04/03/2026
Most agency owners are so emotionally attached to the sale that it bleeds through every word on the call. Your prospect can feel it. The neediness. The pressure. The “please say yes” energy.
Here’s what actually works — lean out. Stop chasing the close. Start asking questions like you’re genuinely curious, not like your rent depends on the answer.
The irony is that the less you need the sale, the more you close. Type A prospects especially can smell desperation from a mile away. They want to work with someone who doesn’t need them — not someone who’s begging for their business.
Even if cash collected is down. Even if your close rate is tanking. Lean out more. Watch what happens.
Are you selling from abundance or desperation? 👇
