Deal Maker Jeffrey Feldberg’s Confession: The Invisible Habit Killing Deals & Profits And How To Break Free
Have you ever wondered why your best conversations stall, leaving deals stalled and profits slipping away?
The Silent Signal You're Broadcasting
Every entrepreneur knows the sting of a promising talk that goes nowhere. Jeffrey Feldberg pulls no punches: it's not your pitch or strategy, it's the invisible signal you're sending. He calls it tuning into the wrong station, and it's costing you big time.
This isn't some abstract concept. Feldberg draws from his own 9-figure exit to show how this habit creeps in, making others resist before you even speak. Imagine flipping a switch that turns pushback into eager agreement.
Here’s the uncomfortable truth most entrepreneurs never get told:
You’re broadcasting a signal in every conversation.
Not with your words.
With your intention.
And people feel it instantly.
Why Logic Alone Fails You
Feldberg drops a truth bomb: decisions aren't made with spreadsheets first. "Every decision is made in two layers, and the science backs this up. The first layer, it's emotional and it's protective. The second layer is logical and justifying."
He warns that leading with facts earns resistance, not trust. But when you address the emotional undercurrent? Doors fly open. This insight alone could rescue your next negotiation from the "let me think about it" graveyard.
Welcome To The World’s Favorite Station: WII.FM
There’s one station playing in every human being’s head, whether they admit it or not:
WII.FM
What’s In It For Me
And if you’re a smart entrepreneur, you probably hate that idea.
Because it sounds like manipulation.
It sounds like sales tricks.
It sounds like sleazy tactics.
It’s not.
WII.FM is not a gimmick. It’s an operating system.
Most people walk into conversations silently asking:
“What do I want?”
“How do I get it?”
“How do I win?”
That’s ME.FM.
And it’s the fastest way to trigger resistance.
Because when you lead from ME.FM, even if you’re ethical, competent, and genuinely helpful…
People feel pressure.
They might not say it.
They might not even consciously know it.
But their nervous system knows.
The Six Hidden Drivers Shaping Every Response
Underneath resistance lie six universal drivers, Feldberg reveals. "People want certainty. They want to know what happens next. They want control. They don't want to feel pushed."
He lists them all: certainty, control, safety, status, simplicity, progress. Ignore these, and friction builds. Master them through one key shift, and watch profits climb without extra effort. Feldberg hints at how this reduces risk for buyers, boosting your enterprise value overnight.
Why Smart Entrepreneurs Lose Deals They Should Win
Most high performers are trained to believe:
“If I’m clear, they’ll get it.”
“If I’m logical, they’ll agree.”
“If I show enough value, they’ll buy.”
Sometimes that works.
But it’s like pulling a slot machine handle and hoping the cherries line up.
And when it doesn’t work, you do what every driven entrepreneur does:
You compensate.
You talk more.
You explain more.
You discount.
You chase.
You overdeliver.
You try harder to be impressive.
It feels productive.
But it’s not.
It’s a slow leak of trust.
Because people can feel when you want something from them.
And the moment they feel that, their guard goes up.
The Paradox of Expecting Nothing
Here's where it gets counterintuitive. "The most powerful person in any conversation, it's the person who expects nothing in return."
Feldberg confesses his own past mistakes: needing the deal too much leaked desperation, killing trust. But detaching from outcomes? It creates safety that draws people in. He shares a real story where saying "no" to a misfit led to an unexpected referral—pure gold for busy founders.
The person who wins isn’t the person with the best pitch.
It’s the person who makes the other person feel understood faster than anyone else.
That’s it.
Not charm.
Not hype.
Not perfect words.
Precision.
Because people don’t remember what you say.
They remember how you made them feel.
And if you want to grow profit, close deals faster, and build a company with real enterprise value…
You need to master the felt experience of your conversations.
Intention: The Invisible Language
Feldberg gets raw: "Your intention, it's an invisible language to everyone around you. Because people will feel it before you even say one word."
He explains how it leaks through body language, pacing, even silence. Clean up your intention, and conversations flow. Mess it up, and you're the "needy" one they avoid. This is the dark side of success many ignore—until it hits their bottom line.
The 6 Drivers Behind Every Deal, Decision, And Delay
Under almost every decision are six drivers:
Certainty
Control
Safety
Status
Simplicity
Progress
Your prospects want certainty about what happens next.
They want control. They don’t want to feel pushed.
They want safety. They fear regret.
They want status. They want to feel smart, not sold.
They want simplicity. They want clarity.
They want progress. They want momentum.
And when you can speak directly to these drivers…
Friction melts.
And friction is expensive.
It costs time.
It costs margin.
It costs energy.
It costs deals.
The 30-Second Reset That Changes Everything
Get practical fast. Feldberg offers a simple pre-talk ritual: "Before you start any conversation, take 30 seconds out. Ask yourself three questions."
What do they want?
What are they avoiding?
What does a win look like?
This shifts you from monologue to genuine curiosity, uncovering opportunities you never saw. It's the edge that turns average talks into profit machines.
The WII.FM Question Stack (Use This In Any Conversation)
Here are five questions that work almost anywhere:
-
What’s the most important outcome you want from this conversation?
-
What’s making this harder than it should be?
-
What are you most concerned might go wrong?
-
If this gets solved, what changes for you?
-
What would make this feel like the right decision for you?
And no, you don’t ask them like a robot reading a script.
You ask them like a leader who actually cares.
Mirror and Lead: Building Unbreakable Trust
After listening, reflect back: "Let me share what I am hearing you say. And if I'm off base with any of this, please tell me."
Feldberg emphasizes that this mirroring makes people feel seen, rare, and powerful. Then lead to the next step, not a hard sell. It's leadership that educates and builds partnerships that last.
The Give-First Move That Compounds Wins
End strong: "At the very end of the conversation, you want to offer something with no hook."
Feldberg suggests a free resource or intro, no strings. This stands you out in a salesy world, creating loyalty that pays dividends. He ties it to vulnerability: share failures first, and others open up.
Give something with no hook.
A checklist.
A warning.
A template.
A quick introduction.
A decision filter.
And mean it.
Because when you give before you get, you stand out.
In a world where everyone feels sold, managed, and handled…
You feel like a partner.
Applying This to Your Key Stakeholders
Feldberg breaks it down by group. For prospects: "What would make this conversation a win for you today?"
Clients, team, board, vendors—each gets a tailored question. The result? Retention soars, ownership surges, terms improve. This isn't sales; it's leverage for your entire ecosystem.
The Bottom Line: Effortless Success Awaits
Feldberg wraps with a challenge: try it in one conversation. "Once you start hearing WII.FM, not for you, but for the other person, you can't unhear it."
He promises reduced mental tax, faster trust, and fulfillment. From his Embanet success to post-exit lessons, it's proven.
Don't let this invisible habit hold you back. Listen to the full episode of The Deep Wealth Podcast now, and unlock the confession that could redefine your business. Subscribe today and capture the wealth you deserve.
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