Being “helpful” feels like the right move in sales, but over-accommodation often kills authority and slows deals. In this episode, Brandon explains why buyers want guidance, not flexibility, and how structure creates trust.
Sellers believe being agreeable and flexible builds rapport, but this episode challenges that assumption.
Brandon breaks down the hidden cost of over-accommodation, explaining how “happy to do whatever works” often signals hesitation rather than service.
You’ll learn the difference between service and submission, why structure acts as a trust signal, how saying no can actually increase credibility, and why buyers feel safer when sellers are willing to lead.
This episode reframes helpfulness as guidance, and shows how clarity, not deference, is what moves deals forward.
If your deals feel polite but slow, this episode explains why, and what to change.