Many aspiring nomadic closers believe they must become experts before they can close deals successfully. This notion keeps them trapped in a cycle of inaction and self-doubt, preventing them from making money. The idea that you need to know everything about your niche before you can succeed is a lie that’s holding you back.

In this blog post, we’ll dive deep into why trying to become an "expert" can hinder your growth as a nomadic closer, how to effectively handle client interactions without being the expert, and why focusing on building skills and confidence matters more than knowledge. By the end, you'll discover how to come across as an expert without actually being one and break free from the expert myth that’s keeping you broke.

Before diving into why you don’t need to be an expert to succeed, let's clarify the role of a nomadic closer. As a closer, your job isn’t to give advice or solve complex industry problems — that’s the coach’s job. Instead, your primary role is to guide prospects through the buying process, helping them see the value in the product or service, and closing the deal.

The mistake most people make is assuming they need to know every detail about the product or service to sell it effectively. But in reality, you’re not there to deliver the product or provide in-depth consultations — you’re there to get results, specifically revenue generation.

A big reason why trying to be an expert backfires is due to something called the "curse of knowledge." The more you learn, the harder it becomes to explain concepts to beginners without overwhelming them. Think about it — have you ever listened to a professor or specialist speak about something highly technical, only to feel lost after the first few sentences?

That’s the curse of knowledge at play. As you gain more expertise, you start using jargon and skipping steps in explanations, assuming everyone understands what you mean. This not only makes you less relatable but can also alienate potential clients who just want to know how you can solve their problems in a simple, understandable way.

Many closers worry that if they don’t know the answer to every question, they’ll lose the deal. But here’s the truth: It’s not about having all the answers, it’s about asking the right questions. When prospects ask questions, they're not looking for a detailed explanation. In fact, explaining too much can lose the deal for you.

In negotiation, the person who explains the most is the one who loses control. Instead of trying to educate prospects or explain every detail, focus on guiding the conversation by asking strategic questions that lead the prospect to their own conclusion.

Effective closers maintain control of the conversation by managing the frame — the narrative or perspective that the conversation operates within. If you start explaining too much, you risk giving the prospect control, making them the authority in the room. To regain control, you can ask questions that refocus the conversation on the prospect's needs and how the product or service solves their problem.

For example, instead of diving into a lengthy explanation about why a feature works a certain way, you can ask, "Why do you think that feature is important for your situation?" This keeps the focus on them and allows you to control the direction of the conversation.

When it comes to nomadic closers, there are three types of coaches you’ll encounter, and not all of them care about whether you’re an expert.

Some coaches prefer to work with seasoned pros — those who’ve closed hundreds of deals and know their craft inside and out. These coaches typically don’t have strong training programs in place and rely on the experience of the closers they hire. These coaches are rare and often the most difficult to work with because they expect you to know everything without providing much support.

Interestingly, some coaches prefer to hire beginners because they come with a "blank slate" — no bad habits, outdated sales techniques, or preconceived notions. These coaches often have strong internal systems to train closers from scratch, guiding them toward high performance.

Beginners, in this case, are seen as valuable because they can easily adapt to new methods and are often hungry for success. Without the baggage of previous experience, beginners can be molded into the perfect closer for the coach’s system.

Finally, there are coaches who don’t care whether you’re experienced or not, as long as you can perform. These coaches have systems in place that allow them to train anyone from scratch, regardless of their experience level. They focus more on the energy, mindset, and culture fit of the closer rather than their expertise.

Being a beginner comes with significant advantages. As someone new to the industry, you have no baggage — no outdated methods or bad habits to unlearn. You’re a blank slate, eager to absorb new information and apply it quickly.

Beginners often come into the role with a fresh perspective, willing to go the extra mile, and have a hunger for success that experienced closers might lack. This eagerness can make a strong impression on coaches, as they see someone who’s ready to learn and adapt rather than someone who thinks they already know everything.

Because you’re new, you’re also more flexible in adopting new methods, systems, and processes. Coaches value this adaptability, as it allows them to train you in the way that best fits their business. You’re not bogged down by previous negative experiences or skepticism, which often creeps in when someone has been in the industry too long.

In short, being a beginner is often an asset, not a liability, and you can leverage this to your advantage when starting out as a nomadic closer.

One simple trick to appearing more knowledgeable than you are is to stay just one step ahead of your prospects. You don’t need 10,000 hours of practice to be perceived as an expert. You only need to know more than the person on the other side of the call.

For example, if you’re closing for a finance coach, you can educate yourself by reading up on financial topics, watching relevant videos, or studying the marketing materials provided by the coach. This puts you in a position to ask intelligent questions and guide the conversation confidently, even if you’re not a true expert.

In most cases, your prospect has only been exposed to the marketing materials of the coach before the call. They’ve likely seen an ad, read a landing page, or watched a video. By familiarizing yourself with these materials, you can come across as an expert because you’re speaking the same language as the prospect and guiding them based on what they already know.

Request access to case studies, courses, or internal resources if needed. This additional context helps you ask better questions and guide the conversation with confidence.

The key takeaway from all of this is that you don’t need to be an expert to succeed as a nomadic closer. Expertise is overrated when it comes to closing deals — what matters more is your ability to guide the conversation, ask the right questions, and maintain frame control.

By focusing on skill development, adaptability, and effective communication, you can build a successful career as a nomadic closer without getting bogged down by the need to be an expert. So, stop letting the "expert" lie hold you back and start taking action today.

If you're ready to learn the art of nomadic closing and gain the skills you need to succeed, check out the free masterclass linked below.