WHERE YOU ARE NOW
You didn't start this business to become a salesperson. You started it because you're exceptional at the work.
Clients love you. Referrals have carried you this far. You've become the rainmaker, the person every deal still runs through. And some weeks it feels like revenue is something that happens to you instead of something you lead.
So you do what capable people do. You work harder. You try a new tactic, a new script, a new posting schedule. It helps for a while. Then the business settles back to the same size.
That isn't an effort problem. It's a pot problem.
THE SHIFT
Repot Before You Push
Think about a potted plant. You can water it, feed it, and set it in the sunniest window in the house. It will grow. But once it outgrows its pot, the roots start circling inward and choke off their own growth.
Your business works the same way. It will only ever grow to the size of your inner world: how you see yourself, what you believe about selling, and what you think you're allowed to want.
Growth never outperforms identity. When you expand who you are and how you see your business, you repot the plant. Then the watering and the sunlight, all that effort, finally have somewhere to go.
Growth never outperforms identity.
That's the shift from subject matter expert to revenue leader.
Not a bigger hustle.
A bigger pot.
WHAT LANDS EVERY WEDNESDAY
Mindset. Strategy. Action.
Each letter takes about five minutes to read and follows the same rhythm I use with every client.
A Thought
One idea that changes how you see revenue in your business. The kind you'll still be turning over on Friday.
A Spark
A story, a question, or a bit of encouragement to carry into the week. Growth is uncomfortable. You shouldn't have to do it alone.
A Move
One small thing you can do before the day is out to grow the business. Not a twelve-step system. Three yards, today.
Some weeks you'll read it and nod. Some weeks it will poke at something. Both mean it's working.
Who It's For
This is for you if…
- ✓ You own a professional services business, you're great at the work, and revenue still comes in waves.
- ✓ Referrals got you here, and you're starting to wonder if they'll get you to your next level.
- ✓ You want to grow revenue in a way that feels like you, not like someone else's sales playbook.
- ✓ You're open to the idea that the next level starts with how you see yourself.
This isn't for you if…
- ✕ You want a script without looking at the person running the business.
A Note From Michael
I've spent 30 years in sales, the last 8 years as a founder, and my clients have generated more than $100M in revenue growth. But the thing I'm proudest of isn't a number.
It's the moment a founder starts to see their business differently, and a level of possibility they couldn't see before opens up. Reaching it asks for two shifts at once: in how the business runs, and in how they show up to lead it. That's when they realize revenue growth happens from the inside out.
I write this letter for that moment. Every Wednesday, I'll share what I'm seeing with the founders I coach, what I'm still learning myself, and one thing you can try that day.
You get to decide what winning looks like. I'm here to help you win your way.
Where should I send Wednesday's letter?
One letter a week. Five minutes to read. Unsubscribe anytime, no hard feelings.
P.S. You don't need another tactic this week. You might just need a bigger pot. Let's start there. See you Wednesday.