Notes from inside the work.
Short, practical reads on closing, operations and the discipline behind both. Most take two minutes.
The question behind every question.
It took me from empty discoveries full of meaningless information to conversations that uncover pain, desire, trust, and urgency.
How long does a problem stay a problem once you’ve seen it?
Revenue doesn’t slow down overnight. It slows down when small operational problems are allowed to compound.
Most people don’t have a motivation problem. They have a bottleneck problem.
You don’t need to solve step 10 when step 1 is still broken. Find the constraint. Solve it properly. Then move.
The closer making the most calls may not be your best closer.
100 calls can produce 100 lessons. Or they can produce the same lesson 100 times.
The best closers aren’t afraid of silence.
A prospect might be about to tell you something important. And if you jump in too quickly, you may never find out.
Never let your foot completely off the gas.
Skills compound. Relationships compound. Reputation compounds. The cheapest version of your goal is the one you don’t interrupt.
Is this actually my best effort, or is this just my normal?
Mid-set at the gym, a question popped in my mind. If we’re not pushing to failure, what are we doing?
Most people don’t have a motivation problem. They have a bottleneck problem.
You don’t need to solve step 10 when step 1 is still broken. Find the constraint.
Me vs. my business owner in July.
He closed more deals while I collected more cash upfront. Neither number, on its own, tells me who performed better.
You don’t rise to the occasion. You fall to the level of your training.
One of the earliest discovery calls I ever ran looked perfect on paper. Then the call started.
The question behind every question.
It took me from empty discoveries full of meaningless information to conversations that uncover pain, desire, trust, and urgency.
How long does a problem stay a problem once you’ve seen it?
Revenue doesn’t slow down overnight. It slows down when small operational problems are allowed to compound.
The best sales calls don’t feel like sales calls.
They feel like two people trying to work through a problem. When a prospect books a call, they’re usually not looking for a pitch.
The best closers operate like the answer might be no.
Every prospect walks into a sales call carrying doubts. Those doubts don’t suddenly appear when you present the price.
“How will I get everything else done if I spend this money?”
I hear a version of that sentence on sales calls every week. This month, it was mine.
How two spreadsheets became Trail and Remit.
In April, I told my team I was going to turn both of our spreadsheets into applications.
The Daily Pulse: the one report that lets a coaching founder sleep at night.
Bookings vs. shows, deposits secured, cash collected — three numbers, sent before the first call of the day.
The 0-1-2: the three numbers we wrote on the wall before episode one.
Capacity for vision. The distance between idea and execution. How much we put in.
Why I built Remit instead of buying a CRM.
Commission management for high-ticket teams on installment plans is a category most CRMs don't model well.
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