* Include self-development time in your hectic schedule. As employees, employers, speakers, trainers and consultants we exhort others to continue with personal training. So practice what you preach.

* Live by your own high standards. Make sure your clients know what the ground rules are and make sure they understand the consequences of not meeting them. You establish and keep your standards.

* Promise and then over deliver. When you exceed expectations you are delivering a bonus. You already have high standards that your clients have bought into. They are delighted when you exceed your already high standards.

* If you offer a money back guarantee you are showing absolute confidence in your ability to deliver value for money. This is known as risk reversal.

* Let people understand the emotional downside and financial impact of not going with you. If they continue as at present there will be no gain. If they take action there will be gain. By adding value you avoid pain. They are motivated to act.

* If you are confident in what you offer your message about your products or services will be convincing. Deliver it with conviction.

Don't live down to expectations. Get out there and do something remarkable.

Best wishes,

Michael Harrison.

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