Questions and Answers from the last 90 days
6/15/20263 min read
Questions and Answers with Brian Sanders
Here are a few questions I’ve been asked in the last 90 days. All the questions were asked by actual clients that I serve. I hope you find the answers helpful and beneficial for you and your organization.
Question: I have a tough time shutting my mind off. How do I think about something other than the company? How do I give my brain a break?
Answer: For me, reading a book always worked. Reading forced me to focus on the words on the page and stop thinking about other things. Books took me to another place and time. Books gave me new ideas that I could weave into the organization. Watching television or listening to music did not work for me. I can think about other things while watching a show or listening to music. Recently, I’ve started walking one mile every morning. That helps me clear my mind. Get a good book and you’ll find it works wonders. (Note: I’m currently reading “Mailman” by Stephen Starring Grant, and it is PHENOMENAL.)
Question: You’ve written a great deal about caring for your team. I have a confession. I do care about my team, but I suck at showing that I care. What can I do to show that I care?
Answer: GREAT question and thank you for the honesty. It takes courage to be that vulnerable. I’d recommend you get to know people as a person, not as an employee. Learn who they are and what makes them tick. Listen to them. Ask very few “yes” or “no” questions. Instead, ask questions that will force them to answer in sentences. The more a person talks the more you get to know them. If they’re going through a difficult time, check on them. Ask how they’re doing and is there anything you can do to help. Call them and ask their opinion on a particular issue you’re facing. They will feel honored and seen. Be generous with your time and encouragement. Look someone in the eyes and tell them you believe in them. Send a thank you card. Call and tell them you appreciate who they are and what they do. That is showing you care.
Question: You mentioned a few weeks back that you’re helping some clients with sales. What are you finding to be true about sales in 2026?
Answer: Yes, I do have clients who rely on me for sales coaching. Some of these clients are non-profits and in that world it’s called underwriting. What’s true and working? Building relationships. You can’t treat a client like they’re a drive thru fast-food joint where you order what you want and they serve it to you in record speed. Sales is all about relationships. Visit with the client. Listen to their needs. What you’re offering needs to fulfil that need. In other words, your product is the answer to their problem. Build the relationship. Don’t just close the sale. You must service them. Chat with them regularly on progress and how they’re seeing progress. I still believe in face-to-face meetings. Never try to close a deal over email or text. People deserve your time either on zoom, the phone, or in person. With the clients I coach in sales we’ve seen amazing growth by returning to these methods. Also, accountability is important. Have your sales team check in daily with their plan for the day which should include who they’re seeing and if they’re nearing having the sale closed. Cheer them on and then get out of the way.
Question: Every week you ask me a significant question. You ask me, “What did I screw up this week?” Where did you learn to ask that?
Answer: I learned it from my dad. He believed in being honest with yourself. Progress doesn’t take place if you’ve convinced yourself that you don’t make any mistakes. Dad would ask me that periodically and it was powerful. It forced me to look at my stumbles and learn from them. Also, I learned that from reading about US Presidents. Most US Presidents have an official cabinet who oversee departments and agencies. Those cabinet members have a vested interest in not upsetting the president, so they rarely speak truth to power. Most presidents will have trusted friends and advisors whose sole purpose is to help them see what they’re not seeing. They want people to hold them accountable and point out mistakes. By asking you that question, I’m simply trying to hold up a mirror, so you’ll self-examine yourself and your leadership. By doing so, you grow and get better.
Got a question you’d like me to answer?
Email me at brian@cornerhouseagency.com.
Your question could be in next quarter’s Q&A blog!
Leadership matters,
Brian