In this episode of Change Champions, co-hosts Ped and Riley dive deep into the critical but often overlooked moment between a client’s verbal “yes” and the actual payment — the gap where too many deals quietly fall apart. Drawing from Ped’s hard-won lessons as a learning and development consultant and Riley’s expertise as a COO and systems builder, they unpack why the problem isn’t in your sales call but in your onboarding process. They share personal stories, client mishaps, and actionable strategies to help coaches, consultants, trainers, and facilitators close that gap with clarity, confidence, and systems that speed up cash flow, improve retention, and boost referrals.