$1.3M in 30 Days After I Dropped the Fear

Two years ago a client got on a Zoom call with us, and we could not hit her deadline. She was pregnant, she needed a bathroom finished by a date we could not promise, and she hired somebody else. Last month she signed a contract with us for a kitchen close to two hundred thousand dollars.In this episode I break down why we never wrote her off, and why the client who cannot afford you today is very often the client who calls you first when they can. If all somebody can afford right now is a Honda Civic, that is not a reason for the Porsche dealer to stop talking to them. Water the seed and that Honda Civic client becomes a Porsche client.I also get into the part almost nobody connects to sales. Last year our revenue dropped fifty percent over eight months. I panicked, I went back to being the guy who does everything himself, I started micromanaging, and I eroded the culture I spent years building. Team members were ready to quit. I did not want to come in on Monday morning either.What turned it around was not a new sales script. It was gratitude. Within thirty days of making that shift we closed 1.3 million dollars in work, and the best proof was a Google review that came in from a project I personally visited exactly one time. My team earned that. A grateful team gives birth to a grateful client.What you will get out of this:Why the follow up you are not making is worth more than the lead you are chasingHow to serve a client who is not your ideal client yet, without discountingThe Honda Civic to Porsche framework for long horizon client valueWhat happens to your culture when the owner takes back control out of fearHow to spot fear as false evidence appearing real before it costs you monthsThe gratitude shift that produced 1.3 million dollars in thirty daysIf you are running a company between zero and three million in revenue, this is the episode I wish somebody had made me watch.Michael James is the founder of Michael James Remodeling. The Michael James Way is where he opens the books on what it actually takes to build, scale and lead a company you still want to walk into on Monday.Subscribe for new episodes.