On this Halloween live stream, Alan Weiss and I had a spirited chat about the ātricksā consultants fall for and the ātreatsā clients actually value. We riffed on wild promises vs. real outcomes, commodity work vs. initiating new value, carving people up vs. helping them grow, being a ghost vs. showing up with presence, andāmy favoriteāwearing masks vs. bringing the real you (including your voice, not AI slop š).
Alan shared early-career scars (including a disastrous pre-digital survey project) and the simple posture that got him through: learn the lesson, then move. We also touched on the true origin of Halloween, why low self-esteemānot AIāis the scariest trend haunting consultants, and how improv rules (āyes, andā¦ā) make you unbeatable on your feet with clients. I briefly āghostedā the stream (perfect timing) and Alan just kept rollingāproof that intellectual firepower + humor is the ultimate treat.
Takeaways
ā¢ Donāt sell hope; sell outcomes. If you canāt deliver it, donāt promise it.
ā¢ Stop accepting commodity requests; initiate higher-value conversations.
ā¢ Grow people; donāt carve them. Change beliefs, not just behaviors.
ā¢ Show up with presenceāno ghosting, no masks. Let clients meet the real you.
ā¢ Use AI as a tutor and pattern-maker, not a voice replacer. Keep your language yours.
ā¢ Confidence ļ¼ credentials: you can learn fast, but be honest about limits.
ā¢ Self-esteem is the real monster under the bed. Build it; ship work; laugh often.
ā¢ āYes, andā¦ā beats āNo, butā¦āāin workshops, sales calls, and life.Quotable
ā¢ āDo you want to be tricked, or do you want a treat?ā āAlan Weiss
ā¢ āAI should teach you how to fish, not hand you someone elseās fish.ā āAlan WeissResources & mentions
ā¢ Alan Weiss ā Monday Morning Memo newsletter (QR mentioned on stream)
ā¢ āThe Whale Saleā Substack (Alan Weiss & Lisa Miller)
ā¢ Improv principles (āyes, andā¦ā) for facilitation & sales
ā¢ My āDamaged Goodsā idea on treating groups as ready to grow
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