Before Scott Mann walks into any high-stakes conversation…a negotiation with the Taliban, a pitch to a skeptical investor, a hard conversation with someone he loves… he asks himself three questions.
Not a script. Not a tactic. Three questions that determine whether the person across from him actually trusts what comes out of his mouth next.
Most people skip straight to what they’re going to say. Scott and his guest, Chris White, will tell you that’s the mistake. Influence isn’t won in the words. It’s won before you ever open your mouth.
That’s why I brought both of these guys back on the Coming Up Clutch with J.R.™ show. Scott is a retired Green Beret who spent decades building trust in combat zones, where influence was the difference between life and death. Chris is a serial entrepreneur and business coach who’s watched hundreds of deals die in the room…not from a bad pitch, but from a missing connection.
This conversation gets into what actually makes someone trust you, why most leaders are working twice as hard for half the impact, and the discipline both these men say is non-negotiable before you ever try to influence anyone else.
In this episode, you’ll hear:
- The three questions Scott runs through before every high-stakes conversation
- Why real leadership starts with reconnecting with yourself, not managing your image
- The role of storySELLING in building trust, influence, and business growth
- The #1 shift that changes how people respond to you almost instantly
KEY QUOTES
- “We follow leaders who are relatable to our pain and relevant to our goals.” – Scott Mann
- “Turn your phone off and ask better questions. Go deeper.” – Chris White
CONNECT WITH SCOTT
- Scott’s Linktree to all social profiles, podcast, and resources: https://linktr.ee/rooftop_leadership
- Websites:
- https://scottmann.com/
- https://rooftopleadership.com/
- http://theheroesjourney.org/
- https://lastoutplay.com/
- https://operationpineappleexpress.com/
- https://operelief.org/
- TEDx Talks:
- The Generosity of Scars: https://youtu.be/_szAosvdWdM
- Rooftop Leadership: https://youtu.be/M78sDuehUnk
- Surrounded on Purpose: https://youtu.be/61eEC1-L6RI
CONNECT WITH CHRIS
- Linkedin: https://www.linkedin.com/in/coach-chris-white/
- Website: https://www.coachchris.io/
NEXT STEPS
Listen to the full episode: https://jamesreid.com/scott-mann-chris-white-cuc
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