The 3-Part Sales Formula: Know, Like, Trust
Episode description
In this crosspost episode from the Expansive CEO Podcast, On the Edge host Scott Groves steps into the guest seat for a candid conversation with Hannah Chapman—Founder of X² Wealth Planning and Expansive CEO, and a financial advisor helping visionary entrepreneurs align business, energy, and investing. Together, they unpack why traditional sales tactics like scripts, objection handling, and pressure closes are failing today’s high-performance professionals—and what to do instead. From replacing sales calls with exploratory conversations to building referral-based pipelines and using permission-based marketing, this episode offers a fresh, practical roadmap for entrepreneurs, real estate pros, financial advisors, and service providers selling high-ticket offers. If you're ready to sell the way you serve, turn leads into raving fans, and build a business that feels aligned—not pushy—this conversation is packed with actionable insights you won’t want to miss.
Chapters:
- 00:00:00 - Welcome to On the Edge
- 00:00:51 - Meet Scott Groves: From Sales Warrior to Sales Coach
- 00:01:48 - From Combat Boots to Closing Deals
- 00:02:20 - Reinventing Sales Training for Real Results
- 00:02:51 - Why Relationships Beat Scripts Every Time
- 00:03:32 - Hannah’s Sales Story: The Struggle Before the Shift
- 00:05:06 - Sales Calls Are Dead — Here’s What Works Instead
- 00:11:33 - The Most Powerful Word in Sales? “No.”
- 00:18:28 - Are You Marketing with Permission or Pushing Too Hard?
- 00:21:57 - Does Your Sales Process Match How You Serve?
- 00:24:00 - A Quick Word from Our Sponsor
- 00:24:43 - What We Really Offer Behind the Scenes
- 00:25:07 - What Authenticity Looks Like in Sales
- 00:25:45 - Want Better Clients? Build Real Relationships
- 00:27:28 - A CEO’s Phone Number Changed Everything
- 00:30:24 - Financial Planning Isn’t About Numbers—It’s About People
- 00:45:22 - Alignment Isn’t a Buzzword—It’s the Strategy
- 00:46:59 - Wrap-Up + Where to Connect with Us
Links & Resources:
- Website: Expansive CEO
- Financial Advisory Firm: X² Wealth Planning
- LinkedIn: Hannah Chapman
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This podcast is paid for and brought to you by.... by me, Scott Groves :-)
Because I think these kind of long form conversations are valuable, I pay for 100% of the production of this show out of my pocket. This channel is FAR from monetization and because of the subject matter, may never be monetized.
I am a Mortgage Loan Officer & Loan Officer Coach in real life. It's the money that I earn, from helping home-buyers and home-owners obtain home-loans, that pays for this show. If you, your friends, or your family are looking for a home loan from an honest Loan Officer, please contact me at Scott@ScottGrovesTeam.com or find all my links to connect HERE: www.LinkTr.ee/ScottLGroves
I can do the loan for you (our team is licensed in 8 states) - OR - I can refer you to an amazing loan officer in the state where you're searching. ON WITH THE SHOW!!!
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