He came in talking about expectation and control.
About lining things up, getting excited about the possibility, and then watching it not go the way he'd planned. Again and again.
It felt like a practical problem at first — why aren't these conversations converting, what am I doing wrong, how do I get more comfortable with the unknown. But within ten minutes it wasn't a practical problem anymore. It never really is.
What emerged instead was a belief that had been quietly running the show since childhood. That control equals safety. That without a firm grip on the outcome, without knowing exactly where something is going, something bad happens.
It made complete sense once he saw where it had come from. A loving upbringing, but one with a lot of rules. A lot of boxes to tick. A lot of playing it safe.
The cost of that belief, carried into adult life, is that you never find out how fast the car can go. You never go full throttle. You're always, somewhere underneath it all, driving with the handbrake on.
By the end of the conversation he wasn't talking about converting clients anymore. He was talking about what becomes possible when you stop needing it to go a certain way.
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