The 4 Patterns That Kill Your Authority
You're doing at least 3 of these. Every high-performer does. The question is: which one costs you the most deals?
THE CREDENTIAL WHISPER
You mention your best qualification like you're confessing a secret.
↑ Watch your authority disappear in real time
Why it kills you: You're training them to question your credentials instead of respect them.
THE COMPETENCE DISCLAIMER
You apologize for your expertise before sharing it.
Then deliver a brilliant 3-minute framework you could teach in your sleep.
Why it kills you: You're positioning uncertainty before certainty. They hear the disclaimer, not the brilliance.
THE AUTHORITY BURIAL
You bury your strongest point under 7 weaker ones.
Buried at the end: "Oh, and I built the growth system that took my last client from $2M to $50M."
Why it kills you: They check out before reaching your gold. You're leading with bronze.
THE EXPERTISE RATIO INVERSION
You spend 90% of your time on what you know 10% about.
• 8 minutes: General business advice (you're decent at this)
• 30 seconds: Your world-class specialty (you're the best they'll find)
Why it kills you: You're showcasing your mediocrity and hiding your mastery. They hire the person they see most.
Every "humble" opener trains them to expect less from you. Every disclaimer gives them permission to doubt you. Every buried credential is a missed opportunity to establish dominance.
Here's What Changes When You Fix This
Jim used to whisper "Coast Guard" like he was apologizing for serving his country.
BEFORE
"I was in the Coast Guard for a while... did some leadership stuff..."
AFTER
"I commanded search and rescue operations in 40-foot seas."
Same person. Same experience. Different presentation. 300% rate increase.