To the topic of how long it should take to close the client, the answer is it depends. It depends what's going on.

Depends the size of the problem you're trying to solve. Let's just use an analogy. If you're going in for a toothache, well, it should be a fairly straightforward procedure.

But if you have internal organ issue, possibly cancer, we should not rush into any prescriptive action at all.

So the general rule of thumb is the larger

size of engagement. I'm talking about six figures, mid six figures, even into the seven figures.

It's going to take a lot longer for you to close the sale. The reason why is people need to do the due

diligence. They have to figure out, is this going to break? Are you who you say you are? Who are your

clients? Who have you worked with? And they're going to call and check for referrals and references and things of that nature.

However, if we remove the size part of it out, ideally, you're able to assess the client's needs

and determine the fit on the very first call. And part of the fit check is the budget part.

This is the thing that a lot of creatives struggle with

because they're uncomfortable talking about money. They have challenges about self-worth,

and they want to delay the money conversation as long as possible because they feel

that if they say the number and the clients say no, it's going to be not just a rejection of the

proposal, but it's going to be a personal rejection and you're going to feel like a failure.

So rather than broaching the subject of money, you'll do small talk, you'll try to be friends with

the person, and then you'll get to the end of the allotted time, and you'll still have not talked about

budget. So then you'll hurriedly say, why don't I send you a proposal? Although I say, hey, it sounds pretty good, send me a

proposal. And then you'll work hours, sometimes days on the proposal. You'll send it to them,

and you'll never hear from them again. We unfortunately referred to this as ghosting, like they

ghosted you. And we feel really bad. And you have a right to feel bad because it feels like

you've done work. You were making a connection. But then ultimately, they don't you have a right to feel bad because it feels like you've done work.

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