Don’t Just Fly-Land the Plane

Let’s talk about the final 5% of the sale.You’ve made the connection.

You’ve built the trust.
You’ve handled objections like a pro.

But then…
Nothing.
The conversation just… stalls.
It ends midair.

Here’s the truth:

You can’t just fly the plane.
You’ve got to land it.

One powerful mindset shift that’s helped me—and so many others—is this:

Rehearse the after.

Not just the pitch.
Not just the close.
But the exact next step that happens after they say “yes.”

If you’re a wealth advisor, maybe it’s:
“We’ll meet next week to walk through your portfolio and design a plan together.”

If you’re a coach, maybe it’s:
“I’ll send over a kickoff questionnaire and we’ll schedule your first session.”

 The clearer your next step is,
the more confidently your energy leads the conversation there.

Here’s the Spark:

Visualize the post-yes path.
Say it out loud. Feel yourself in that moment.
Make it muscle memory—for your mindset and your message.

Because the close?
It’s not the end.
It’s just the beginning of what you’re building together.

So the next time you’re flying high in a great sales convo…

 Land. The. Plane.