Press, Stages & Podcasts

From 80-Hour Burnout to Millions: Richard Moore’s Sales Masterclass

Richard argues that most people measuring social selling by views, reach and follower counts are tracking the wrong thing, because a strong personal brand is really the right people seeing you in the right way. He shares his path from a corporate sales career and a difficult burnout year into building a LinkedIn business, and explains that meeting buyers at their symptoms rather than your solution is what turns content into customers. The most useful idea is his advice to write for how buyers actually feel and phrase things, then manually curate the audience who sees you.

• A million impressions a week means nothing if none of the right people buy, so ask who is watching rather than how many.
• Manually add and message a handful of aligned people each day, because LinkedIn then tends to push your next post into their feed.
• Meet buyers at their symptoms, the frustration they are living, rather than the labelled problem or the solution they do not yet know they need.
• Use the buyer's own wording to describe how they feel, even if it is clunky, so they read your content and think that is me.

How to Get Clients from LinkedIn (Content → DM → Call Strategy)

Richard walks through his content to DM to call approach for winning clients on LinkedIn, and stresses that high ticket selling is a low volume nurture game built on one to one conversations. He explains the four wins buyers pay for, why you should meet people at their symptoms not your solution, and how his doctor method of authority, compliance and prescription closes deals. His most useful point is that a daily hour of business development, starting with people who already pay you, is the non-negotiable habit that produces results.

• Buyers pay for one of four wins, looking good, saving time, making money or saving money, so lean into whichever matters most to them.
• Boost posts that are already resonating with the right people rather than trying to rescue posts the market has voted down.
• On a call take the role of a doctor, build authority, ask questions and prescribe one solution instead of offering options.
• Commit an hour a day to talking with people, starting with current customers then past ones then warm leads, because the easiest deals come from people who have already paid you.

Convert LinkedIn Activity into SALES w/ Richard Moore (LST #141)

Richard explains why cold spam fails on LinkedIn and how relevance plus leverage, a genuine reason for someone to step forward, makes outreach land. He makes the case that going viral is overrated, that lower volume higher ticket selling depends on one to one relationships, and that people succeed when they build on the way they are wired rather than copying influencers. He also describes his Art of Sell community, which brings in senior operators to teach sales beyond LinkedIn.

• Volume in outreach is usually there to compensate for a lack of competency, so do fewer more considered messages instead.
• Add leverage such as a mutual connection or strong proof to a relevant message, because relevance alone is something everyone can copy.
• Sell the way buyers want to buy, since roughly 60 percent of the reason someone buys is the connection not the product itself.
• Choose the approach that fits how you are built rather than forcing yourself to copy an influencer who simply loves a different way of working.

Are we ever going to have real good human sales people again? Sales Will Never Be the Same Again.

Richard joins Danilo McGarry to discuss how selling is changing as AI takes over routine buying. He argues that selling is the primary skill in any business and that the strongest deals come from making a buyer feel understood rather than pushing them. He also explains why grinding through high volume cold work early in a career builds the instinct that later lets you sell with far less effort.

• He describes three stages of a sales career: high volume to build competency, then fewer sharper conversations, then scale once you are genuinely good.
• He argues people buy the feeling that you understand them and have it handled rather than a breakdown of your process, citing a coaching deal he closed with a stranger in under 50 minutes.
• He says integrity means believing in the product and helping someone buy, which moves selling away from manipulation and synthetic urgency.
• He predicts AI will handle the bottom 40% of low-stakes buying while humans will still want a human whenever the experience itself matters, like buying a car or specialty coffee.

How to Use LinkedIn to Land $10K Clients (2025) ft. Richard Moore

On TJ Walia's show Richard talks about leaving a corporate sales director role after a brutal run of personal loss and burnout, then rebuilding as a solo consultant on LinkedIn. He explains his Doctor Method for selling and why connection has to come before any pitch. The standout idea is selling the way a buyer wants to buy rather than leading with an elevator pitch.

• His Doctor Method has three pillars: authority built through content, compliance through the DM consultation and prescription on the onboarding call.
• His first online client paid $297 for a month of weekly coaching, closed through a Facebook DM conversation rather than through content.
• He recommends starting around 20 new conversations a day at the outset, then fewer as interest builds, aiming for about a call a day and a deal a week.
• He says cold pitching rarely works now and that a connection followed by a reasonable human check in earns the right to pitch later.

Mastering LinkedIn Sales: Insightful Conversations with Richard Moore

Richard traces his path from cold calling in 2003 to working as a LinkedIn sales consultant, and argues that selling is a whole spectrum of styles rather than the pushy version most people dread. He explains his doctor method, where authority, compliance and prescription map onto content, DMs and calls, and makes the case that impressions matter far less than actual client acquisition.

• Selling covers many styles and the manipulative sort people hate is simply the most common because it is the easiest to get into.
• Buyers are usually aware of their symptoms rather than the underlying problem so content should meet them where they are and show you understand how they feel.
• A LinkedIn profile should give visitors quick answers starting with the photo then the title and bio before you talk about yourself.
• Judge a post by the money it brings in rather than the impressions, since a client can work with a small following and still be a major deal.

Mastering the Art of Selling

Richard describes moving on from a lifestyle business that depended entirely on him to building Art of Sell, a community where other experts also teach. He argues that sales is emotional and that people buy outcomes and transformation rather than features, and that sellers should meet buyers at their symptoms using the buyer's own words.

• A business that only works when you show up is really a job so he built Art of Sell with a team so delivery no longer rests on him alone.
• People buy on emotion and then rationalise the decision so stay with the feeling instead of piling on features and benefits.
• Most buyers are aware of their symptoms not the named problem or the solution so meet them there using the plain language they would use themselves.
• Sell the transformation you deliver, such as calm about money, rather than the tools that produce it.

Being Your Brand Live with Richard Moore hosted by Aarti Parmar

Richard explains how the discipline he learned from his mother underpins his consistency, and why he has chosen a deep connection with a few of the right people over chasing visibility and viral growth. He also covers treating setbacks as feedback and standing out from AI content by sharing insight from lived experience rather than generic value.

• Consistency comes from discipline and from doing something that already brings a return, which makes it hard to stop.
• You have to earn the right to attention rather than expecting people to buy just because you worked hard on the product.
• Treat rejection and setbacks as feedback you can use to make the next attempt better.
• In a feed full of AI content you stand out with insight from your own experience because generic value is now cheap and easy to produce.

Richard Moore | How to Actually Get Clients Through Social Media | Don't Work Harder Ep4

In this episode Richard explains how he built a LinkedIn audience of 100,000 followers without chasing virality, arguing that volume in sales is a way to cover for a lack of skill. The most useful idea is that a few good conversations in the DMs beat spamming large numbers of people, so competency matters more than reach. He also traces his shift away from being seen purely as a LinkedIn trainer towards a broader sales positioning, driven by paying attention to who he was being seen alongside.

• Volume in selling exists to make up for a lack of competency, and getting good means you no longer need to grind through large numbers of messages.
• Followers only matter if you remove vanity and insecurity from the picture, because even a large account still closes a deal with one person at a time.
• He made sales in his first month on LinkedIn with barely any followers by interacting with individuals in the DMs and getting them onto a call.
• Who you are seen alongside shapes how you are positioned, so he deliberately stopped engaging with the influencer crowd to attract the right audience.

Relationships First, Results Follow: Life Designers EP. 1 - Richard Moore x Jesse Sieff

Richard talks through how to build genuine connections on LinkedIn rather than chasing reach, arguing that volume produces false positives while accuracy and community produce real conversions. His most useful idea is to treat a post as the starting point for one to one conversations in the DMs, using small signals like a like, a comment or a profile view as a reasonable reason to reach out. He also draws a clear line between selling at someone and helping them buy.

• A post is only the start point for a conversation, so the real work happens in the DMs where you engage people one to one.
• Getting a reply from someone cool or cold comes down to being reasonable, such as thanking them for a like and asking what made them do it.
• Selling at someone is different from helping them buy, and you win by selling the way the buyer would like to buy.
• Results are deferred, so you have to hold your nerve through months of manual networking before the compounding returns show up.

Richard Moore: Fixing Cold-Outreach & Sales

A conversation with Ray Voice on fixing cold outreach and improving how consultants sell on LinkedIn.

Why You Need to Be Selling with Elegance featuring Richard Moore

On the Disruptive Influence podcast Richard explains why chasing follower counts and viral posts is a distraction and why real sales come from a small number of deep one to one conversations each day. He argues that once you start making money the vanity metrics stop mattering, and he describes how to sell a premium service with warmth and directness rather than pressure. His most useful point is that commenting builds top of funnel awareness but the money is made in DMs and calls.

• He recommends three to five decent one to one conversations a day with the right people rather than chasing 50 cold leads or a viral post.
• He says you do not need a finished offer before you start, so test what is roughly right by being on the pitch and let the market feedback refine it over time.
• He argues the best comments do double duty, giving practical value to the audience and emotional value to the author so you stand out rather than just agreeing.
• He frames selling a premium service as putting your arm around someone's shoulder while telling them the hard truth, because what they are really buying is reassurance.

The Art of Elegant Conversion on LinkedIn with Richard Moore

In this Nasdaq Entrepreneurial Center session Richard walks through a five step LinkedIn process of attract, engage, warm, convert and close, with tactical steps for finding active buyers and moving them to a call without pressure. He shows how to search LinkedIn events to find people who have shown intent, how to write content for buyers rather than peers, and how to pivot warm conversations into a meeting. His most useful idea is the doctor method, where you act as the expert and prescribe one solution rather than offering the buyer options.

• He suggests filtering LinkedIn search by events to find active people who have shown they need help, then adding five to eight of them a day with a short note.
• He tells people to write content for their frustrated buyers not their peer group, because writing for peers earns applause from the wrong audience.
• He advises against asking someone to jump on a call straight from a post, and instead getting them to take a low pressure step like commenting a word or asking for information first.
• He recommends LinkedIn business premium because it lets you see profile viewers, who are often the lurking decision makers behind the bigger deals.

If It Ain't Broke, You're Not Looking Hard Enough’: A Leader’s Guide to Crisis Management

On the DesignRush podcast Richard talks about trust, integrity and crisis management for leaders, drawing on his years in corporate sales and running his own business. He argues that credibility is a business differentiator built by going small and giving the people closest to you real time and attention, and that leaders should assume problems exist and go looking for them. His most memorable point comes from a mentor: if it ain't broke you're not looking hard enough.

• He says the way to build trust that affects the bottom line is to go small, treating your few closest reports as individuals so they spread the word for you.
• He argues that closing or renewing a deal is a poor measure of trust and that leaders should dare to ask customers about their actual experience.
• He warns against thinking authority comes from a big boss persona, and instead recommends giving people ownership and guiding them with questions.
• He advocates healthy paranoia, bringing the team and outside eyes together in calm periods to hunt for blind spots so they are ready when a crisis hits.

How to Master Modern Sales in 30 Days with Richard Moore, Linkedin's OG Expert | EP 80

Richard explains his approach to modern sales, arguing that sellers should engage buyers the way the buyer wants to buy rather than pushing an agenda too early. He describes how content builds familiarity and trust over repeated views, so cold approaches become less necessary, and he lays out the inputs that lead to booked calls and closed deals. The most useful idea is that a profile view is a strong buying signal worth a warm, reasonable follow up rather than something to ignore.

• Earn the emotional right to sell before moving a conversation towards a deal, and interact according to the state the person is actually in.
• A cold approach needs leverage such as a mutual connection or a clear reason to listen, because being able to sell someone a product is not enough on its own.
• Someone who views your profile and leaves is a big signal of interest, so thank them and ask what caught their eye rather than assuming they were just a lurker.
• Flip your attitude from can I help to I can help so you approach the interaction as the expert and stay consultative.

How I Left My 9to5 - Interview with Richard Moore

Richard describes leaving his corporate sales job in January 2014 with no gradual transition and building his own business around selling and LinkedIn. He shares how he found early cash flow from low hanging fruit, including consulting for the last two companies he worked for, and he stresses auditing honestly what type of person you are before you leap. His most useful point is that the hardest part of going out on your own is holding your nerve and managing your own self talk rather than finding clients.

• Look backwards as well as forwards for your first clients, because the companies you just left often value you as an easy asset they do not have to train.
• Keep a healthy paranoia because every client eventually leaves, so build a war chest of savings and enough clients that losing one will not sink you.
• You will never feel fully ready, so if you are about okay and have a few months of savings and a sense of direction then go.
• Post on LinkedIn daily since you have the time when you are starting out, and senior buyers who lurk on your profile are where the biggest deals come from.

S2 E25: How to sell on LinkedIn with Richard Moore

On Sabrina Chevannes' No Bullsh*t Talks Richard argues that LinkedIn success comes down to conversion and customer acquisition rather than followers or a popular personal brand. He explains why speaking to the symptoms a buyer actually feels, in their own words, works better than talking about the problem or the solution. He also introduces his Art of Sell community and how he built it.

• He says creators lose deals by writing for their peers rather than their buyers, praising personal branding to a room of personal branding fans while the real buyer switches off.
• He advises mirroring a prospect's own clunky wording, quoting a client line 'all my friends think I'm crushing it but I'm stone cold broke'.
• He adds only a few curated people to his network each day so LinkedIn distributes his posts to the right ecosystem.
• He runs Art of Sell with a weekly master class from senior operators rather than fellow gurus and caps intake at 25 members a month.

How to close deals $$$ on LinkedIn with Richard Moore, LinkedIn’s #1 Sales Coach

In this interview with public speaking coach Nausheen I. Chen, Richard explains why speaking and video matter as much as writing for building a personal brand on LinkedIn. He argues that people buy from people they like and that showing your full self on camera or in person creates a human connection that text alone cannot match. His most useful point is that a personal brand takes years of consistent testing to hone rather than an afternoon with a worksheet.

• Richard says people buy from people they like so being visible on video and in person makes you more accessible than text alone.
• He films his LinkedIn courses in one take because leaving in small mistakes shows people what it would be like to work with him.
• He argues that live, unedited video not only qualifies the right people but also disqualifies the wrong ones, which makes your sales process more efficient.
• He advises starting with your best guess at your brand and then refining it through consistent practice over months and years rather than expecting to get it right immediately.

Convert Content To Customers, Parts 1 & 2

In this two part conversation on Chris Do's The Futur, Richard walks creatives through turning LinkedIn content into paying clients. He shares the specific post formats that earn distribution and the exact DM wording he uses to start conversations off profile views and likes. His core point is that content is only the top of the funnel and someone eventually has to engage one to one.

• He ranks post formats by reach, putting document carousels first, then image and text, then text only, then polls, with video and long articles lower.
• He treats profile views, post likes, poll votes and connection requests as leads, reaching out by referencing the exact action the person just took.
• He recommends five to eight manual outreach messages a day rather than fifty, since each could be a four or five figure a month client.
• He separates a call to action from a call to feel, ending posts with a short mic drop line so readers feel understood.

How to Convert on LinkedIn with Richard Moore

Richard explains how to turn LinkedIn attention into paying clients rather than chasing reach or viral posts, arguing that most creators struggle because they never learn to convert. The most useful idea is that conversion sits on a spectrum, from soft emotional responses that keep people in your orbit to inbound enquiries, so every post should move readers along that path. He also walks through a warm follow up method that uses the reader's own action, such as a profile view, as a reason to start a genuine conversation before any pitch.

• Reach and virality matter far less than conversion, and the reason most creators make no money is they do not know how to convert their content.
• Show readers you understand their frustration by writing the exact words in their head, because that recognition breaks their sense of being alone with the problem.
• Drop heavy asks like let us grab a call and use a softer low pressure invitation, such as inviting someone to comment a word so you can send them more.
• When someone views your profile or comments, use that action as present commonality and ask what and why questions to warm them before ever pitching.