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For those who still believe structural inequality is a figment of feminists’ imagination, let’s recap some of the ways the financial odds are stacked against women. The gender pay gap sits stubbornly at around 18 per cent in Australia. (It gets wider the higher up the ladder you go, by the way). Female-dominated occupations are less well paid than male-dominated ones. Six out of ten Australians work in an industry dominated by one gender. Australia has one of the highest rates of part-time work in the world: 25 per cent of us work part time. Women make up 71.6 per cent of all part-time workers and 54.7 per cent of all casual employees. Australian women are among the best educated in the world but have relatively low comparable workplace participation and achievement rates. And just to add insult to injury, products marketed to women are more expensive than those marketed to men!

OBAMA WENT THROUGH STAGES. That first day, I was in multiple meetings where he tried to lift everyone’s spirits. That evening, he interrupted the senior staff meeting in Denis McDonough’s office and gave a version of the speech that I’d now heard three times as we all sat there at the table. He was the only one standing. It was both admirable and heartbreaking watching him take everything in stride, working—still—to lift people’s spirits. When he was done, I spoke first. “It says a lot about you,” I said, “that you’ve spent the whole day trying to buck the rest of us up.” People applauded. Obama looked down. On the Thursday after the election, he had a long, amiable meeting with Trump. It left him somewhat stupefied. Trump had repeatedly steered the conversation back to the size of his rallies, noting that he and Obama could draw big crowds but Hillary couldn’t. He’d expressed openness to Obama’s arguments about healthcare, the Iran deal, immigration. He’d asked for recommendations for staff. He’d praised Obama publicly when the press was there. Afterward, Obama called a few of us up to the Oval Office to recap. “I’m trying to place him,” he said, “in American history.” He told us Trump had been perfectly cordial, but he’d almost taken pride in not being attached to a firm position on anything. “He peddles bullshit. That character has always been a part of the American story,” I said. “You can see it right back to some of the characters in Huckleberry Finn.” Obama chuckled. “Maybe that’s the best we can hope for.” In breaks between meetings in the coming days, he expressed disbelief that the election had been lost. With unemployment at 5 percent. With the economy humming. With the Affordable Care Act working. With graduation rates up. With most of our troops back home. But then again, maybe that’s why Trump could win. People would never have voted for him in a crisis. He kept talking it out, trying on different theories. He chalked it up to multiple car crashes at once. There was the letter from Comey shortly before the election, reopening the investigation into Clinton’s email server. There was the steady release of Podesta emails from Wikileaks through October. There was a rabid right-wing propaganda machine and a mainstream press that gorged on the story of Hillary’s emails, feeding Trump’s narrative of corruption.

Here’s a proven sales meeting checklist of pre-meeting, during meeting, and post-meeting best practices and tips to follow and live by every day: Have clear meeting goals and expected outcomes documented and stated in email before and after meetings. Put agendas that are agreed to by your customers in meeting calendar invites. Meeting agendas should start with introductions and customers’ priorities/challenges review. Meeting agendas should close with discussion and time for questions. Research the company and recent announcements and know how their business is doing. Understand the context of their industry, too. Research the people attending your meeting and identify shared interests and shared executive connections. Connect with meeting attendees on LinkedIn before meeting. Some people believe this should be done after a meeting. My point of view is that it’s an important touch point when a prospect accepts your request to connect. Make the connection, and use your connection’s response and speed of response as a gauge of their awareness. If they connect fast, then it may mean they are excited to meet with you. If they don’t connect quickly, it could mean it’s not top of mind. Both are important to know. Don’t forget to personalize the message. Reconfirm agenda and meeting attendee participation. It’s good to do this the day before the meeting is scheduled to happen. Prepare a list of discovery and qualification questions to ask the prospect. The questions should preferably be open ended. Share the questions with your internal team to get alignment. It’s a requirement and best practice to brief executives attending the meeting with you beforehand. Share with your executives the context, current situation, and everything you learned during company, industry, and executive research. Your executives are busy. Help them help you. Be clear on what their role in the meeting is. Introduce meeting attendees at meeting outset, and let everyone have a voice. Go around and have people share their role and what they hope to get out of the meeting. Take thorough notes, capturing your customer’s words. Listen more and talk less. Watch the clock to begin and end meetings as promised. Leave time for questions and discussion at the end. Recap meeting outcomes and next steps before ending the call. Send meeting follow-up notes with clear action items the same day of the meeting using your customer’s words.

Six Simple Listening Tips Here are six simple tips for not only practicing good listening in your customer conversations but also for creating a high-impact customer experience by showing them that you’re engaged. 1. Don’t speak: This is easy to say but sometimes hard to do. You simply cannot listen if you’re speaking or poised on the edge of interrupting the other person. So what should you do? Just shut up and pay attention to what your customer is saying. 2. Make eye contact: Since a majority of our communication is non-verbal, looking at a person is one of the best ways to clearly demonstrate focus and attention. Even when you’re on a video call, customers can often tell (by the way your eyes dart around) if you’re looking at them on the screen or if you are distracted. Keep that gaze locked! (But a nice, friendly gaze… not a creepy one.) 3. Use visual/auditory cues: Smiling, nodding, and appearing pensive are all great ways to communicate understanding and acknowledgment. Even small auditory cues like the occasional “yes” or “uh-huh” can show your customer that you’re following along. 4. Write things down: Writing things down not only helps you remember key pieces of information later on, but it also demonstrates to the customer that you’re interested enough in their insights to memorialize them in writing. But what if they can’t see you taking notes, for example, on a phone or video call? No problem. Just tell them you are! After your customer finishes telling you something, simply pause for a moment and say “I’m just writing this down” to produce the same effect. 5. Recap: Nothing illustrates great attention to detail like repeating back or summarizing the insights the customer shared with you. This is especially powerful when the insights were shared earlier in the conversation. For extra impact, quote them directly using their exact words, prefaced by the phrase “What I heard you say was… ” Echoing someone’s exact words is a powerful and scientifically proven persuasive technique (we’ll be exploring this tactic in more detail as it relates to handling customer objections in chapter 7). 6. Ask good follow-up questions: When a customer answers your question, resist the temptation to say, “That’s great” or “Awesome!” and then move on to the next question. Asking killer follow-up questions like “Tell me more about that,” “Can you give me an example?” or “How long has that been going on?” is a great way to demonstrate your interest in the customer’s perspective and leave the call with high-impact insights. In fact, when it comes to addressing customer objections, a study by Gong.io found that top performers ask follow-up questions 54 percent of the time, versus 31 percent for average performers.6

So let’s recap. Not only will the vast majority (96%) of actively managed mutual funds not beat the market, they are going to charge us an arm and leg, and extract up to two-thirds of our potential nest egg in fees. But here is the kicker: they are going to have the nerve to look you in the eye and tell you that they truly have your best interests at heart while simultaneously lobbying Congress to make sure that is never the case.

All of this was too much. I tried to remember my life back at HDF, when I was a boring human in love with my best friend, who I thought didn't feel the same. And I thought that was complicated. Now my best friend was part fae, connected to the man I brought back to life because of powers shoved into me from an evil queen, a cursed witch, and a probably half insane Dae. The same person trying to kill me now. We all were being babyset by a dead druid, using the body of an old gypsy seer who had been shot multiple times tonight. "My life." I scoured at my face in utter disbelief, realizing I hadn't even gone into my friends standing around me and all their issues.

It’s easy to assume that the person closest to the problem you hope to solve is the one most suited to lead the workshop. This is never the case. Instead, the best workshop facilitators are individuals who can lead a discussion, keep a conversation on track, and ask provocative questions without bias. They also expertly summarize the discussion, recapping any action items and ensuring that everyone who spent their precious time participating understands what they collectively achieved and what needs to happen next.

Now, there is a way for you to get the best of both worlds, and that’s by using niche topics to answer universal questions. For example, an article titled, “How To Be A Better Writer” answers two of our three questions. You know who this article is going to be for, and you know what it’s going to be about. Unfortunately, the PROMISE is a little weak. What does being a “better writer” really mean? What benefits do you receive by becoming a better writer? Why should someone want to become a “better writer” in the first place? Here is where you have a decision to make. You can either make your PROMISE answer a niche question or a broad question—and depending on which you pick will dramatically change the size of your potential Audience. (It will also change the content of the piece.) For example: “How To Be A Better Writer Today, So You Can Start Writing Best-Selling Books Tomorrow” would be a title with a big PROMISE for aspiring authors. If you have no interest in becoming a best-selling author, you probably won’t want to read this piece of writing. It’s more specific, and will resonate more clearly with your target reader, but it won’t reach as many different types of readers. This is the pro/con. “How To Become A Better Writer, Journal More Often, And Live A More Present Life,” on the other hand, has a completely different PROMISE. The question it’s answering is dramatically bigger (“How can I live a more present life?”). The Curiosity Gap here is saying that by becoming a better writer, and using writing as a habit, you can live a more present life. This technique of tying niche topics to universal questions is a powerful way of tapping into new audiences and expanding your reach outside of your particular industry or category. Here are a few more examples: “The Future Of The Biotechnology Industry” is niche (and vague), and can be expanded by changing it to “How The Future Of Biotechnology Is Going To Make All Of Us Happier, Healthier, And Live Longer.” “The Girl Who Ran Away” is good, but it can be clarified and expanded by changing it to, “The Girl Who Ran Away: Family, Loss, And The Power Of Forgiving Those Who Hurt You Most.” “7 Tips For Becoming Smarter” is clear, but a bigger PROMISE can help it reach more people. “7 Tips For Becoming Smarter, Achieving Chess-Master Memory, And Becoming The Most Interesting Person In The Room” To recap: Bigger Questions attract Bigger Audiences Niche Questions attract Niche Audiences Wider Audiences benefit from simple, universal language Niche Audiences benefit from ultra-specific, niche language Titles that only answer 1 of the 3 questions are weak. Titles that answer 2 of the 3 questions are good. Titles that answer all 3 of the questions are exceptional

saw a “blond guy”—as he was so vividly described—if it’s him. But how hard can he be to spot, right? He’s her twin, he’ll look like her. “I can’t wait to go on this vacation! Me, Mom, my aunt, my mall-loving cousins and Miami Beach!” She chattered endlessly, which is why she’s dubbed Chatterbox Lilly. And, as often happens, I phased out. I wish Mom took me on a three week “educational” vacation and kept me out of school! But I barely see my mom. She’s a cultural anthropologist—she travels all the time. So I’m stuck home with Dad, a novelist. He spends all day in his office and gives me the be-home-by-ten-each-night lecture every morning. Speaking of which, I figured I really should go. Her brother’s plane was even later than we were, and I couldn’t wait any longer. I sighed uncomfortably, just as she laughed. “What?” I asked. “You know, I don’t even know what to say to him! We’re not even that close! It’s weird.” “Recap. Why is he moving in with you all of the sudden?” And why was I not informed he exists before he had to? She popped a bubble noisily. “He said he needs a change of scenery! Personally, my idea of change of scenery is someplace where I can’t freeze to death getting from the front door to the car!

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