There are 3 constants in life: “Pain, Uncertainty and Constant Work.” —Dr. Stutz
Four years out of school, I had blown past every creative and financial goal I had set.
Then, something unexpected happened. We hit a financial ceiling. Whereas it was relatively easy to close jobs south of $200k, our close rate dropped precipitously once jobs edged north of $200k.
No matter what we tried, the results were the same. It was demoralizing to myself and the team. We tried doubling our efforts, created twice as many ideas, and spent even more money on new business pitches. Nothing.
My confidence waned. Was this it? Had we hit our peak? What were we missing?
We expect that seismic, paradigm-shifting concepts create the most change, but it’s actually the small tweaks that takes someone from being pro to world-class.
It’s a lesson I learned from my late business coach— Keir McLaren. It took two coaching sessions before I learned that my sales approach was all wrong. It seems obvious, but Keir taught me how to say what I think and ask better questions. He challenged my assumptions of what I thought I was “allowed” to ask during a new business call.
When I applied what Keir taught me, my close ratio for $300k+ jobs more than tripled: from 20% to over 70%. As a result, our company grew from $2.2m to $3.9m in revenue in the first year. Two coaching sessions led to almost $2m in new revenue! What I learned was teachable and repeatable. This was in 2000 and the last time we ever earned that little again.
I continued working with Keir for the next 13+ years, during which I reinvented myself and my business many times over. Keir taught me so much about: leadership, communication, management, and sales. When I applied what he taught, I smashed even more barriers and grew in confidence.
Think big. Be brave. Take action.
Theory is lonely. It loves practice. Don’t keep them apart.
“Calm seas never made a good sailor.”—Franklin D. Roosevelt. The magic happens in the doing, not the hopeful thinking.
Since my days with Keir, I have gone on to run two eight-figure businesses, win an Emmy™, deliver keynote talks at international events, grow a massive social following, write a book, run workshops and give talks to Fortune 500 companies (Adobe, State Farm, Hulu), and mentor hundreds of entrepreneurs.
Now, I’m ready to help you unlock your true potential, do work that is meaningful, make an impact, be a sought after expert and no longer compete on price. Join me and the 99 other Master/Mind cohort.
Massive change begins with making small, smart decisions, followed by action, applied consistently over time—a snowflake turns into an avalanche. If one smart decision led me here, imagine what it could do for you.
That’s why I’ve opened my Master/Mind to the first 100, qualified entrepreneurs. Are you ready to level up your business?
I’ve worked with hundreds of entrepreneurs just like you, who have been able to exponentially grow their businesses, scale their team, and learn how to deal with difficult clients. But you don’t have to take my word for it. Here are the receipts…