In this episode of The Drive, Craig Harvey sits down with Connor Hassoun to break down SHIPS. These are the relationships, mentorships, and roles that quietly carry you to places you never planned to go. This is Part 1 of a multi-part series.

We unpack four ships that shape your trajectory: relationships, mentorship, scholarship (or apprenticeship), and leadership. The core idea is simple. Whether you realize it or not, you are always on a vessel heading somewhere. The question is whether you chose that vessel, and whether it is taking you where you actually want to go.

We talk about why giving a scholarship to someone else is one of the most selfless things a successful person can do (and how it ends up blessing you in return), the DSW framework of Dumb, Smart, and Wise, what real leadership actually costs you, and the three seasons of life: Learning, Leveraging, and Legacy. Plus a story about a man who built a canal for his tribe that ties it all together.

In this episode of The Drive, Craig Harvey and Evan Proach break down AIM, the framework Evan built on the idea that your time is like the bullets in an old Civil War rifle. You only get a few shots, so your aim better be right. AIM stands for Agent, Identify, and Maximize, and it walks through why you need to master your own craft before you can ever expect to lead somebody else, how to spot the right people to build with, and what it takes to develop those leaders into managers who can carry the weight.

Craig and Evan get into real territory here, drawing on their own experiences in the insurance business and the sports world to explain why so many people fail at leadership. They talk about coaches who actually played the game versus ones who didn't, why being a top producer doesn't automatically make you a good trainer, and how leaning in until you get invited in is still the best way to rise. They also break down SWOT conversations, the importance of knowing your managers' weaknesses, and why most people waste the very time they claim they don't have enough of.

If you are trying to grow in sales, build a team, or just figure out where to point your focus, this conversation is for you. Hit that like button if this episode brought you value and subscribe to the channel so you never miss an episode of The Drive.

What actually makes someone say yes? In this episode, we sit down with Alex King Kong Cromie to unpack the psychology behind why people buy, what triggers decisions, and how understanding human behavior can transform the way you sell. Alex has been part of over 10,000 sales presentations and distilled everything he learned into 8 practical tips for closing:

1. Diagnose the need early on so you're helping the client figure something out instead of just pitching at them
2. Become the expert instead of staying an amateur, because clients are looking for a professional who commands authority
3. Avoid green lighting, which means sticking to your script instead of trying to cowboy close on charisma alone
4. Disarm the bomb before it explodes, or pre-handle objections before the client ever brings them up
5. Remember that people hate to be sold but they love to buy, so be an assistant buyer rather than a product pusher
6. Make your open shots, meaning don't miss the easy deals that are sitting right in front of you
7. Stay allergic to average and refuse to settle once you get a taste of success
8. Maximize your personal potential, because the most dangerous thing in the world is dying with your music still inside you

Throughout the conversation, Alex and I go back and forth on real examples from the field, stories about what happens when salespeople go off script, and how a simple shift in your approach can turn a no into a yes. We talk about the white coat effect and why perceived authority matters, how to steal thunder from objections the way Eminem did in 8 Mile, and why distance equals pursuit in both dating and selling. Alex also gets into the difference between people who want success and people who actually need it enough to do the work. Whether you're in insurance, real estate, solar, car sales, or any other industry, these principles apply across the board.

If you got value from this episode, hit that subscribe button so you don't miss what's coming next. New episodes drop regularly with guests who bring real insight and real experience. Thanks for listening.