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James Woodfall

Cliff Lansley

The Heart of Finance

Emotional intelligence for financial planners

Introduction – 1 Hearts, Minds And Money – 2 The Client Journey – 3 Preparing For Action – 4 Initial Meeting – 5 Planning Meeting – 6 Implementation Meeting – 7 Difficult Conversations – 8 Ongoing Service Work – Conclusion – Notes – Appendix: The Trusted Adviser Method Questionnaire – Acknowledgements – The Authors

The employee whose work has slipped for months. The peer who talks over you in every meeting. The conversation you keep rehearsing and never having. This book ends that pattern for good.

Most managers weren't taught how to have hard conversations - they were just expected to figure it out, usually by avoiding them until avoidance itself became the habit. The Hard Conversation Habit replaces guesswork with a structure you can use the same day you read it: a five-step method for delivering feedback, resolving conflict, and holding people accountable, without either softening the truth into uselessness or delivering it so bluntly that it damages the relationship.

This is not a book about becoming a harsher, colder version of yourself. Every script and structure inside assumes you actually care about the person on the other side of the conversation - and gives you a repeatable way to turn that care into something clear and actionable, instead of something that quietly turns into silence.

What's inside:

- The SBI-Plus method: a five-step structure for any hard conversation, from a quick correction to a formal review
- Why managers go silent - and the specific, nameable fear behind each kind of avoidance
- Full worked scripts for performance conversations, team conflict, accountability follow-ups, and saying no without burning a bridge
- How to deny a promotion honestly, without crushing motivation or offering empty reassurance
- A structure for ending someone's employment with as much dignity as the situation allows
- How to raise hard conversations upward, with your own manager, without unnecessary risk
- Building a team culture where direct, honest conversation is normal at every level - not just from the top down

THE HARD CONVERSATION HABIT

The sales manager as we know it is over.

What worked when selling was simpler does not work now. Organizations have responded by adding more training, more inspection, more technology, and more pressure to a role never designed to sustain behavior at scale. The result is familiar: strong training events, temporary improvement, and an inevitable return to old habits.

This book challenges a fundamental assumption. Behavior does not fail because people forget what they learned. It fails because the system around them cannot sustain it under pressure.

Skills do not create performance. Systems do.

Drawing on decades of experience helping organizations improve commercial performance, Michael Hvisdos introduces a behavior-based operating system built on seven reinforcing elements that turn capability into consistent execution. In this model, the traditional sales manager gives way to the behavior architect, someone who designs the conditions for success, removes friction, and reinforces what works.

For executives, boards, investors, and sales leaders facing a market that has outpaced its tools, this book offers a structural answer instead of a heroic one.

What sales needs now is not better managers.

It needs a different system.

Michael Hvisdos is a Managing Partner at BETR, a consulting and execution business focused on the effectiveness of clients' revenue generating teams, and is the founder and CEO of Inquizo where he helps Fortune 500 companies unlock curiosity and creativity to increase performance, innovation and engagement.

As We Know It

The Death of the Sales Manager

A practical, clever, down-to-earth guide to making decisions big or small, fast—from writer, journalist, and nationally acclaimed decision coach Nell McShane Wulfhart. We are drowning in choices—from major life decisions like whether to move, marry, or change careers, to relentless daily dilemmas about what to wear, eat, say, or do. In a world that glorifies optimization and “smart” choices, we’ve wound up paralyzed, deferring, deliberating, and overthinking to the point of exhaustion.&nbsp; Decision-making has become a source of stress instead of empowerment. Nell McShane Wulfhart is here to change that. In Decide in an Hour, she tackles the epidemic of indecision head-on and offers readers a lifeline: the tools to make better choices quickly, without feeling guilty, spiraling, or second-guessing. In this book, Wulfhart teaches us how to: <ul><li>identify the decision we’re actually making (a shockingly common obstacle)</li><li>eliminate noise and make the call—fast</li><li>follow through with confidence, even when others disagree</li><li>make the most common major life choices (career, relationships, kids, where to live) through the use of a decision-making field guide</li></ul> Equal parts wise, warm, and no-nonsense, Decide in an Hour offers clarity and momentum for how to start making smart, confident decisions today.

The Handbook for Making Better Decisions Faster

Decide in an Hour

How much do you know about your body? How much does your body know about you? Internationally celebrated choreographer and director Sir Wayne McGregor is renowned for his trailblazing innovations in performance. His ongoing enquiries into movement and the body have radically defined dance in the modern era. Over the past three decades, he has discovered that our intelligence lies not only in our brains, but in our bodies too. In We Are Movement, McGregor argues that physical intelligence is instinctive, pre-verbal, and continually upgrades itself. Mastering it will allow us all to release the knots in our physical and emotional selves, leaving us free to experience new forms of creativity and connection. Drawing on his research with elite performers, athletes, cognitive neuroscientists, anthropologists and technologists, he shows how we can all become more physically fluent. Using simple steps, from practicing mindful walking to harnessing our bodies' chemical reaction to stress, he teaches us how to become better communicators and more creative thinkers, so we can ultimately live fuller lives. Elegant, cutting-edge and practical, We Are Movement is a user-friendly guide to priming your physical intelligence that will revolutionise the way you live your life.

A User's Guide to the Human Body

We Are Movement

The store you know. The story you don’t.When Steve Jobs hired Ron Johnson to create the Apple Store in 2000, con­ventional wisdom said that the inter­net would put stores out of business. By the time he left Apple in 2011, Johnson and his team had created the most respected and profitable retail stores in the world. And even then, skeptics were still predicting the death of physical retail.In Shop Different, Johnson reveals how it happened: how he earned Jobs’s trust, how they developed a vision for a store that would win not by selling but by serving, and how he convinced Jobs that the store’s service philosophy should be rooted in some­thing as intangible as love. Johnson then gives readers a new look at Apple’s ascent to the most valuable company in the world; offers an inspiring vision for a future in which retailers win on connection, service, and experience; and shares an honest look at what leads to success—and what can follow.Shop Different is not a traditional business book. It is an insider account of one of the most important retail successes of our time, a guide for anyone trying to lead through technological change, and, in the age of artificial intelligence, a profound reminder of what it means to be human.

How Retail Revealed Apple's Genius

Shop Different

From the author of Good Grief, an intimate collection of poems and prose which offers a glimpse into the mind of a highly sensitive person, or empath.In a world that has become increasingly difficult to navigate—physically, mentally, and spiritually—having empathy is more important than ever. But what if you have a highly sensitive mind? Highly sensitive people, known as empaths, have an expanded capacity to feel not only one set of emotions but also those of others. They experience life more deeply than the average person, leaving them more susceptible to nervous system dysregulation, emotional trauma, and abuse.Divided into three parts—Body, Mind, and Soul—Brianna Pastor’s intimate collection of poems invites us to explore what it’s like to discover high sensitivity in adulthood and view life through an empathetic lens. Hopefully, by deepening our understanding of sensitivity and how it affects others, we can move one step closer to a more connected, healed world.I have a bellyachefrom constantly absorbingall this pain.&nbsp;I’d ask you to refrain from telling me,but your eyes already have.

Poems for Sensitive Souls

Bellyache

Turnarounds und Optimierungen sind anspruchsvolle Projekte. Noch mehr sind sie ein Führungsentscheid! 
Die erfolgreichsten Unternehmerinnen und Unternehmer haben ein 
Erfolgsgeheimnis und einen 7. Sinn: 
Sie arbeiten ständig am Unternehmen.
Sie lassen nie locker.
Sie optimieren permanent.
Und sie starten harte Veränderungen lange bevor sie zwingend er-scheinen.

Ein Praxisleitfaden für Unternehmer und Führungskräfte

Intelligente Turnarounds & Optimierungen

Care Bears

Join the beloved Care Bears as they share the magic of friendship in this collection of sweet quotes and timeless words of wisdom.This adorable pocket-sized companion is filled with detailed illustrations in the classic Care Bears art style, perfect for fans or as a gift to remind a friend of just how special they are.This book includes:<ul><li>Over 25 pages of sweet and irresistible images of your favourite Care Bears</li><li>Adorable quotes and words of wisdom about friendship, ideal as a gift for friends and loved ones</li><li>Pocket-sized convenience, perfect to take anywhere</li><li>Illustrations in the classic Care Bears art style, for fans of all ages.</li></ul>Spread love and kindness just like the Care Bears with this little book of friendship!

Care Bears: The Little Book of Friendship

A Merchant's Guide to Financial Clarity and Growth

SALES, INVENTORY AND SUCCESS

How Shared Strategy Transforms Results at Every Level

The SOAR Effect

YES! You've been selling your whole life. You just may not have been doing it on purpose, and that's why you might not be where you think you should!

Every job interview you've nailed, every skeptical boss you've won over, every idea you've fought for in a room that wasn't ready to hear it - that was sales. And for traditional sellers chasing quotas and commission that's also sales. They both require the discipline of moving people, ideas, and opportunities forward with confidence and intention.
Most people leave that power completely to chance. This book changes that.

Written by Karlyn Kieffer former television anchor, former Chief Diversity Officer at the United States Tennis Association, sales enablement expert and founder of Pro Tip Partners - Wait What? I'm in Sales? is a masterclass in persuasive communication for both traditional sellers and everyone who influences others for a living. Which is... basically... everyone.

Drawing on two decades of high-stakes experience across broadcast journalism, corporate leadership, and sales enablement, Karlyn delivers a unique formula for the way influence works: prepare obsessively, read the room relentlessly, and show up with the kind of presence that makes people lean in before you've finished your first sentence.

Inside, you'll find the ACTION Sales Framework, the Customer Cue Card, and the Interviewer's Mindset. These proprietary tools were built from real results, including compressing enterprise sales cycles by up to 50%. You'll learn why improv training is the most underrated skill in any sales toolkit, how to handle objections without flinching, and why the meritocracy myth - the belief that talent alone determines outcomes - is the single most expensive blind spot a high performer can carry.

This is not a book about becoming someone you're not. It's about recognizing the seller, the communicator, and the closer you already are, and a repeatable system to leverage for success.

Three parts. Fourteen chapters. A career's worth of hard-won insight made immediately usable.

If you've ever walked out of a conversation thinking I should have said that differently, this book is for you.

Like it or not, you're in sales. Now, give it a read, and go close some business!

Wait, What? I'm in Sales?

'[An] erudite, immensely entertaining book...Mount makes for a delightful guide' -- Literary Review From troubadours to Twitter: a thousand years of feelings, fads and furious sentiment, from renowned essayist Ferdinand Mount. Whatever we think we feel, you can be sure that the past has had a part to play in it. In Soft, Ferdinand Mount tells the millennium-long history of emotion through delightful snapshots, often mischievous storytelling and a masterly command of history. Mount explores the shifting importance societies have placed on empathy for the misfortunes of others. Each seismic moment, Mount argues, from the French Revolution to Civil Rights, has had a corresponding sentimental revolution that has fuelled great political turning points and come to define human civilization. But no one wants to be accused of being sentimental; its detractors call it soppy, effeminate and populist - the stuff of soap operas and pop songs. The Reformation tried to stamp out excessive emotion, the Victorians resolutely maintained their stiff upper lips and no one loathed sentimentality more than the modernists - and yet, today, Mount argues it is not the stoics who are ruling the roost: we are living in an age of emotion. From the Occitan poets of the 12th century to Paul McCartney's songs, and modern debates around woke, this is a witty insight into the story of emotions and the way they have swayed human history.

A History of Sentimentality

Soft

The Heart of Finance

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