5 Years of Lighthouse Sales Advisors: Gratitude, Growth, and Finding the Sales Voice
Five years ago, in the middle of COVID, I decided to take a leap. In June 2021, I opened Lighthouse Sales Advisors. The timing wasn’t perfect, but I believed I had something valuable to offer. I didn’t know if it would work out.
What I did know was that the skills I’d built over my career could help others, and that belief was enough to get me started. Looking back now, through all the hurdles and hard lessons, I can say without hesitation that it was the best professional decision I’ve ever made.
A Week of Gratitude
Recently, I spent a week publishing gratitude posts on LinkedIn. It was one of the most enjoyable professional exercises I’ve ever done. It became a walk down memory lane that reminded me just how many people have poured into my journey.
Mentors from my early career. Customers who trusted me. Referral partners who believed in me. Thought leaders who challenged me. Family and friends who supported me. Every corner of my life has contributed to this practice, and I’m blessed beyond measure.
Gratitude is more than a thank-you. It’s a reflection on the challenges and successes that shape us. Looking back on five years, I see both—the tough lessons and the magic moments.
The Magic of Coaching
One of the greatest joys of this work has been coaching people with aspirational goals. I call them the “doers” of the sales world. They want to achieve great things, they’re willing to put in the work, and they take wise counsel and make it their own.
What I’ve discovered is that the real breakthrough happens when someone finds their Sales Voice.
That’s the moment when a salesperson or leader realizes not only who they’re talking to, but also why that person might want to engage. It’s when they discover words that are authentic to them as individuals, yet resonate powerfully in a sales environment.
When that spark happens, everything changes. Conversations flow naturally. Prospects respond positively. Goals stop being hypothetical and start becoming achievable.
I live for those sparks. They’re the highlight of my week: the stories of clients who found their authentic voice and saw real, material change. It’s a watershed moment when instinct replaces hesitation, and results follow.
I’ve never coached professional athletes, but I imagine it’s similar to watching a high-caliber athlete perform at their peak. When a salesperson finds their authentic self, they don’t just hit goals. They exceed them consistently. They breathe new air, reach new heights, and discover a level of performance they didn’t know was possible.
The Highs and the Lows
Of course, not every moment has been magical. Building a business means building things that sometimes don’t work. It means working with clients who realize they don’t enjoy selling. It means hiring salespeople who later choose different paths.
Sales consulting, leadership, and management are full of highs and lows. I’ve had customers leave. I’ve had customers sell their businesses. I’ve had customers buy other businesses. I’ve seen clients have incredible years and terrible ones.
That’s the natural ebb and flow of consulting. You can’t force a distributed salesforce to adopt every strategy you’d like. You can’t control every outcome.
One of my guiding principles has always been: “I want to change people before I have to change people.” Sometimes that means positive growth. Other times, it means tough change management decisions. Those moments aren’t fun, but they’re necessary.
Thankfully, the highs have far outweighed the lows.
Lessons Learned in Five Years
Reflecting on this journey, a few lessons stand out:
Start even when the timing isn’t perfect. Waiting for the “right” moment often means waiting forever.
Gratitude fuels growth. Recognizing the people who support you keeps you grounded and motivated.
Authenticity wins. Helping clients find their Sales Voice has been the most transformative part of my work.
Flexibility matters. Sometimes I’ve been too detailed, sometimes not detailed enough. The sweet spot is being agenda-driven but adaptable.
Change is inevitable. Whether it’s clients shifting direction or salespeople moving on, change is part of the process. Embrace it.
Looking Ahead
Five years in, I’m more excited than ever about the future of Lighthouse Sales Advisors. Coaching remains my passion, especially coaching those with big goals and the drive to achieve them.
The next chapter will be about deepening that work. I want to help more leaders and teams find their authentic voice, navigate challenges, and unlock new levels of performance.
If the past five years have taught me anything, it’s that the spark of authenticity is the most powerful force in sales. When that spark ignites, everything else follows.
Closing Thoughts
Starting a business in a down economy may sound risky. For me, it was the perfect time. It forced me to be intentional, to be grateful, and to focus on what truly matters: people, authenticity, and growth.
Five years later, I can say with confidence that the hurdles were worth it, the lessons were invaluable, and the journey has only just begun.
Here’s to the next five years, and to every spark of authenticity we’ll discover along the way.
