You know when an ordinary business owner or manager is thinking of switching MSPs, they have a series of tick boxes that sit in their heart. You must tick all of the boxes before they'll feel comfortable talking to you.

Things like:

• They need to know you TICK
• They need to like you TICK
• They need to trust you TICK
• They need to see social proof TICK
• They need to feel comfortable TICK

This tick box sits in their heart because it's all about their feelings and how they feel about you, versus your competitors. Let's explore that in today's Monday Motivation.

Paul's 5 min Monday Motivation for 20th April 2026

I'm sure you've heard by now that we've launched a second membership designed to help you win co-managed IT clients. Marketing that works well on business owners actually THREATENS IT directors. That's because the psychology is different, as is the language and marketing materials you must use. Hence our second membership. Right now, we're giving you free access to the new co-managed marketing for a month. Have you looked at it yet?

Paul's 5 min Monday Motivation for 13th April 2026

I've started tracking my time again, but only within three categories. Red tasks are things I shouldn't be doing, such as admin. Yellow tasks are things that are OK to do, but in limited quantities. Green tasks are things that grow the business, so I should be doing them all the time. I'm currently running at about 70% green tasks, which is great! Although I'm pushing to increase it to 80%. What percentage of your time do you think is spent on green tasks?

Paul's 5 min Monday Motivation for 6th April 2026