Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year.

These questions can be answered personally, professionally, and collectively—in a family or as part of a company. Each question should be addressed in each category.

Question #1: What is working RIGHT NOW, and how do I do more of that?

This question helps me think about things that are going well, like securing new clients, managing existing clients, selling a specific product, executing the process, value-based selling, or being intentional about growing. You have to know WHY it works.

Remember, as we've discussed before, there are three kinds of salespeople:

• UI—the unconscious incompetent
• UC—the unconscious competent
• CC—the conscious competent

The goal is to be in the third group, to be good at what you do, and know why you are good at what you do.

Your homework assignment? Ask yourself the question and assess it personally, professionally, and collectively.  I hope it will yield great results for you as you look to end 2015 and begin 2016 in just a few short weeks.

Listener Question of the Week: We want to move to a new CRM right after the first of the year. What are your recommendations?

Quote of the Week: The best way to sell something? Don't sell anything. Earn the awareness, respect, and trust of those who might buy. ----Rand Fishkin