The Lesson Greetings from Troy,This one might be a big pill to swallow, but the reason many folks miss HUGE opportunities is desperation.If there's one thing I'm grateful for, is building up a "runway" or a "nest egg" where I don't have to accept projects I don't want.Someone is a pain in the butt to work with? I can consider it, or I can look the other way and continue on my journey.When you build up a "Buffer Zone" or something you can bounce against and you're not screwed financially if...
9 days ago • 2 min read
The Lesson Greetings from Troy,I was working with a client, and they knew what they needed to do, but they just couldn't get the task done when they knew what they needed to get done.This was before we started working together.They knew they needed to map out their long term retainers and packages, but they either...A) Didn't know howB) Kept procrastinatingThe reality, they had no one to be accountable to.One of the reasons they decided they needed some help and wanted to hire someone 1:1 to...
16 days ago • 2 min read
The Lesson Greetings from Troy,Sure, sharing testimonials is cool……Unfortunately it’s not enough.Sophisticated clients want to see your thinking behind your success with other clients.They want to understand. Big claims don’t sell as well as they used to, and sometimes they can attract the WRONG type of client. Highlight reels are tantalizing……In a crowded world where everyone is shouting “I’m the best!” Demonstration can help you EASILY stand out.Showing your process allows potential...
23 days ago • 2 min read
The Lesson Greetings from Troy,We get trapped in our own personal “time capsule”...It’s this space where you can’t see progress, you can’t notice regression and it’s difficult to see whats working and what is not.Volume is REALLY important when you’re starting anything. Draft. Produce. Content. Designs…etc.The way I stumbled upon this, was my last 3.5 weeks in Winnipeg allowed me to take some days “fully” off and that pushed me into a new routine. Dr Joe Dispenza says that when we force...
about 1 month ago • 3 min read
The Lesson Greetings from Troy,When we're great at what we do, it's easy to get stuck in the "work"...Sometimes we have difficulty seeing the value in what we do...Why?Because we do the work so damn often.The results you get for clients, there's a specific process you follow.Maybe you've mapped yours out, maybe you haven't.If you have, congrats!If you haven't - keep reading. 1. Identify Your Core Components Map out all of the CRITICAL steps in your delivery. 2. Group & Simplify Identify what...
about 1 month ago • 2 min read
The Lesson Greetings from Troy,When you’re selling higher-end packages, you’re selling a transformation, and it’s very different from selling a product. While they have similar principles, the fundamentals are significantly different. In this type of sales, it’s important to build genuine relationships rather than treating clients transactionally. You know the kind of people that only call you when they need something? They remembered you have season tickets to their favorite sports team, or...
about 1 month ago • 4 min read
The Lesson Greetings from Troy,Making someone feel comfortable and welcome allows you to get to the truth. When you’re making a sale, you need to dive into “the gap” with them, of where they’re at and where they want to go. For you to make a sale, they need to trust you enough to tell you the challenges they want to overcome and believe that you have the solution. Without proper rapport, we just get surface level conversation. This reminds me, earlier last week I shot a new interview for the...
about 2 months ago • 2 min read
The Lesson Greetings from Troy,Just wrapped a client call. Female.CEO of a big consultancy.54 years old with extensive experience.Driven. She has endless opportunities, and business is doing really well. The conversation was focused on leverage and all of the opportunities that her company has to grow, but running out of time in the day to get to all of them.Here’s what I said to her:“Let’s pinpoint the characteristics in people that have sent you the most business in the past, and what...
about 2 months ago • 2 min read
The Lesson Greetings from Troy,Did you know that the majority of success in landing high-end projects boils down to one key factor? It’s not what you think, it’s your self-confidence. Many consultants, experts and entrepreneurs I’ve spoken with over the last few years often struggle with this. Often the difference between landing a big project, and pricing higher end projects is predicated on your level of belief you have in your work. This comes down to self-esteem, and self-confidence and...
2 months ago • 3 min read