The 9 “Bad” Traits That Will Help You Grow
You’ve been told…
Patience is a virtue.
Playing it safe is smart.
Good things come to those who wait.
But in business? Bold action wins.
Because hesitation is the #1 thing killing your growth.
That’s why I’m so excited about my friend Jenny Wood’s new book, Wild Courage: Go After What You Want and Get It.
Jenny is not only the real deal, she’s someone I routinely share ideas with. I come away with an insight every time we interact.
As a former Google exec, she’s spent years coaching thousands of high performers and helping businesses drive serious revenue growth.
In Wild Courage, Jenny reveals the 9 unconventional traits that lead to more revenue, faster growth, and bigger opportunities:
Weird – Stand out instead of blending in.
Selfish – Protect your time so you can focus on revenue-generating work.
Shameless – Promote your expertise with confidence.
Obsessed – Stay focused on the highest-value opportunities.
Nosy – Ask bold questions that uncover real client needs.
Manipulative – Influence with empathy.
Brutal – Set boundaries and say no to low-value work.
Reckless – Take bold, calculated risks before you feel “ready.”
Bossy – Lead the conversation, even when you’re not in charge.
At first glance, some of these might sound like bad traits. But used wisely? They’re business development superpowers.
Today, I’m breaking down 2 of my favorite traits from Jenny’s new book, so you can start applying them immediately in your business:
Manipulative: Influence With Empathy to Win More Deals
Most people hate the word “manipulative.”
But think about it this way: The best business developers influence outcomes with strategy and empathy.
What Jenny suggests:
- After a first client meeting, send over a “rough draft” proposal within 24 hours.
- Leave room for the client to add their own insights and suggestions.
- Position it as a collaborative effort so they feel ownership over the solution.
Why does this work? Because people buy into what they help create.
In behavioral psychology, this is called The IKEA Effect—people value what they’ve had a hand in building. The same applies to business development.
Do this today: The next time you meet with a prospect, give them something to react to. Send a draft proposal, a slide deck, or a simple outline. Then watch how much easier it is to move the deal forward.
Shameless: Promote Your Work Without Feeling “Salesy”
Too many people hesitate to talk about their own success. But if you don’t tell your clients what you do best, how will they know?
Jenny shared this simple shift:
Instead of “shameless plug,”
“Shameless plug—I created this tool.”
Say “I’m proud.”
“I’m proud of this resource—it’s already helped X people.”
And if you’ve ever ended a meeting without a next step? That’s a missed opportunity.
Be “Shameless” about moving the deal forward:
- Before leaving a meeting, always schedule the next one. (“Let’s look at calendars now.”)
- Don’t wait for a proposal request. Offer one on the spot. (“Would it be helpful if I outlined a plan for you?”)
- Make it ridiculously easy for people to contact you. (Your email should be everywhere.)
Do this today: After your next client meeting, send a recap email with your recommendations and a next step.
Use Wild Courage to Win More Business
If you’re waiting for the perfect timing to reach out to a prospect…
If you’re holding back on promoting your work because you “don’t want to be salesy”…
If you’re letting hesitation get in the way of taking action…
…it’s time to stop waiting and start moving.
Jenny’s book, Wild Courage, is packed with scripts, strategies, and mindset shifts that will help you win more business.
Mo