You don’t have to be an asshole to be authoritative.

A prospect doesn’t have to see your awards, or your accomplishments, or your Stripe dashboard.

They will judge you, based off how well you assess their problems, and how well you’ve prescribed the solution to their specific needs.

We’ve all instilled authority the wrong way. That’s normal, it’s human.

We think if we flash our Lamborghini, and show a city view from our penthouse, and tell our prospects “I have limited time, so let’s get into it”, that we’d display authority on the call.

I promise you, the prospect does NOT get turned on by this at all. Maybe 10 years ago.

Everyone says, “People buy from people they Know, Like, and Trust.”

This is true, but people hold the wrong concept of this.

Firstly, they don’t really need to “Know” you. They can hear your voice, see your text message, and “Know” who you are instantly.

What I’m trying to say here, is you don’t need to give them your First, Middle, and Last Name, for them to feel like buying from you.

Second, for a prospect to “Like” you, you don’t have to make them laugh and giggle. That’s a misconception.