# Client Relationships

- [The Trust-Based Business Model: Why Top Performers Don't Sell](/archive/field-notes/client-relationships/the-trust-based-business-model-why-top-performers-dont-sell.md): True productivity isn’t about what you do—it’s about what you refuse to do.
- [Misleading Metrics](/archive/field-notes/client-relationships/misleading-metrics.md): Why Closing 50% of Quotes Isn’t a Badge of Honor
- [Painting Isn’t the Product — Service Is](/archive/field-notes/client-relationships/painting-isnt-the-product-service-is.md): Most painters think we sell paint jobs. We’re not. We’re selling a service. That’s what people remember.
- [Provoked Testimonials](/archive/field-notes/client-relationships/provoked-testimonials.md): How Solicited Reviews Create Blind Spots and Erode Trust
- [Facebook Funnels and False Profits](/archive/field-notes/client-relationships/facebook-funnels-and-false-profits.md): Dissecting the Facebook Ads Illusion
- [The PDCA Shield](/archive/field-notes/client-relationships/the-pdca-shield.md): How Industry Standards Became Permission for Incompetence
- [When Marketing Experts Measure the Wrong Metric](/archive/field-notes/client-relationships/when-marketing-experts-measure-the-wrong-metric.md): How two referrals from one tribe leader generated $180k - before counting the other eight
- [A Case Study in Referral Mechanics](/archive/field-notes/client-relationships/a-case-study-in-referral-mechanics.md): When 'Impressed' Doesn't Equal 'Qualified'