Changing Expectations

Hi, this is Mo Bunnell, your business development expert, and author of the Snowball System: How to Win More Business and Turn Clients Into Raving Fans. Have you ever felt like things aren’t going as well as they should when it comes to your business development? Maybe there’s a deal that you expected to close by Friday at five o’clock like the client told you it would, and you’re sitting there waiting at your computer. And the email just doesn’t come through, the contract doesn’t get signed, or maybe you’re looking at the totality of your year. Things aren’t progressing as well as you think they should. Well, in this video, I’m gonna describe something you can do to become much happier about your business development success. And at the end of this video, I’ll share with you a specific mantra that I use to keep myself in the right mindset.

Here’s the deal, two big things. Number one, this happens to everyone. We’ve trained over 10,000 people all over the world. And unanimously people think business development is harder than it than it should be. It’s almost like we wake up every morning, forgetting how hard the things were that we brought across the goal line historically.

And we forget about it. And then we actually believe the client when they say, yeah, we should be able to get that done by Friday or we’re all the way there. We’re ready to go. Budgets won’t get cut. We’re good to go on this one. But in reality things happen. Things happen on the client side. They happen on our side.

They happen with external advisors, and things are harder than they initially appear almost all the time. So thing number one is expected. Thing number two, I was listening to Adam Grant podcast the other day, and I love something. He said happiness equals reality minus expectations. Happiness equals reality. Minus expectations.

Boy did this stick with me. While the Snowball System and our Grow BIG trainings can help you increase the efficiency of your reality, the other thing that you can do is change your expectations. Expect things to go wrong, expect things to be harder than they can be, expect that you’re gonna have to put extra to-dos in your to-do list.

Expect that if you need to bring a million dollars in, you’ve gotta shoot for 2 million to make it happen. Change your expectations about how long things take, how much you need of them, how much effort you need to put in to get the results you want. Here’s the mantra that I promised when I’m thinking about these things because setbacks come happened to us too.

I think of the mantra. It’s a pace, not a race. It’s a pace, not a race. Is it really that big of a deal that the contract doesn’t get signed that Friday? We can follow up. It gives us a chance to add value. It’ll get done next week. When I think about volume, we shoot for much more than we need to when it comes to our own activities.

Every single week. It’s a pace, not a race because I know if I keep doing those things, well, the results will take care of themselves. So if you can, think of what you hold yourself accountable for as your own activities, not the actual results; and be working on those all the time. It’s a pace, not a race.Then the results will take care of themselves. And any short term setbacks, no big. You plan for them, you can expect them.

So if you got something out of this video, please share it with others. That’s how people find us. And as with all our videos, we hope this one helps you help your clients succeed. Well, that’s it for today. Thank you so much for watching. For more content like this, check out my most recent video and be sure to like them so other people can find out about us, but make sure you subscribe. That’s how you’ll be automatically alerted to the great content that we put out. And if you want access to a comprehensive system for business development, then just buy my book.

The Snowball System at Amazon, the link is in the description below. Thanks again.

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