The Blind Spot Every Leader Has and Doesn't Know It - David Carr

They asked, “So what’s your price?” You said 25,000, they talked you down to 18,000, and later you learned they had 35,000 approved.The discount wasn’t the mistake. The deal was lost the moment you answered, because by the time two people are trading numbers, the negotiation is already over. It was decided earlier, in the part nobody thinks of as the negotiation.In this episode, Jake breaks down how to win before the number is ever said, whether you’re quoting a client or asking for a raise. You’ll learn how to respond to “what’s your price?” without handing over the advantage, the one question that shows you what’s really in the room, and what to decide before you walk in so pressure can’t talk you down.The number was never the negotiation. It’s just the scoreboard.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

You told yourself you said the number early because you’re direct. You’re not one to play games. That’s not why you said it.The space before the number is tense and ambiguous, and you can’t tell who holds the power. Saying a figure makes that feeling stop, and the relief you felt is the proof it was never a strategy. It was an escape hatch, and it cost you the very thing the waiting was protecting.In this episode, Jake breaks down why you rush to name your price, what you’re really protecting when you quote low to get a quick yes, and the in-the-moment habits that help you stay calm in the quiet before the number. This isn’t about negotiation tactics. It’s about the part of you that can’t sit in the discomfort.You didn’t lose the negotiation on price. You lost it on patience.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

You told yourself you got fooled. You didn't. Some part of you knew.You felt the friction missing. You felt the specifics never come. And you looked away, because testing the yes meant risking the no. You didn't misread the room. You chose not to see it.In this episode, Jake breaks down why you accept the soft yes you already doubt, what you're really protecting when you skip the hard ask, and the in-the-moment habits that help you stop hiding in hope. It's the companion to last episode's tells, and it's about the part that lives in you, not the script.The polite yes dies in the gap between what they'd rather say and what you'd rather hear. Close that gap, and a fake yes can't cost you three months again.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

You walked out sure it was a yes. Everyone smiled, everyone nodded, and then it vanished.The cruel part is that the meetings that feel the best are so often the ones that die. A smooth, frictionless room isn't agreement. It's people being polite on their way out the door, and a real yes almost never comes without a little friction.In this episode, Jake breaks down how to tell a real yes from a polite one while you're still in the room, whether it's a client's "love it" or a boss's "great idea." You'll learn what to listen for, the one small ask that shows you what's real, and how to make it safe for someone to tell you the truth before it costs you months.Enthusiasm is free. Commitment costs. Learn to hear the difference, and you'll stop celebrating deals that were never alive.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

Most leaders think their biggest problem is getting people to do more. It's not. It's getting people to understand more — and most leaders are unknowingly standing in the way of that.Jake sits down with David Carr, founder of Steward Your Business and a leadership consultant who's spent his career helping organizations build stronger teams, healthier cultures, and self-managing leaders. David breaks down the real difference between managing and leading, why what looks like bad intentions is almost always just a bad interpretation, and how leaders quietly create the very communication problems they complain about in their teams — usually by expecting everyone to communicate the way they do. They get into rebuilding trust after it's been broken, why hiring people who think just like you creates blind spots you can't see, and the exact questions to ask yourself before you can finally delegate your way out of doing everything alone.You don't have to be a manager to be a leader. But you do have to have people who actually want to follow you.Connect with David Carr Website: stewardyourbusiness.com LinkedIn: linkedin.com/in/davidwcarr Free assessment (Five Voices): stewardyourbusiness.com/5voices David's podcast (Business Roundtable): stewardyourbusiness.com/brpFollow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: jake&jakestahlconsulting.comBook: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

You told yourself the follow-up was about them. It wasn't. It was about the silence, and how badly you needed it to stop.Sending that message gave you relief, and the relief is the proof. Somewhere along the way, a near stranger's reply became a verdict on you, and no template fixes that.In this episode, Jake breaks down the part of follow-up no script can reach: why silence rattles you so hard, what you're really doing when your hand drifts toward the keyboard, and the in-the-moment habits that let you sit in the not knowing without it running you. It's the companion to last episode's follow-up playbook, and it's about the part that lives in you, not the words.The calmest people you know aren't better at follow-up. They're better at silence. And that steadiness is the most attractive thing you'll ever send.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

The deal didn't die because they went quiet. It died because of what your follow-up said while they were quiet."Just checking in" feels polite, but every one of those messages tells the other person the same thing: you need this, and you don't have anything else going on. Need leaks, and the follow-up is where it leaks the worst.In this episode, Jake breaks down how to follow up so it pulls people toward you instead of pushing them away, whether it's a prospect who went dark or a boss who never wrote back. You'll get the exact before-and-after language, the small tells that quietly announce you're the one chasing, and a way to hand someone an exit that actually brings them back.Same silence. One follow-up reeks of need. The other makes them think, "I don't want to lose this one."Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

Someone else took the bow for your work, and you called your silence "being the bigger person." If it really didn't matter, you wouldn't still be replaying it.Staying quiet when your idea gets claimed teaches the room that your work can be picked up and carried off without a fight. It also teaches you that you'll give up what you built to dodge two uncomfortable seconds.In this episode, Jake breaks down the split-second calculation behind that freeze. He explains why needing credit feels worse than losing it, and why assertiveness training won't fix a problem that's really about certainty. Then he shows you how to catch the freeze as it happens and how to build the kind of certainty that lets you say "When I built that" as calmly as you'd mention the weather.Real humility never asked you to disappear. Your work was always yours to claim.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

Someone just presented your work as their own, in front of the people who decide your future. If you stay quiet, the idea becomes theirs, and if you blurt out "that was mine," you look small.Most people lose the credit in the two seconds after it gets taken. Silence in that room counts as a vote, and it quietly signs your work over to whoever spoke first. Grabbing it back fails too, because the room reads a naked grab as insecurity.In this episode, Jake breaks down the third option: a calm way to re-anchor your ownership that lets the other person save face, so there's never a fight for anyone to watch. It works with a partner, a client's team or your boss. You'll get the exact words to use in the moment, plus the quiet groundwork that makes your ownership obvious before anyone can claim it.The person who truly owns their work never has to grab for it. They mention it as calmly as they'd mention the weather, and the room remembers whose idea it was.Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.

The call always comes at the worst possible time. 8 PM on a Thursday. "Can you get on the phone in the next ten minutes?" And in that first hour, before a single public word goes out, everything that happens next gets decided.Jake sits down with Alyssa Burns, crisis communications strategist and adjunct professor at Loyola University Chicago, who's spent her career walking companies and leaders through their worst days. Alyssa breaks down how she reads a situation within minutes of getting the call, why she can usually tell right away when a client isn't giving her the full story, and why silence is one of the most dangerous choices a leader can make once a crisis is public. They get into what separates an apology that actually repairs trust from one that fuels the fire, why internal communication matters just as much as the public statement, and the one thing she'd want every leader to remember if a crisis ever lands on their desk.Good communication informs people. Great communication builds trust. And trust is the only thing you actually get to control.Connect with Alyssa Burns Website: alyssaburnscommunications.com LinkedIn: linkedin.com/in/alyssaburns2 Phone: 312-543-0361 Email: [email protected] Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Work with Jake: [email protected] Book: Own the Room: https://thejakestahl.com/books/This episode is brought to you by Orchestraight. Try Orchestraight free for 7 days at orchestraight.com. Orchestraight. The straightest path to success.