Active Conversations
Books as conversation starters, not products. The philosophy behind proof before the pitch.
21 posts
Nobody Remembers Your Elevator Pitch
An elevator pitch disappears the moment you walk away. A book sits on a desk, gets mentioned to a colleague, gets Googled later. Stop perfecting the pitch.
Two Introductions. One Gets a Follow-Up Call.
Same credentials, same event. But only one introduction gets a follow-up call. The difference isn't what you know. It's how you say it.
The Follow-Up That Actually Gets Opened
43% of business leaders say thank-you follow-ups beat urgency campaigns. The best follow-up doesn't feel like follow-up at all.
7 in 10 Only Trust Their Inner Circle. That's Your Edge.
The 2026 Edelman Trust Barometer shows people retreating into smaller trust circles. For referral-driven professionals, that's a structural advantage.
Own The Narrative (Or Someone Else Will)
There was a story in the news recently that perfectly illustrates something I think about a lot. A major AI company had a contract with the US military worth...
Be More Human
AI has given everyone a content machine. But people click on AI content and connect with humans. The window to claim your message is shrinking.
Familiar on the First Call
The best closers aren't better at selling. They're just not starting from zero. A book builds trust before the first conversation even happens.
Everyone Wants to Refer You. Nobody Knows How.
Your friends, partners, and clients all want to refer you, but they can't connect the conversations they're having to the help you provide.
Give Referral Partners Trigger Phrases, Not Elevator Pitches
Your referral partners want to send you clients, but they don't know what to listen for. Give them specific trigger phrases instead of elevator pitches.
88% Say They'd Use You Again. Only 12% Actually Do.
Your past clients aren't being disloyal when they hire someone else. You just weren't visible on the day they decided to act.
Networking Isn't About Immediate Opportunity
The best business relationships don't start with a pitch. They start with trust built over time, long before anyone's ready to buy.
Every Small Business Needs a Podcast. Even If No One Listens.
The reason to record a podcast has nothing to do with download numbers. It gives you an excuse to email people.
Treat Every Reader Like a 5-Star Prospect
Instead of hoping the right readers will figure out how to work with you, assume they all are and make the path obvious.
How Check Moves Help Financial Advisors Win More Clients
You can't control whether a prospect says yes, but you can control the moves that put them in a position to.
Owning a Business Is Hard
The highs are high and the lows can be low, but recognizing the pattern is the first step to breaking it.
Longer Daylight Hours, More Eggs, and the Rhythm of Working From Home
Knowing when your high energy is most available to you is a bit like a superpower, and working from home makes the pattern easier to spot.
The Lead You Gave Up On Last Month Is Still Interested
Dave's realtor purged his list. Eight months later, Bob called with two oceanfront listings. Here's why that keeps happening.
5 Game-Changing Benefits of Podcasting for Small Businesses
It's not about download numbers. A podcast gives you a reason to email your list, build relationships, and position yourself as the expert, even if no one listens.
Building Your Business with a Book: Beyond the Pages
Having a book gives you a huge advantage, but if you miss these three steps, you leave most of the opportunity on the table.
How a 9-Word Email Can Revive Dead Leads This Weekend
A plain-text email with one simple question can restart conversations with people who never became clients.
Using Personal Stories in Your Business Book
Stories help readers picture themselves in your situation and build your credibility, but only if you use them the right way.