Best Advice For The Newly Independent (Or Those Considering It)

Considering ever going out on your own? Seven years ago today, I received the most impactful piece of advice I received as I did.

I was in downtown Chicago. I had just informed my CEO of my plans to leave the business and (like a lunatic) go write a book (The Transparency Sale).

Right after that meeting, I went across the street to a coffee shop to meet with an accidental mentor of mine. The meeting had been previously scheduled as a catch-up.

Mike: “How are you?”

Me: “I’m shaking…I just told (my CEO) my plans to go write this book.”

(after some discussion about that, Mike continued…)

Mike: “Todd, tell me you will say ‘no’ to everything that comes to you for at least the next three months.”

Me: “What do you mean?”

Mike: “You’re going to hear of opportunities. People are going to find out you’re no longer at PR and will try to convince you to come to their companies. You have to be prepared for that. Re-evaluate after three months, but not until then. All in or all out.”

Me: “Oh, yeah, of course.”

Mike: “Todd. Look me in the eyes right now. I want you to tell me you are going to say ‘no’ to everything for the next three months.”

I then looked Mike directly in the eyes and said it. “Mike, I am going to say ‘no’ to everything for at least the next three months.”

Two weeks later, I received a call out of nowhere for a juicy CRO role. Their CEO was hard-selling me. “I need a CRO that can smooth out and optimize everything for our exit. 18 months max.”

My response? “Ok. I’ll keep my eyes open for you. It’s not going to be me.”

And then another. A “unicorn” CRO role. I said “no” before their board member could even finish his sentence. And another.

If I had even entertained any of these, I wouldn’t still be doing this seven years later. I wouldn’t have had the focus to make The Transparency Sale as good as it could be.

Mike explained how, when someone tells him, “I’m going to ‘try’ going out on my own for awhile”, their success rate is less than 10%.

But, when you commit, say ‘no’ to everything for at least three months, (a) you will be MORE valuable on the back end, not less, and (b) going out on your own needs a full-time, all-in commitment.

You can’t just “try” it. You either do it, or you don’t.

Don’t Get Discouraged…

In another encounter with a grizzled board member of a new client, a few months after my book first came out.

Board member: “Todd, how long are you gonna keep doing this sh(t?”

Me: “Ummm, not sure. Why?”

BM: “I see some gray hairs there. You don’t want to be out for too long. After a while, you’ll be viewed as old and disconnected. It’ll become much harder to find something.”

That was 2018. He got the “old” part right. However, I’ve never felt more connected.

I’m having the time of my life. I’ve prioritized my passion, my health, and my family. I’ve written two books now, just got done with another incredible “SKO season”, and am focused on another big project right now. I swear, if I had listened to this board member, or didn’t look right into Mike’s soul, who knows what life would be like. 

And, for anyone who has called me, looking for advice, telling me they are going to “try” doing some consulting, speaking, or whatever, I’m sure you’ve heard me jump on that word – don’t “try”. Either do it, or don’t. You’ll be better for it either way.

I’m a sales keynote speaker who also teaches revenue organizations how to leverage transparency and decision science to maximize their revenue capacity. It’s what I do…teach sellers, their leaders, well…entire revenue organizations how we as human beings make decisions, then how to use that knowledge for good (not evil) in their messaging (informal and formal), negotiations, and revenue leadership. I wrote a book Book Authority listed as the 6th best sales book of all time (𝘛𝘩𝘦 𝘛𝘳𝘢𝘯𝘴𝘱𝘢𝘳𝘦𝘯𝘤𝘺 𝘚𝘢𝘭𝘦), and a second award-winning book (𝘛𝘩𝘦 𝘛𝘳𝘢𝘯𝘴𝘱𝘢𝘳𝘦𝘯𝘵 𝘚𝘢𝘭𝘦𝘴 𝘓𝘦𝘢𝘥𝘦𝘳).

Reach out if you want to discuss The Transparency Sale sales methodology, or really…anything else (sales kickoffs, workshops, keynotes, the economy, history, etc.)! Email info@toddcaponi.com or call 847-999-0420.

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