Last week at my Elite Mastermind Retreat in Naples, one theme kept showing up:

Friction.

Not the kind that comes from objections or price resistance.

The kind that silently kills momentum… even with interested prospects.

One of our members—a high-performing financial advisor—shared how she lost a client after a strong first call.

The prospect was a great fit. Interested. Engaged. Ready to move.

But they needed to gather a few documents before the next meeting.

That was a month ago.

The prospect went dark.

Here’s the real issue:

It wasn’t a sales problem.

It was a system design problem.

If your process depends on the prospect doing homework after the call before you close…

You’re gambling with the sale.

Action step:

Wherever possible, complete what’s needed on the call while you have their full attention and momentum.

And if you’re thinking, “I can’t do that,” ask yourself:

What’s the bare minimum I need to close this deal?

Try not to end with, “Send me X.”

Stay on the line and get it done with them.

This one shift removes friction and quietly boosts your close rate fast.

Tomorrow: the hidden trust-breaker that silently undermines your sales.

Kick butt, make mucho DEEnero!

Dave “Frictionless Closing” Dee