He Built an $800M Business Without Chasing Sales. Here's How.

Growing a business doesn’t always mean becoming a better salesperson.

Sometimes it means becoming so good at serving people that they start doing the selling for you.

Paul Dorsey is a 35-year wealth management veteran, a Managing Director at Mariner, a U.S. Navy veteran, and the author of Ditch the Pitch. Over his career, he built a massive referral-driven practice around a simple philosophy: stop pitching, take care of people, and give them a reason to choose you.

We talk about why people hate feeling sold to, how exceptional service creates word-of-mouth, when to ask for referrals, how to build strategic partnerships, and why trust may be one of the most underrated growth strategies in business.

One line from Paul sums up the entire conversation:

“It’s easier to let them choose you than it is for you to chase them.”

That applies to sales. It applies to marketing. And I think it applies to almost every business trying to grow today.