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HOW COMMERCIAL REAL ESTATE COMPANY WINS BIGGEST CLIENT
We assisted Jones Lang LaSalle, a large international commercial real estate firm, in employing The Pitch Preparation Process. A major international bank made a strategic decision to outsource the management of its real estate. After reviewing proposals from a dozen firms, the bank invited five firms to make presentations. Bruce Ficke and his team at Jones Lang LaSalle were fortunate to be one of the five. If Bruce and his team were chosen, the bank would become the firm’s largest account. ...READ MORE
FROM PETRIFIED TO POLISHED
Her hand trembled as I held it firmly in mine. Her fellow participants in The Great Communicator Program waited patiently in the training room just down the hall.

“I’m afraid,” confided a nervous Judy Jenkins as she contemplated her entrance. “Maybe we can do this another time,” she continued.

“Judy, the time is now. There are many people in the room just as apprehensive as you are. Let’s go. O, K.?”

“Alright,” she signed. “I guess I’m not going to die.”....READ MORE
THE POWER OF POSITIVE THINKING
In April of 1999, I received a telephone call from Susie Whang, who asked if I would be interested in working with her daughter, Sophia, to prepare her for the California Junior Miss America Pageant in September.

“How can I help your daughter?” I asked Susie.

“Sophia is very pretty,” responded Susie. “She has a 4.2 grade point average, is captain of the tennis team, plays the piano and sings beautifully.”

“Wow, she sounds like a terrific young lady, how can I help?” I asked.

“She gets very nervous and is afraid to stand on the stage and answer questions,” confided Susie. ...READ MORE


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