# Michael Kithcart Favor

Michael Kithcart Favor teaches founders of professional services firms how to build revenue systems and sell without relying on pressure tactics. Their posts describe a focused offer, a repeatable approach to sales, and leading client decisions.

- Profile: https://b2binfluencer.marketing/creators/michael-kithcart-favor/
- LinkedIn: https://www.linkedin.com/in/michaelkithcart
- LinkedIn followers: 3,761
- Topics: sales, startup, founder-led-sales
- Based on 10 dated posts, latest 2026-09-11

## Summary

They teach professional services founders to build revenue systems and sell without pressure tactics.

- Best for: A professional services firm wanting a talk or workshop on founder-led selling without pressure.
- Not for: A sales enablement or CRM vendor seeking scripted outbound, closing tactics, or guaranteed demo requests.
- Check first: Ask for the complete five selling identities framework and past session attendance figures.

### Takeaways

- Resistance to selling is an identity problem, not a skills gap.
- Sell one dependable offer, not the whole catalogue of what the firm can do.
- Sell by leading decisions, not forcing them.

## Main ideas

- **Resistance to selling is an identity problem, not a skills gap**: The central claim is that founders who avoid selling have not failed to learn sales; they have been taught the wrong kind of sales. Most training, the posts argue, was built for closers, “people who love the chase,” and high-volume coaches, not founders whose actual work is delivering expertise. That mismatch produces what the posts call Identity Resistance — the feeling that selling distracts from the real job — and shapes behaviour long before any tactic does. Kithcart Favor lays out five ways founders sell. Two named ones sit at the passive end: the Referral Rider, whose growth “is something that happens to you” while waiting for the phone to ring, leaving the pipeline in other people's hands; and the Reactive Rainmaker, who can solve anything, does, and ends up “busy, scattered, and quietly exhausted” by custom work. Three more are grouped as the “Reluctant Trio” and left unnamed. Only one breaks the pattern: the Revenue Leader, who treats sales as an extension of the work rather than a separate performance and runs it as a system covering identity, strategy, and performance.
- **Sell one dependable offer, not the whole catalogue of what the firm can do**: A second recurring argument is that capability is not the constraint — breadth is. Founders of professional services firms can do a dozen things, and the mistake is trying to sell all of them at once. The teaching device is a college football analogy: the 42 Dive, described as the core play that built a winning dynasty, guaranteed at least three yards every time and opened the door to bigger plays. A firm's equivalent is its single most reliable offer — the one that consistently solves the ideal client's biggest challenge, gets the founder a foot in the door, and unlocks the next phase of growth. The claimed payoff has four parts: focus, because the founder stops chasing every opportunity; clarity, because prospects understand the problem solved before they ask; trust, because consistent delivery creates a referral loop; and efficiency, because outreach without a compelling offer is just noise. The framing is about sharpening, not shrinking, the business — everything else is meant to grow around the core play.
- **Sell by leading decisions, not forcing them**: Where the posts say what to stop doing — scripts, pressure tactics, becoming someone you are not — they offer one consistent replacement: a system that helps a founder lead a client's decision rather than force it. The phrasing recurs across the set, making it a position rather than a slogan. The audience is just as consistent: professional services founders, consultants, and service business owners, including the person whose honest reaction to selling “makes me want to run the other way.” The promise is predictable, scalable revenue “without ever being treated like a vendor” — a direct swipe at the chase-and-close model the creator opposes.
- **The named vocabulary is itself part of the method**: The terminology accumulates across the posts: Identity Resistance, the Identity Gap, Reluctant Mode, the Reluctant Trio, the Revenue Leader, the Revenue Leader Method, Win Your Way, the Sales Growth Sprint, and the 42 Dive. Naming the founder's problem appears to be as much a part of the offer as the process that follows — readers are invited to recognise themselves in a label before being taught anything. The public posts also work as staged releases: frameworks are introduced with parts deliberately withheld, and the follow-up explanation sits inside live sessions or paid programs. For anyone assessing the method from the posts alone, ask what the sessions or programs cover. The direction of travel points toward the Revenue Leader Method as the centrepiece.
- **Teach free first, and let the longer program follow**: The posts prioritise a low-friction on-ramp. Public teaching happens in free live sessions — multi-session masterclasses under the Win Your Way name and a shorter 90-minute session — before any paid step is offered. The posts then point to the Sales Growth Sprint and the 12-week revenue leader transformation. The free sessions carry the same core promise as the paid material: building revenue without being treated as a vendor.

## Work to read

- [The five ways founders sell—and the "Identity Resistance" that keeps four of them stuck](https://www.linkedin.com/posts/michaelkithcart_salesmindset-revenueleader-founderidentity-activity-7472981417870835712-nEuz)
- [The "42 Dive": one reliable offer that opens every door](https://www.linkedin.com/posts/michaelkithcart_winyourway-foundersales-revenueleadership-activity-7445802285273706496-xsFv)
- [Win Your Way Masterclass: selling without scripts, pressure or becoming someone else](https://www.linkedin.com/posts/michaelkithcart_professionalservices-leadership-businessgrowth-activity-7490440846220292097-QTVS)
- [You're not broken: reframing founder sales anxiety as a training mismatch](https://www.linkedin.com/posts/michaelkithcart_winyourway-revenueleader-professionalservices-activity-7499135090971824129-lYZ9)

## Brand relationships

- **Win Your Way** (owned_business)
- **Revenue Leader Method** (disclosed_partnership)
- **Sales Growth Sprint** (disclosed_partnership)

## Partnerships

Michael Kithcart Favor’s four posts promote their own paid programs—a Sales Growth Sprint with a priority waitlist and free masterclasses on founder-led selling. None names a sponsor, branded collaboration, or commercial partner, or specifies sponsorship terms, deliverables, or pricing. The links lead to program registration, not an official partnership inquiry route. Brands interested in a paid collaboration should ask directly how it would work.

## Alternatives

- Tom McMakin: Choose Tom McMakin over Michael Kithcart Favor when the firm's real problem is growing revenue inside existing clients, not teaching founders to sell. McMakin's account of a long courtship with a private equity-backed healthcare consulting firm shows the work: repeated calls, a proposal that went quiet for a month, then a deliberate decision to ask how the client's quarter had gone before raising the proposal again. He discovered that the firm's account leads could land new logos but struggled to widen their remit into existing accounts, so he aimed a business development programme at that challenge. For account managers responsible for expansion, and firms that want selling reframed as curiosity and relationship-building ("stop talking about what I want to talk about and start asking about the person I want to serve"), he addresses the task directly.
- Graham Nicholls: Choose Graham Nicholls when the audience is coaches or solo advisers and the problem is a feast-and-famine pipeline rather than discomfort with selling. His diagnosis is the pattern a firm will recognise: a good month fills the diary, marketing slows, clients end, and the hunt restarts. The fix he teaches is structural, twelve routes into the business \u2014 referrals, partnerships, content, email, webinars, communities \u2014 from which a creator picks the few that work together so no single channel carries the business. He also handles the exhaustion side of the need explicitly, with a weekly energy audit that asks the owner to delete one drain and add one source of energy, which lands with audiences already fully booked and running low. If the firm wants a workshop on building predictable demand and sustainable working patterns rather than on a founder's selling identity, his material fits more closely.
- Marty Samples: Choose Marty Samples when the founders in the room are the bottleneck and the fix the firm wants is operational rather than conversational. The argument is blunt: constant hustle is a red flag that the owner is stuck in the wrong role, and the shift required is from Chief Doer to architect of the business. The steps are concrete and session-ready \u2014 track every repetitive manual task for a week as an operational waste inventory, sharpen the ideal customer profile, engineer the CRM so data triggers revenue actions, then pick one workflow such as lead routing or onboarding and automate it end to end as a proof of concept. The second post extends the theme into a position most founder audiences have not settled: AI speeds up tasks but cannot design a predictable, capital-efficient business, and automating a messy CRM only scales the mess.

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AI-assisted summary of public posts. Audience demographics are not available. Engagement appears only where we checked recent posts. Method: https://b2binfluencer.marketing/methodology/