😊 Win - New Clients Edition 🏆

23h (edited) • 🏆 Wins

I wanted to share a win and a lesson I learned with you all, I just landed two new clients.

A law firm 🧑‍⚖️ and a real estate office 🏘️.

Here's the part I keep turning over in my head about what actually happened today.

1️⃣ The law firm wants in on structured workflows, the kind of thing a lot of us are building here. ✅

2️⃣ The real estate office? They want tools and clean, no-hassle communication, but they don't want AI within a hundred feet of them. Same week, two clients, opposite ends of the spectrum. ✅

💡This really made me think in the car ride home, because it forced me to lead with the problem, not the product.

My job here wasn't to sell AI, it was to solve the problem in front of me, with whatever best fit the friction. One was agentic the other non-agentic. (With AI and Without AI)

I have always loved learning, at first surface level, then I am always pulled into the rabbit hole! Being a generalist, or an autodidact, means I can meet a client wherever they are, instead of possibly dragging them somewhere they don't want to go.

And having the domain knowledge, knowing THIER WORLD well enough to actually help, that's the thing that closes the deal. The presenting-it part? Still working on that one. 😅

🤔 One of the things I actually want to pass on isn't about either meeting.

💡 It's about the time spent before them.

I've been researching how law firms and real estate offices operate, I study trusted industry peer verified sources, I sign up to industry newsletters, I go to networking events, and I get uncomfortable sometimes yes, still I go.

In this case, since I can't bring you all along with me as I go, I will share some of the sites below:

Note: Relevancy is a huge deal here, just like any other citation, if you are quoting a fact, gate, or trend in a vertical and it's from 2013 and its 2026, there is a good chance that in the 13 years that have passes, something changed.

Law Office research - Make sure you are looking up the State Specific Sites in your area:

https://harvardlawreview.org/

Home | The State Bar of California

https://www.abajournal.com/

and so on!

Real estate research - Make sure you are looking up the State Specific Sites in your area:

https://www.dre.ca.gov/

https://www.lexology.com/

and so on!

I use these resources to track the trends and pain points in the verticals I am working in, as they surface, the pressures, the factors that actually move the needle my current or potential clients care about.

💡 I do my very best, to put myself in their shoes, and this has served me well. That groundwork is why, by the time I sat down with these two, I wasn't pitching anything. I was talking about their problems, in their terms.

That's the whole difference between a trusted advisor and a salesperson.

👨‍💼 A salesperson walks in with a product looking for a place to put it

🤝 An advisor walks in the room looking to solve the challenges and daily issues of a business and already has an understanding of the room they are standing in. (Even a bit of knowledge, goes a long way)

💡The lesson here:

Do the work before you meet the client you are looking for. Don't just know AI, know the areas you are looking to work with AI in.

🏆 There is also another real lesson which is simpler than studying the vertical.

None of what I did to land these clients happened from behind a screen.

✅ It took going out. It took meeting people. It took being vulnerable enough to put myself in the room and risk the no.

And one more thing, for anyone here grinding toward their first client: not everyone is ready for AI. When you hear "no AI," don't read it as a signal that you're not ready. It just means that's not their door yet.

🚪 Keep knocking.

I am really lucky to have landed these two accounts, and it is getting me one step closer to my dream, well I think it's all of our dreams at this point!

If this post helps you get there, then I am happy I wrote it!

We learn together, we grow together, we win together.

Bas

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