Sometimes the biggest breakthroughs come from taking bold and intentional action. When most people struggle to land their first clients, entrepreneurs find a way to create momentum and set off a chain reaction of success. Joining us on the latest episode of The Small Business Show is Tim Castle, Host of the Tim Castle Show podcast and author of The First Domino: How to Land Your First Client in 90 Days or Under. Castle teaches business owners how to turn their first sale into a powerful domino that sparks growth.
First, Castle asserts that success is not random, but engineered. He notes that momentum is key, but building that momentum begins with reducing friction in the first client interaction. By simplifying communication, cutting jargon, and approaching prospects authentically, business owner can increase their chances of securing initial meetings. Structured, confident first meetings and intercremetal “domino challenges” in his book guide entrepreneurs through the steps needed to gain early wins and build confidence.
Step one: Gaining momentum
One key strategy Castle outlines in his book is “Nine before nine,” which encourages reaching out to nine qualified leads before 9 a.m. each day through calls, video messaging, or other connections. This approach helps entrepreneurs generate consistent opportunities and follow up effectively, creating a self-reinforcing sales cycle.
Castle also outlines that the first “domino” entrepreneurs need to be aware of is emotional regulation. With this domino, Castle notes that entrepreneurs who manage their reactions, understand objections as information, and remain curious and composed are more likely to build trust and close deals.
Step two: Identify triggers
"Your leverage comes from how you make people feel."
Additionally, Castle stresses that in an AI-driven world, transparency, empathy, and human connection remain key differentiators that machines cannot replicate. As an advocate for emotional intelligence, Castle asserts that deals are not won on logic alone; they’re won through connection, conviction, and composure. He also outlines the four key elements that entrepreneurs need to build trust:
- Humanity
- Transparency
- Reliability
- Capability
Reflecting on his own career, Castle describes his personal “first domino” moments, including landing early podcast guests and selling his first book, which set off chains of opportunities and growth. He emphasized that all entrepreneurs start as salespeople, selling ideas, products, and services before scaling their teams.
Nevertheless, Castle encourages viewers to take action by completing each chapter’s domino challenges in The First Domino, noting that execution, not just ideas, is what separates successful entrepreneurs from amateurs. By taking intentional, bold steps, business owners can create momentum that compounds over time, turning small wins into long-term success.
ASBN, from startup to success, we are your go-to resource for small business news, expert advice, information, and event coverage.
