It’s not talent. It’s not even timing. It’s the ability to stay consistent after the inspiration fades. Inspiration is like a spark. It gets you moving. But it doesn’t keep you moving. Real momentum comes from structure, discipline, and showing up especially on the days you don’t feel like it. If you’re waiting to “feel ready” again -- you’ll be waiting forever. The people who finish? They build habits, not just hype. They don’t chase motivation. They create consistency.

We've all been there. ​ The prospect agrees to meet with you. ​ Then poof. You're ghosted. ​ Here's some phraseology I learned from Chris Voss that works surprisingly well when prospects ghost you. ​ Example for a proposal meeting: ​ "Have you passed on the proposal meeting?" ​ Other ways to say it: ​ "Have you put the proposal meeting on ice?" "Have you given up on the proposal meeting?" "Seems like you're putting the proposal meeting on the back burner." ​ The psychology? ​ People are hard-wired to have their actions be congruent with their words. Tell someone you'll pick them up at 6, show up at 7, and you feel bad. It's called cognitive dissonance. ​ When I use this tactic, I typically see a 35% response rate in about 5 minutes. ...And for the other 65%, you can follow up afterwards with this email: ---------------- Hey (Name), It looks like you decided to pass on our proposal meeting, which is not a problem at all. Based on your initial interest, it seems like I messed something up along the way. You're going to think this is a huge imposition, but would you be open to providing some feedback so I can improve? Did you think the price would be too high? Confused about our services? Did you get distracted binge-watching Game of Thrones? Either way, I know there’s lots of stuff competing for your time and attention. Thanks for giving us a look. Best, (Name) ---------------- ​ The best part? ​ If people don't respond, it's a gift. You now have time to spend with people who are motivated to speak with you. ​ Don't invest time with people who don't invest time with you.

One of my clients just got the thumbs up from VR&E for his business plan after our meeting with his counselor and her supervisor. He and I have been working together for 6+ months so he can launch his home-based dog training business. It has been a passion of his, and now the VA will pay for most of his start-up costs for dog crates, leashes, a bite suite, software and more. He spent 5 minutes thanking me yesterday for making his dream become a reality and for taking the extra time to help him put together the financials for what is needed for the purchasing manager at the VA. This is the reason I do what I do and why I love helping other veterans. This can change this guy's life. Don't give up on your dream. Surround yourself with people like the ones in this community that will lift you up and not put you down. Yes, you will get constructive criticism, but that is how you become successful. Remember, even pro athletes still have coaches.

Entrepreneurs love to talk too much about what they do instead of the problem they solve. Customers don't wake up looking for your product or service. They wake up looking for a solution to a problem. For years, I could have said: "I own a roof rejuvenation company." But that doesn't mean much to someone who has never heard of roof rejuvenation. Instead, I learned to say: "We help property owners protect their investment, extend the life of their roof, and save tens of thousands of dollars by avoiding unnecessary roof replacement." Same business. Completely different message. The first tells people what we do. The second tells them why they should care. If your marketing isn't getting results, don't start by changing your product or service. Start by changing your message. Ask yourself: Does my customer immediately understand the problem I solve and the outcome I create? Because clarity doesn't just improve your marketing. It improves every conversation you have about your business.

You’re in the middle of your proposal, your prospect interrupts you and says, “I’ve seen enough. Show me the price.” How do you respond? Most salespeople try to defer pricing until they’ve shown “value” by saying something like this: “We can certainly get to the price, but before we do, I’d like you to see the value in what I’m offering. And I can’t do that until we go over all the details first. Responses like these destroy trust because it feels like you’re hiding something. You’re subconsciously saying, “That’s a dumb question.” The prospect feels like their parents are scolding them. My take? Questions aren’t something you dodge; they’re something you answer. Salespeople don’t determine value; buyers do. And buyers can’t determine value without price. So if a prospect asks for the price, tell them the price, even if it’s a range. Like this: Prospect: “I’ve seen enough show me pricing.” Salesperson: “It’s between 2-4K per month.” Then stop talking. Here’s how this typically plays out. Prospect: “Wow, that seems high.” Salesperson: “Seems like affordability might be an issue for you.” (Labeling: Chris Voss) From there, you might discover that price isn’t the real objection. Prospects: “Well, actually, we only can handle about 20 more customers a month, and your plan shows 40.” Or “This isn’t something we’re looking to do this quarter.” You get the idea. You’re seeing if the price is a smokescreen for other concerns. Or you might discover price is their only concern: Prospect: “It is. The price is more than I expected.” Salesperson: “I’m sorry. What did you expect?” Prospect: “$500 per month.” Salesperson: “Sounds like you’ve seen comparable solutions in that price range.” Prospect: “I haven’t, but this just seems high to me.” Detach from the outcome. Salesperson: “It feels like we should scale back the proposal and review some other options in your price range.” Prospect: “Yes. That would be great.” The takeaway? Let go of holding price hostage.