Most MSPs lose deals not because their service is bad, but because they talk too much and listen too little. In this episode, Harrison breaks down why customers feel unheard during the sales process and what to do about it. He shares a real example from a recent Secure Wealth IT sales call where the prospect sold himself on the deal simply because Harrison asked the right questions and actually listened. No fancy sales tricks. No fear tactics. Just understanding what your customer actually cares about and selling them on that, not the stuff they never asked for. If you have been losing deals you know you should be closing, this one is for you.

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Most MSPs are sitting on money they cannot see. In this second sit down with Thomas from Landeeper, we break down a survey of 88 MSPs and how they turn raw network data into real revenue: about $3,000 saved per new client, close to $80,000 a year in help desk savings, and 35 hours back on scoping and onboarding. Nearly 89 percent found more assets than expected, including decommissioned servers still quietly running. We cover how that data closes deals, how Landeeper pushes to your PSA for cleaner billing, and two features to watch: an AI dashboard that flags shadow AI, and the new Traffic Sensor. Subscribe for more on scaling your MSP. Links to Landeeper and the first interview are below.

Most MSP owners have no idea what their business is actually worth. In this video I break down the one number that drives your whole valuation: EBITDA. That stands for earnings before interest, taxes, depreciation, and amortization. I walk you through the math step by step, show you a real example, and explain adjusted EBITDA so you can add back owner pay, one time costs, and personal expenses to raise your number. Whether you plan to sell soon or you are years away, knowing your worth protects you from a lowball offer and shows you which levers to pull to grow. Multiples are coming in the next video, so make sure you subscribe. Want more free help growing your MSP? Head to growth-generators.com for battle cards, cheat sheets, objection handling guides, business plans, and more. And through the end of July, my book is on sale for $17.76 to celebrate the 250th anniversary of the United States, on Amazon and the website. If you have read it, a five star review means the world. I am trying to hit 50 by the end of the year.