Real Relationships Real Revenue - Audio Edition

Real Relationships Real Revenue - Audio Edition

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.

Episodes

July 24, 2021 74 min

Ron Tite shares the insights behind the Think. Do. Say. framework and how you can use it to create an effective personal brand, do more of the work you truly care about and be more authentic. Learn the four C’s that make communicating your brand belief easy, the five questions that get a prospect’s head nodding during a pitch, and how to innovate consistently while still delivering your best work.

 

Mo asks Ron Tite: What’s your bi...

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Mo shares his insights from the habits of Ron Tite.

  • Think: What’s the thing you believe in so much that you would be happy to work on it for the rest of your working life?
  • Do: How do you exemplify that? People don’t judge you by the things you say, they judge you by what you do. Actions are what signals what you believe deep down.
  • Say: How do you communicate what you believe? Too many people jump to this part before figuring out ever...
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    Mo asks Ron Tite: How do we stay on top of retention and growth activities when everything is yanking us away?

  • In car manufacturing, there are two sides that are critical to the business. The money is made on the assembly line because that is repeatable behaviour that strips out inefficiencies over time. But if they only did assembly line work they would go out of business.
  • The other side involves concept cars and experimentation. T...
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    Mo asks Ron Tite: How can we deepen relationships and win the relationship advantage?

  • If you have great relationships, know that some of them will convert, but that’s not why you invest in relationships.
  • When Ron started his agency, his first client was a woman that he knew and had a work relationship with 15 years prior. She didn’t have a need for his agency, but she created a project for him and launched his agency.
  • Far too many th...
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    Mo asks Ron Tite: How can we get better at creating and closing the meaty work that we want to do?

  • The first step is identifying the meaty work where you can add your best value. Ron recently had someone resign from his agency after they had a conversation about what she really wanted to do. It wasn’t until she asked herself that question did she realize that she wasn’t happy because she wasn’t doing what she really wanted to do.
  • Yo...
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    Mo asks Ron Tite: What’s your big idea on how the audience can grow their book of business, grow their career, and grow their relationships?

  • The first thing is to stop gaming the system and stop looking for shortcuts to business development.
  • You need two things: a consistent brand narrative to sell the things you have and to be entrepreneurial so you can create the resources that people need.
  • Business development is bound by purpose,...
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    Karim Nehdi shows you how to read your prospect’s mind so you can tailor your service offer to exactly what they want. Learn how the Herrmann Brain Dominance model works in business development and how you can use the concept to better understand how a prospect thinks, what they care about most in terms of communication, and how you can use that to close more deals.

     

    Mo asks Karim Nehdi: What is your big idea on how people can gro...

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    Mo shares his insights from the habits of Karim Nehdi.

  • There are four major ways we think: analytically, structurally, relationally, and experimentally, and each way of thinking gives clues.
  • With an analytical thinker, they are going to be quick and cut to the chase. They want to jump right into the meeting and get things done.
  • With the structural thinker, they will want to know the details and what the process looks like. They want ...
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    Mo asks Karim Nehdi: How can we use cognitive diversity to hack our own habits and be more successful, even when we’re busy?

  • Business development is a team sport. There is a role for the individual relationship, but there is also an important role for the team that supports that relationship.
  • Research shows that cognitively diverse teams who know how to harness cognitive diversity are 60-70% more effective than teams that don’t. Cog...
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    Mo asks Karim Nehdi: How do we use cognitive diversity and adapt to each of these four different ways of thinking?

  • The baseline is to understand where you are likely to default and what your blindspots are going to be. Think about your pitch through the lens of what the stakeholder wants to hear and needs to understand in order to feel comfortable to move forward.
  • This can mean adding in additional details for the structural buyer, ...
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    Mo asks Karim Nehdi: How can we use our cognitive diversity to create and close more deals?

  • What if you could read the minds of your customers and predict their response in advance? That would be an incredibly powerful business development skill.
  • The first step is understanding yourself and where your preferences lie. For Mo, he fell into the experimental/analytical spectrum and knowing that helped him understand what was really on ...
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    Mo asks Karim Nehdi: What is your big idea on how people can grow their book of business, relationships, and career?

  • Different people think differently, but most people don’t realize what that really means. The most effective leaders and business developers are able to harness the differences in thought and cognitive diversity for maximum effect.
  • We all have neural pathways that shift over time. We innately default to seeking out pe...
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    Jay Baer shares insights into marketing that will transform the way you think about business development and will allow you to spend half the time creating content while generating 10x the results. Learn how to inspire your customers to market for you, why marketing your content is more important than your actual content, and a simple strategy for creating extraordinary and memorable client relationships.

     

    Mo asks Jay Baer: How ca...

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    Mo shares his insights from the habits of Jay Baer.

  • Market your marketing. Most experts put in the time to create some content, but they would be much better served by taking half that time, creating less content overall, and spending the other half marketing that content. Doing this allows you to spend half the time and generate 10x the results.
  • There are three components to marketing your marketing: the plan, the lead up before th...
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    Mo asks Jay Baer: How can we hack our own habits and be working efficiently at business development even when we are yanked away by other demands?

  • The first step is you have to enjoy the process at some level in order to put real time into it.
  • If you hate social media, you will suck at social media. You have to find the relationship nurturing schema that you actually enjoy so that you can stick to it. If you don’t derive satisfactio...
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    Mo asks Jay Baer: What is your best advice on deepening relationships?

  • The more transactional you think the relationship is, the more transactional it’s going to feel. If your motive is based on getting paid, you’re not going to develop deep and rich relationships.
  • The best way to go about building relationships that matter is to build relationships that you want to have on their own. If you get paid, that’s great. If not, that’s ok...
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    Mo asks Jay Baer: How do we create and close more opportunities?

  • You have to focus on the problems you solve, not on the services you offer. People don’t want services, they want a fix to the problem they have.
  • You also have to really understand who you are selling to. This can become more challenging as time goes on as the number of people you are selling to grows, but it’s vital to growth.
  • Figure out a way to rank your potential cl...
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    Mo asks Jay Baer: How can people become great at business development?

  • The challenge with business development is that technology has made it so easy to create contacts. It used to be that you could stand out just by having a better toolkit, but now the volume of business development messaging is out of control.
  • Competency does not create conversation. The best way to grow any business is for your customers to grow it for you.
  • There ...
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    Todd Henry shares why creativity is crucial to business development success and a new mindset for identifying client problems in a way that will make them think you’re reading their mind. Learn a practice that allows you to connect the dots and deliver brilliant insights when you need them most and a method for getting to the root of a client’s problem without being pushy or relying on a PowerPoint slide deck.

     

    Mo asks Todd Henry:...

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    Mo shares his insights from the habits of Todd Henry.

  • Long scale creativity is a process, just like business development. The Snowball System and the Grow Big Training are a creative synthesis of the business development practices that have been shown to work across industries and time.
  • Any kind of long-term sustainable work, whether that’s growing a business or learning a language, takes a long time to get there. As soon as you rea...
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