Monthly Archives: January 2025

The four most powerful four words I use in sales conversations: 

We don’t do that. 

The words build trust. There’s relief when they hear them. 

And it’s always a moment when they realize you’re not BS’ing them.

Clients come to me all the time. They kick things off by explaining what they do and what they want.

And sometimes, what they want? It’s just not what we do.

So I’m blunt: We don’t do that. If that’s what you’re looking for, we’re not going to be a good fit.

You’d think that would throw them off, but it’s usually the opposite. I can see the tension drop. They relax. The defenses go down. They’re not bracing for a pitch full of fluff.

And that’s when the real conversation starts—what they actually need, how we can help, and how we can hit their goals doing what we’re great at.

That honesty creates trust. It clears the air. But hey, if anyone’s got tips on how to drop the defenses even faster, I’m all ears.

When I misstep or stretch too far and lose, in reflection, I often find that practice is what’s missing.

I wanted it. But I didn’t earn it.
I didn’t do the reps. Not enough of them, anyway.

Luck plays a part, but preparation matters more.

When things feel out of rhythm, this should be your first thought: Am I practicing enough?

Practice isn’t just play—it’s focused effort, aimed at achieving something meaningful. It requires a plan. Without one, you’re only getting better at doing things the wrong way.

It’s best done alone, in the quiet, where you can get in the zone and truly refine your skills.

So when you feel like you’re not good enough or things aren’t going the way you want, ask yourself:

• Have I put in the practice?
• Am I out of practice?
• When was the last time I committed to meaningful practice?

Chances are, the answer will point you in the right direction.

“You’re there for a reason.”

The words hit me like a brick wall. Ice cold, straight to the point.

My mentor delivered them when my agency was struggling to find its footing. At the time, I dreamed of transforming mom-and-pop businesses into prominent brands. I wanted to give them resources they’d never had.

When I told him this, he short-circuited. It was a total WTF moment. He stammered, then said:

“They’re there for a reason. And you’re not going to be able to help them. What you want isn’t what they want.”

See, my clients weren’t paying their bills. We couldn’t grow our accounts even if they were. I wanted more for them than they wanted for themselves.  

He continued:
“You’re there for a reason too. You’re not the fix for their business acumen. You’re not in control of their desire.”

That shifted my perspective instantly.

We are all where we are for a reason—our actions, decisions, or even inaction got us here. The trick is recognizing that reason and deciding what to do next.

In my case, I had to face a hard truth: my goals and my clients’ realities didn’t align. I wanted something for them they didn’t want for themselves. That disconnect kept me stuck.

The same applies to all of us. If the reason you’re “there” doesn’t align with your goals, then you’re fighting yourself.

You’re there for a reason. And so am I.