I had a "triple event" weekend which was both a sobering reminder and an encouragement to pursuing artistry. When I was starting out in this industry, my whole sales process and value proposition was wrapped into what I could do "at" their event. The problem with that is you can't guarantee a lot of those things because so much of it is out of your control. A few years ago I shifted to selling the things I could control. While that may add a few more layers to my process (that I actually do enjoy), there still is the "day of event" pay-off that you hope for as a creative. What happens when the pay-off doesn't occur? I cover that and more in this episode.

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