The market is hard right now. Good.
That's when clients need an advisor, not a salesperson.
Walk into every meeting like you sit on their board.
Tell them, "This isn't a sales pitch. Use me as your advisor."
Then ask questions. Get to the 5th one. That's where the real conversation starts.
8 out of 10 will thank you.
The other 2 will call when they need you. Don't let them break your rhythm.
Pick up the phone. Guide the conversation.
THINK BIG.
