How to Sell a Vision Before It’s Real

Social impact leaders are visionaries — but getting others to see what you see isn’t easy. When your work hasn’t caught up to your ambitions, how do you win over funders, staff, and partners who need proof before they commit?

In this episode, Eric and Jonathan explore what it really takes to sell a bold new vision — even when the work is still taking shape.

➔ Why internal conviction is the first — and most underrated — step to building external trust.
 ➔ How to frame your future vision when your current reality doesn’t match it (yet).
 ➔ The power of showing instead of telling — and what that looks like with no budget.
 ➔ Why funders are often more excited by possibility than proof — and how to use that to your advantage.
 ➔ A real-world playbook for prototyping your vision, building buy-in, and navigating the messy middle.

If you're leading through change, launching something new, or reinventing your organization’s direction, this conversation will help you craft a message that inspires belief — before the results are in.

You don’t need to have it all figured out. You just need to sell what’s possible.

Episode Highlights:

• [00:00] - Eric and Jonathan kick off with a definition that goes beyond mission statements.
• [01:12] - Jonathan shares real talk about leading through transition at the Seymour Center.
• [02:13] - Eric maps the vision lifecycle from insight to realization.
• [05:13] - Why writing one too early can backfire—and what to do instead.
• [07:02] - Eric recounts Cosmic’s pivot to social impact and what it took to bring his team along.
• [11:48] - Jonathan’s tips for gaining internal and external buy-in.
• [14:48] - Funders and stakeholders appreciate realism—if you frame it right.
• [18:35] - A smart messaging pivot that worked for Seymour Center.
• [19:56] - How DIY prototypes and low-budget demos helped seed a big vision.
• [24:17] - A thought-provoking exchange on fluidity, revision, and what comes next.
• [28:42] - Two different leadership styles—and how to make both work for you.

Quotes:

• "It's a vision of a new way of what could be, but what is not yet true." – Eric Ressler [00:00]
• "You as the executive… you really, truly, deeply in yourself believe in the potential." – Jonathan Hicken [04:51]
• "Vision and mission statements sometimes get an outsized amount of attention… I'd rather see more time on having a compelling vision." – Eric Ressler [05:13]
• "The single best way to sell a vision when you’re not delivering yet? Start prototyping." – Jonathan Hicken [19:56]

Resources:

• Article - How Your Purpose, Vision, and Mission Can Guide Better Brand Storytelling
• Podcast - How to Stop Planning and Start Doing

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