297 - Ask Before You Answer: The Client-Trust Habit with Scott Armstrong
Scott Armstrong grew Brainrider to $22 million without making a profit, then rebuilt it as a $4.6 million agency with a 13% margin. That painful contrast challenged a common assumption about growth: adding revenue and smart people does not necessarily produce a stronger business. Scott found that client relationships depend less on continually demonstrating intelligence than on becoming someone clients trust.
School and early careers train professionals to have the right answer, but that instinct can work against them in client conversations. Expertise becomes a liability when it causes…
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