07-20-26 MEDM AM

July 20, 2026

Someone can know they have a problem and still do nothing about it. They only take action when the cost of ignoring it becomes too big.

So when you're talking to someone about a problem you can solve, getting them to agree the problem exists isn't enough.

You need to help them understand what happens if it never gets fixed.

- How much revenue will they lose?
- How much time gets wasted?
- Who else gets pulled into the mess?
- Where will the business be six months from now if nothing changes?

If the consequences aren’t serious enough, waiting feels safe.

And whatever you're offering lands smack in the "I'll circle back" graveyard with everything else they might get around to someday ;)

The right questions uncover the real cost of the problem and make the price of waiting clear.

Skip that part and a good opportunity can disappear before you even realize you lost it.

This is the kind of hole in your deal making process that can quietly cost you a fortune.

If you're tired of losing out on deals and ready to get sharper before the next opportunity shows up, show me where you're at right now. Then let's talk.


Mark Evans DM