Ditch the Pitch

In this episode of Veteran On the Move, Navy veteran Paul Dorsey reflects on his time aboard the USS Clark (FFG-11), deep appreciation for the bonds formed in service, and missing the strong camaraderie and shared mindset after leaving the military. Following a trial-and-error 10-year transition period, he advises veterans to "test drive" potential second careers rather than rushing into the next chapter.<br />

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Now a wealth advisor, and author of Ditch the Pitch: Stop Selling, Start Serving, Grow Referrals, Paul shares how serving current clients—rather than cold-pitching prospects—naturally drives word-of-mouth growth and trust. He details his TEA framework (Time, Empathy, and Authenticity) as the ultimate formula for service-driven business success.<br />

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Episode Resources: <br />

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L. Paul Dorsey<br />

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About Our Guest   <br />

L. Paul Dorsey is a U.S. Navy veteran who served as Supply Officer aboard the USS Clark (FFG-11). Today he is a CFA charterholder, a senior wealth advisor, and the Board Chair of the American Gift Fund, a national donor-advised fund he helped establish in 1997. His latest book, Ditch the Pitch: Stop Selling, Start Serving, Grow Referrals, teaches what they don't teach you in school. Using real-life stories, Dorsey shows how to grow your business through referrals without ever asking for one. His secret sauce starts with investing your time in current customers instead of pitching prospects who probably don't need your services anyway<br />

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