Life Lessons by Luke

The response to my first column has been truly overwhelming. Emails, texts, handwritten letters. Even a few flowers and gift baskets. Gratifying, though not surprising.

A few housekeeping notes:

This is not a dating service.

It is not a job placement agency.

And while I am fully qualified to provide medical advice, our Managing Editor, Chuck, seems to have concerns about "HIPAA" and "corporate liability."

A quick note to:

"Itchy in Ithaca" — see a doctor. Immediately.

"Grumpy in Grand Rapids" — hiding doggie poop bags in your boss's office will not fix your commission issues. It may, however, create new ones.

Triage

Dear Luke,

I had a great meeting with a prospect, but now she's ghosting me. I can't get a follow-up meeting. What should I do? — Baffled in Barcelona

Dear Baffled,

I would have made an excellent field surgeon in the American Civil War. I'm very good at triage. Separating the wounded and focusing on those most likely to survive.

Before your fifteenth follow-up to that "great prospect" you met two years ago, ask yourself: are they ever actually going to sign?

You're not nurturing a deal. You're maintaining a pen pal.

Reassess. Refocus. Spend time where there's a pulse.

— Luke

P.U.T.T.

Dear Luke,

I'm emailing, DM'ing on LinkedIn, even texting, and nothing. What's an InsurTech expert to do? — Chagrined in Chicago

Dear Chagrined,

Pick. Up. The. Phone.

Revolutionary, I know.

Between spam filters, AI screeners, and inbox overload, your beautifully crafted email is likely sitting somewhere between a webinar invite and a Nigerian prince.

Call them.

And when you hit voicemail (you will), leave a message that sounds like a human being, not a marketing automation tool having an existential crisis.

You spend time crafting emails. Spend time crafting voicemails.

— Luke

Emails

Dear Luke,

My introductory emails don't seem to work. They're long and well-written… but crickets. What should I do? — Harried in Houston

Dear Harried,

Shorter. Is. Better. Always.

Brevity isn't just the soul of wit. It's the only way your email gets read.

• No attachments

• No graphics

• A short, compelling subject line

If you actually know the person, try something radical: make it about them.

And yes, despite everything, it's still possible to break through.

Just not with a novella.

— Luke

Happiness

The secret to happiness in any long-term relationship (professional or otherwise) is asking yourself one simple question:

Would I rather be happy or right?

Choose wisely. You rarely get both.

— Luke

Upcoming Topics

• The importance of stories that go absolutely nowhere

• How to daydream in meetings while appearing deeply engaged

• There's no "I" in team, but there is a very large "ME"

• A steady drip wears away the hardest stone, and that drip is you

Life Lessons by Luke will continue its mission of making you a better person both personally and professionally.

Send your questions, compliments, and questionable life choices to: luke@advintroedgemagazine.com