How do I recognize buying signals while they’re happening?
Most people miss buying signals because they’re busy answering the question.
When someone asks:
“Do you work with people outside your state?”
“What kind of results do people typically see?”
“How does this usually work?”
They’re not just looking for information.
They’re checking whether it makes sense to keep talking.
If you treat those as purely informational, you stay in explain mode.
You give a clear answer — and the moment passes.
A buying signal isn’t loud.
It’s a shift in curiosity.
The simplest way to catch it is to pause and ask one follow-up question:
“What’s prompting you to ask?”
That one question slows the conversation down and tells you whether this is:
casual curiosity, or
someone imagining themselves working with you.
…
Buying signals appear when you stop playing Q/A tennis and start listening for intent.
When you’re ready, here are a few ways I can help:
Tired of second-guessing your pricing, boundaries, or client conversations? My book Down to 40 Hours shows you how to redesign your firm so it’s simpler, calmer, and more profitable — without working nights and weekends.
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Stuck spinning on the same business questions month after month? Peak Freedom is my ongoing community where CPAs get perspective, real answers, and support — so you can stop overthinking and start moving forward with confidence.
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Ready to make real changes and want hands-on guidance? Accelerator is a small, focused program for firm owners who want to rework pricing, capacity, and systems — and get support implementing what they decide.
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