Most business owners think lead generation is about chasing.
More emails. More ads. More posts. More outreach.

But the real power move is conversation.

The next client you want is probably already in your world — someone you’ve met, helped, or talked with casually. You don’t need to pitch them. You just need to connect, listen, and guide the conversation one step closer to a decision.

Business development isn’t about pushing people through a funnel. It’s about learning what they care about and what’s getting in their way. When you understand that, you stop sounding like a salesperson and start sounding like a problem-solver.

Here’s what most people miss: every genuine conversation has the potential to become a sale, but not because you force it. Because you listen for it.
When someone talks about their goals, frustrations, or opportunities, they’re handing you clues. If you’re paying attention, you’ll hear where your expertise fits.

I built my coaching business through thousands of honest conversations. I asked questions, shared ideas, and paid attention. Some people needed help right away. Others came back months later. But almost every client I’ve ever signed started with one simple, authentic exchange.

The goal of any conversation isn’t to close. It’s to get clarity about who they are, what they need, and how you might serve them. When you show up with curiosity instead of a script, people open up. They start to trust you. And trust is the real lead generator.

So the next time you’re at a networking event, coffee meeting, or discovery call, stop worrying about what you’ll say next.

Just listen. Ask better questions. Stay curious.

Because every conversation that builds trust is one step closer to becoming a client.

Tweet of the Week

Hope you’ve had your coffee because we’re getting deep this morning!

Behind the Scenes…a good man died yesterday. A dear friend, someone that I had known for decades and a guy that radiated a spirit and joy in his life that was just infectious. I’m hurting for his family and I’m sad for the people in his world - which I was fortunate enough to be in for a few years. I’m inspired to add more energy and intention to my interactions to honor him and I hope you can think about those in your life that bring you the same feeling as my friend. RIP Kevin…and thanks for everything.

Quick Hit: NEW! Accounting Hotline in the SBOC

Now, GO SELL SOMETHING!

Pat