Insights From the Habits of James Clear - Key Business Development Habits of Successful Rainmakers

By Mo Bunnell

Mo Bunnell breaks down the interview with James Clear, the author of Atomic Habits, and talks about why goals are not enough to achieve extraordinary results.

Mo Bunnell breaks down the interview with James Clear, the author of Atomic Habits, and talks about why goals are not enough to achieve extraordinary results. Learn why your systems are the best place to start, how your habits shape your identity and not the other way around, and the essential framework for creating an exceptional business development system to get the outcomes you desire.

  • Mo goes over a quick recap of the three major lessons learned in the interview with James Clear and how they can be applied to business development.
  • Your current systems are perfectly designed to give you the current outcomes that you’re getting. This can also be looked at as your past six months of systems are perfectly designed to deliver your current results
  • We all have systems whether we realize it or not. What systems have you had around business development for the past six months? Those are the systems that are delivering the current outcomes you are getting right now.
  • Use the Most Important Things (MITs) framework to build up your business development habits. Choose three things to focus on that have a big impact, are 100% in your control, and are growth oriented.
  • It’s easy to fool yourself to believe that doing your job well is growth oriented, but one small change can be the difference between regular service and generating additional revenue for your business.
  • There are systems at individual levels, but you should also have systems at the team level that facilitate the outcomes you want as a team. Set up systems for setting goals as a team, how you are going to interact with each other and with clients, and for celebrating success.
  • What are the metrics you can control as a team that you can use in your systems to know if you’re on track for success?
  • Identity and how we think about ourselves is potentially one of the most important things to bringing in business. You don’t have to be the best in the world at business development; you just have to be better than the competition.
  • Most people think that their identity changes when they change the goal, but it’s more important to think about it from the habit perspective. Every time you execute on a habit that moves you closer to your goal, that’s a small piece of evidence that you are the kind of person capable of achieving that goal.
  • As you build those systems, your beliefs about your own abilities will change. Set your goals and then build the systems in a way that you can measure that can get you there.
  • You should also build out systems across your team. Data transparency across a team can have a major impact on the overall results and takes a load off the team leader as the coach. As the results increase across the team, the team’s identity changes as well.
  • Use James’ 4 law framework to help develop your business development habits and start off by auditing your existing system. No matter your discipline, there is a highly repeatable process that can be fine tuned and improved upon. Think of business development as a process that can be refined.
  • Engage your potential clients in the process of a proposal. If they haven’t engaged and helped you define how you’re going to work together, then they haven’t bought in.
  • You can look at the entire business development process and measure the metrics in each of the steps in a way that allows you to create a system of improvement.


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