "high tech" alleviate shortages or make them worse?

If you're selling products and service to the health care market, you can't afford to miss this interview. (And for that matter, any market we discuss here the art of "warm introduction".)

Lisa T. Miller, MHA

With over 33 years of unparalleled success in the healthcare sector, Lisa’s expertise in selling to the C-Suite and deep understanding of the market and her clients’ needs have driven over $200 million in sales.

In August 2022, Lisa Miller’s company, VIE Healthcare Consulting, was acquired by Morgan Stanley Capital Partners, marking a significant milestone in her career and underscoring the immense value and impact of her work in cost optimization for the healthcare industry where she has helped hospitals and healthcare systems eliminate over $1 Billion in unnecessary costs.

As founder and CEO of VIE Healthcare Consulting, Lisa perfected a sales framework that enabled her to sell successfully to the C-Suite. Using that framework, she closed multi-million dollar deals by helping her clients eliminate unnecessary costs, operate more efficiently, and provide exceptional patient care.

Today, Lisa utilizes her sales strategy, C-Suite Selling, combined with deep industry knowledge, education- based selling, and innovative solutions to identify and articulate value propositions that resonate with healthcare executives. This approach builds credibility, addresses complex needs more effectively, and ultimately leads to higher-value contracts.

Lisa’s career began with record-breaking performances as a top sales representative for CytoDiagnostics and Stryker Surgical, where she developed a profound understanding of sales as the engine behind business growth. These early accomplishments provided the foundation for her entrepreneurial success, instilling in her the strategic thinking and sales acumen that have become her trademarks.

What sets Lisa apart in the competitive world of healthcare consulting is her ability to compete with industry giants and win. She has repeatedly outmaneuvered larger firms by leveraging her sales expertise, delivering superior results for her clients. This David-versus-Goliath success story is a testament to Lisa’s courage, sales tenacity, strategic thinking, and unparalleled understanding of healthcare organizations’ needs.

Lisa’s success story is a powerful testament to the critical role of sales skills in business leadership. It demonstrates how a sales-driven approach, combined with industry expertise and innovative thinking, can enable smaller, more agile firms to outperform industry giants. Her career serves as an inspiration for sales professionals and entrepreneurs alike, highlighting the potential for sales excellence to drive transformative success in any industry.

A "battleground state" in a US election is a state where either candidate might win depending on the appeal to voters and for whom the majority votes. This is the essence of democracy. Shouldn't every state be a "battleground state"?

The same should apply to Congressional and Senate Seats. We have Senators serving longer than many European monarchs. Will people with that kind of sinecure ever vote term limits for themselves. Let me go out on a limb and say, "Never!"

The European monarchies were cast aside by democracies. We seem to be going in the opposite direction, with democracy subordinated to Senate monarchs.

You think I'm kidding? The late Robert Byrd served in the Senate for 51.5 years. The currently serving Chuck Grassley has been sitting there for 50 years.

Queen Elizabeth II reigned for 70 years, but the average tenure of a British monarch has been 25 years, and only 17 if you remove her unnaturally long reign. The French monarchs have averaged 20 years, but less if you remove the 72-year reign of Louis XIV.

Since 2018 polling, over 80% of Americans favor term limits in Congress. Sheldon Whitehouse, one of our Democratic Senators from Rhode Island for 24 years hollered long and hard for term limits on the Supreme Court, which was too conservative for him. He has never uttered a word about term limits for the Senate. He has also fought to end the filibuster and increase the size of the Supreme Court, but he's mum on that now since his side lost the election! Were they good ideas, or was he just seeking more power?

I don't think the founders left King George III to someday serve under King Sheldon I.

War’s End?

We’ve honored the character and acts of Jimmy Carter upon his death, as we should.

But most of the honor was due to his works after he left his one-term presidency, defeated by Ronald Regan. People voted for a starkly different candidate (as they did with Trump after both Obama and Biden).

One of Carter’s great blunders was his handling of the Iranian hostage crisis, that lasted for over a year. While there was international pressure and economic compromises, the overwhelming pressure was probably from that election of Ronald Regan, who was seen as someone who would be far more forceful than Jimmy Carter.

Regan fired the air traffic controllers who illegally went on strike.

Now we apparently have a cease fire in the Israeli/Hamas war which seems to be due to the same factor: In this case, a threatening Donald Trump replacing a wavering and weak Joe Biden.

It isn’t unreasonable to believe that Ukraine will settle its war with Russia in a similar fashion. There will be pressure for concessions, some land lost, but a way for both sides to save face and rebuild. Korean soldiers being used a cannon fodder are clearly not the answer for the Russians, not is tolerating the horrible attrition for the Ukraines.

Strength, and the ability to project strength, are what enables national goals to be met and protected. What is China doing these days? Building a stronger and stronger navy.

We made four significant charitable contributions to the arts at year end. Two of the the group’s management called to thank us.

Whenever I see a positive mention about me on social media, I write in to simply say thanks for the generosity.

I thank bussers and gas station attendants. I thank my trainer each time. It doesn’t matter whether I’m paying them or not.

People get unduly upset when people in other cars don’t express thanks for being able to turn, but I don’t let them turn in order to be thanked. And they may be preoccupied. But people always say “thanks” when you hold a door, I think because of the physical proximity.

I thank my doctor and dentist and attorney. I thank people who pay me. It’s more than a common courtesy, it’s a symbol of respect and dignity. Removing used plates and leftover food is an important service in terms of a dining experience, as is standing out in the elements and pouring gas into my car.

A great many people, believers and non-believers, reflexively say “Thank God” when something good occurs, from an illness recovery to a victory for the home team. But I don’t believe He is the one who’s concerned. Yet we see this desperate need to thank someone!

Some of us offer thanks publicly, some privately, some often, some infrequently. But I think we all tend to exhibit gratitude when things go our way or weren’t as bad as we feared.

Thank God for that.