Experts Said I Needed Better Leads. They Lied. I Fell for It.

...for way too long. Until I accidentally stumbled upon a better way.

What I actually needed was to close the leads I already had.

Rather than solving that, I did what everyone said to do…

✔️ Built a robust funnel.

✔️ Posted on social.

✔️ Even spent every spare dollar on learning new tactics for “better leads”.

I was getting calls on my calendar…and I still couldn’t close more clients.

I was broke, working 8am–2pm trying to close coaching clients while accidentally earning a PHD in marketing to get more leads.

I’d head to my 2nd job 3pm–midnight as a waiter’s assistant at an acclaimed local restaurant.

🚫 Sales scripts

🚫 Fear-based talk tracks

🚫 Awkward closing lines

None of it worked to close more business. & I felt completely integrity hurt.

Then Something Strange Happened...

At the restaurant, waiters started pulling me aside asking:

“Why are tips & tickets doubling when you're on my tables?” & “How are you getting so many tables to buy the $165 ribeye?!”

I wasn’t doing anything fancy. I just asked questions, listened, and suggested things based on what the table told me. 

No pitch. Just presence. Then it clicked:

"Sales isn't about pushing. It's about paying attention."

So I brought this approach onto the calls at my day job... 

Here’s how simple it is:

👉 I searched for what people actually needed

👉 Asked real questions

👉 Listened deeper than I ever had

👉 And tied my offer back to their words

That’s all I needed to solve the #1 problem in my business! Just…be a great coach!

Suddenly, I wasn’t closing 1 call in 30.

I was closing 1 in 10. Then 1 in 5.

Without investing anything else into marketing I more than tripled my income. 

And the craziest part…I was genuinely enjoying it. 

That’s the SALTED Selling Method

It’s not a pitch. It’s a conversation.

For the last decade, I’ve refined this method on more than 13,000 calls and coached 350+ coaches to do the same.

You don't need more leads.

You need better conversations.

If you’re tired of chasing, forcing, or faking it…

Get back to doing what you love and the reason you started your business in the first place...

This is your invitation to learn how to turn your next call from a “need to think about it” to a “I’m in!” - without pressure, scripts, or sleaze.

-Will “Joy Smuggler” deShazo