Friday, October 30, 2026
Only 30% of US owners finished 2025 with profits above expectations, down from 57% the year before. Here's the real reason growing revenue stopped meaning growing margin.
It's 9pm and you're still working the phone. Another follow-up text, another "just checking in," another deal that needs one more push to close. You tell yourself the hustle is the job. Some nights you wonder if you can keep doing this.
Before you add another hour to the chase, ask a harder question: is the offer doing any of the selling, or is it all you?
Nine companies founded or co-founded, some very successful and some outright failures, taught me the same lesson about sales every time: an owner who has to personally convince every customer doesn't have a sales process. They have a treadmill.
The advice everywhere says the same thing: more calls, more hours, more follow-up, more grit. Nobody tells you that if every deal needs your personal persuasion to close, the problem isn't your effort — it's what you're selling and how. Hustle papers over a weak offer. It never fixes one.
Alex Hormozi's Value Equation gives this a shape you can actually work with: value equals the dream outcome times the likelihood of achieving it, divided by the time it takes and the effort and sacrifice required. Every "almost closed" deal you're chasing right now is weak on one of those four. Chasing harder doesn't fix the equation. Changing it does.
I've built nine companies, and not all of them worked. The ones that struggled always had the same tell: I was the offer. The moment I stepped back, sales slowed, because nothing about what we sold made the decision easy without me in the room. The businesses that grew without burning me out were the ones where the offer did that work instead.
"Kevin is an absolute powerhouse! He doubled our business's profits in the first month alone with lots more of his recommendations still to be rolled out."
— Curtis Hacon, Give A Sh!t
Fixing an offer feels slower than making one more call, so exhausted owners keep calling instead. It's the wrong trade. An hour spent tightening the guarantee, the proof or the first step pays out on every deal after it; an hour spent chasing pays out once, if you're lucky, and leaves you exactly as tired tomorrow.
This isn't for you if you'd rather keep perfecting your pitch than look honestly at what you're pitching.
If you're exhausted from chasing and the close rate still isn't moving, the fix usually isn't more hustle.
Friday, September 25, 2026
Waiting to hire a coach until you're "big enough" doesn't save money — it delays the point where the advice starts compounding. Here's the payback framework.
Friday, September 25, 2026
Fewer than 0.5% of businesses ever reach $10M. Here's why growth stalls again at $5-10M, and the infrastructure audit that breaks through the second plateau.
Friday, September 25, 2026
FMCG value grew 3.4% in 2025 — but innovation volume fell 5.8%, propped up entirely by price. Here's the three-question test to run before your next product launch, so growth is real, not just repriced.
Friday, September 25, 2026
Most SME owners build next year's budget before locking next year's strategy — then wonder why the numbers don't add up. Here's the sequence that fixes it before Q4 planning starts.
Friday, September 25, 2026
Holiday spending has already shifted to October — and SME owners still planning a November launch are chasing demand that's gone. Here's the 10-week runway that gets ahead of it.
Friday, September 25, 2026
Most sales teams default to the same easy offer every time, leaving your highest-margin products unsold. Here's the Full Menu Selling framework that fixes it without a new script.
Friday, September 25, 2026
Recurring meetings that never resolve aren't a communication problem — they're a decision backlog costing your business real money. Here's the 3D Decision Rule that clears it.
Friday, September 25, 2026
Calling a coach only when something breaks isn't coaching — it's crisis management with a label on it. Here's why the Proactive Coaching Cadence delivers a stronger return.
Friday, September 25, 2026
Most SME growth ceilings are self-imposed, not market-imposed — built by founder control, outdated systems, and internal structure. Here's the Ceiling Test that reveals it.
Friday, September 25, 2026
Small business AI adoption hit 74% this year, with real ROI: $4,100 saved annually on scheduling and payroll alone. But the smallest businesses, who need the time back most, adopt it least.
Tuesday, September 22, 2026
NZ business confidence just held near a multi-year high — but ANZ's own August data shows profit expectations posted their sharpest monthly fall on record. Here's the three-step Cost-Profit Scissor test to check if your margin is keeping pace with your optimism.
Tuesday, September 22, 2026
Two businesses can grow 30% the same year and end up in opposite positions. Here's the Funding Source Audit that shows which kind you're building.
Tuesday, September 22, 2026
Hired a coach, saw a spark, then stopped renewing? The problem usually isn't the coach — it's the switching. Here's why coaching compounds.
Tuesday, September 22, 2026
Eleven hours worked, exhausted by 7pm — but how much of it actually moved the business forward? Here's the two-question Impact Filter.
Tuesday, September 22, 2026
Most lost sales die in the first four minutes, not on price. Here's the four-question Discovery-First Framework that fixes it.