🔥 Episode Summary:Let’s keep it 100—most of what’s worked in the channel for the last 20 years won’t get you paid in the next 5.In this episode, Ronnell chops it up with David Wright, a straight-talking channel leader who’s not afraid to say the quiet part out loud: the legacy broker model is dying. The middleman markup is gone, AI and commoditization have murdered transactional selling, and the only ones still winning are those bold enough to niche down and speak their customer’s language.But this one isn’t just about business models—it’s about becoming the kind of person who can evolve. Ronnell and David go deep on authenticity, fatherhood, therapy, yoga, and earning the right to show up as your full self. This one hits the head and the heart.💥 In This Episode:Why the legacy broker model is flatliningHow AI and automation are killing transactional salesThe rise of super agencies, MSPs, and niche specialistsHow to future-proof your business with deep industry expertiseWhy authenticity is earned, not giftedFatherhood, therapy, and inner work as a leadership edgeHow self-awareness leads to trust—and better revenue outcomes🔍 What You’ll Learn:✔️ How to evolve from middleman to trusted advisor✔️ Why you must niche down to level up✔️ How to balance hustle with healing✔️ Why personal growth is your ultimate competitive advantage👤 Guest:David Wrighthttps://www.linkedin.com/in/davidmfwright/Founder, Disruptive Innovations | Host of The Disruptive Innovators Podcast | CX Expert & Channel Futurist🔗 disruptiveinnovatorspodcast.com📣 Resources & Recommendations:Shut The Hell Up and Sell by Ronnell RichardsSayLess Academy: https://www.sayless.academyConnect with David on LinkedIn for real talk and leadership insight📌 Timestamps:00:00 – “No fluff. No cosplay. 100% real.”02:45 – Power suits, personal style, and what it says about leadership11:30 – Yoga, fatherhood, and why presence beats perfection18:22 – The channel model is dying (and what’s replacing it)28:40 – AI, commoditization, and the death of transactional selling39:50 – Niche or die: why expertise beats scale51:15 – The healthcare playbook and how vendors get it wrong1:04:20 – Authenticity, therapy, and earning your independence1:19:00 – Leadership, self-awareness, and freedom through value1:27:40 – Final thoughts: evolve or get left behind🚨 Like this episode?Subscribe, comment, and share it with someone in the channel who needs to hear this.This isn’t just another sales podcast—it’s the blueprint for what’s next.🌐 Get More Sales Firepower:Sales Training, Online Courses, Consulting: https://ronnellrichards.comJoin SayLess Academy: https://www.sayless.academy📢 Follow the Movement:LinkedIn: /ronnellrichardsInstagram: @imabusiness.manTikTok: @ronnellrichards