The 3-Part Sales Formula: Know, Like, Trust

In this crosspost episode from the Expansive CEO Podcast, On the Edge host Scott Groves steps into the guest seat for a candid conversation with Hannah Chapman—Founder of X² Wealth Planning and Expansive CEO, and a financial advisor helping visionary entrepreneurs align business, energy, and investing. Together, they unpack why traditional sales tactics like scripts, objection handling, and pressure closes are failing today’s high-performance professionals—and what to do instead. From replacing sales calls with exploratory conversations to building referral-based pipelines and using permission-based marketing, this episode offers a fresh, practical roadmap for entrepreneurs, real estate pros, financial advisors, and service providers selling high-ticket offers. If you're ready to sell the way you serve, turn leads into raving fans, and build a business that feels aligned—not pushy—this conversation is packed with actionable insights you won’t want to miss.

Chapters:

00:00:00 - Welcome to On the Edge
00:00:51 - Meet Scott Groves: From Sales Warrior to Sales Coach
00:01:48 - From Combat Boots to Closing Deals
00:02:20 - Reinventing Sales Training for Real Results
00:02:51 - Why Relationships Beat Scripts Every Time
00:03:32 - Hannah’s Sales Story: The Struggle Before the Shift
00:05:06 - Sales Calls Are Dead — Here’s What Works Instead
00:11:33 - The Most Powerful Word in Sales? “No.”
00:18:28 - Are You Marketing with Permission or Pushing Too Hard?
00:21:57 - Does Your Sales Process Match How You Serve?
00:24:00 - A Quick Word from Our Sponsor
00:24:43 - What We Really Offer Behind the Scenes
00:25:07 - What Authenticity Looks Like in Sales
00:25:45 - Want Better Clients? Build Real Relationships
00:27:28 - A CEO’s Phone Number Changed Everything
00:30:24 - Financial Planning Isn’t About Numbers—It’s About People
00:45:22 - Alignment Isn’t a Buzzword—It’s the Strategy
00:46:59 - Wrap-Up + Where to Connect with Us
Links & Resources:

Website: Expansive CEO
Financial Advisory Firm: X² Wealth Planning
LinkedIn: Hannah Chapman
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Because I think these kind of long form conversations are valuable, I pay for 100% of the production of this show out of my pocket. This channel is FAR from monetization and because of the subject matter, may never be monetized.

I am a Mortgage Loan Officer & Loan Officer Coach in real life. It's the money that I earn, from helping home-buyers and home-owners obtain home-loans, that pays for this show. If you, your friends, or your family are looking for a home loan from an honest Loan Officer, please contact me at [email protected] or find all my links to connect HERE:⁠⁠⁠⁠⁠ ⁠www.LinkTr.ee/ScottLGroves⁠⁠⁠⁠⁠⁠

I can do the loan for you (our team is licensed in 8 states) - OR - I can refer you to an amazing loan officer in the state where you're searching. ON WITH THE SHOW!!!

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