The pioneer of daytime TV talk shows, Phil Donahue, passed away yesterday. 

His syndicated show ended in 1996, after 26 years on-the-air.

There are many skills AEC business development marketers can learn from this legendary communicator. 

Donahue knew how to listen for the minutiae that others miss.

Attention to detail is crucial in our industry as you communicate an understanding of client needs and provide custom solutions.

Is there room to improve your teams' interview prep and presentations?

How do we develop a natural curiosity and understand people?

Learn how to ask quality questions and be more engaging.

How can we allow others to share their opinions while subtly driving conversations?

You've got to think on your feet and know how and when to pivot.

Another lesson from Donahue is how to invite differing opinions in a polite and welcoming way.

You foster open communication and encourage diverse perspectives.

Being open-minded and open-hearted...

Angles and a 360-degree view extend beyond job sites and software.

Influential leaders are willing to explore fresh angles and perspectives in communication.

We need open minds and hearts in conversations, conflict resolution, negotiations, and presentations. 

This strategy affects creativity, confidence, and critical thinking skills. 

Can you say competitive advantage, innovation, and profitability?

New insights are necessary in conference rooms, coffee shops, and construction trailers. 

Often, there is no right or wrong. People simply have a contradictory or unique position. 

Are you open to different perspectives, views, and angles?

Communication tip for Architects, Engineers, and Construction Professionals: 

When pursuing new business, pursue curiosity at every turn of the project lifecycle.

Curiosity helps beat competitors as it: 

Engages people
Develops deep listening
Guides you to ask better questions (gather the proper intel) 
Improves critical thinking skills
and much more.

Curiosity is a business growth strategy and leadership trait that people can learn. 

Successful A/E/C project managers use it to win shortlisted interviews.

Reach out to discover how this powerful communications and marketing tool transforms your competitive advantage.

It’s just a fad. 

That’s what people and business analysts said 20 years ago when social media started to take off. 

None of us has a crystal ball around how we’ll interact, connect, and communicate in the next 20 years. 

That’s why it’s so freakin’ important NOT to leave behind the timeless forms of human-to-human communication:

-Being curious 

-Giving others the gift of your attention 

-Asking meaningful questions and genuinely listening 

-Using stories to connect emotionally with people 

-Developing charisma so others feel comfortable around you

It’s impossible to replace these five qualities with technology. They certainly aren’t fads

It is absolutely possible to learn these skills and live a more fulfilling life—at work and home. 

Reach out if you want to finetune your communication, leadership, and business relationships. 

A/E/C teams that want to help grow firms and their careers need...

We are celebrating A/E/C pros who know how to use curiosity in communication and sales.

I met Sydney Unnerstall recently. She's an emerging leader and marketing coordinator at Vessel Architecture in St. Louis.

After my communications presentation at an SMPS regional conference, Sydney jumped at the chance to transform business conversations by being curious.

"I have started asking more relevant questions and hiding less since I attended Susan's program at the SMPS conference," she said.

"These go hand-in-hand with feeling more confident as I gain experience in meetings and with clients."

You get quality information when you ask quality questions (and listen deeply).

Sydney adds a couple of more quick gems in this 30-second video.

Take a look above.  

And reach out if your emerging leaders want to be more effective communicators. Our "Amplify for Emerging Leaders" online group coaching program is now available. Details are here!

Friday Communication Tip: 

Focus on prospects and clients. 

There's no need to brag or talk about yourself. Be interested in others. 

Ask good questions and listen deeply.

Stay curious and watch your career and business grow! 

“The more you try to be interested in other people, the more you find out about yourself.”-  Thea Astley

A/E/C = Processes.

Networking and business growth = People.

Then processes.

First, you metaphorically nudge the door open.

Focus your 30-second elevator pitch on the other person.

Processes take more than 30 seconds and are cumbersome.

Your job in business development and shortlisted meetings is to avoid cumbersome.

Instead, pique people's curiosity. There's no need to be a walking bid package.

Nudge the door open.

Be interesting so they are interested.

When a prospect invites you to a meeting or coffee, ease into the process. But only if asked.

Work with a sense of urgency.

High achievers do it all the time. 

What about having a sense of urgency to improve communication skills? 

Not technology tools. I'm talking about interpersonal relationships. 

There's been a flurry of posts and infographics about communication in today's workplace.

The suggestions include: 

• Don't complain
• Be assertive and empathetic 
• Be a team player 

These recommendations are covered in cobwebs and dust. 

Hello, 2023. 

Too many industries work with a sense of urgency around technology and equipment.

But problems arise when human communication is not a priority.  

Most employees don't know the new brain science and psychology behind our communication. 

Yes, there are legit concerns about people skills. 

First, though, we must have high levels of self-awareness. 

Internal communication and narratives have to shift. As you clear out limiting beliefs, interacting with others is much...

We create content.

We build funnels.

We set up systems.

We write marketing and business plans.

But do you know how to create curiosity and become known?

Curiosity is a soft skill that most people miss.

Exceptional communicators and sales pros don’t focus on stuffy scripts.

No one needs more jargon.

We crave intrigue and desire.

Gary Vaynerchuk agrees.  

When you post something that grabs (and keeps) someone's attention, you've intrigued them.

They want to know more.

You get them:

Thinking (not confused)

Feeling

Reacting

Involved

Curiosity moves conversations forward.

You planted the seed.

They look at your website or Insta profile.

Maybe they subscribe to your newsletter.

You get points if they share your post.

You create a buzz around you and your brand.

This happens when you make people curious.

It rarely happens when you ask "open-ended questions” and grovel hoping you'll close a prospect.

For f**k's sake.

I approach every conversation—sales or...

I am LOVING my amazing client who brought in more money in Q4 of 2021 than all 3 previous quarters combined! 

Yep, John Woods beat a big competitor in the employee health benefits field.

The contract was worth $61,000.

 Here's the kicker: John had his best year—during the Pandemic! (Most of my other clients have as well )

 How did this banner year happen when John's marketing was inconsistent and paid ads didn't convert?  

 John says the results **finally** showed up…WHEN HE SHOWED UP, for himself. He made a commitment to private coaching with me. 

 And I immediately nailed John's real issue.

 It had ZILCH to do with marketing. 

 John had to clear out the blocks around his internal story and self-worth.

 John had never heard this from other coaches or consultants. 

He had to love his story --and himself--so decision-makers could appreciate his value and approach--and hire him. 

  Bottom line: If...