Update: After one month's hiatus from my speaking coach I'm returning for my weekly session. Coaching is one of the most powerful ways to get good fast. It's like getting in the express lane. Once there, you have to keep looking forward.

Feature Article: The Purple Outfit Syndrome

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Dumber and Dumber...

Are we as a society reverting back to the days of the caveman? Where higher thought and ideals are being replaced by mundane actions manifesting from our desire to embrace the reptilian brain? And where shows like Howard Stern, reality TV, and eating live worms intrigue mass audiences and populate the airwaves?

With all the hi-tech gadgets in this Digital Age, people seem to be escaping rather than advancing:

Good old-fashioned reading and writing are being replaced with text messages and instant messaging. Communication skills are being replaced with the BlackBerry. Even memorizing is being replaced with gadgets that store memory. And can you believe people spend hours a day chit-chatting on their cell phones and then wonder where the time went?

Since hi-tech is handling most of our information gathering and storing, we now have a generation of kids who have so much free time they spend hours a day in mindless pursuit of playing video games. They know how to order food from McDonald's but find it's a challenge communicating with friends at school. Doesn't this lead to more problems later in life?

A neighbor's son just turned twenty. He comes home from college and immediately spend hours playing computer games. He reminds his mom he's a good son because he doesn't drink, smoke or do drugs to justify for his lack of ambition. Unfortunately, the video games dominate his brain waves.

Without exercising critical thinking and problem solving skills—how will people get themselves out of life's many jams?

Maybe they'll walk out on their house payments. Perhaps walk out on their marriage. Or possibly walk out on their kids.

Where does it end?

The Purple Outfit Syndrome

Dear Associate,

People are funny. They're unpredictable. They make irrational decisions. They act on impulsive choices. You never know for sure what motivates them to do what they do.

Case in point: Charles, my financial advisor is working on closing a big account. They're a well-to-do married couple socking away money for an active retirement. He's positive he's in competition against two other local advisors. He has given his presentation and is now awaiting their decision.

We met recently and he asked, "Should I contact them one more time?"

"Probably not," I answered. "They've already made up their mind about you the moment you met. It's etched inside their cerebral cortex. Now it's a waiting game as they decide about the other two."

I continued, "From the married couple, who appears to be the lead decision maker?"

He said, "The wife."

"Oh," I replied. "This might get a little trickier."

"Why's that?" he questioned.

"There's more in play here. It goes beyond a simple yes or no. There are layers and layers of stuff she filters through," I explained. "By the way, do they like you?"

"Yes, they like me because they know I stay on top of emerging markets and global trends," he responded.

"Yeah, but let's say the next advisor they meet with is young and only half as knowledgeable with a third of your experience," I suggested. "She goes to make her pitch to the couple in a purple outfit. And the wife's favorite color happens to be purple. My friend—you have either lost the account, or face an uphill battle."

"Oh, no," he gasped.

Oh, no is right. If you're trying to win more clients, then it's critical that you arm yourself against the Purple Outfit Syndrome. It's one of the biggest deal-killers around. You've got to have a few key strategies in place to oppose this chronic condition.

Three critical keys to counter the Purple Outfit Syndrome:

1) Credibility. Like reading a review from Amazon, are clients happy with you? If so you should have, or should be collecting lots of testimonials and client comments. If you are a guru, have a successful track record, or have been published—let people know through your marketing. Don't hold back.

2) Creativity. Are you repeating, copying or duplicating your industry jargon in your marketing? Or are you coming up with some fresh material that's to the point and compelling? Be aware: if your marketing copy is similar to that of your competitors, then there's no reason for anyone to contact you first. Because the prospect perceives you are all from the same mold.

3) Confidence. People sense this instantly when you meet. The way you dress, look, speak, give handshakes, smile, your composure, your facial expressions, and how you answer questions all add up to the way people perceive you. Having more confidence wins more clients every time.

Sometimes, no matter what you do, the odds are stacked against you. That's reality. Master these three keys and you'll have a chance to stack the odds in your favor and reduce the likelihood of being a target of the Purple Outfit Syndrome.

Warm regards,