For those looking to secure new roles in 2026 know that many things are negotiable and that many start points in the conversation can be moved. Especially at the higher levels (dialed in offers, more sophisticated buyers able to invest in bigger package price points, high trust and liberty given to the sales pros to do their thing). And hopefully - for your sake - you're at a level where they are the only roles that interest you (and you know how to get them)! And if you're not yet, well know that world exists and with the right approach you too can access it. Just recently I took on an additional high level account to sell for and begin calls next week. It was presented pre-call as "full time" yet I will be there "part time" only and in complete control of my calendar. Over the last few days I've helped one of my students who was initially dismissed from an application for being too young and for presenting the wrong image - in relation to this offer - on his personal instagram. We did some very specific work and he reached back out to the offer owner - post being denied - with some fresh angles and that conversation has come alive again. So alive my sense is he'll be offered the role over the coming days! Every terms sheet / contract I've ever been presented when working with a new client was never the one I ended up signing (I always took things out / added things in etc). The commission "offered" is just that often... ("offered" being the key word)... Offered does not have to be what is agreed to and accepted. The role I've sold on for 4.5 years now comes with a commission rate very different to what was presented (offered) in our first meeting when discussing the role... There are many more examples but you should get the point. All of these movements become possible when 2 things come into play: #1 - you are very desirable for the other party to have repping their offer (this comes down to skillset, mindset, energy / vibe, body of work, reputation, presentation etc)

Here is what I know… As a multiple offer owner and head of sales one thing I’ve learned going from zero to $2.7M / month cash is that you can’t get anywhere without good marketing. If you’re on an offer and the marketing is weak be careful and be aware that road doesn’t lead anywhere good for you. Sales guys need to be hyper aware of this reality in the high ticket casino. 2 things we’ve added do to keep leads in the pipe. 1. Run live events. We do about 2-3 a month. This gives an influx of leads and is a great place to send your follow ups. Also the setters can dial the shit outta the registrants no show after. These are solid quality usually and can be sent to a call pretty quick. 2. Use contests to hire marketing. We get multiple guys running ads and organic with the engine they choose and have them compete for prizes. Then the best usually gets hired for a role or a project. Healthy competition brings out the best in people. Listen… Innovation comes from frustration. We had a major lead issue in 2023 when we lost our social accounts and went from 150 calls a day to 20. This spurred us to innovate and get creative. Make sure your leadership team does the same and toes the line for you. Onward.