Why do deals fail to close? I'm coming to the conclusion that one of the key reasons is that we switch from the why are they buying to the what are they buying and this is kind of natural

clients want to do this they want to treat us like a thing, commodity.

And that naturally goes to what?

Price.

But what if you keep the focus, the conversation,

the point about why are they doing it and the implications and the impact of not doing it now.

That's what we're going to be talking about today as well as a lot of other things and we do get into what he calls the guest calls being present which is really being in front of the client not just physically but mentally top of mind and I think a lot of people who will listen to this might be like, well, that doesn't fit my sale.

You're right at first, but we still can be top of mind with the client

if we become great at talking about what they care about, not what we care about.

Everyone knows what we care about.

But how do you do that? How do you engage them? And this is really what

start the conversation, get the meetings course is all about. And we had a great

office hours yesterday. Make sure you listen in. When you really

look at the alternatives, there's lots of ways of starting conversations and

prospecting, but how effective are they and I think that today people are

are they and I think that today people are getting comfortable being busy

counting the number of emails they send the number of dials they do. Well that's finding interest, it's not

creating interest, because today interest finds us.

People don't sit around anymore, they ask a friend, they search the internet,

they take action, or they get over it and move on.

So where does that leave us? We have to become good at starting

conversations and getting meetings. Let's get into this interview. I think you're

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