I’m a student of the game.

What are the most successful entrepreneurs, business people, and leaders doing?

Am I doing it?

Seemingly small things can make a huge difference in how you feel, perform, are treated by others, and long-term success.

Here are 6 things that I’ve learned from years of being “at the table” with top CEOs, founders, investors, and executives.

I recommend these often, especially to folks early in their career, anyone “breaking into” the business world, or someone wanting to uplevel or be taken more seriously.

Many of these things did not come naturally to me, but I realized they were important.

I did them anyway, practiced a LOT, and — surprise, surprise — got better at them!

1. Talk about money!

Salaries, revenue, pricing, fundraising details. Compare notes.

When you talk about money, you get information!

You also show you are a business person.

When I’m with experienced business people, the conversation naturally turns to revenue, margin, salaries, financial decisions, contract terms, and more.

Talking about money is how you know what is normal and how to negotiate the best deal for yourself or your company!

It’s also the love language of investors. 😍

2. Use your title.

I don’t like this one. I really wish I didn’t have to.

But when people ask me what I do, I say “Partner” in the first sentence.

Why?

Because when I try the more humble, generic “I’m with Atlanta Ventures,” they say, “Oh, like operations?”

(Happened multiple times before I learned to say Partner.)

Ditto for when I said, “I run operations” instead of COO.

One amazing, very tactical takeaway from an executive training program for women founders was to always introduce yourself as:

“I’m <FirstName, LastName>, founder and CEO of <CompanyName>.”

It sounds cringey when you say it in your head or the first few times aloud.

But when you hear someone else do it with casual, matter-of-fact-ness (comes with practice), it sounds normal and awesome!

After a few times, it becomes second nature. Plus it is a great conversation starter and provides immediate context when you meet someone.

3. Don’t over-explain your time.

This article changed my life. Literally.

I read it the same week that I saw this:

Person #1 walked into a meeting, apologizing profusely for being late, saying that they overslept their alarm, it’s never happened before, and they’re so so sorry.

Person #2 walked into the same meeting, a day later, also 10 minutes late. They walked in without apology, as if they had been doing something important that had kept them away, sat down, and said nothing.

This is just one tiny example of a pattern I see often!

Same scenario, different reactions, which lead to different expectations and perceptions — even though the 10-minute-late reality was the same for both people!

Person #1 can’t be late again or it becomes a “pattern.” They were flustered, and ended up over-apologizing.

Person #2 remained calm, collected, confident, unapologetic. Everyone assumed they had been on a client call, breakfast meeting, or tied up with something important. They didn’t pay a social or work penalty for being late.

When you feel like you have to justify or explain every second you’re not at your desk, decline a meeting, leave early, show up late, haven’t replied instantly, don’t work 80 hours/week…it’s exhausting! (And easy to burn out.)

Everyone — even the hardest working, most dedicated business people — are taking time for family, personal to-dos, doctors appointments, a weekend getaway.

They aren’t broadcasting it. They are still getting their shit done. And so are you!

4. Say no.

I talk about saying no all the time (for example, here, here, here, here) because it’s such a powerful (and challenging!) life skill.

It’s similar to not over-explaining your time as it relates to focus, prioritization, and staying in the game long term.

One key thing I’ve noticed:

Successful people don’t justify or explain their “no.”

• “I can’t make it but have a wonderful time.”

• “I have a conflict at that time but I could do xyz.”

• “Please proceed without me.”

Now, you may say, it’s easy for them to give a “no” without explaining because they are a big deal. I’m just a nobody who has to explain myself, you may be saying.

FALSE.

I’ve known these “successful” people for years and they’ve being saying no (without justifying it) for a long time. Part of why they’re successful is because they are willing to say no.

Here’s the other thing:

99% of people don’t care that you said no and they spend less than .0001 second thinking about it.

They’re too busy worrying about their own “no” to care about yours! 😂

There’s 100 different ways to say no or set boundaries that’s polite without having a “legit” excuse like, I have to amputate my own leg today so I’ll be running late.

5. Introduce yourself with first and last name.

Watch a circle of experienced business folks or high powered executives introduce themselves. Everyone says first and last name.

My dad answered his cell phone for 30 years with “Jack Honderd here” like you might not know which Jack you were calling. 😂

When you hear someone’s last name, you’re more likely to:

• Remember them (thus better follow up, asking for an intro later, mentioning their name another time)

• Realize that you know them or have a mutual connection (thus solidifying the relationship further)

• Understand who they are by recognizing their name (thus asking better questions, tailoring the pitch, knowing the decision maker)

• Get the subtle signal that they are someone worthy of a first-and-last intro! 😉

Did I find it a little cringe-y and weird at first? Yes!

Do I still practice this today? Yes!

Do I think it’s a very important habit and social cue? Yes!

6. Interject and add.

I’ve mentioned it before and shared a video about my own experience.

It’s so important, here it is again!

Highly successful people don’t wait to be called on.

Yes, they are good listeners and socially appropriate.

But also, they add to the conversation. They share their perspective. They contribute to the discussion equally. They believe their thoughts, experience, or questions add value.

They do not see themselves as a recipient or “lucky” to be there. They are a valued participant in any meeting or interaction.

Don’t be afraid to interrupt, especially if someone is monopolizing the conversation.

If you wait patiently for your turn, it might never come.

Make your own turn.

Jump in and add value like the peer that you are!

What habits have worked for you? Have you noticed anything particularly effective?

I’d love to hear from you! Reply to the email or share in the blog comments. If we get enough responses, we’ll do a follow up with audience suggestions :)