Back when I was a full-time professional magician, I had one goal on every sales call:
Be the leader they were looking for.
Most entertainers just showed up and answered questions.
Not me.
I’d walk them through exactly how to structure their event for the best experience—where to position the entertainment, how to sequence the agenda, and what common mistakes to avoid…
And I’d say:
“Whether you hire me or not, this is how to make it great.”
That one phrase did a few things:
- It broke the pattern they were used to—desperate vendors begging for gigs.
- It established me as the expert. I wasn’t selling a service. I was designing a solution.
- It built trust—because I was clearly willing to walk away.
Many said I was the only one who took the lead that way.
And almost all of them hired me.
Why?
Because the quiet question on every prospect’s mind is:
“Can I trust you to lead?”
Leadership doesn’t mean being pushy.
It means clarity. Direction. Confidence.
And yes, sometimes it means saying, “Here’s how I’d structure it—even if you don’t choose me.”
That energy is magnetic to serious clients.
Action step:
On your next call, take the lead.
Before they ask, guide.
Before they waffle, frame the next step.
And above all—don’t dance around your value. Deliver it in advance, confidently, and without attachment.
Tomorrow: The pitch I didn’t make… and why it became one of the best decisions of my career.
Kick butt, make mucho DEEnero!
Dave “Lead the Call” Dee