The Power of Perseverance in Leadership: Turning "No" Into Opportunity

Yesterday, I flew into Detroit for a whirlwind day of meetings. After stepping off the plane, I drove straight to a client meeting—one I’d been anticipating for quite some time. This wasn’t just any client; this was the kind of client whose event could be a game-changer for Speak with People.

This client had booked a workshop with us in the past, only to back out, reschedule, and back out again. For those of us in leadership and business, these scenarios are challenging. They leave gaps in the calendar and can shake your momentum. But I wasn’t ready to give up.

Since I was already speaking in Detroit, I reached out and asked if they’d sit down for a face-to-face meeting. I knew it was a long shot, but sometimes, taking that step makes all the difference.

Hearing the Dreaded Words

Our conversation started strong, filled with positive energy. I shared insights, asked questions, and listened carefully. Then it happened—the dreaded words I had hoped to avoid:

"We’re just not ready to schedule yet."

If you’ve ever been in business development, sales, or leadership, you’ve probably heard some version of this. It’s not what anyone wants to hear, especially when you’ve invested time, energy, and belief in the value you bring to the table.

But in that moment, I had a choice: I could lean into frustration or lean into opportunity.

Building Relationships Over Pressure

I’m not the type of leader who pressures clients into deals or corners them into making commitments they’re not ready for. That’s just not my style. I believe that lasting success comes from authentic relationships, not high-pressure sales tactics.

So, instead of pushing for an immediate commitment, I pivoted. I dove into my internal file of relationship-building questions and focused entirely on getting to know my client better. What challenges were they facing? What did their team need most? How could Speak with People help make their culture, communication, and results stronger?

I’ve found that when you approach people with genuine curiosity and a desire to serve, walls come down. Trust begins to form. And while they didn’t commit to scheduling the workshop, our conversation shifted. We connected on a deeper level, and by the end of the meeting, I was able to propose a next step: "Would it be helpful if I set up a Zoom call with you and the ultimate decision-maker to share how this training could benefit your team and culture?"

They didn’t say “yes” outright, but they didn’t say “no” either. And in this business, that’s progress.

The Power of "No" in the Journey to "Yes"

Here’s the truth: I’ve come to embrace the “NOs” as much as the “YESes.” Every “no” teaches me something—about myself, my approach, and the people I’m trying to serve. Each rejection sharpens my skills and brings me one step closer to the next opportunity.

The road to success is paved with challenges, setbacks, and redirections. But those are the moments that shape us as leaders.

For me, the “NOs” are fuel. They keep me moving forward, refining my craft, and dreaming bigger than ever. That’s why I’m setting an ambitious goal for 2025: 75 speaking engagements and training workshops.

In 2024, I achieved 51. It was a milestone year, but I’m chasing even bigger dreams now.

Why Relationships Matter in Leadership

One of the core values of Speak with People is rooted in building relationships. Communication isn’t just a tool; it’s the foundation of every meaningful connection. When you prioritize people—listening to their needs, understanding their challenges, and finding ways to serve them—you create something far more valuable than a transaction. You create trust.

Trust isn’t built through aggressive pitches or closing deals at all costs. It’s built through intentional conversations, shared stories, and a commitment to helping others succeed.

During my meeting in Detroit, I shared a story about another team who had gone through our workshop. Their transformation wasn’t just about improved communication; it was about revitalized relationships, deeper collaboration, and better results. Stories like that remind me why I do what I do.

Dreaming Big and Chasing Goals

As I look ahead to 2025, my goals are clear—and they’re big. But big dreams require big actions. They demand persistence, grit, and a willingness to learn from every experience, even the difficult ones.

If you’re setting goals for the year ahead, I encourage you to embrace both the challenges and the opportunities. Here are a few lessons I’ve learned along the way:

1. Every "No" Is a Step Forward Reframe rejection as part of the process. Each “no” refines your approach and brings you closer to the “yes” that will make all the difference.

2. Focus on Relationships, Not Transactions People aren’t just clients; they’re partners in your journey. Build relationships that are rooted in trust, service, and a genuine desire to help them succeed.

3. Share Stories That Inspire Stories are powerful tools for connection. Share real-life examples of how your work has transformed others—it’s the best way to show the value you bring.

4. Dream Big, but Take Action Big goals are important, but they only matter if you back them up with consistent action. Break your dreams into achievable steps and keep moving forward.

5. Stay Resilient Leadership is a journey filled with ups and downs. Stay focused on your purpose, and let the challenges shape you into a stronger, more effective leader.

Here’s to the Journey

As I drove away from that meeting in Detroit, I didn’t feel defeated. Instead, I felt energized. Every conversation, whether it leads to a commitment or not, is an opportunity to learn, grow, and make a difference.

The path to 75 speaking engagements in 2025 won’t be easy, but it’s worth it. Because at the end of the day, it’s not just about the numbers—it’s about the lives impacted, the teams transformed, and the leaders empowered to communicate better and lead with purpose.

If you’re ready to make 2025 your best year yet, let’s connect. Whether it’s a workshop, a speaking engagement, or simply a conversation, I’d love to help you and your team take the next step.

Here’s to the journey, the lessons, and the incredible opportunities ahead.

Visit www.speakwithpeople.com to learn more about how we can partner together.

By Jason Raitz - CEO, Speak with People  With over 25 years of experience, Jason has spoken from stages across the country, inspiring and motivating his audiences with stories, laughter, and practical tools to succeed. Book Jason for your next conference or workshop.