The room is the strategy

I run an invite-only executive golf community instead of buying more ads. That is not a hobby. It is the highest-return channel I have.

People assume Golf Execs is the fun part of what I do and the marketing is the serious part. It is the other way round.

A round of golf is four hours of undivided attention with three other people who run things. No conference has that. No webinar has that. No amount of paid media buys the moment on the twelfth where somebody finally tells you what is actually broken in their business.

So I built the room deliberately. Charity tournaments, executive networking days, hosted events, and the Club Speed Podcast that comes out of all of it. Each one feeds the next. The tournament fills the room, the room produces the guests, the show carries the room to people who were not there, and the show fills the next tournament.

It also happens to be the most honest form of business development left. Nobody closes on a golf course. You close the following Tuesday, because by then you have become somebody worth calling.

The philanthropy is not separate from that either. Golf Execs was official media partner for Tee It Up for Pali, the charity classic rebuilding Palisades Charter Elementary after the Palisades Fire took nearly seventy percent of it. A cause with a number attached to it, in a room full of people who can move that number.

If you are a founder wondering where your next five customers come from, the answer is almost never a new channel. It is a room you have not built yet.

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