Pocket presence is the ability to execute even when the picture isn’t perfect. It's the moment where your training overrides the chaos. In football, it looks like a quarterback sliding, stepping, and adjusting until the right window opens. In life, it looks like: - staying regulated in conflict - making decisions without panic - trusting your process when the deadline tightens - moving with clarity when others freeze - adapting without abandoning your identity Pocket presence isn’t about staying calm. It’s about staying you. Reflection Question: Where in your life are you losing pocket presence — and what would shift if you trusted your mechanics instead of the moment?

Most people rush into a demo because they think the product will do the heavy lifting. But in real sales, the win happens before the demo ever starts. It happens in the conversation, in the clarity, the understanding, the honesty, the human connection. This system teaches a simple truth: Curiosity sells better than confidence. Understanding sells better than presentation. Discovery sells better than performance. When you begin with curiosity: - Buyers open up - The pressure drops - The real problem emerges - The path becomes clear - The demo becomes tailored, short, and effective This is how beginners reduce anxiety. This is how experienced sellers improve accuracy. This is how teams close better deals with less effort. THE 7 DISCOVERY ZONES Before demoing anything, explore: 1️⃣ Reality — What’s true right now? 2️⃣ Problems — What’s breaking or stuck? 3️⃣ Impact — Who feels it and how? 4️⃣ Priority — Why now? 5️⃣ Decision Path — How choices get made 6️⃣ Value — What a “win” actually looks like 7️⃣ Fit — Should we keep going? This is the foundation of the Curiosity-First Sales System BEGINNER-FRIENDLY DISCOVERY QUESTIONS Short. Simple. Easy to ask when you’re nervous. Opening: “What brought you here today?” Problem: “What’s been the hardest part of this?” Impact: “How does that show up day to day?” Priority: “What changed recently?” Decision Path: “How does something like this usually get approved?” Value: “What would make this worth it for you?” Closing: “Does this still feel worth exploring?” These questions create space for honesty. And honesty creates alignment. REFLECTION FOR THE COMMUNITY Which discovery zone do you avoid the most… and why? - Reality? - Problem? - Impact? - Priority? - Decision Path? - Value? - Fit? Which question from this system is easiest for you to start using immediately? Drop your reflection below. Your answer will help the whole community sharpen their clarity and presence.

One of the cleanest truths we can work with: Pain = the distance between expectation and reality. When something hurts, it’s almost always because a picture in your mind didn’t match the moment you received. Here’s the reflection question this community can use: ➡️ What expectation did reality fail to meet? Where was the prediction? Where was the mismatch? Where is the gap? Once you see the gap, the pain has somewhere to go. Reflection Prompt: Where in your life right now is the gap between expectation and reality the widest? Challenge: Identify it. Rewrite the expectation. Move from prediction to alignment.

Most people think they need to be “more social” or “less social.” But a lot of high performers aren’t either. They’re energetically precise. I don’t get drained by people. I get drained when I can’t control my rhythm. Over time I learned: - I need to enter slowly - I need one anchor point in the room - I need to pulse: engage → withdraw → recharge - I need to exit cleanly - I need my own pace When I honor that rhythm, everything changes: - The room stabilizes - Conversations deepen - People relax and open up - I stay present instead of depleted This has nothing to do with extroversion or introversion. It's architecture: the structure your nervous system needs to thrive socially. Some of us don’t need fewer interactions. We need well-designed ones. Social life runs on rhythm. Get the rhythm right and the whole field reorganizes around you. What is your social rhythm? - How do you need to enter? - What is your anchor point? - When do you know you need to pulse? - How do you exit cleanly? Share your pattern below — you’ll learn a ton about your own nervous system.