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…
You’re Trying Too Hard: The Real Reason You Aren’t Giving and Getting More Referrals
Every single week, as I work and talk with clients, referral sources, and friends in business, I uncover the same thing: massive opportunities sitting inside referral networks, inside relationships with…
The Reality of Sales Today: You Were Chosen Before They Called You
My friend Adam Gray posted something on LinkedIn this week that stopped me mid-scroll. He was breaking down the 2025 6sense Buyer Experience Report, and one stat in particular hit…
Renting vs. Owning: The True Cost of Your Marketing Relationships
I told you so. I've been writing about human networking for a long time. And this week, Richard van der Blom dropped a newsletter that basically confirmed everything I've been…
The Beauty of Business by Referral: Building Relationships that Matter
This week I want to talk about something that lives at the very center of who I am and how I do business: I want to talk about beauty. Beauty…
I’m Giving My Clients Permission to Ignore Social Media
There’s something I’ve been wanting to say out loud for a while, and I suspect many of you have been waiting to hear someone say it plainly. A lot of…
Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
Are You a Sales Organization? If Not, You Will Struggle as an Advisor to Business Owners and a CEPA
Let me start with a question that makes a lot of advisors uncomfortable, usually because they already know the answer. Are you a sales organization? Not “do you sell.” Not…
From Test Drive to Turbo Boost: Why Referrals Are Even More Important for Ideal Client Acquisition in an AI World
The shift has already happened. Buyers are moving from search behavior to answer behavior. This shift will keep accelerating as AI becomes the primary way people look for information and…