Clarity Before Capacity: Why Referrals Matter More in the AI Era
Let me give credit where it is due before I start swinging. This piece was sparked by a recent Substack post from Dave Brock on capacity, clarity, and AI. Dave…
Be Real, Be Human, Be Authentic
If you have watched even one of my videos, you already know how I close every single one of them. I say the same three things every time: Be real,…
Owning Your Market: Stop Playing the Big Company’s Game
Whose game are you playing? For most small professional-services firms, the honest answer is the big companies game, and it’s quietly costing you nearly every deal you think you’re competing…
The Gatekeeper Never Left. She Just Got an Algorithm.
When I started selling commercial copiers in the Washington, DC area, there was a human being standing between me and every sale I wanted to make. She sat at the…
Be Alive Today
As you read this, I’m standing in a wild trout stream in Central Pennsylvania with a good friend, being guided by Dominic Swentosky of troutbitten.com. In my opinion, one of…
Operating and Living With Constraints: The discipline behind the firm you would actually build today
This week is about constraints. The ones that your life gives you. The ones you choose. And the ones that quietly decide whether your business serves your life or consumes…
It’s Personal
This week’s post is a little different because it’s personal. A few weeks ago, I went to two back-to-back conferences and was away from home for the longest time since…
If Referrals Don’t Scale, Neither Did Christianity
There’s a line you hear on social media and in every marketing meeting eventually: referrals don’t scale. It’s said with confidence. Usually by someone selling something: paid ads, a funnel,…
Who Owns Your Business?
Before you open another tab, scroll another feed, or rewrite another bio answer this question: who actually owns your business? Not the name on the articles of incorporation. Not the…
Stop Hoping. Start Scouting.
Here is an uncomfortable truth that nobody in the financial services industry wants to say out loud: most advisory firms are terrible at choosing clients. They will spend thousands on…
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