The 50 Words That Matter
Welcome to the Dojo!
This week, I had the pleasure of speaking with Professor Carol Marcus-Rehtmeyer’s Corporate Entrepreneurship class at UT Dallas. The students’ curiosity and thoughtful questions were inspiring, and I loved seeing so many hands go up when asked who wants to launch a business after graduation. (My advice to them: do your due diligence, then go for it!)
A big thank you to the Institute for Innovation and Entrepreneurship, UT Dallas, and Professor Marcus-Rehtmeyer for the opportunity—and to the students for even including me virtually in the class selfie. 🙂
On the Mat
- Are You Speaking Client… or Just Nodding Along?
- September Launch Challenge – Week 1
- How I Made $65 Million With a People-First Culture
Let's Train
Are You Speaking Client… or Just Nodding Along?
Have you ever sat in a meeting, nodding your head, but inside you’re thinking: “I don’t know what that means.”
That’s the fear many new (and even experienced) consultants face. You know your skill, you know you can help.
But then someone says words like CAC, scope creep, or procurement, and suddenly you feel lost.
It’s like meeting your fiancée’s dad for the first time. He starts talking about his golf handicap, and you’re smiling politely… but inside, you’re panicking: “Please don’t let him see I have no idea what he’s talking about.”
Not knowing the language of business is just like that. It doesn’t just make you feel out of place; it can cost you clients, trust, and money.
If you’ve ever felt trapped in those conversations, smiling on the outside but sinking inside, you’re not alone. The truth is, most new consultants stumble not because they lack skill, but because they don’t know the language of business.
And the good news? Once you know the words, the fog lifts. Clients take you seriously. Deals move faster. You feel like you belong in the room.
Here are three of the biggest “trip-up” terms to get you started
CAC (Customer Acquisition Cost): Think of CAC as the cost associated with acquiring one new client. For example, if you spend $500 on ads and land 2 clients, then your CAC is $250.
Why it matters: If you charge $300 per project, you’re working for scraps. If you charge $1,500, that same CAC is smart leverage.
Remember: Always compare CAC to LTV (lifetime value). If CAC is higher, you’re not building a business. You’re building burnout.
Scope Creep: The silent profit killer. It starts with: “Can you just add this one thing?” and ends with you working 50 hours on a 20-hour project.
For example, a client pays you for a 5-page website. Halfway through, they want 10 pages plus copywriting. Unless you set boundaries, your “profit” turns into unpaid overtime.
To help you out, add a “what’s not included” section in your contracts. Boundaries protect your energy and your margins.
Procurement: This is the hidden boss battle in corporate sales. The business manager who needs your service may love you, but procurement can stall or even kill your deal.
Let’s say HR approves your $20,000 training program. Then procurement steps in: “We need 3 competing quotes, compliance checks, and 60-day payment terms.” Suddenly, your “closed” deal is frozen.
What you should do: Ask early: “Will procurement be involved in this process?” Knowing upfront lets you plan, not panic.
These 3 terms alone can save you from lost deals and unpaid hours. The other 47?
They’re the difference between looking like a rookie and closing like a pro.
On Monday, I’m releasing a new video titled “50 Business Terms” that every consultant must know. Make sure to check out my YouTube channel to watch it and grab your free “Fluent in Business” Cheatsheet.
September Launch Challenge – Week 1
Not because you lack talent. Not because you don’t work hard.
But because you can’t clearly say what you’re selling. And if you can’t say it in one sentence, you’ll never sell it.
The Offer Formula, a simple, unique framework, has helped countless entrepreneurs take the first steps in building multi-million-dollar businesses.
The Offer Formula: I help [who] solve [what problem] with [skill/solution].
Simple? Yes. But don’t underestimate it.
This one sentence has turned vague skills into clear offers that prospects instantly understand and pay for.
Example (Marketing Consultant):
- Your skills: social media strategy, copywriting, analytics
- The problem you're solving: small businesses struggle to attract paying clients online
- Offer: “I help local service businesses attract new clients by building and running social media campaigns that actually get customers.”
Now it’s your turn:
- Write down your top 2–3 skills.
- Match each to a real business problem.
- Plug them into the formula and write your one-sentence offer.
This is the first step from “I think I could…” to “Here’s what I do.”
Reply to this email with your offer, or share it on LinkedIn with #SeptStartupChallenge.
Next week - week 2 - we'll talk about validating your business idea.
And here’s another reason you should move fast on this: by the end of the challenge, I’ll host a live review session where I’ll roast and refine a handful of offers. With your permission, yours could be one of them.
Sharpen Your Blade
Most founders obsess over products, pricing, or the perfect marketing funnel.
But here’s the truth: none of that built my $65 million in sales.
What did? People.
When I look back across the seven businesses I built including the eight-figure company I sold in 2019, the real difference-maker wasn’t a secret strategy. It was the A-players who stood beside me.
Thinker-doers. Problem solvers. People with a high sense of ownership.
The kind of talent Steve Jobs himself called “the ones who move the world forward.”
In this video, I’ll show you:
- How to spot true A-players (and know when you’ve found one).
- How to recruit top talent even if you can’t afford big salaries.
- The exact ways I retained world-class employees who helped me scale to eight figures.
- Why building a people-first culture is the number one skill that separates average founders from exceptional ones.
Plus, I’ll share 5 key questions you can ask to instantly tell if someone is in the top 1%.
Watch now and see how a people-first culture can transform your business into a cash-generating machine.
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