How To Build Trust, Broadly Across Teams
What’s On My Mind Here’s the third in our four-part series on trust…a great series to work through with your entire team. The last two weeks we covered the three questions your clients are asking about you. Do I trust you? Do I trust your team? Do I trust your organization? Click HERE and HERE to revisit the first […]
How To Build Trust, Personally
What’s On My Mind Here’s the second in our four-part series on trust…a great series to work through with your entire team. Last week we ended with the three questions your clients are asking about you. Do I trust you? Do I trust your team? Do I trust your organization? I gave several practical actions […]
The Three Areas To Build Trust With Clients
What’s On My Mind I trust you’ll like this four-part series on trust! My friend Glen Jackson, who founded and massively grew the Jackson Spalding agency, has an interesting take on trust. He says… Trust is a peculiar resource. The more you use it, the more you get. Mic drop. I hadn’t thought of trust […]
Fantastic Phrases: Practical Words That Work
What’s On My Mind Fast and practical this week! One thing people love in our GrowBIG Training is exactly how to phrase something. This is important: the same offer phrased two different ways can get drastically different results. Let’s get right to it. Here are some of my favorite phrases! First up: a “family” of phrases… Would it be helpful if…? […]
How Hard Should You Try?
What’s On My Mind I get this question a lot. Mo, how hard should I try? The question comes up in many contexts. Big things like… RFP responses. Or formal pitches. Smaller things like… Writing an email. Or preparing for a short BD meeting. And maybe most importantly, the hardest things in business development and […]
Your #1 Skill To Implement In 2022
What’s On My Mind Here’s the #1 skill I want you to focus on in 2022. I can’t believe how many people resist it. I can’t believe how little time it takes. And I can’t believe how much it’s a win/win, helping every person involved. The skill? Asking for help. There. Did you feel it? […]
De-Risk Your 2022
What’s On My Mind I should have avoided almost every big mistake I’ve ever made, but it was before I thought of the frameworks in this article. I’m excited to write a few articles with the end of the year in mind. This first one isn’t what you’d normally expect. We’re focusing on de-risking. Why […]
How To Give Thanks
What’s On My Mind Sending this out a few days early this week to line up with US Thanksgiving! I’ve been thinking about thanksgiving. One of my worst traits is optimism. Sure, it’s one of my best traits too, but it has a dark side. I always think I can get more done than I […]
Partnership Power: A How-To Guide (+ A Major Announcement!)
What’s On My Mind Exciting news below! Building mutually-beneficial partnerships is one of the most powerful techniques in our GrowBIG Training. Potential Strategic Partners are people or organizations that call on the same people you do but offer a different service. One person’s expertise can pair nicely with another’s. A strategy process can pair nicely with […]
7 Ways To Deepen Relationships In Less Than 5 Minutes
What’s On My Mind HUGE value below! Are you busy? Are relationships important to your long-term success? I’ll bet you answered Yes to both. Guess what?! We’ve got your solution. I’ve worked with our team to write this… High Impact Relationship Deepeners Seven Ways To Deepen Relationships That Take Five Minutes Or Less How cool […]
How To Ask Follow Up Questions
What’s On My Mind I got some great feedback from last week’s article on follow-up questions. Recap: Well designed questions give you a triple win: 1. They light up the pleasure center of the answerer’s mind 2. They are highly correlated to likeability 3. They teach you things you can’t learn anywhere else, allowing you to position yourself […]
The Best Questions
What’s On My Mind Here’s some answers about questions. We talk a lot in our training about designing and asking great questions. It’s a big part of The Snowball System. See Chapter 7 — Turning Leads Into Clients. In that chapter, we cover our Gravitas Model, a great way of designing initial questions to ask prospects, […]