How Does your Garden Grow?

Learning to Speak (and Listen) with Wisdom and Intelligence

I fancy myself a bit of a gardener.

I don’t grow anything exotic or even all that special, but I have about 100 square feet of flowers in my back yard and another 50 or so square feet out front. It’s mostly bulbs and other perennials, things like tulips, daffodils, and lilies that I supplement each spring with a selection of annuals. I like looking at the variety of colours as they come and go throughout the season and there is something primal about digging in the dirt that satisfies my caveman instincts.

This year I got brave and added a strawberry bush, here’s hoping.

I planted everything this past weekend and when I was looking at my handy work, I was reminded of something I heard a long time ago. The 13th century Persian poet Jalal ad-Din Muhammad Rumi, more commonly referred to simply as Rumi, once said –

Raise your words, not your voice. It is rain that makes the flowers grow, not thunder.

The meaning here should be fairly obvious; when faced with conflict or embroiled in a heated discussion Rumi advises not to yell but to speak with wisdom and intelligence. People learn and grow best when information is presented calmly, like a gentle rain, not through loud and violent outbursts.

We live in a very polarized society. You are either conservative or liberal, capitalist or socialist, inclusive or exclusive, with us or against us. It seems more and more that people are less and less likely to listen to anyone who expresses opinions contrary to our own, let alone have a calm and intelligent discussion about them. How are we to learn and grow if all we do is loudly dismiss and discredit anything we disagree with?

Last week I talked about confirmation bias, which in one sense is our tendency to look for and associate only with people with whom agree. The best way I know how to combat confirmation bias is to listen and learn from people from all walks of life and those with whom we might disagree. Associating across various socio-economic and political lines might not be enough to change our opinions about things but we might at least learn something.

Remember – You don’t know what you don’t know, so raise your words, not your voice. Who knows, you might win someone over and gain a new friend or at the very least learn something new that you hadn’t considered before.


What are you looking for?

Be Aware of Confirmation Bias

What do you expect out of life?  Not, what are your goals and dreams but what do you truly expect?

Do you think people are basically good or full of evil?  When you make plans and set goals do you expect to finish what you started and achieve your goals or do you, somewhere deep inside, expect to fail?

Confirmation bias is a real psychological phenomenon.  What it means is that in many ways we are hardwired to notice only the things that confirm what we already believe and too easily dismiss as anomalies the things that contradict our beliefs.

For example, do you believe in climate change or think it’s a hoax?  Depending on what you are looking for, this past week’s weather patterns would confirm your bias in different ways.  Snow in May?  Any thinking person can see that cannot possibly fit with Global Warming; climate change is a hoax!  Snow in May!  Any thinking person scan see that weather patterns are shifting; climate change is real!

This may seem like the Law of Attraction, but it’s not.  The Law of Attraction, as conceived of by Napoleon Hill and popularized in recent years by Rhonda Byrne is bunk.  It says that you attract what you think about.  You cannot attract anything just by thinking about it. Instead you tend to find what you actively look for.  The difference may seem subtle, but it is significant.

I contend that whatever you actively look for, you will find simply because there is action involved.  The world is a big place and if you actively go out and look for things there is a good chance that you will eventually find them.  If you want confirmation that you are smart, sexy, athletic, or fill in the blank, all you have to do is go out and look for people who think the same way you do.  And you will find them.

Likewise, if you think you are a loser and do not deserve love, you can find people who agree with you on that point too. Make no mistake, this is not the Law of Attraction, it’s confirmation bias.

Confirmation bias is not necessarily a bad thing.  To become successful at anything you first need to find people who agree with you.  To sell a product you need to build a tribe of individuals willing to part with their money and support your idea.  Where confirmation bias turns evil is when you are actively looking to confirm a negative emotion or thought and are closed minded to contradictory input.

Politicians and thought leaders are masters of manipulation when it comes to confirmation bias.  They will insert themselves in existing tribes, feed them curated information that fits with their already formed biases and declare themselves the only ones with the power to influence things in favor of the tribe.  That is opportunism.

Case in point, a few weeks ago here in Canada the Conservative Party leadership candidate Derek Sloan attempted to tap into anti-immigration sentiments and fears surrounding COVID19 by openly questioning the loyalties and credentials of Canada’s Chief Medical Officer of Health because she was born in China.  For people who already have those fears, his comments confirmed what they were already thinking and raised his profile among their tribe.  The fact that he alienated an entire ethnic group and lost credibility among those outside the tribe meant nothing and did not hurt his standing because he was already unlikely to garner many votes from ethnic Chinese and pro-immigration tribes anyway.

We have a saying around my office;  “You don’t know, what you don’t know.”  It’s meant as a check against biases of all kinds, especially confirmation bias.  Don’t just look for confirmation of what you believe and when confronted with information that does not fit don’t dismiss it.  This is how you grow and expand your horizons.

So, the next time you go looking for something, beware of your confirmation bias and keep an open mind for new information.

Go Slow to Go Fast

The Enduring Value of a JAM Session

A lot of endurance athletes train slow in order to race fast.  I believe the concept works just as well in business and life as it does on the Iron Man or marathon course.

Here’s the 1000 foot view of the theory –

Training slow builds your endurance capacity, when you intersperse your training with hard but short speed sessions, you tax your muscles and encourage growth.  It’s essentially the same concept that weightlifters use when they push heavy weight and then back off for a few sessions.  As a result, over time your slow sessions get faster and on race day, when the adrenaline kicks in you can hold a slightly faster pace through the entire length of the race.

By contrast, people who have not prepared themselves for the faster, adrenaline induced race pace tend to fade at the end.  The goal on race day is to have enough left in the tank to run the last mile as confidently as you ran the first.

We can transfer this concept to business by incorporating what I call a JAM session into our routine.  A JAM session is a short burst of intense work where all distractions are blocked out and we focus on one thing for as long as it takes.  Turn off the phone, close the email and social media feeds, shut to door and go to work.

By doing these JAM sessions on a regular basis and when the situation warrants, we can increase our productivity and crank out some real quality work in intense bursts.  Like anything else, the more we do it, the better we get at it.  And it trains our brains to focus better when we aren’t jamming.  The end result is greater productivity overall.

Try it and let me know how it feels.

Here’s a video I produced on the same subject just the other day.

Construction Project

Clearing Away the Debris and Starting Something New

See, I am doing a new thing! Now it springs up; do you not perceive it? I am making a way in the wilderness and –streams in the wasteland. [Isaiah 43:19]

Have you ever visited a construction site?  Especially at the very beginning of a new project it seems like there is more destruction happening than construction.

I have been passing by a new condo development on my run each morning for the past few weeks.  What was once an overgrown meadow has been cleared of brush, leveled, and filled with gravel.  An elevator shaft now sands off to one side towering approximately 8 stories high but other than that there does not seem to be much real construction happening on the property – yet.

Growing up I took part in my share of construction projects.  My dad is a do it yourself kind of guy.  When I was four years old, he built the house I grew up in.  When I was ten, he built a barn.   We were always building something.  It often seemed as though our entire life was one big construction project.

At the start of anything new there is always a phase of preparation that involves demolition and clean up.  It might not seem like much is happening in this phase, it might even seem like you are moving away from positive change.  But clearing away the old, used up or broken bits it a critical part of creation, you have to clear the pallet so the speak, for something new to rise in its place.

This past month has felt a lot like the preparation phase for a big construction project.  We are being forced to clear away the unproductive, unimportant and unnecessary bits of life.  It has been painful for many.  Some, who work in secondary and tertiary industries may never fully recover.  But through it all we have been reminded of what really matters.  We have gained a new appreciation for emergency services, medical professionals, consumer staples, transportation infrastructure, farmers, and the entire food supply chain.  Our forced isolation has also reminded us of the importance of family and community.

Isaiah 43, which I quoted to start this post is not a happy chapter of the bible.  It was written to rebellious people, soon to be exiled from their land as punishment for their sins.  But regardless of the dire circumstances these folks would soon find themselves in, the tone is one of hope and renewal.  Even in the wilderness God makes a way.

I am not saying that COVID19 is punishment for sin.  I am not qualified to make such a statement and even if I were, it would not be helpful.  The apostle Paul said that our fight is against bad ideas, (Ephesians 6:12) not each other, pointing fingers and talking about sin at a time like this is an extremely bad idea.

What I am saying is that as we rebuild from this time, we have been given an incredible opportunity to reset our priorities and right some wrongs of the past, prioritize the things that matter, family, community and the core requirements of a healthy and sustainable life.

Much of what we are seeing in the news and online today is generating fear and judgement.  That is not helpful, and it is not the voice of God.  Mr. Rogers once responded to a child in his audience who had questions about scary things with the gentle reminder, “look for the helpers”.  In these challenging times we would all do well to not only look for the helpers but to look for opportunities to be one.  One of my weekly motivational goals is to give something back. Whether that is as simple is donating a few dollars to the children’s hospital, buying a few extra groceries for the food bank or something else on a grander scale, everyone can be a helper.

Our post COVID19 world is under construction.  Let us build something we can be proud of.  Take a minute right now to think about how you can contribute and let me know in the comments.  I would love to hear about it.




Locked Down Blues

Three Keys to Battling Depression and Staying Motivated During The Coronavirus Lock Down

“I think I’m depressed.”

Until last week, I had never uttered those words in reference to how I feel about my work.  Not once, ever!  Sure, I’ve gotten the blues over personal matters and had less than stellar days, but I love my work, I love helping my clients and I love life.

That is until recently.

Since the nationwide coronavirus lockdown started six weeks ago, I’ve managed to remain pretty up-beat.  I closed a large deal just hours before the lockdown went into effect, so my income has remained stable to this point.   I started out looking at quarantine as an opportunity to integrate some exciting new technology into my business, clean up some lingering projects and make myself ready for the big wave of recovery that I was convinced was just around the corner.

Well that’s all done now.  I’m video conferencing like a pro, my inbox has never been so clean, and I have officially run out of new projects.

Last Wednesday, at precisely 10:10 am I had completed every item on my to do list and was done work for the day.  And that’s when it hit me.  Without a clear plan and a to do list long enough to topple the CN Tower, I started pacing the floor like a Caged Tiger and after a few hours of that I just sat down and moped.

It didn’t take me long to realize what had happened.  I wasn’t taking my own advice.  For weeks in this space and over on my video channel I’ve been telling everyone that this is going to be a long recovery and the world will likely never be the same again.  But somehow, I convinced myself that my business would be fine, I’d recover quickly and pick right up were I left off sooner and stronger than everyone else.  But when the phone stopped ringing, and the busy work went away I was left to face a stark reality, I am completely unprepared for a long wait.

As I thought about it, I began to formulate a plan for how to stay motivated and keep doing business over the coming weeks and months.  Here are things I am thinking about that have, so far, pulled me out of my depression and given me a renewed sense of purpose and hope moving forward.

It’s Not About Us

I find it always helps to keep a little perspective in times like these.  Not that there have ever been times quite like these before but that’s kind of the point.  To date, worldwide over 3 million people have contracted COVID19, 208 thousand have died. By way of comparison, official estimates place the number total deaths during the Vietnam war between 200 and 300 thousand.

In Canada, over 48 thousand have the disease and 2,700 have died.  The impact of the economic shut down is staggering, with just over 1 million people having lost their jobs and having to rely on government assistance to pay their rent and buy groceries.

The human suffering that this pandemic continues to bring is beyond anything I have ever experienced.  As far as the history of pandemics goes it’s still relatively small but this is currently the largest death toll of any infectious disease since a strain of flu swept through Hong Kong and killed a million people between 1968 and 1970.  With no vaccine in sight, COVID19 could easily surpass a million deaths by the time it’s over.

The slowing of our businesses and social isolation pale in comparison to these statistics.  It’s not about us.  It’s about the millions who are sick and the hundreds of thousands who continue to die.

Control What You Can Control

You can’t control the outcome, but you can control the input.

I made a list of 10 tasks to complete everyday that will have a significant impact in moving me closer to my goals.  Each of these 10 tasks are 100% within my control.  Achieving my goals depends on other people reacting favorably, I can’t control that, but I can control the things I do and when I do them.  If I complete these 10 tasks everyday, I will put myself in a good position to capitalize on the reactions of others.

Not all these tasks are related to business success, some are purely personal and mental health related and that’s okay.  Having some personal goal specific tasks are key to living a balanced life.  Some of my daily tasks include, 15 minutes of meditation, making cold calls, responding to correspondence and checking in with friends.  Having a well-rounded list helps to keep both business and personal life in perspective.

Celebrate and Reward Success

What happens if I don’t complete all ten tasks in a day?  In short, I haven’t done my job and in the long run I will fail to achieve my goals.  Achieving a goal might not be enough to maintain motivation though.  It’s important to have something to look forward to.

If I complete all ten tasks every day for five days, I can reward myself by taking a day off.  If I achieve certain other benchmarks, I do other things, play a round of golf, buy a new toy, take a vacation etc.  These are the prizes that keeping things in perspective and consistently completing specific tasks will lead to.  It’s important to take the time to enjoy the fruits of your labors otherwise what was it all for?


I’m happy to report that I don’t feel depressed anymore.  By paying attention these simple keys, I hope to stay positive for a long time.  How are you staying motivated during these difficult times?  I’d love to hear from you, write me a note in the comments below.


The Sun Will Come Out Eventually

Faith, Optimism and The Continuum of Hope

I’ve spent a lot of time these past few days mulling over the differences between Faith and Optimism.  It seems to me that at this cultural moment people are clinging to worldviews that are crumbling from our grasp like handfuls of sand.  What once seemed solid in our hands is slipping through our fingers while the world quakes, we tremble and the concept of normal is best left to philosophers.

The concepts of faith and optimism tend to be used interchangeably but they have vastly different meanings.  It was while watching some video content from another coach this week that I was struck with this common misinterpretation of language.  While he paid lip service to the etymological differences and traditional definitions of the two words the bulk of his video teaching focused on faith almost exclusively and he missed a great opportunity to delve deeper into our collective psyche at this moment in time.

Looking at faith and optimism in context with today it helps to look back at previous world shaping events.  War analogies have been popular among politicians and writers of late, President Trump continues to say that we are in a war with an invisible enemy.  But the war imagery doesn’t sit well with me, it’s just too violent.  Doctors and research scientists are not soldiers, in a bloody war, they are dedicated healthcare providers working to prolong human life.

As a Canadian and an endurance athlete I prefer to think of it in terms of winter and marathons, two things that suck and can seemingly go on forever.  We all know that winter and marathons eventually end, we just don’t know how much pain we are going to have to endure before we get to the finish line.  Nor do we know how long that pain is going to linger afterwards.  The current COVID19 pandemic and the sociopolitical fallout that is sure to follow are a lot like running a marathon in a Canadian winter, just one storm after another with no end in sight and the distinct possibility of a stress fractured ankle ruining our summer.

So, what about Faith and Optimism?

Psychiatrist Viktor Frankl survived the holocaust then spent the rest of his career counselling and studying victims of long-term trauma.  What he found was that those who started out the most optimistic rarely survived.  The optimist might say “things will be better by summer”, but what happens when summer comes, and nothing has changed?    As the continual disappointment of missed deadlines and failures mount, the optimist suffers a broken heart and dies a little each day.  He tends to put too much stock in his own ability to influence the outcome and bend reality to his picture of how things should be.

The person of faith on the other hand recognizes that he is but one piece in a massive machine full of autonomous and often conflicting moving parts.  As such, he rarely makes predictions that depend solely on his or anyone else’s ability to complete a specific task.  The person of faith instead places his trust in the concept of better and celebrates incremental improvement along a never-ending continuum of progress.  While the optimist can only look forward to an arbitrary point in the future the person of faith can look both backward and forward noting how far he has already come and have hope for even better days ahead.

Which brings me to hope.

If you are looking for a word to pair with faith the concept of hope is much more congruent than optimism.   Hope, according to the author of Hebrews is the driving force behind faith.

Now faith is confidence in what we hope for and assurance about what we do not see. [Hebrews 11:1]

Without hope, faith is formless and provides no measure for progress.  Hope provides the continuum of growth with a touch point we can stop at and say, “look what we have accomplished” without placing too much emphasis on our own abilities or discounting the influence of outside forces.  Hope also does not rely on an arbitrary end point but rather leaves open the possibility of continued progress than we could ever have conceived from the start.

Little Orphan Annie said, “The sun will come out tomorrow” and whether it did, or it didn’t she had nothing further to add or look forward to.  The person of faith and hope says, “The sun will come out eventually” and when it does it’s just another event in the continual march of progress.

Surviving COVID19, like every other history shaping and personal growth defining event, is going to take faith and hope, it is not going to require optimism.  Optimism can set you up for failure, faith and hope are built to survive setbacks and endure long roads of recovery.

The road is long, there will be setbacks.  Keep the faith.  The sun will come out, eventually.


Gentle Offence

Three Keys of Selling Post COVID19

We are now just over a month into the physically distanced world of COVID19.  Having been ordered by public health officials to stay at least 6 feet apart has fundamentally changed the way society operates.  Chances are, we are not going back to the old handshake and cocktail party ways of selling any time soon.

As stock markets around the world reeled, non-essential businesses closed and upwards of a million people lost their jobs in Canada alone (hopefully only temporarily), the entire world went on defence.  We were told to stay home as much as possible, only go out for essential items and stop the spread so that health care workers could have a fighting chance at containing the virus.  Government stepped in with billions of dollars in financial relief for laid off workers and shuttered businesses while essential businesses like grocery stores increased wages and went on a hiring binge to meet demand.

Now, one month in, the tide is slowly starting to turn.  The rate of new infections is slowing, although not yet decreasing.  More and more people are recovering and we’re starting to get the hang of this physical distancing thing.  But there is a dark side too.  Homo Sapiens is a social animal and with governments telling us to expect the reopening of the economy to be a long and drawn out process, people are getting restless.  We aren’t there yet, a pick-up game of basketball, a round of golf or just rollerblading with your family in an abandoned parking lot will still get you a $750 (plus tax) fine.  Opening a non-essential business could cost you $10,000 per day in fines and up to a year in jail.

But the economy will re-open and we have to be ready for a very different world when it does.

This past week, during our weekly virtual team meeting one of the top salespeople in our organization used the term “Gentle Offence” to describe the way in which we will have to pivot our sales approach as a result of this pandemic.  I don’t know if he coined the phrase or had heard it somewhere else, but I thought it was brilliant as it perfectly articulates he way I think sales needs to evolve in the new world.

The way I see it Gentle Offence is just the compassionate and emotionally intelligent approach that people are going to need to hear from salespeople as we all recover from the mentally draining, and emotionally traumatic events of this pandemic.

Gentle Offence consists of three key elements.

1 – Know Your Moment

Now is not the time for a hard sell.  I would argue that there was never a good time for a hard sell but that’s just me.  But this is definitely not the time.

One major car company has been really good at this so far, pivoting their advertising to focus on saying thank you to health care and essential service workers and not mentioning any of their vehicles at all.  Some fast food restaurants have done the same.  You do not want to be the brand that was tone deaf to the cultural moment and continued pitching your non-essential product while people suffer.  Marie Antoinette did that, and it didn’t end well for her, don’t be like Marie Antoinette.

It is enough right now to express gratitude and offer support but do not pitch products.  People have long memories when it comes to how you make them feel.  In a sense we are in a collective state of worry and mourning, be a source of comfort and compassion not additional pressure to consume and perform, people will remember that and reward you for it later.

2 – Let The Client Lead

A good psychotherapist never tells a patient what to think, rather they help the patient interpret their thoughts and adjust their behaviours for a more consistent outcome.  In the post COVID world salespeople are going to need to become a bit more like psychotherapists helping their clients interpret and express their needs and find ways to better fulfill them.  If that means guiding potential clients away from your product or service, so be it, you can’t be all things for all people.  The job of the salesperson is to fulfill a need, not manufacture one.

Advertising was invented to create dissatisfaction with the status quo and manufacture desire.  This has led society in an unhealthy pursuit of materialism and created a world of interpersonal comparison termed “keeping up with the Joneses”.  COVID19 has reminded us that the Joneses are just as vulnerable as the rest of us and what we want and what we need are two very different things.

Letting the client lead means helping the client flesh out their needs and desires and providing solutions to their problems.  It takes patience, kindness, compassion and deep knowledge of the issues and potential solutions.

3 – Bring Your ‘A’ Game

If the new world is going to be all about compassion, empathy and sensitivity then closing the deal is going to require a lot more knowledge of both product and application.  The salesperson is going to need to be better prepared than ever before, know more about their product and understand more about how it addresses the client’s specific need.  It’s no longer going to be enough to pitch a product by focusing on features and benefits, you are going to have to paint a picture of life after the purchase that jives with the picture the client painted for you previously.  And you are going to have to do it better than anyone else.


So, there you have it.  I believe playing Gentle Offence is going to be the new way of selling post COVID19 and in many sectors it has already started.  It’s about compassion, empathy, wisdom, and situational understanding.  How do you think sales will change in the new world?  Send me your interpretation in the comments below.

Just Breathe

The Power of Meditation (and Prayer) in Times of Stress

Let’s face it, we’re stressed.  I’m stressed, you’re stressed, we are all stressed.

I’m no stranger to stress.  As an entrepreneur I have had more than my share of sleepless nights and fretful days as I have navigated through a world that has very little appreciation for the sacrifice and dedication that it takes to open, build and run a business with no safety net, no guaranteed income and no long term security.  Most of my friends have government jobs or jobs with large corporations that offer significant long-term benefits and job security.  I grew up surrounded by teachers and people employed by fully funded NGOs.

I’ve worked in start-up firms or for myself since I was 19.

Sure, I’ve brokered some big deals in my day.  The kind that purchase a modicum of security for a few months or even a year, but the money inevitably runs out and I am always left searching for the next big thing.

In the era of COVID19 many of my closest personal friends, colleagues, associates, and clients are experiencing job related financial stress for the very first time and I’ve been fielding a lot of calls from a lot of stressed out people.

Earlier this week I created a resource page that I published on google docs to help people find the things they might need to get through these stressful times.

But today I decided to write about the one thing, regardless of the situation that everyone should do when stress begins to mount.


Focusing on your breathing is the first step of meditation in all its forms.

According to, meditation, regardless of religious context has been scientifically proven to reduce stress, control anxiety, promote emotional health, enhance self-awareness, lengthen attention span, slow age related memory loss, improve sleep, control pain, and decrease blood pressure.

In my book “Prayer School”, available on or for free download I dedicated the entire first chapter to centering and opening your mind and heart for greater things.  Whether you are religious or not the practise of the breath prayer (or breathing meditation if you prefer) is a key step in calming your mind and centering your thoughts for a greater purpose.

So here is a quick breath prayer or breathing meditation exercise that I teach everyone who comes to me in financial stress. When pressures mount and it seems like you are losing control follow these steps to calm your mind before you act on your impulses.  Trust me, you’ll be glad you did.

1 – Stop

2– Be Still

3 – Breath In for a count of 4

4 – Hold it for a count of 4

5 – Breath Out for a count of 4

6 – Repeat until you feel your heart rate slow

If it helps repeat a mantra as you breath in and out.  Personally, I like to breath in and out on Psalm 46:10, “Be still (in), and know that I am God (out).”  It helps me to remember that I am not alone in the world.  But the words don’t really matter, I had one friend who like to breath “I like (in), peanut butter sandwiches (out).” The point is, to take your mind and body away from whatever it is that is causing you stress in the moment.  Once your heart rate settles down, you can turn your focus to the problem at hand with more clarity and peace of mind.

This practise works to calm anxiety and stop panic attacks in their tracks, but meditation is also a great way to inject a general sense of calm into your daily life.  Many people have incorporated meditation into their lives as a regular practise at the beginning and/or end of each day.  I’ve been doing it every morning for decades.  That’s next level stuff though, for now, and while we all learn to navigate the world during and post COVID19, a simple breathing meditation can go a long way to help us all through these stressful times.


How do you deal with stress?  Let me know in the comments below.  And if you are having trouble dealing with financial stress as a result of COVID19, or any other reason, get in touch and let’s talk.  But first – breathe.




Branding Lessons from the Lizard the Captain and the Man in the Blue Shirt

3 Lessons About Projecting The Right Image For Your Brand
The Geico Gecko

Would you buy car insurance from a wise cracking lizard with a British accent?  Warren Buffet bets you would, and millions of Americans do.

Would you book a vacation with an awkwardly blunt and slightly creepy man in a captain’s uniform?  Obviously, or wouldn’t have created the character of Captain Obvious.

More importantly, would you let a plain talking, slightly nerdy, triathlon enthusiast give you financial advice?  I sure hope so or I’m in the wrong business.

All those things form a brand image and for the past few days I’ve been doing a lot of thinking about mine.

The fact is that how people perceive you, IS your brand.  You can’t control what people think or how they react, but you can control what you show them.  In so doing you are projecting an image for  your brand and letting the customers do the rest.  The key to branding then is giving your customers just enough to point them in the direction you want them to go.  And then hoping they get there on their own.

Last week I watched a series of videos on branding from success mentor and productivity coach Darren Hardy.  I don’t know what Mr. Hardy actually calls himself but when I think of him three things immediately come time mind, success, productivity and a freshly pressed blue shirt.  Why?  Because he talks about those things constantly and he always wears an immaculately pressed blue shirt while doing it.

Darren Hardy, trade-mark blue shirt and all, teaching from his back yard

Through watching these videos, I learned three very important lessons about how to establish and reinforce a brand.

1 –  Perception is Reality

How people receive and interpret the brand is just as important as the message you are trying to convey.  Mr. Hardy wants you to think of success when you think of him, that’s why he wears that perfect blue shirt all the time.  Would you think of success if he showed up wearing a baseball cap and ripped T-Shirt?  The gecko that shills car insurance and the creepy captain who wants you to enjoy your vacation both say we’re approachable and fun.

2 – Pick a Single Word

It’s okay to have more than one word but by picking just one it’s easier to direct your efforts and point people in that direction.  Most successful brands can be reduced to just one or two words.  The more words you use the harder it’s going to be to project your image with any consistency.  Mr. Hardy’s word is success, at least that’s what he said in one of the videos and I can certainly see it but there’s some subtext there as well.  He mentors business owners for increased productivity, hiring the right people and product marketing to name just a few.  If he wanted to mentor you to be a great athlete or coach the baseball cap might be a better idea.  But everything he says and does points back to that one word because more than anything he wants you to think, if you want to be successful you should be listening to Darren Hardy.

Which brings me to the last lesson.

3 – Design everything to reinforce your word

Think about how your word shows up for a meeting, how it comes through in writing, in advertising, or on LinkedIn.  I’ve already pointed out how Mr. Hardy’s blue shirt speaks success.  How does the Geico Gecko say approachable?  How does Captain Obvious say fun?  Remember, I’m not saying that approachable and fun are the actual words the advertising departments used to create those ad campaigns, but perception is reality and that’s what I think of when I see them.

My main brand word is compassion.

I understand that financial planning can be confusing and scary for a lot of people, especially if you’ve been burned by bad decisions in the past.  When people think of me, I want them to think that I am the financial planner they can be authentic with and receive solid advice delivered in a straight-forward, non-judgmental and compassionate manner no matter their circumstances.

I’m still working on how best to convey that message across all my media platforms.  I hope it shines through in the way I write and speak most of all.  Life is hard and finances are complicated, if authentic and compassionate service is what you are looking for form your financial planner, I want to be that guy for you.

What’s your brand word and how do you reinforce it? Let me know in the comments below.

Check out the video I did on this same topic yesterday.


Whole-Life Life Insurance

The Emergency Fund You Didn’t Even Know You Had

“COVID-19 has shut down my business, I need cash now!”

I have had clients start phone calls with that line, or something similar, at least twice a day for the past three weeks. Thankfully, most of them were smart enough to take my advice and set aside some emergency money, those that did not are wishing they had and are ready to push the panic button. But not all emergency funds are created equal and so yesterday I took to YouTube to discuss the most overlooked source of emergency cash that a lot of people have at their disposal; check it out here.

Once you get past my riff on breakfast nutrition I get into the meat and potatoes of the discussion around the 1:55 mark, hang in there, its worth it. Or you could just pause the playback while it downloads and skip ahead if you really want to.

For those of you who do not have a Whole-Life Life Insurance policy, I want to take a few minutes today to ask you one simple question. Why not?

I get that some people think Life Insurance is a waste of money. Why pay for something that you will not reap the benefit from directly? While I understand the sentiment, I have to say, dying without a plan in place to provide for your family and pay off your debts is just rude. If you are independently wealthy, that’s one thing, but my mother taught me never to expect anyone to clean up my messes for me. Even wealthy people have Life Insurance because Life Insurance, when built properly can be the final broom that comes along and sweeps your life into a tidy little pile and makes things easy to dispose of.

Not that I am saying you’re dirt that you family is just going to toss away. Let’s assume you love your family, and in turn they don’t think you’re dirt, let’s also assume you’re not independently wealthy and you’re not rude.

You probably have some Life Insurance already. Most employers provide at least a small amount of income replacement for your family to help them through a difficult time as part of your health plan. That’s nice but it’s not generally going to be enough to clear your debts and provide for your family long term. In addition to your employer sponsored plan most people will purchase some term Life Insurance to cover off major debts and provide income for their families for a few years. This is all good stuff but it’s not Whole-Life Life Insurance and it’s not going to provide you with any emergency money while you are living.

While term coverage resets at a higher premium at the end of a specific number of years, a Whole-Life Life Insurance policy is designed to give you coverage for one guaranteed premium amount throughout your entire life. It also provides you with the opportunity to participate in the financial returns of the insurance company and grow a cash surrender value which you can access while you are living. Term policies only payout once on death.

In the world of COVID-19 it’s the cash surrender value in Whole-Life policies that many of my clients are finding can form the basis of an emergency fund. You don’t need to die to gain access to this cash value, you can instead surrender some of the death benefit or take a loan from insurance company to bridge through a difficult time. The beauty of this plan is that you don’t have to submit to a credit check, it’s technically your own money, and you don’t have to commit to a specific time frame to pay any of it back. If you die while the loan is still outstanding the insurance company will just deduct whatever is left from the final death benefit and pay your heirs the rest.

This is not all sunshine and roses. The CRA may consider some of the advanced funds as income and expect you to pay tax on them and the insurance company may charge you interest if you take it as a loan. But if your other sources of income have taken a huge hit paying some tax is not a bad thing and the interest rate is about a third of that charged by most credit cards. Win-win.

Experts agree that everyone should have about 3 months of expenses in an emergency fund. Most people find this hard to do but by paying a premium of say $50 a month you can build up a cash value well in excess of that number over time. In the past week I have advanced an average of $6,500 from Whole-Life Life Insurance policies to everyone of my client’s who have qualified. Not bad for a commitment of $50 per month and a whole lot more than the government is offering through some of their emergency financing programs.

So, if you have a Whole-Life Life Insurance policy you might have a significant emergency fund at your disposal. If you don’t have a Whole-Life Life Insurance policy now might be the perfect time to check with your financial advisor and put something in place for the next “once in a life-time” financial emergency like we are living through right now.

Stay healthy and safe, and stay home if you can.