# Bunnell Idea Group


## Posts

- [My Chat With Darcy Eikenberg](https://bunnellideagroup.com/chat-darcy-eikenberg/):   This week, I have something really awesome to share with all of you. Very recently, I had the opportunity to make a video/podcast with the fantastic leadership and career coach, Darcy Eikenberg, owner and founder of Red Cape Revolution. I really enjoyed the opportunity to work with her, and wanted all of you to have the opportunity to see this. In it, we talk about some of our favorite parts of my recent book, The Snowball System.  You will be able to access the video, transcript, and link to the audio only version for our chat here: https://redcaperevolution.com/mo-bunnell I hope you enjoy it!
- [The Most Important Piece of Your Growth Pipeline](https://bunnellideagroup.com/important-growth-pipeline/): Imagine someone getting more leads than they can handle. When you do that, everything else gets a whole lot easier. Here's how to get started in generating more quality leads. Hint: it's worth a lot more than a set of steak knives.
- [What is the Very First Step to Grow?](https://bunnellideagroup.com/first-step-grow/): Most people running a business or a portion of one set annual goals for improvement--expenses, efficiency and the like. Few people use the same rigor around how they are finding business. This video describes how to analyze how you're currently bringing in business. Knowing that is the first step to improvement.
- [Solving the Biggest Objection to Growth](https://bunnellideagroup.com/solving-biggest-objection-growth/): There are 3 major plateaus to the craft of business development. Here, I'll describe each one, the most common objection I hear about personal growth, and how you can overcome it to reach greater success.
- [The Math of Winning More](https://bunnellideagroup.com/the-math-of-winning-more/): I love math, and here is an interesting way of looking at the math of winning--and what you can do to start winning more.
- [Why Am I Wearing a Viking Hat?](https://bunnellideagroup.com/why-am-i-wearing-a-viking-hat/): We all have successes and failures. In this video, I'll talk about how I experienced both playing in the Ultimate Frisbee World Championships in Sardinia, Italy. Most importantly, I'll share what it taught me about improving myself going forward. 
- [How to Build Out Your Customer Relationship Management (CRM) System](https://bunnellideagroup.com/how-to-build-out-your-crm-system/): CRM system technology is everywhere in today's business world. Because of that, one of the most frequent questions I get is about how to integrate. So, in this video, I am going to share how utilizing your CRM, along with formulating good habits and better client interactions, can lead to better business development.
- [The Biggest Mistake People Make When Pricing a Product or Service](https://bunnellideagroup.com/the-biggest-mistake-people-make-when-pricing-a-product-or-service/): Rounding a price is incredibly common. Most companies do it all the time as they price they price products and services. They will even spend hours debating which way it should round. But doing this actually harms relationships with clients. In this video, I will share with you the research and the solution to the biggest mistake anyone can make when pricing.
- [A Powerful Pair of Habits Leading to Success](https://bunnellideagroup.com/a-powerful-pair-of-habits-leading-to-success/): More than anything else, there are two habits that we have seen implemented by various leaders which lead to the greatest success. In this video, I'll share with you these two, simple steps you can take to find success in what you do.
- [No One is Good Under Pressure. Here's How to Handle It](https://bunnellideagroup.com/no-one-is-good-under-pressure/): A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don't take as much away from articles and books they've read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.
- [The A-number-one, most funnest way to hold yourself accountable](https://bunnellideagroup.com/number-one-funnest-way-acountable/): A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don't take as much away from articles and books they've read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.
- [How I Read a Book, in Three Simple Steps](https://bunnellideagroup.com/read-book-simple-steps/): A lot of people love to read. Personally, I love to read articles and books designed to help me improve myself and my business practices. Over the years, a lot of people have shared with me that they don't take as much away from articles and books they've read, or they find themselves not applying their new knowledge in a meaningful way or a way that brings about real change. In this video, I’ll share three simple steps you can use to turn your reading into meaningful change in your life.
- [How to Create Unstoppable Momentum in Your BD Efforts](https://bunnellideagroup.com/create-unstoppable-momentum-bd-efforts/): You know how it feels when your favorite sports team goes on a run? When they can’t be stopped? Here’s the science behind psychological momentum (spoiler alert: it’s real) and what you can do to build your own.
- [You're Going to Die. Everything Else is a Choice.](https://bunnellideagroup.com/you-going-die-everything-else-choice/): I am always inspired by our training participants – but sometimes, someone really stands out. Here is what I learned from one person that I will never forget.
- [The Surprisingly Simple Way to Become a Trusted Adviser](https://bunnellideagroup.com/surprisingly-simple-trusted-adviser/): "How do I become a trusted adviser with my clients?" This is a common question that I get when interacting with our clients. And the response is surprisingly simple. This week, I share with you this simple way to becoming a trusted adviser.
- [One of My Favorite Ways to Generate New Leads](https://bunnellideagroup.com/one-favorite-ways-generate-new-leads/): Lead generation is one of our most popular training modules. Of the 15 ways we have decoded to generate leads, here is one of my personal favorites, along with a simple, three-step implementation process.
- [Every Time a Bell Rings...](https://bunnellideagroup.com/every-time-bell-rings/): Here is the secret area of margin: relationships. We have talked over the last four articles about the importance of margin, having just a bit more than you need. And so far, we have talked about three different types of margin: strategic margin, measurable margin, and process margin. But the most important type of margin is relationships. I am not a huge fan of “It’s not what you know, it’s who you know.” It implies expertise doesn’t matter, and I can tell you expertise does matter. But it misses another point too. Knowing someone is helpful, of course, but it really is only […]
- [Your #1 Love in an Organization Should Be...Procurement!](https://bunnellideagroup.com/your_number_one_love_organization_procurement/): Everyone worries about dealing with procurement. They’ll negotiate harder! They’ll ask for more for the same price! They'll make us a commodity! These are self-limiting beliefs. The procurement function provides value, serves the same clients we do, and is growing in influence. Here is how to embrace working with the buying experts in procurement in a way everyone wins.
- [The #1 Most Efficient Way to Increase Your Likeability](https://bunnellideagroup.com/1-most-efficient-way-increase-likeability/): Here’s a powerful – and unique – way of increasing likability. We know from research that people buy more often from those they like. So, how do you become more likable? This video provides a simple concept you can implement immediately.
- [Something That I Get Fired Up About](https://bunnellideagroup.com/something-fired-up-about/): There’s one thing client-facing people do that shoots themselves in the foot more than any other. This video explains the mistake, and the simple solution to fix it.
- [New Science Summary! WHEN You Should Do Your BD Work](https://bunnellideagroup.com/when-you-should-do-bd-work/): Every once in a while a book comes along that fills a gap, that changes your mindset. Dan Pink’s newest book When did that for me. Here are three insights I learned that we can all apply to our business development efforts.
- [Blasting Through Plateaus](https://bunnellideagroup.com/blasting-through-plateaus/): Have you ever felt that you needed to learn a new skill to take things to the next level? In this video, Mo and his very special guest, discuss the secret behind pushing yourself beyond your plateaus.
- [Leadership Insights From A Legendary Coach](https://bunnellideagroup.com/leadership-insights-legendary-coach/): This week, we have a special treat. In this video, Mo interviews cross country coach Amy Eubanks, who has won 21 of the last 26 Georgia State Championships, placing her #2 for all women’s cross country programs in the nation. Amy shares her secrets for recruiting talent, measuring results, planning for success and creating a winning team culture.
- [Finding Your "Why"](https://bunnellideagroup.com/finding_why/): Why do you do what you do? What drives you each day to get out of bed and give it your best at your work? In this video, we discuss why understanding why we do what we do can be one of the most important motivators in our work life, pushing us to do both our best and the little things to achieve our goals.
- [A Simple Framework To Align Marketing and Business Development](https://bunnellideagroup.com/aligning-branches/): Cross-functional teams can, at the best of times, be difficult. To successfully perform, these teams require cooperation between two groups who typically operate in their own ways and by their own rules, leading to frustration and delays when they don't. But in this video, we share some tips on how to make working in cross-functional teams not only successful, but enjoyable as well.
- [Best Gets Better](https://bunnellideagroup.com/best-gets-better/): It can be human nature to settle into a routine and close our minds when we think we know something. But this can limit ourselves, preventing us from improving our skills and challenging what we can become. In this video, we share an important story about pushing beyond our own expertise, in hopes of becoming better.
- [Dealing With Change](https://bunnellideagroup.com/dealing-change/): Change is a fact of life. We see change everywhere, from your daily life at home to your work and job. Dealing with change, however, can often be difficult. We can freeze up and be unsure of what to do next. So in this video, we share some helpful tips on how to keep you from freezing up and keep you moving forward.
- [The Seller-Expert](https://bunnellideagroup.com/seller-expert/): Once, being an expert in your field didn't require any business development or "selling" experience and vice versa. Now, however, it is essential for the survival and growth of business. In this video, we discuss what it means to balance being an expert in your craft and good at business development to become a seller-expert.
- [Asking For the Advance](https://bunnellideagroup.com/asking-advance/): Measuring is an important part of tracking progress and successes. How you do it is something that varies from person to person and from business to business. in this video, however, we share one measure that we have found to be successful and meaningful in helping business development, one that is totally in your control. We call it "Asking for the advance".
- [Three Easy Ways to be More Likable](https://bunnellideagroup.com/mr-louie-hamilton/): Likability is an important part of building relationships. In this video, we share the behavioral science and tips behind being as likable as Mr. Louie Hamilton.
- [Loving BD](https://bunnellideagroup.com/loving-bd/): Business development can be a discouraging practice. Lots of effort can be wasted when a prospect is no longer interested in your business. Even worse, the process can make many people feel like they are a sleazy car salesman. But there are ways to change this outlook. In this video, we discuss how you can come to love what you do, to love business development, so that you can give your best effort, not be discouraged, and feel great about it.
- [The Importance of Quantity](https://bunnellideagroup.com/importance-of-quantity/): Quality is an important part of our interactions with others. Focusing on this, however, can potentially lead to a loss in the quantity of those interactions, which can be equally important. In this episode, we discuss the science behind this, and discuss a simple way that you can increase the quantity of interactions.
- [Tracking Leading Indicators](https://bunnellideagroup.com/tracking-leading-indicators/): When working in business development, there can be significant lags in the time between engaging a prospect and selling them a product. Because of this, staying motivated and focused can be difficult. In this video, we discuss how you can stay motivated and focused by tracking the leading, rather than lagging, indicators.
- [The Options of Cost](https://bunnellideagroup.com/options-in-cost/): Discussing the cost of your services with a client or prospect can be another one of those sensitive areas where people can be really afraid. In this video I've shared one technique that can be helpful for several scenarios, and will help you help your client succeed.
- [How To Say 'No' Nicely](https://bunnellideagroup.com/how-to-say-no-nicely/): Sometimes we need to say no to be able to focus on what we want to do, instead of life selecting what it wants us to do. Sometimes a blunt No way, man. I’m not doin’ that! with a laugh works, but rarely. Especially at work, it can be a delicate dance to say no. What other people think is right for us, might not be right for us. We need to be able to say no in a way that is clear, but soft enough that it retains the relationship and keeps the door open for future opportunities. A few […]
- [Learning From A Personal Failure](https://bunnellideagroup.com/learning-from-a-personal-failure/): Mistakes are something that everyone will have to wrestle with eventually. The most important thing, however, is not the mistake itself, but how we overcome and learn from it, making them the measure for our growth. In this video, Mo discusses a personal failure for himself, and shares how he, and you, can learn from them.
- [The Gamification of BD](https://bunnellideagroup.com/gamification-of-bd/): Business development is something that can never seem to reinforce the hard work and effort that has gone into it. This can be discouraging for most people, but, in this video, we discuss how you can change this.
- [Telling A Great Story](https://bunnellideagroup.com/telling-a-great-story/): There is tremendous power behind the stories we tell each other. In this video, we discuss the science powering storytelling, in addition to several tips that you can improve your own storytelling.
- [Talking About Money](https://bunnellideagroup.com/talking-about-money/): Many professionals can talk about the process, the people, the goals for a project, but they hesitate when it comes to talking to their clients about money. People shy away from it all the time! In this video we provide a new perspective on talking to people about money. We hope you find it valuable!
- [Secrets of the Science of Teamwork](https://bunnellideagroup.com/ratio-behind-science-teamwork/): In this video, we are sharing the secret science behind teamwork. That's right - the secret behind creating positive, high performing teams. We offer three ways that this research can be applied in your professional life with amazing results.
- [Becoming More Unique](https://bunnellideagroup.com/becoming-more-unique/): In business, standing out from the crowd and making you and your company unique is essential to garnering attention. In this video, Mo Bunnell shares research and tips on how to present yourself as more unique.
- [Give-To-Get Greater Demand](https://bunnellideagroup.com/give-to-get-greater-demand/): The Give-to-Get Model, executed in the right way, creates demand for your services or products. It can rapidly expand the number of opportunities you have with target clients. In this short video, Mo Bunnell shares the behavioral science behind why Give-to-Gets work so well.
- [Timeless Truths: What I Learned From Season 1 I’ll Use  Forever](https://bunnellideagroup.com/timeless-truths-what-i-learned-from-season-1-ill-use-forever/): Mo Bunnell goes back through the incredible first season of Real Relationships Real Revenue. He pulls out the timeless truths and nuggets of lasting wisdom from each guest and applies them directly to business development. Show Notes Mo Bunnell goes back through the incredible first season of Real Relationships Real Revenue. He pulls out the timeless truths and nuggets of lasting wisdom from each guest and applies them directly to business development. Listen and discover the transformative advice from the masters of mindset, vision, accountability, and habits. Interestingly enough, the recap episodes of season 1 of the podcast were more popular […]
- [Insights From the Habits of Dan Pink - The Surprising Truth About Finding Success in Business Development](https://bunnellideagroup.com/insights-from-the-habits-of-dan-pink/): Mo Bunnell breaks down the incredible insights shared by Dan Pink and talks about how to be truly successful in business development.  Show Notes Mo Bunnell breaks down the incredible insights shared by Dan Pink and talks about how to be truly successful in business development. You’ll learn why big goals aren’t motivating and what you need to do instead, the mindset you must have to consistently build valuable relationships, and why most people have the ability to be good at sales, they just don’t realize it yet. B2B sales is essentially management consulting. Mo doesn’t distinguish between sales calls and […]
- [Dan Pink Reveals How to Become a Sales and Business  Development Ninja](https://bunnellideagroup.com/dan-pink-reveals-how-to-become-a-sales-and-business-development-ninja/): Dan Pink, New York Times best selling author of To Sell is Human, discusses the power of sales and why most people have the ability to become master sales people even if they believe selling is not for them. Show Notes Dan Pink, New York Times best selling author of To Sell is Human, discusses the power of sales and why most people have the ability to become master sales people even if they believe selling is not for them. He also breaks down the science behind perfect timing and why small wins everyday are more powerful than the occasional home […]
- [Insights From the Habits of Michael Hyatt - How to Live Your Life by Design and Be More Productive](https://bunnellideagroup.com/insights-from-the-habits-of-michael-hyatt/): Mo Bunnell breaks down the incredible insights of Michael Hyatt and shares how to use them to transform your business development efforts. Show Notes Mo Bunnell breaks down the incredible insights of Michael Hyatt and shares how to use them to transform your business development efforts. Find out how to live your life by design by creating a compelling vision of where you want your business to be while eliminating, delegating, or automating tasks along the way. One of Michael Hyatt’s greatest strengths is being able to distill complicated things down into simple, easy-to-follow models. Michael said there are three ways […]
- [Insights From the Habits of Mike Deimler- Powerful Lessons From One of the Top Advisors in the World](https://bunnellideagroup.com/insights-from-the-habits-of-mike-deimler/): Mike Deimler is one of the best client relationship developers on the planet. In this episode, Mo brings to light the three major lessons that Mike Deimler shared during his interview and how you can apply them directly to business development. Show Notes Mike Deimler is one of the best client relationship developers on the planet. In this episode, Mo brings to light the three major lessons that Mike Deimler shared during his interview and how you can apply them directly to business development. Making progress every day is crucial. Mike went through an extremely traumatic event as a child where […]
- [Mike Deimler Talks About the Most Important Lessons He Learned Becoming One of the Top Trusted Advisors in the World](https://bunnellideagroup.com/mike-deimler-talks-about-the-most-important-lessons-he-learned/): Mike Deimler shares three incredible business development lessons that he’s learned over the course of his 30-year career at one the most successful consultancies in the world. Show Notes Mike Deimler shares three incredible business development lessons that he’s learned over the course of his 30-year career at one the most successful consultancies in the world. Learn the secret to creating powerful client relationships, why empathy is one of the most important skills you can cultivate, and how you can apply the same transformation that Michael Jordan underwent to become the greatest basketball player in the world to your own career. […]
- [Insights From the Habits of James Clear - Key Business Development Habits of Successful Rainmakers](https://bunnellideagroup.com/insights-from-the-habits-of-james-clear/): 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. Show Notes 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 […]
- [Mike Michalowicz and How to Fix This Next – What You Need To Succeed](https://bunnellideagroup.com/mike-michalowicz-and-how-to-fix-this-next-what-you-need-to-succeed-3/): Mo asks Mike Michalowicz: Why do you have to start with sales? Sales create cash for a business. We usually start a business to create financial freedom, and to get there we need sales, but sales are not sufficient in themselves. Show Notes Mo asks Mike Michalowicz: Why do you have to start with sales? Sales create cash for a business. We usually start a business to create financial freedom, and to get there we need sales, but sales are not sufficient in themselves. They are the foundation to the Business Hierarchy of Needs. If you realize and feel that your […]
- [The Top 3 Things You Need to Implement from Dorie Clark, Author of The Long Game](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-dorie-clark-author-of-the-long-game/): Mo shares his insights from the habits of Dorie Clark. Build time into your schedule specifically to interact with people that you find interesting. Show Notes Mo shares his insights from the habits of Dorie Clark. Build time into your schedule specifically to interact with people that you find interesting. When Mo was originally designing the Grow Big principles and training he created the concept of narrowing your relationships to people that you can proactively commit to reaching out to once a month. One of the categories is interesting people because interesting people spend time with interesting people. Relationships with interesting […]
- [How to Hack Our Own Habits to Focus on Growth Activities, Even When We’re Busy, with Dorie Clark](https://bunnellideagroup.com/dorieclark/): Mo asks Dorie Clark: How can we hold ourselves accountable, hack our own habits, and keep doing what we know we should be doing? The first chapter of the Long Game deals with the question of why we seem to be so busy in our modern lives. Show Notes The first chapter of the Long Game deals with the question of why we seem to be so busy in our modern lives. One of the most critical aspects of senior leaders is setting the strategy for their organization and yet when asked, 96% of senior leaders say they don’t have enough […]
- [So, That Didn't Go Well](https://bunnellideagroup.com/so-that-didnt-go-well/): What’s On My Mind What do you do when something doesn’t go your way? Someone asked me that this week in one of our GrowBIG Training Sessions. ​Not everything goes perfectly. ​Maybe a deal you had fell through. ​You didn’t perform as well as you wanted. ​Someone didn’t get back to you after you wrote a perfectly-worded outreach, with a clever ending. ​My friend Luke Burgis (future author of Wanting) taught me something important this year: ​The Scapegoat Mechanism. ​Check this out: ​We’re hard wired to blame others. ​It saves our ego. ​Whatever happened, it was someone else’s fault. ​Our brains love this process […]
- [Your Best Investment](https://bunnellideagroup.com/your-best-investment/): What’s On My Mind This one’s going to be emotional. ​Last weekend was a big one. ​Our older daughter Gabby just graduated from college. ​It was SO FUN for my wife Becky and I to both to see her all weekend, attend the graduation in person and celebrate all she accomplished: Double major with distinction from Duke, 3.9+ GPA, Published peer-reviewed research and A full time job starting in August. I was so excited I invented a new dad move. Here’s a photo of what I’m calling The Big Squeezer. ​ ​ There was a LOT to celebrate. A lot for […]
- [The Fastest Way To Grow Your Book Of Business](https://bunnellideagroup.com/the-fastest-way-to-grow-your-book-of-business/): What’s On My Mind How can I grow my book of business faster? This is a common question we get across our team, especially in the short, interactive Impact Sessions we lead for clients. ​Impact Sessions are 1 and 2-hour live sessions we do for our clients on specific BD topics, from audiences ranging from intimate 15-person conversations to 1,500-person keynotes. ​We give a few dozen of these a month on broad topics like a brief overview of The Snowball System to focused sessions like How to talk about your pricing with confidence. ​Despite the broad range of topics, that one question is the […]
- [How To Maintain Momentum Between Meetings](https://bunnellideagroup.com/how-to-maintain-momentum-between-meetings/): What’s On My Mind ​What’s one of the most common BD mistake we can easily fix? ​Someone asked me this in a GrowBIG training session recently. ​My quick take: trying to go too far, too fast. ​It’s easy to fall in love with our solutions. Trying to get the Yes, the deal signed. ​But it’s much better to fall in love with the client’s problem. ​The specific mistake we can make? ​Trying to “close” too soon. ​Larger deals and earlier stage relationships take time. Time to build trust Time to scope out what’s really needed. And time to agree upon the best solution. Going […]
- [Be A Workhorse, Not A Racehorse](https://bunnellideagroup.com/be-a-workhorse-not-a-racehorse/): What’s On My Mind​ Be a workhorse, not a racehorse. ​I sat back in my chair when my friend Glen Jackson said that. ​He has so many clever turns of phrase, and this one really stuck. ​Why? ​So many people think about great business developers in the wrong way. ​I’ve heard it all: Jane handled every question in that meeting. She was born with it. ​ There’s no way I could confidently talk about our fees like Karim did. ​ How in the world could I ever have the network Phyllis does? ​It’s easy to think great rainmakers are racehorses. ​Beautiful […]
- [Think In Probabilities, Not Absolutes](https://bunnellideagroup.com/think-in-probabilities-not-absolutes/): What’s On My Mind I had a great relationship with this guy back at my old firm, years ago, but it’s been forever since we’ve talked. I feel bad I haven’t connected with him in a long time. ​I want to reach out, but how should I do it? ​I was just asked this by one of my favorite clients, who just rejoined his professional service firm. ​(Cool stuff: he’s running an amazing Business Development Campaign to get his BD flywheel spinning. It’s based on our no-charge BD Campaigns training you can get here.) ​My answer to his question? ​Don’t overthink it. Just shoot […]
- [The Psychological Theory I'm Into Most Right Now](https://bunnellideagroup.com/the-psychological-theory-im-into-most-right-now/): What’s On My Mind I can’t believe I haven’t heard of this before. This is a game changer. ​That’s exactly what I said to my wife Becky, as I sat the book down, about half-way through. ​The book? ​It’s called Wanting, and it’s coming out in June. ​I was lucky to get sent an Advanced Reader Copy to review—it explained so many things that were previously invisible to me. ​The content Is based off some decades old theory called Mimetic Desire, which has been refreshed and modernized by Wanting’s author, Luke Burgis. ​Here’s the nut. ​We humans are highly imatitive. ​Far more […]
- [Win Your Week!](https://bunnellideagroup.com/win-your-week/): What’s On My Mind The monsoon of madness never ends! Emails, Teams messages, and client requests keep coming. ​I can never seem to win. ​This is what one of our clients said in an amazing GrowBIG Training class this week. ​Monsoon of madness. ​I get it. ​I used to be world class at focusing on what I didn’t get done. That was my default. ​Was. ​I used to end each week staring at the list–the things that didn’t get done yet. ​Ending a Friday like that stinks. ​Let’s just all agree right now. The monsoon of madness is never going to end. ​Inbox Zero […]
- [A Loss Should Set Up Your Next Win](https://bunnellideagroup.com/a-loss-should-set-up-your-next-win/): What’s On My Mind “I can’t believe YOU were scared.” This is what one of my participants said this week as I was giving a workshop called Closing The Book On Closing The Deal. ​I think she felt relieved that I can find myself hesitating too, and I teach this stuff. ​I was telling a story where I asked for a debrief call with a prospect where we didn’t win the work. ​Even the best of the best don’t win them all. Us included. ​So what should you do when you lose? ​A loss should set up your next win. ​Why? ​When you lose, […]
- [Quit On A Make!](https://bunnellideagroup.com/quit-on-a-make/): What’s On My Mind No joke: I estimate I lost over 1,000 games in a row. My dad and I played 1:1 basketball most nights in my high school and college Indiana summers. We lived in a small town, Preble Indiana, maybe 100 people, so there wasn’t a lot to do but let my dad thrash me nightly. We’d suit up, walk to the back yard where we had a sweet court: about a half court with perfectly smooth cement. We had even made our own regulation backboard and painted a perfect lane, free throw and 3-point line ourselves. The game: one basket one […]
- [Create Demand By Controlling The Clock](https://bunnellideagroup.com/create-demand-by-controlling-the-clock/): What’s On My Mind Something really struck this group! We were leading a live, virtual training this week helping one of my favorite clients creating demand with theirs.​ We were training this amazing group of experts how to be proactively helpful using our Give To Get method. (See Module 5 of GrowBIG Training or Chapter 5 of The Snowball System for how to do use the Give To Get method without fail, at scale.) Back to the traing: It was the math that was interesting to the group. 100% Reactive Scenario: Answer RFPs 100 hours of people time per RFP ​ $1,000,000 / year of potential work with 1 potential […]
- [A New Asset For You To Succeed](https://bunnellideagroup.com/a-new-asset-for-you-to-succeed/): What’s On My Mind We’ve created a new asset for you! All of our complimentary courses are now in one place. They’re all in our new Start Here page on our website. The goals? Make it easy to succeed by giving away high-quality, no-risk training. ​ Make it easy to get going and keep going by putting all these courses in one place, letting you easily choose what to focus on next. ​ Make it easy for teams to can go through the right courses together, so everyone is aligned, using the same playbook. I’m really excited about this. Two things: 1) Check out all the courses here to see what’s next for […]
- [How To Get Your Flywheel Spinning](https://bunnellideagroup.com/how-to-get-your-flywheel-spinning/): What’s On My Mind I lost all my momentum on something last fall. All of it. Having your flywheel completely stop on something feels awful. ​Luckily, the big things were going great. After some very stressful beginnings, both girls we’re humming along at the right colleges. ​ ​My wife finalized her non-profit for equine therapy, and people loved it. ​ Even with pandemic headwinds, we were on track to beat our growth goals at BIG. ​These were amazing accomplishments. ​BUT. ​It didn’t feel like all the progress I wanted. ​It’s funny how losing momentum in one area can make me feel like I didn’t do enough. […]
- [Brand New Content To Help You Succeed](https://bunnellideagroup.com/brand-new-content-to-help-you-succeed/): What’s On My Mind Have you noticed? ​​We’ve been cranking out so much new content. ​You can now sign up for six complimentary courses giving you what you need to succeed. ​(You can see them all at the bottom of this email.) ​But, there’s SO much more coming. ​Monday we’ll start publishing Season Two of our podcast: Real Relationships, Real Revenue! ​You’ll want to subscribe here to get this amazing line up: ​Branding and relationship guru Dorie Clark and I talk about her upcoming book, The Long Game and apply it to deepening relationships. Sneak peek! ​Multi bestselling author Mike Michalowicz and I apply his Fix This Next book and frameworks to building your book of […]
- [NEW Complimentary Course!](https://bunnellideagroup.com/new-complimentary-course/): What’s On My Mind I’m excited to share our NEW complimentary course on… Business Development Campaigns Running a BD Campaign can do a lot:​ Focus your energy externally ​ Accelerate your momentum in the marketplace ​ Launch something new: service, offering, product or resource ​ Cover a revenue shortfall These all work for yourself. And even better when scaled across a team. ​Why do BD campaigns rake in results? They gamify growth. When done right, they focus energies. They generate excitement. They inspire. Sign up for the new course HERE to learn how to successfully launch and execute a Business Development Campaign. There’s […]
- [Here's a Tool to Automate your Growth](https://bunnellideagroup.com/heres-a-tool-to-automate-your-growth/): What’s On My Mind I’m SUPER excited about the content we’re covering in GrowBIG Accelerator all February… Business Development Automation I’m personally leading our GrowBIG Accelerator training session on this on Tuesday February 2, and for the first time ever, I’m sharing the overview with you ahead of time. ​CLICK HERE to get a one-page overview of world-class BD Automation. There’s even a second bonus page to design your implementation plan. ​If you want to attend the live session, you can do so as my personal guest. ​Just sign up for our amazing GrowBIG Accelerator community here. ​There’s no charge for the first […]
- [New Gratis Growth Guide!](https://bunnellideagroup.com/new-gratis-growth-guide/): What’s On My Mind I’m excited to share something new with you! I’ve been working like crazy to create a valuable instant download for people that sign up for this newsletter. I wanted it to be short, about an 8 minute read. I wanted it to be transformational and thought-provoking, packed with tactical tips. I wanted it to have just the right amount of science, steps and story. And I wanted to give it to you first. ​CLICK HERE to get it!​ It’s called the GrowBIG Growth Guide: 8 beliefs that will grow your book of business, your relationships and your career. […]
- [Be The Light](https://bunnellideagroup.com/be-the-light/): What’s On My Mind I’ve been writing a short piece I think you’ll love. I’ll share it fully soon. The idea: 8 principles defining what great business developers believe. Here are the first 2 principles from the current draft. 01 Growth Is Great The present doesn’t want the future to come. Status Quo Bias is sound science. We avoid change. Our clients avoid change. Clients tend to use who they used before in the ways they used them. They’re busy. They might not see a better future that includes you.​ That’s why growth is great. Growth skills are good. Helping a client […]
- [How To Meet the Right New People](https://bunnellideagroup.com/how-to-meet-the-right-new-people/): What’s On My Mind This might be our most valuable podcast yet. That’s what I just told our podcast producer. And it’s saying something! ​How do you beat our interviews with Kelley O’Hara? James Clear? Dan Pink? ​I think we did it. ​Here’s why. So many experts struggle with what to say so their interactions don’t just connect, but convert to the next step. ​Think about your speeches. Your webinars. Your more intimate client meetings. ​If you’d like for more people to take the next step with you, to engage after the experience, then our new show is for you. You can listen or watch here. […]
- [How To Thrive in 2021](https://bunnellideagroup.com/how-to-thrive-in-2021/): What’s On My Mind I’m absolutely thrilled by the energy of the GrowBIG Accelerator community! Today, I’m giving you one of the practical GrowBIG Accelerator tools we’ve used.​ It’s a simple, one-page plan you can use to grow in 2021. ​You can download it here. (And here is the 100-point self assessment that feeds into it.) What’s cool about this? It bakes in goal setting, habit forming and “celebrating incremental progress” research so you can turn science into success. ​ It shows you how to build a “To Don’t” list using our Saying No, Nicely model so you can eliminate and minimize distractions. ​ It gets all […]
- [Create Your Own Luck Factory](https://bunnellideagroup.com/create-your-own-luck-factory/): What’s On My Mind James Clear’s comment knocked me back in my seat. We were mashing up The Snowball System and Atomic Habits on our podcast and he said something that really struck me: There are three main things that impact your outcomes in life. The first is luck, the second is your choices/strategies and the third is your system of habits and behavior. ​ When you master the last two, you increase your surface area for good luck to come your way. Man, I loved that. ​We can’t control luck, but we can increase the chances it’ll come our way. […]
- [New Gratis Training!](https://bunnellideagroup.com/new-gratis-training/): What’s On My Mind We have a new course to help you win virtual meetings! 2020 has been busy. ​We’ve delivered 100s of sessions impacting 1000s of experts. ​One question has come up far more than any other: ​How do I _____ virtually. ​Lots of things fill in that blank: Meet prospects. Create demand. Close business. ​And of those? ​Succeeding in virtual meetings is #1 on people’s minds. ​Which leads me to…   What We Just Created A new complimentary course on… ​Winning More Virtual Meetings ​Check out it out here. ​It’ll show you how to: Build the best home set up possible. Plan for high-stakes […]
- [Reward Yourself!](https://bunnellideagroup.com/reward-yourself/): What’s On My Mind ​ How does everyone reward themselves for incremental progress? That’s a question that popped up in our Open Q&A session this week in our GrowBIG Accelerator community. What people shared stretched my thinking. ​First: here’s why this is important. ​ Dr Teresa Amabile of Harvard’s research shows that the most successful — and the happiest — people in the world reward themselves for incremental progress. ​That’s particularly important in business development where so much of the outcome is outside of our control. ​And, it takes so many steps for something big to happen, we can’t just celebreate the big win. ​We need to celebrate […]
- [Strength in Weak Ties](https://bunnellideagroup.com/strength-in-weak-ties/): What’s On My Mind This week was amazing. I led several sessions with C-level clients across the gl0be. We learned. We laughed. And we grew together. One thing that really struck me. Everyone loves how we teach modern BD techniques uniquely with science, steps and stories. And of those? The science sticks the most. It might be an insight we already know. Or a habit we’ve lost. Or maybe it’s a brand new insight. Real research brings the learnings to life. ​Here’s the some science that stuck out this week: the strength of weak ties. ​Classic studies have shown that reconnecting with […]
- [Data On Growing, Digitally](https://bunnellideagroup.com/data-on-growing-digitally/): What’s On My Mind I’ve been thinking a lot lately about the power of creating high-quality digital content. ​It nurtures client relationships. ​It attracts prospects. ​It lets Raving Fans to rave. ​What does digital content look like? ​It could be hosting and recording a webinar. Taping a speech. Getting on a podcast. Or starting your own. ​Here’s some data from our own digital asset: our show, Relationships Real Revenue. ​First, background. We started taping short how-to business development videos several years ago, and people loved them. This let us start small and evolve our approach. It was clunky at first, but it got […]
- [Get Amazing Results with a Client Outreach Campaign](https://bunnellideagroup.com/get-amazing-results-with-a-client-outreach-campaign/): What’s On My Mind Buckle up. ​Long form article today, folks. ​This concept will help you get amazing results. ​Let’s go. I’ve always been in my best shape when I’m gearing up for a big event like a Worlds ultimate frisbee tournament. There’s something about the fixed start date that creates desire, momentum and doing all the little extras. Day over day, I get in better shape. I see my progress. I feel the momentum. I strive for more. ​You can create this same feeling in business development by orchestrating a campaign. ​A campaign is when you design a sprint of outreaches […]
- [New LexisNexis InterAction Global Partnership!](https://bunnellideagroup.com/new-lexisnexis-interaction-global-partnership/): What’s On My Mind Big news! ​We just announced a new global partnership with LexisNexis InterAction, the leading CRM in the legal space. ​74% of the largest 100 law firms on the planet use InterAction. Their 400,000 users are by far the largest in the law firm space. Scale! ​They’re built from the ground up around relationships, so they’re a perfect fit for us. ​Three things to help you if your firm uses InterAction: We’re embedding short, how-to videos of me into the CRM itself. They’re designed to give you the perfect help right when you need it. ​ We’re certifying all the […]
- [COVID Clarities on Growth](https://bunnellideagroup.com/covid-clarities-on-growth/): What’s On My Mind Remember to sign up for GrowBIG Accelerator here to get November’s content at no charge. You need to do it by 10/28. ​Here are the specifics of what you’ll get in November! ​Week 1: I’ll give a GrowBIG Burst Masterclass Training on creating demand in a virtual world so you can thrive now and in the future. Week 2: I’ll lead an Open Q&A to answer any question you have so you can implement your BD efforts flawlessly. Week 3: Our Expert-driven Deep Dive will be me interviewing Pat Quinn. Pat is the #1 personal communications coach at Advance Your Reach who is the secret weapon for the speaking teams […]
- [Data on Marketing in a Downturn](https://bunnellideagroup.com/data-on-marketing-in-a-downturn/): ​ What’s On My Mind There’s a lot of buzz around GrowBIG Accelerator. Have you checked out the short video at that link yet? Don’t miss the deadline! ​ What We Just Created Super interesting data on marketing in a downturn. (OK, we didn’t create this but it seems like could have!) McGraw Hill Research studied 600+ organizations in a recession. ​ Those that advertised heavily in the downturn grew 275% more after the recovery than those that didn’t advertise. 275%!! ​In the service-based world we all live in, business development is advertising. ​Checking in with an Asset is like a marketing impression. Offering […]
- [A NEW way to grow your relationships, book of business and career](https://bunnellideagroup.com/a-new-way-to-grow-your-relationships-book-of-business-and-career/): ​ What’s On My Mind Excitement! And lots of it! ​ ​We’ve got a new way to help you grow your relationships, your book of business and your career. Our newest offering: GrowBIG Accelerator. This is going to be the most important work I’ve ever done. Hands down. Click the link above to learn more and pay attention to the deadline. If you sign up before the deadline, you’ll get all of the November content for free. ​ What We Just Created Just launched the first of two Season One recaps of our video podcast Real Relationships Real Revenue. Interviewing Kelley O’Hara, James […]
- [GrowBIG Playbook: How to Win Business, Virtually](https://bunnellideagroup.com/growbig-playbook-how-to-win-business-virtually/): New branding! This Friday newsletter is now your GrowBIG Playbook.   What’s On My Mind I’ll be focusing on fostering relationships in a virtual world over the next few weeks. ​Lots of value coming your way, starting with… ​ What We Just Created You asked for help learning business development techniques that’ll work in our new virtual world. Here it is! We partnered with the #1 expert-driven marketing technology, Passle. From sharing fancy drinks at the coolest secret bar in London to creating amazing content, we’ve done a lot together. ​​Sign up here to get a three part series we created together on creating demand in a virtual […]
- [GrowBIG Playbook: The #1 mistake I see BD leaders making right now...and what to do about it!](https://bunnellideagroup.com/growbig-playbook-the-1-mistake-i-see-bd-leaders-making-right-now-and-what-to-do-about-it/): This week, I cover the #1 mistake I see business development leaders making right now as we move to a new phase in the pandemic. And, I share a simple, four-step process to overcome and improve your results. The next few weeks will be critical for so many of you! ​WATCH NOW to seize the moment. Here are the resources I mentioned: 15-seconds: Click this link to subscribe to our new video podcast. ​ 3-minutes: Click this link to watch Mike Duffy describe Project Bear Hug. He starts that part at about 12:40. Brilliant idea, perfect execution! ​Have a great week, friends. Be the light. The […]
- [How to Keep Going When it is Hard to Keep Going](https://bunnellideagroup.com/how-to-keep-going-when-it-is-hard-to-keep-going/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [Powering through the Pandemic - Season 2, Episode 4: Momentum](https://bunnellideagroup.com/powering-through-the-pandemic-season-2-episode-4-momentum/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [Powering through the Pandemic - Season 2, Episode 3: Measurement](https://bunnellideagroup.com/powering-through-the-pandemic-season-2-episode-3-measurement/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [Powering through the Pandemic - Season 2, Episode 2: Movement](https://bunnellideagroup.com/powering-through-the-pandemic-season-2-episode-2-movement/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [Powering through the Pandemic - Season 2, Episode 1: Mindset](https://bunnellideagroup.com/powering-through-the-pandemic-season-2-episode-1-mindset/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [What To Do When It's Hard To Be In Person With Your Clients](https://bunnellideagroup.com/hard-in-person-with-clients/): I’m so excited to be sharing this video! It will help you help your clients succeed in the wake of the coronavirus crisis. In this video, I interview Craig Budner, the Global Strategic Growth Partner at K&L Gates, and as we both discuss how to deepen relationships and create opportunities during these tough times.
- [How to Say 'No' Nicely](https://bunnellideagroup.com/say-no-nicely/): I’m so excited to be sharing this video! It will help you help your clients succeed in the wake of the coronavirus crisis. In this video, I interview Craig Budner, the Global Strategic Growth Partner at K&L Gates, and as we both discuss how to deepen relationships and create opportunities during these tough times.
- [An Interview With Mike Duffy](https://bunnellideagroup.com/interview-mike-duffy/): I’m so excited to be sharing this video! It will help you help your clients succeed in the wake of the coronavirus crisis. In this video, I interview Craig Budner, the Global Strategic Growth Partner at K&L Gates, and as we both discuss how to deepen relationships and create opportunities during these tough times.
- [An Interview With Craig Budner](https://bunnellideagroup.com/interview-craig-budner/): I’m so excited to be sharing this video! It will help you help your clients succeed in the wake of the coronavirus crisis. In this video, I interview Craig Budner, the Global Strategic Growth Partner at K&L Gates, and as we both discuss how to deepen relationships and create opportunities during these tough times.
- [Powering Through the Pandemic Part 4 of 4 - Connecting in a Virtual World](https://bunnellideagroup.com/power-through-pandemic-4-virtual/): Here we are. The last video of our special series on what you can do to keep pushing your business development and developing client relationships during the pandemic. We've covered mindsets, strategies, and accountability. The last thing I want to discuss is how we connect with people, how we build bridges with them, when all we can do with them is either a call, a text, an email, or a video chat. For this video, I want to give you three practical ways for you to stay connected virtually and pushing your strategies forward.
- [Powering Through the Pandemic Part 3 of 4 - Accountability](https://bunnellideagroup.com/power-through-pandemic-3-accountability/): Continuing on in our special series, this is the third our series of videos focused on helping you focus on business development during the pandemic. We've covered mindsets and strategies; I now want to discuss accountability. This is so important to implementing parts one and two. If you aren't holding yourself accountable, what is holding you to the strategies and mindsets you develop? In this video, I'm going to give you a couple of simple ways to hold yourself accountable and keep yourself to those strategies you've set out.
- [Powering Through the Pandemic Part 2 of 4 - Strategies](https://bunnellideagroup.com/power-through-pandemic-2-strategy/): Here we are in the second part of our four-part series about how to do business development during the pandemic. Today, I want to talk about a MASSIVE topic - strategies. These power our businesses and our actions, making sure that we stay on track and make steady progress. I'm going to give you three things that you can do to think through the strategy of your big projects over the next few weeks.
- [Powering Through the Pandemic - Thinking About Mindset](https://bunnellideagroup.com/power-through-pandemic-thinking-mindset/): What a crazy week! We've all seen and heard news of COVID-19 developing both within the US and around the world. But a very big, very important, and even very scary question that comes up now as we socially distance ourselves and work remotely is, "How am I going to continue to serve my clients and develop a relationship with them?" So, in this four-part special series, I'm going to share some important tips to help you power through the pandemic, beginning with thinking about our mindsets.
- [The Perfect Email Exchange With New Relationships](https://bunnellideagroup.com/perfect-email-new-relationships/): As we've covered before, email means everything in our business relationships and communication. Because of this, we have to place extra emphasis on how we conduct our relationships, particularly newer ones, over email. So in this video, I want to give you a tool to use to help create the perfect exchanges you need.
- [What You Should Do Next to Get Better at Developing New Business](https://bunnellideagroup.com/next-developing-new-business/): "What should I do next when it comes to business development? What should I focus on next?" These are such common questions that I hear all the time, and there is a really simple method for answering. In this video, I’m going to share my tips about how you can determine where you should be focusing your efforts and how you can act on it.
- [Two Team Types and How to Grow Each One](https://bunnellideagroup.com/two-team-types/): Our teams are some of the closest, and most essential, parts of the businesses that we work in. In this video, I want to take the time to think through how go about growing our teams by focusing in particular on two very common types.
- [The #1 Thing to Change About Your Emails](https://bunnellideagroup.com/change-emails/): Email is EVERYWHERE! No matter where you go in business, what you do, or where you are, email is something that is a huge part of business communication. And therefore, it is a huge part of business development. So in this video, I want to talk about the biggest mistake I see when people write emails, and talk about what you can do to combat it.
- [The Most Important Growth Mindset](https://bunnellideagroup.com/growth-mindset/): You'd think that such a major questions as, "What is the most important growth mindset", would have a pretty mundane, expected answer. I can, however, almost guarantee that the mindset I'm about to talk about is one of the last you would have expected. In this video, I'm going to share what I think is the most important growth mindset, as well as talk about how you can make it a part of your own business development and growth.
- [How Long it Takes to Build Growth Momentum](https://bunnellideagroup.com/long-takes-build-momentum/): How long does it take to build growth momentum? This is such a critical question, but we have to go about answering its different nuances. Where and how quickly does the momentum begin? When should you have it and what does it look like? In this video, I'm going to discuss the timing to reach that desired momentum from where it starts to where it needs to be to give you a timeline to track your own progress against.
- [Failing is Fantastic](https://bunnellideagroup.com/failing-fantastic/): Are you failing? This is a question targets important, and often forgotten or misunderstood aspect of business development. So many people fail to answer it for themselves or understand what the answer means. In this video, I'm going to share with you just how essential this question is and how failing is actually fantastic as a piece of your BD endeavors.
- [What to Do When You Don’t Get What You Want](https://bunnellideagroup.com/what-to-do-dont-get-what-want/): Sometimes, things just don't go as well as we plan. For whatever reason, a meeting didn't go well, we mess up an engagement with a client, we tried something new and it failed. But that happens! And in this video, I want to talk about how important it is to remind yourself that there is always another chance.
- [The Three Ways to Live Your Life (And Your BD Life)](https://bunnellideagroup.com/three-ways-live-life/): About a month or so ago, I went to a fantastic program led by Michael Hyatt that really impacted me. In it, he shared a model for how we live our lives, identifying three categories we can all fit into. In this video, I want to share this model with you, so that you can apply it not only to think about how you live your personal life, but to how you think about the way you live your professional BD life as well.  
- [How to Measure Important Initiatives (and Yourself)](https://bunnellideagroup.com/measure-initiatives-yourself/): I'm frequently asked how I get traction for something, so that I can get the support or funding I need to grow it over time. So, in this video, I'm going to share a four-part model that you can use to measure ANYTHING to be able to share it and gain all of the traction, support and fund you'll need for your growth.
- [The Most Important Thing to Look for in High Stakes Negotiation](https://bunnellideagroup.com/important-high-stakes-negotiation/): One of the most stressful things any of our clients ever talks about going through is negotiations. Finally talking through the questions of pricing and payment can be incredibly difficult, so, in this video, I am going to share an important tip to help you negotiate negotiation.
- [How to Make and Execute Business Development Plans](https://bunnellideagroup.com/make-execute-bd-plans/): Business development is all about momentum and execution. But for some people, maintaining this effectively can be a huge challenge or obstacle that prevents them from getting far. In this video, I am going to share with you the key elements of planning, how to do them well, and how to execute on your plan.
- [A Personal Story About Giving...and How it Applies to BD](https://bunnellideagroup.com/giving-bd/): Today, I want to talk about giving. Giving is really such a special part of how someone going about business development, not only because it establishes a connection, but because you have done something that really impacts them. I'm going to share with you today a really personal story about I time I gave something to someone else, something that really impacted them, and tie it in to how you can use it yourself as you go about BD.
- [The Right Mindset for Business Development - Part 2](https://bunnellideagroup.com/right-mindset-2/): In the last video, we talked about the importance of short bursts of activity to keep you focused and excited for business development, rather than focusing on the long-term goals. In this video, I want to share with you how you can go about actually doing this, through some of my own personal examples, and examples some of our clients have used.
- [The Right Mindset for Business Development - Part 1](https://bunnellideagroup.com/right-mindset/): Have you ever thought what kind of mindset you should have as you go into business development? How do you keep yourself on task, focused on building the clients and relationships in front of you, while looking beyond to be ready for the next opportunity? In this two part mini-series, we're going to discuss the best mindset to have as you engage in business development.
- [The #1 Indicator of Your Quality - Hint - It's Not What you Think](https://bunnellideagroup.com/indicator-quality/): Probably one of the most important considerations any business person can have centers on the indication of their quality to their customers. Whether or not you sell your services can be made or broken by this. So, in this video, we'll talk about the strongest indicator of your quality.
- [My Favorite Book of 2019 (So Far)](https://bunnellideagroup.com/favorite-book-2019/): This week, we're going to do something a little bit different than normal. I'm going to take a step back to share with you my favorite book for 2019 so far. You could say it is completely unrelated to business development, but it still has so many interesting implications about what we are doing and how we do it that I have to share it with you.
- [Practice to Be Successful at Business Development](https://bunnellideagroup.com/practice-business-development/): One of the biggest objections I often see is all about the dangers of practicing. For a lot of people, there is a real fear of sounding robotic and rehearsed when you step into a meeting or an engagement. So in this video, I'm going to share the reasoning behind why practice is the most essential thing you can do to improve in business development.
- [Three Phrases I Use to Stay Focused](https://bunnellideagroup.com/three-phrases-focused/): Focus. It's one of those all important necessities for doing almost anything. But how do you keep it? In this video, I'm going to share with you three phrases you can use to not only maintain focus on what you are doing in the moment, but also to focus on what you will be doing in the future to achieve your goals.
- [The #1 Thing to Start a New Habit](https://bunnellideagroup.com/start-new-habit/): Building good habits is a set of common buzzwords in this day and age. Whether it's building better sleep habits, healthier eating habits, or better work habits, how we build and use habits is an important part of our daily lives. Which, of course, means it's an important part of business development. So in this video, I'm going to share with you the most important thing in building new habits.
- [Great BD Leadership Part 4 - Control](https://bunnellideagroup.com/great-bd-leadership-control/): In any business, it can be easy to center your goals on things that are somewhat in your control, but also by things that you can't control. Things like growth goals or quotas can be met or missed, even if you were doing everything you could, simply because they weren't in your control. In this video, I'm going to share with you some tips I've seen great BD leaders use to focus on only the things they CAN control, and avoiding what they can't.
- [Great BD Leadership Part 3 - Engagement](https://bunnellideagroup.com/great-bd-leadership-engagement/): It can be so easy to become hands-off when working on a project, becoming distant or delegating work to others as you begin to look to the next thing. In this video, continuing our series on what great BD leaders do, we're going to look really hard at staying engaged with clients. And, if you stick around to the end of the video, I'll share with you an inspirational story about how you can put this tip into action.
- [Great BD Leadership Part 2 - Simplicity](https://bunnellideagroup.com/great-bd-leadership-simplicity/): One of the most surprising abilities that great BD leaders have is the ability to take the most complex parts of their high-end, professional services offerings, and simplify them to communicate their value the best to their clients. In this second video discussing the things that great BD leaders do, I'm going to share with you how you can implement this yourself, and share a metric I use to help myself keep on top of this.
- [Great BD Leadership Part 1 - Focus](https://bunnellideagroup.com/great-bd-leadership-focus/): Have you ever wondered what great leaders do when it comes to business development? Starting this week, I'm going to be sharing their secrets in driving BD in a four part series to help you become a great BD leader. For this episode, I'm going to be talking about the importance of maintaining focus throughout the process, so you can understand how you're doing, where you're going, and what are the most important opportunities to pursue.
- [EXACTLY How Many Hours it Takes to Write a Book](https://bunnellideagroup.com/hours-write-book/): Last week, we talked about the importance of doing deep work and the ways that you can go about doing more of it. As a followup to that, I wanted to share with you the amount of time that I spent involved in some deep work of my own, writing and publishing my book, as some inspiration about the amount of time to invest in doing the things that are the most important.
- [The Importance of Deep Work (And How to Do More of It)](https://bunnellideagroup.com/importance-deep-work/): Deep work describes the essential, incredibly important tasks and objectives that we set ourselves so that we can be our most productive and achieve our goals. But, they can also be difficult to set aside the time and energy that they deserve. In this video, I am going to share with you my four tips to help focus and get the deep work done, helping you to accomplish the most meaningful tasks when you need them.
- [How to Interact with CEOs and Other VIPs](https://bunnellideagroup.com/interact-ceos-vips/): As you work through your business development efforts, you are eventually going to come face to face with the C-Suite executives and VIPs. This can be a really daunting process, particularly as you are trying to put your company out there to grow. In this video, however, I'm going to share with you some tips to not only deal with that pressure, but to really ace each and every one of these interactions.
- [How to Win a Meeting in the First 5 Minutes](https://bunnellideagroup.com/win-meeting-first-five/): Meetings with clients are essential. A client or prospect meeting can make or break your opportunities of working with them, so it's so key that your first impressions start you off strong. That's why, in this video, I'm going to share with you my tips on how to win a client meeting in those first five minutes.
- [The Four Levels of Business Development Expertise](https://bunnellideagroup.com/four-levels-business-development/): In our last video, we discussed the importance not only of developing your personal craft and expertise that you sell to your clients, but taking the time to develop your business development skills into a secondary craft and mastery. In this video, I'm going to share with you a four step process that will help you go about growing and developing your business development expertise that I have never shared before.
- [How to Incorporate Business Development Expertise Into Your Career Plans](https://bunnellideagroup.com/incorporate-expertise-career/): A lot of the traditional career path for most people involved developing their expertise in their specific craft, maximizing the knowledge and time that they put into it, and leaving their business development skills a little behind. Nowadays, however, the mastery not only of your specific craft is important, but a mastery over the craft of BD is important too. In this video, I'll share with you how you should go about positioning yourself to maximize your abilities to improve in both areas.
- [The Simplest Thing I've Found to Deepen Relationships](https://bunnellideagroup.com/simplest-deepen-relationships/): Relationships are everything in business. Relationships with clients, suppliers, even your coworkers define everything in your day-to-day business world. Because of that, building and deepening relationships quickly is an important skill that has to be learned. In this video, I am going to share with you a simple tip to quickly develop and deepen relationships, as well as how to keep it top of mind.
- [A Small Business Development Tip With a Big ROI](https://bunnellideagroup.com/tip-roi/): BD can be a time-consuming process. And sometimes, you can put in a lot more effort than you'll actually get out of what you are doing. Because of that, I often get asked about the biggest tip that I can give that will produce the biggest return on investment. And in this video, I am going to share that tip with you, and how you can use it to make a big impact for your business.
- [How to Develop Business When You're Really Busy](https://bunnellideagroup.com/develop-business-busy/): We get busy. It happens all the time. We start working a massive number of hours each week, trying to juggle everything to keep moving forward and finally reach the finish line. And in the middle of all of that, we need to be doing business development. It sounds like a major dilemma, but it doesn't have to be. In this video, I share the secrets to help you keep BD moving forward, even at your busiest.
- [How to Make a Request Over Email](https://bunnellideagroup.com/make-request-email/): Email is one of the most important methods of communication available to us today. And making requests is one of the most difficult things to do over an email. But today, I am going to share with you the things that you should avoid and the things that you should do, so that this essential tool of BD is available for you to use easily, effectively, and confidently.
- [The Best Questions for Your BD](https://bunnellideagroup.com/best-questions/): Going at business development alone can be a daunting task. Not only does it take a lot of time, but sometimes, it's hard to know if you are doing it the best that you possibly can. So in this video, I'll be sharing with all of you a specific resource that can help you ask the right questions to help your BD, as well as the number one secret I have seen being used by successful people in BD.
- [Keeping Your BD in Shape](https://bunnellideagroup.com/keeping-bd-shape/): Whenever I speak about business development, I have often thought about the best metaphor to help BD beginners understand what this whole BD thing is about. I finally settled on one that I think is best, with great, real-world comparisons that a lot of people easily understand. And today, in this video, I'm going to share this number one metaphor I have found with you, and the measurements I use to track both the metaphorical and the real version of BD.
- [Changing Expectations](https://bunnellideagroup.com/changing-expectations/): Business development can be a difficult endeavor. Often, a lot of things don't work out the way that we expect them to. But dealing with those differing expectations, and changing your own, is an essential part of being happier with the work that you're doing. In this video, I'll share with you the key things that you should consider when changing your expectations around business development.
- [My Annual Review](https://bunnellideagroup.com/annual-review/): In this video, I'm doing something that I have never done before. I am going to be sharing with you the yearly review that I do for myself, and typically share only with my close friends and family. I'll be sharing my thoughts on 2018, as well as how I go about measuring myself. I hope you enjoy.
- [Case Study Interview With Bonneau Ansley](https://bunnellideagroup.com/bonneau-ansley/): In this 30-minute Video Case Study, Mo Bunnell interviews Bonneau Ansley, who used The Snowball System to become one of the top 10 real estate agents in the country out of over 1,300,000 registered agents of the National Association of Realtors. Bonneau details what he’s done to be so successful, so fast.
- [What Everyone Leaves Out of Prospect Meetings, But Shouldn't](https://bunnellideagroup.com/prospect-meetings/): There's one thing, just one, that I see nearly everyone leave out of initial meetings: humor. Interestingly enough, research shows it strongly correlates to success. This video describes it and how to add it back in.  
- [Interview With Shawn Blanc](https://bunnellideagroup.com/interview-shawn-blanc/): Have a question that you’d like answered? Drop us a line!
- [Don't Be Afraid to Upgrade Your Personal Brand](https://bunnellideagroup.com/upgrade-personal-brand/): Many of my clients tell me they want to improve their brand but they're scared to leave what they're known for now behind. In this video, I'll show you how to rethink the problem and how to move forward.
- [The Business Builders Show With Marty Wolff](https://bunnellideagroup.com/the-business-builders-show-with-marty-wolff/): Continuing with my theme of sharing some of my recent podcast shows, I have something really special for you this week. Recently, I had the great fortune to be able to speak on C-Suite Radio show, The Business Builders Show, hosted by Marty Wolff. Marty is a highly respected executive coach and business consultant who has, over the past five years, read hundreds of business books and interviewed hundreds of guests. I’m proud to have joined that number of individuals, particularly for a radio show focused on something that means so much to me. Helping others to become informed, inspired, and educated […]
- [So Money Podcast with Farnoosh Torabi](https://bunnellideagroup.com/so-money-podcast-with-farnoosh-torabi/): Recently I’ve been invited to participate in a number of podcasts, a format that is becoming more and more popular every day. The experience has been fantastic. Through it, I’ve met a number of amazing radio hosts and podcasters. I’ve really enjoyed being a part of their programs. I’ll be sharing links to each of them weekly over the next few months. I believe that all of you will find value in them, and maybe you’ll discover some of your favorite podcasters along the way! This week, I’m sharing my podcast with ‘So Money’ host Farnoosh Torabi. She is an award […]
- [What 30-year BD Vets Could Learn From a College Student](https://bunnellideagroup.com/learning-from-college-student/): Cold calling is one of the most difficult business development techniques to learn and to implement well. You only have a brief moment to engage your audience and convince them that you are worth their time. In this video, I am going to share the method that a college student used to make his cold calling much more effective.
- [Speeding Up Opportunities (2 of 3)](https://bunnellideagroup.com/speeding-up-opportunities-2-of-3/): What’s On My Mind The 2nd in a 3 part series on speed! ​Last week we talked about Make It Simple. ​(Check it out HERE if you missed it.) ​Our second lesson… Make The Ask. ​Last week was about design. Figuring out what the next step is. ​This week is about actually asking for it. ​Most professionals know their solutions well. They know what usually happens next. Then sadly, they project that assumed knowledge on the client, thinking they know too. ​They don’t. ​You’ve spent decades learning your craft. ​Your client hasn’t. You’ve spent hours preparing for this meeting. ​Your client hasn’t. ​You’ve seen every permutation of what […]
- [Speeding Up Opportunities (1 of 3)](https://bunnellideagroup.com/speeding-up-opportunities-1-of-3/): What’s On My Mind Time for speed! There’s one thing that all professionals hate. ​The buying process goes too slow. ​You know the questions your boss asks–when are we going to get started? When will this close? ​Pick a date. No matter what, it always seems like it takes twice as long. ​How do you speed things up? I’ll cover three ways in this series. This is especially powerful for private market opportunities and when things have to be put out to bid, to get them started by shaping the agenda at the client. Lesson One: Make It Simple. ​It’s amazing how […]
- [Getting To Yes (3 of 3)](https://bunnellideagroup.com/getting-to-yes-3-of-3/): What’s On My Mind This is the final email in a three-part series on getting to the yes. ​OK, let’s say a client is interested in hiring you, and you’ve gotten over the first hurdle of them asking themselves… Do I want to focus on this work? (If you want to learn more about this, check out the article HERE.) ​The next hurdle to get over is them asking themselves… Do I want to focus on this work now? ​(Link to that one HERE.) Here’s the final hurdle they’re thinking through… Do I want to focus on this work now with you and your team? […]
- [Getting To Yes (2 of 3)](https://bunnellideagroup.com/getting-to-yes-2-of-3/): ​ What’s On My Mind The second in a three-part series on getting to yes. ​OK, let’s say a client is interested in hiring you and you’ve gotten over the first hurdle of them asking themselves… Do I want to do focus on this work? ​(See last week’s article for more on solving this issue.) ​Here’s the next question they’re asking themselves… ​Do I want to do focus on this work now? ​Different question, different issue. ​Prioritizing the work isn’t enough. ​To get a Yes, it needs to be prioritized now. What underlying issues might cause them to defer? ​Answers below! ​ What […]
- [Getting To Yes (1 of 3)](https://bunnellideagroup.com/getting-to-yes-1-of-3/): ​ What’s On My Mind This the first in a three-part series on getting to yes. ​Let’s say a client is at least mildly interested in hiring you. ​This is the first of three hurdles you need to overcome. ​I guarantee this is what they’re thinking… Do I want to focus on this work? ​They might have a need. ​You might have the solution. But that doesn’t mean it’s a higher priority than other things they could do. ​There are four things to consider to get past this hurdle. ​I’ll share them below! ​ What We Just Created I’m SUPER excited […]
- [Relationship Advice From CEOs](https://bunnellideagroup.com/relationship-advice-from-ceos/): ​ What’s On My Mind I feel fortunate I’ve gotten to work with some amazing CEOs. Five Star Insight Alert! ​One of my favorite people I’ve ever worked with is Jonathan Reckford, CEO of Habitat for Humanity International. He’s strategic. He’s giving. ​He’s humble. ​Jonathan has it all. ​And great news for our community–he shared his approaches with us on the Real Relationships Real Revenue show! ​Click HERE for Jonathan’s approach on thinking BIG internally. ​Click HERE for Jonathan’s approach on thinking BIG with external partners. ​Click HERE for Jonathan’s favorite GrowBIG approach. (So good!!) ​Click HERE for an inspirational relationship-building story Jonathan tells with passion. ​And finally, click HERE for […]
- [Don't Write A BD Email This Way](https://bunnellideagroup.com/dont-write-a-bd-email-this-way/): What’s On My Mind Fun conversation this week! He stopped me mid-sentence and said… ​Wait. ​Did you just say, “don’t give them a reason not to respond?” ​I guess I did. ​That’s brilliant! ​You’re probably wondering–what were we talking about? ​First, let me give you some background; then, we can dive into the learning. ​I was leading a GrowBIG Training this week, and at that moment, we were covering how to follow up right after a big meeting where we met someone important for the first time. ​Early-stage relationships are important to focus on, especially when you really want the relationship to stick. […]
- [What To Do Next (2 of 2)](https://bunnellideagroup.com/what-to-do-next-2-2/): What’s On My Mind The sciency fun from last week continues! ​We talked about Limiting Factors last week. ​Check it out HERE in case you missed it. ​Short summary: all complicated processes have Limiting Factors, and if you solve for that one thing, your entire process will speed up. ​For us, think of Limiting Factors as BD bottlenecks. ​Here are the major BD bottlenecks and how to solve for them: Not enough awareness about the problems you solve–not enough people know your organization or what you do.​ ​ Solution: ​ Create helpful digital and in-person content and get it into the world. ​ What […]
- [What To Do Next (1 of 2)](https://bunnellideagroup.com/what-to-do-next-2/): What’s On My Mind Getting sciency again! ​I’ve been thinking a lot about Limiting Factors lately. ​Here’s the broader definition on Wikipedia. ​Limiting factors pop up in all kinds of science from engineering to ecology, business processes to biomechanics. ​The basic idea: ​There’s usually one “by far” slowest thing in a complicated process. ​That one thing becomes the bottleneck. ​Great news. ​Invest in solving that one thing, and you’ll get outsized results. ​More great news for us. ​Business Development is a complicated process. ​So there’s usually one “by far” slowest thing–that’s your Limiting Factor. ​Solve for your Limiting Factor, and your revenue and client impact […]
- [What To Do When You're Stuck](https://bunnellideagroup.com/what-to-do-when-youre-stuck-2/): What’s On My Mind Listicle alert! ​We all get stuck. Maybe it’s a bad night’s sleep. Things don’t seem to be going well. Or you got fired, your dog is sick, and your truck broke down. ​Sorry, that sounded like a country music song. ​Seriously though, stuff happens. To all of us. We can get in a rut. (The science is called Psychological Momentum and it’s real.) ​So what do you do? ​Two things. ​First, flip the script: quit thinking about yourself. Think about others. ​Selfishness can get us stuck. ​Other-ish gets us going. ​Second, after you change your mindset… ​Act. Small actions […]
- [What To Do When You're Really Busy](https://bunnellideagroup.com/what-to-do-when-youre-really-busy/): What’s On My Mind Super practical this week! (This article ties nicely with the piece I wrote a few weeks ago called Should You Be Busy Or Available? Check it out HERE.) ​It’s too easy to say you can’t invest in relationships when you’re busy. ​Here’s what I’m hearing in the market right now: I’ve been slammed with client work. I can’t reach out. ​ I started ___ outreach but I couldn’t finish. ​ I have to do more on my own because we’re short-staffed. ​Some of this is true, but thinking you can’t “do” BD is a cop-out. Enter: this week’s article to […]
- [How To Build Trust, Broadly Across Organizations](https://bunnellideagroup.com/how-to-build-trust-broadly-across-organizations/): What’s On My Mind Here’s the fourth in our four-part series on trust…a great series to work through with your entire team. ​In the last three 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, HERE and HERE to revisit the earlier articles. This is a great series to read in order, both individually and with your teams. Today, we’ll go deeper into the last question of trust building: building trust across organizations. ​This is where the client or strategic partner asks… Do I trust your […]
- [How To Build Trust, Broadly Across Teams](https://bunnellideagroup.com/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 and second articles. ​I gave lots of questions and practical examples to help you and your teams succeed. ​Today, we’ll go deeper into the second question focusing on building trust across teams. ​This is where the client or strategic partner asks Do I trust your team?​ There are several […]
- [How To Build Trust, Personally](https://bunnellideagroup.com/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 you can take to build trust at each level. Click HERE to revisit those. ​Today, we’ll go deeper on the first question focusing on building personal trust. ​This is where the client or strategic partner is asking Do I trust you? ​From the client’s perspective, there are four perspectives […]
- [The Three Areas To Build Trust With Clients](https://bunnellideagroup.com/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 that way until Glen shared it with me in our power-packed interview HERE. ​(It’s worth checking out.) ​Many people view the world as a zero-sum game—like there’s a fixed amount of everything. ​The more you have, the less I have. ​I like to focus on making the […]
- [Fantastic Phrases: Practical Words That Work](https://bunnellideagroup.com/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…? I call this a family of phrases because Would it be helpful if…? is so powerful and flexible. ​Would it be helpful if…? has a high likelihood of getting a yes. It’s much more likely to get a yes than saying Do you want us to…? ​You can use […]
- [Should You Be Busy Or Available?](https://bunnellideagroup.com/should-you-be-busy-or-available/): What’s On My Mind Just got this question this week, and it’s a good one. ​Wow, what a busy week. ​We’re sure in high demand. We had dozens of sessions going on, and I personally had three days of training from around 8 am till midnight my time. ​Europe in the morning, Americas in the afternoon, AsiaPac at night. ​It was honestly a bit too much, but I enjoyed the impact we had on all the engaged participants. And, I met some amazing people from all over the world. ​One of my favorite people all week, Anita from Australia, asked a […]
- [Designing Great In Person Events, Post COVID Style](https://bunnellideagroup.com/designing-great-in-person-events-post-covid-style/): What’s On My Mind I’ve just experienced perfect execution. ​I’ve been at a client conference all week, the first one this important client has had in 2+ years. ​It was FANTASTIC. ​Our team had high expectations. Their team had high expectations. And we blew them all away. ​We had 300+ top business developers and all-star client managers in one room in Orlando. ​Here’s the event. I’m the speck on stage. ​Most big events have similar agendas: leadership kick offs, a keynote from an outsider, technical offering updates and connecting time. ​But, how this organization handled them was truly unique. ​We not […]
- [How To Know...How Bad You Want It](https://bunnellideagroup.com/how-to-know-how-bad-you-want-it/): What’s On My Mind A simple test of desire. ​Was I the last person on earth to watch Free Solo? It’s the documentary of famous rock climber Alex Honnold and his pursuit of climbing Yosemite’s El Capitan … without any safety equipment. ​I’ve been to Yosemite. ​I’ve stared up at El Capitan, almost falling over with vertigo. ​And that’s with both feet on the ground. ​Here’s a photo I took there with the family in 2010. ​ Imagine climbing up this without safety equipment! ​The movie was inspirational for sure. We can accomplish much more than we think we can. I like movies like that. […]
- [What To Do When You're Stuck](https://bunnellideagroup.com/what-to-do-when-youre-stuck/): What’s On My Mind Today’s content applies to just about everything in life! ​I can get stuck. ​Stuck about how to be helpful to someone. Stuck about how to approach a problem. ​Stuck about what I should write about in today’s newsletter. ​Getting stuck happens a lot to all of us. ​With the biggest priorities. ​And the smallest tasks. So what can you do? ​What works every time? ​Start small. (Teaming Alert: Tell your colleagues now that your production might double next week after reading this!) Lots of researchers have documented something called Psychological Momentum, but my favorites are Drs. Seppo Iso-Ahola […]
- [Advanced Technique: A Simple Calendar Hack To Thrive In COVID Times](https://bunnellideagroup.com/advanced-technique-a-simple-calendar-hack-to-thrive-in-covid-times/): What’s On My Mind Taking things up a notch from last week. Got a lot of good feedback on last week’s MDD article! ​The bottom line: in this back-to-back Zoom world, we need to schedule “get work done” time in our calendars. ​I’ve learned this isn’t random. There’s a process that works, and I outlined it last week HERE. ​So what do you do once you have this licked? ​If you want to become even more strategic? ​Plan time for your priorities. I find it’s best to plan priorities in Annual and Quarterly timeframes. ​Annually, I pop up a few levels to […]
- [A Simple Calendar Hack To Thrive In COVID Times](https://bunnellideagroup.com/dont-ask-for-the-business-2-2-2-2-2-2-2-2-2-2-2-3-2-2-2-2-2-2-2-2-2-2-2-2-2/): What’s On My Mind A little planning goes a long way. ​The other day, I had a major a-ha moment talking to my friend and fellow author/trainer Cyril Peupion.​ I had always been hung up on the idea of a Perfect Week. Some people call it an Ideal Week. ​Roughly, it’s a plan for every hour of every day mapped out so you can work the way you want. ​I’m sure this can work for some people. But for me… How the heck can I plan for a perfect week? ​Every week is so different for me. ​Travel. Leading sessions and meetings […]
- [How Hard Should You Try?](https://bunnellideagroup.com/dont-ask-for-the-business-2-2-2-2-2-2-2-2-2-2-2-3-2-2-2-2-2-2-2-2-2-2-2-2/): 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 relationship building like…​ Staying in touch when you’re busy.​ Or persistently reaching out, offering value as a helpful resource. Determining your level of effort can be super confusing. ​How much effort should something take? ​When do you stop? ​How much is enough? Here’s your answer. One […]
- [How BD Tasks Can Make You Happy](https://bunnellideagroup.com/how-bd-tasks-can-make-you-happy/): What’s On My Mind I’ve been thinking a lot about happiness lately. ​I’ve gotten dozens of notes the last few weeks about how GrowBIG Training has changed people‘s lives. ​Notes from people that took the training a decade ago. ​Notes from people we worked with the day before. ​Here’s one I got today: ​That was probably one of the best trainings I have ever been in. Can’t wait to put this stuff into action. ​Psyched! ​I’ve gotten short notes like that one. ​And other notes that have been long, detailing how the training has impacted their career and families over years. ​These notes […]
- [Learn From One Of The Top Business Developers In The World](https://bunnellideagroup.com/learn-from-one-of-the-top-business-developers-in-the-world/): What’s On My Mind Fun stuff this week! ​I’m having a ball with Season 3 of Real Relationships Real Revenue. ​I’m interviewing my favorite rainmakers we’ve ever worked with, out of over 20,000! ​The best of the best. And this week’s episodes were so fun. ​My guest was Bill Ruprecht, former global CEO of the art auction house Sotheby’s. ​Sotheby’s auction business is extremely interesting–their business getters call on the wealthiest people in the world to consign the most unique objects in the world. ​I’ve seen them take amazing art to market. ​Here’s a photo of me in front of a Giacometti statue I watched […]
- [Your #1 Metric To Track In 2022](https://bunnellideagroup.com/your-1-metric-to-track-in-2022/): What’s On My Mind Here’s the #1 metric I want you to focus on in 2022. ​My friend Ron Friedman has a cool saying… ​Our brains love numbers. ​Think about how much focus people put into… ​Their age. ​The number of likes they get on a post. ​What their raise or work ratings were last year. Yes, we focus on numbers. ​Especially when they quantify something about us. ​We can tap into that and leverage it. ​We can create metrics that motivate. ​Here’s my #1 metric that can help people get better at BD. My recovering actuarial brain came up with it about […]
- [How To Grow In Omicron](https://bunnellideagroup.com/how-to-grow-in-omicron/): What’s On My Mind Whew! ​Omicron hit fast. ​Maybe it was the spike in cases and news coverage. ​Maybe it was the impact on travel. ​Maybe it was everyone’s “I know lots of people who have it” stories. ​But one thing is for sure with business development… ​This wave impacted people’s mindsets. ​There will still be some holdouts… ​”We’ll be able to travel again soon.” ​”I’ll be able to go to the ___ conference again this spring.” ​”Our team will be getting together for the ___ meeting and I’ll finally be able to connect with my colleagues that bring me into […]
- [Your #1 Skill To Implement In 2022](https://bunnellideagroup.com/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? ​The resistance? ​Mo, I shouldn’t ask for help! I’m the expert! I should serve! ​That’s the wrong way to think about it. ​I see it every day. ​The experts that ask for help outperform those that don’t. ​Three reasons asking for help helps you: You’ll add […]
- [Slow And Steady Does NOT Win The Race](https://bunnellideagroup.com/slow-and-steady-does-not-win-the-race/): What’s On My Mind More on how we can all succeed in 2022! ​Slow and steady wins the race. ​That saying has always bugged me, but I couldn’t figure out why. ​Until recently. Real advances come from a combination of things. ​They are BIG ideas, implemented well. ​They are also times of steady and continuous improvement. It takes both. ​I think Apple’s iPhone upgrade cycles provide a great example. ​Some years have boring, under the hood improvements. ​(But when you make 100s of these, they really add up!) ​Other years have big, bold advancements. (Risky and worth it!) ​So how does […]
- [De-Risk Your 2022](https://bunnellideagroup.com/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 is that important? ​BD is a project—one that never ends. ​If you do it right, you’re always trying new things, ever-improving. While trying new things will bring you monstrous leaps forward, it will also mean failures. ​Risk. ​De-risking is a process that gives you the best […]
- [Do This Instead Of "Closing"](https://bunnellideagroup.com/do-this-instead-of-closing/): What’s On My Mind I generally hate the idea of closing. “Closing” brings about bad feelings to me. ​Images of rainy scenes promising Cadillac Eldorados and steak knives. ​Being disingenuous. ​Cheesy. But we all feel the need to close sometimes. ​It can hit you in many ways. ​I need this one to make my year. I need this one to make my goals. ​I need this one to get promoted. ​These feelings hit hard in early December with annual bonuses, payouts and promotions looming. There is a lot of pressure! ​There’s a better way to think about closing. Don’t think, “I need to […]
- [How To Give Thanks](https://bunnellideagroup.com/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 do. ​And damn, it happens every day. Every day goes by, and I get less done than I thought I would. In short sprints, my over-optimistic mind can actually bring me down. I’ve realized there’s a simple fix. ​When I help someone out or catch up with […]
- [Elon Musk + Negotiation](https://bunnellideagroup.com/elon-musk-negotiation/): What’s On My Mind People really liked last week’s article on mindset. (You can check it out here.) ​My message: our mindset holds us up all the time. ​It tells us to quit following up when we don’t get a response, even though it’s normal for people not to respond to everything. ​It tells us “they’ll call us when they need us,” even though we say to others, “out of sight out of mind.” ​It tells us we’re not worth what we charge. ​That’s the big one. More than anything else, I see mindset impact how people talk about money. ​If you’ve […]
- [Mindset Changes --> Changes In Results](https://bunnellideagroup.com/mindset-changes-changes-in-results/): What’s On My Mind I’ve been thinking a lot about mindset lately. ​I had an amazing week… ​I helped a great client feel confident charging what he’s worth. ​I talked to a senior partner through leading his team to greater heights. ​I worked with a senior account manager to feel great about continuing to add value with a prospect, even though she hadn’t gotten a response beforehand. ​Every one of them had success at the next turn. The common denominator to their success? ​Mindset. ​What is the most important mindset change I see? ​From falling in love with your product to […]
- [The Fastest Way To Breakthrough Results](https://bunnellideagroup.com/dont-ask-for-the-business-2-2-2-2-2-2-2-2-2-2-2-3/): What’s On My Mind Here’s the most important process to scale across an organization. ​I’m having a blast working with one of my favorite clients on something. ​It’s the most important process to scale across an organization. It creates immediate traction. It solves the riddle of cross-selling.​ It’s the shortest time to commercial success.​ And, clients love it! ​What in the world could this magical BD wonder be? Client planning. ​Most of our clients do it all wrong. ​Either… There is not enough client planning. ​Or… ​They are focusing on the past.​ You’ve been in the past-focused meetings. ​Everyone gets together. They […]
- [Partnership Power: A How-To Guide (+ A Major Announcement!)](https://bunnellideagroup.com/partnership-power-a-how-to-guide/): 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 implementation. ​Technology can pair nicely with training. What’s the win for you? ​Three big ones: Strategic Partnerships can add more value to your existing clients. ​ ​ By working together, you can find deeper ways to help the clients you already have. ​ (HERE is a short […]
- [My Personal Weekly Template And Process](https://bunnellideagroup.com/my-personal-weekly-template-and-process/): What’s On My Mind Getting personal this week. People really liked last week’s article on creating a system around gratitude and optimism. ​If you missed it, check it out here.​ ​A long-time reader replied to that email… ​“Awesome stuff as always. I’ve used Day One for a couple of years and I didn’t know it had templates, so I just made one! Do you have your MIT planning template in the GrowBIG Binder or The Snowball System? I’d love to see the basics. After a while, they all blend together for me!” -Lucas ​Great idea, and thanks Lucas! ​Here’s what I fill out each […]
- [1 Habit + 2 Things That Will Keep You Going, Even When It's Hard](https://bunnellideagroup.com/1-habit-2-things-that-will-keep-you-going-even-when-its-hard/): What’s On My Mind Hey, let’s get happier! I’ve been digging into research a lot the last few months. ​Going deeper than ever before. ​(We’re cooking up some amazing things, and you’ll hear about it before anyone else!) ​One research paper struck me. ​It has a strong connection to growth. ​Growth in our client relationships. ​Growth in our learnings. ​Growth in ourselves. ​The nut of the study? ​Happier people express gratitude and optimism. ​Those make sense, right? ​But, it’s how this should be done that was new to me. ​More below! ​ What’s We Just Created You probably noticed we launched Season 3 […]
- [7 Ways To Deepen Relationships In Less Than 5 Minutes](https://bunnellideagroup.com/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 is that? ​YOU CAN DOWNLOAD IT HERE. ​2021 High Impact Relationship Deepeners – FINAL.pdf​ ​So why did we create such a cool thing? ​This is going to be the download we’re giving away for folks that watch or listen to episodes of Season Three of our podcast, […]
- [How To Ask Follow Up Questions](https://bunnellideagroup.com/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 uniquely. ​The key to success: ​Asking questions that have the answerer provide their unique, personal perspective. ​Those answers are what social scientist call self-disclosing answers, and they’re powerful. ​Now, let’s go deeper on 2nd level questions–a follow up question after the person answers the original question. ​Follow […]
- [The Best Questions](https://bunnellideagroup.com/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, clients, and anyone else. But, I truly believe one kind of question is the best one. ​The follow-up question. ​Initial questions are important. ​They show you did your homework. They can display your expertise. ​If you ask initial questions, then the person responding can share their own unique […]
- [It's My Birthday! (Playing The Long Game)](https://bunnellideagroup.com/its-my-birthday-playing-the-long-game/): What’s On My Mind It’s my birthday today! (Good thing I write these a few days beforehand instead of getting up at 4 am, right?) ​I like birthdays. ​Birthdays are great times to pause and reflect. To be grateful. ​To connect with the people that matter most. ​To celebrate our annual progress. ​One thing I’m really grateful for this year is that, even from a really young age, it made sense to me to play the long game. I know my dad having a stroke a few weeks ago has made me grateful for so many deep relationships. ​(By the way, my dad […]
- [Rewiring Your Brain: A Secret Roadmap](https://bunnellideagroup.com/rewiring-your-brain-a-secret-roadmap/): What’s On My Mind Last week’s article about my dad’s stroke connected with more people than any other I’ve ever written. Click HERE to see it on LinkedIn, and let’s connect while you’re there. ​First, an update on my dad. ​He’s progressing. More mobility, better speech, and improved facial control. ​He’s doing the work to recover. ​Second, a thank you. ​I got hundreds of messages from this community. ​You’re thoughtful. You’re kind. ​I spent over a day responding to every single message. ​Reading and responding to your stories of caring for loved ones was inspirational. ​Reading your simple messages of hope, thoughts, and prayers helped […]
- [Getting Unstuck: A Foolproof Framework](https://bunnellideagroup.com/getting-unstuck-a-foolproof-framework/): What’s On My Mind Short viewpoint this week, and an important one. Here’s a simple way to get unstuck. ​Man, we have been busy at work lately. Tons of trainings. ​Global GrowBIG Training roll-outs. ​We’re doing some of the coolest work we’ve ever done. ​I love what we teach people. I love seeing how it makes a difference in their lives. ​Seeing the ‘aha moment’ when someone reframes ‘selling’ to proactively being helpful. ​Hearing someone I’ve never met tell me they ran every day for weeks listening to The Snowball System on audiobook, then sharing how much it helped him succeed. ​Listening to class participants share their […]
- [My Dad Had A Stroke](https://bunnellideagroup.com/my-dad-had-a-stroke/): What’s On My Mind I got the call from my mom Sunday. ​She had just dropped dad off at the Emergency Room. Droopy left cheek. Trouble chewing. Slurring words. ​Not good. An ambulance was rushing him to a larger hospital. ​I rushed too, packing a bag and driving the hour to meet my mom at her house. ​The rest of this week has been a blur. ​Good news moments. ​Bad news moments. ​A roller coaster of emotions. ​We got 2 short visitations a day with dad and all the waiting rooms were closed due to COVID, so mom and I spent […]
- [New Relationship Course! Our Most Complete, Complimentary Training Ever](https://bunnellideagroup.com/new-relationship-course-our-most-complete-complimentary-training-ever/): What’s On My Mind BOOM! ​We’ve been working all summer on something new. ​Something for you! ​We’ve got a new, 100% complimentary course. ​It’s our investment in your success. ​The topic? ​Relationships. ​And this course has the goods. Nine videos. Over two hours of new content. And handy worksheets to make implementation easy. ​You’ll learn:​ How to be (even more!) likeable so you can help the most people How to scale your outreach so you can make the most of your time How to meet and develop the right new relationships , so you don’t get “stuck” with only those you already […]
- [Old Science: And A New Perspective To Get You Clean Clear To Flag Town](https://bunnellideagroup.com/old-science-and-a-new-perspective-to-get-you-clean-clear-to-flag-town/): What’s On My Mind Sometimes the old stuff gives us new insights. ​I was reviewing our database of behavioral science, neuroscience and psychology studies this week. ​Something caught my eye. ​Nobel prize winning researcher Daniel Kahneman wrote a paper in 1979 that blew people’s minds. (Science: here.) ​Old thinking: Many people thought that Utility Theory ruled. That we do things in our own best interests. ​New thinking: Kahneman found we make a critical error in our decision making. He called it Prospect Theory. ​(By the way, the fact that we as a human race thought we made decisions in our best interest […]
- [Karim Nehdi Discusses Using The Herrmann Brain Dominance Instrument for Whole Brain Business Development](https://bunnellideagroup.com/karim-nehdi-discusses-using-the-herrmann-brain-dominance-instrument-for-whole-brain-business-development/): Karim Nehdi shows you how to read your prospect’s mind so you can tailor your service offer to exactly what they want. Show Notes 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 […]
- [Don't Ask For The Business!](https://bunnellideagroup.com/dont-ask-for-the-business/): What’s On My Mind Buckle up. I’m going to vent. This week I’m talking about one of my biggest pet peeves. And more importantly, what to do about it! ​This is one thing that really gets my hackles up. ​It’s when some gets in your face and says… ​YOU NEED TO ASK FOR THE BUSINESS IN EVERY CONVERSATION! ​Whoa. ​You don’t need to do that. ​In fact, I find it repulsive. ​Let’s say I meet someone for the first time. They are a VIP, someone who could buy a lot from us. ​My goal in that conversation? ​Find ways to be helpful. ​Finding […]
- [Accountability Partners: Running Towards Success](https://bunnellideagroup.com/accountability-partners-running-towards-success/): What’s On My Mind An amazing client and friend of mine once told me a compelling story. ​If you want to make sure you do something, get an Accountability Partner. Someone to learn alongside. ​Someone to share your goals with—and ask you if you did them. ​Someone to get in your grill if you don’t–and celebrate with you if you do. ​Accountability Partners accelerate results. ​Here’s the story he told me. ​Let’s say two people are at a conference staying at the same hotel. You both want to get up early and go for a run. ​Level One: Most people don’t have […]
- [The Olympics: Winning The Gold In Business Development](https://bunnellideagroup.com/the-olympics-winning-the-gold-in-business-development/): What’s On My Mind I got to lead a great GrowBIG Training with an amazing group of top tier actuaries this week. ​​I know, as a former actuary, I’m biased.​ ​We were talking about the perfect metaphor for how to design client meetings. ​Something we can have in mind that’ll connect with everyone, all the the decision makers. ​The answer? ​The Olympics TV broadcast. ​I don’t think there’s any other TV event that appeals to more people. ​Sure, it’s worldwide. ​But think of the design. ​The Olympics TV broadcast does an amazing job of hitting all four ways of thinking as defined by the […]
- [Our Biggest Barrier: And What To Do About It](https://bunnellideagroup.com/our-biggest-barrier-and-what-to-do-about-it/): What’s On My Mind I stumbled across some new research today — and it’s compelling. Did you know we humans are exceptionally good at overestimating our abilities for skills we use often. Science here.​ I had seen research about our inflated self-assessments for things like driving, where most people give themselves an assessment of 7 out of 10! But I didn’t realize how broad the problem was. In the study above, they tested people’s self-assessments in their abilities at things like humor, grammar, and even logic.​ Sadly, most were completely unaware of their own abilities, even if they were really bad at the skill. […]
- [Meaningful Momentum: Deep Work](https://bunnellideagroup.com/meaningful-momentum-deep-work/): What’s On My Mind I want to move things forward faster. Mo, what would you recommend? I got this question last week during a GrowBIG Training. The answer? ​Deep Work. ​And man, I’m a fan! ​Cal Newport has popularized the concept: long blocks of time to move one thing forward. No interruptions. LOTS of meaningful momentum. The opposite of Deep Work? ​Confetti Time. I’m not sure where I heard that term, but it sure resonated. ​Confetti Time is where you have entire days of on/off time blocks. You never have more than 20 or 30 minutes to yourself. ​Zoom meetings. Travel. Constant […]
- [Fanatical Focus: Heck Yes Or No!](https://bunnellideagroup.com/fanatical-focus-heck-yes-or-no/): ​ What’s On My Mind Last week’s newsletter struck a chord with a lot of readers: Say Yes To Less. ​(You can read it here.) ​So many people replied–they feel overwhelmed. ​Too reactive. ​They want to Say Yes To Less. ​But what should we say Yes to? ​The answer? ​Things that can 10x your investment. ​Think about that for a sec. ​10x! ​Author Derek Sivers popularized the idea of Heck Yes Or No. ​(He uses more colorful language.) ​I love it! ​What investments can you make that’ll likely return 10x on your time? ​Those my friends, are your answers. What you’ll say Yes to. […]
- [Say Yes To Less](https://bunnellideagroup.com/say-yes-to-less/): What’s On My Mind We just got back from a Wyoming dude ranch vacation.​ We rode. We shot. We two-stepped. ​Check out my wife, daughters, and their boyfriend & girlfriend in front of a ranch house concert one night. What a blast! ​And boy, I needed the break. ​The ranch has spotty wireless and nearly nonexistent cell coverage. ​It was glorious. ​Listen, I love my work. Seriously, I LOVE it! ​We’re making such a big impact at BIG: every day, every week. ​But we all need breaks. ​Time away gives us a broader perspective. Insights. ​Mine? ​Think through how I’ll make decisions in […]
- [Email Timing: The Perfect, Scientifically Validated Time To Send Helpful Emails](https://bunnellideagroup.com/email-timing-the-perfect-scientifically-validated-time-to-send-helpful-emails/): What’s On My Mind Mo, when’s the optimal time to send an outreach email? ​You know, something helpful like an asset. Or maybe a Give To Get offer of assistance. ​I’ve had dozens, maybe hundreds of people ask me about the perfect time to send the a helpful email to a client. ​We hear different things about this all the time. ​Some say 10:23 am on Saturday is perfect for sending a CEO because they’re checking email then. ​Others say that writing at 5:00 AM on a weekday is best because your note will be the first thing someone sees in […]
- [Taylor Swift, Fearless Rainmaker](https://bunnellideagroup.com/taylor-swift-fearless-rainmaker/): What’s On My Mind Ever forward, always improving. ​Part of progress is having a vision of the future. ​Doing the work you want so you can thrive at work. ​Thriving at work so you can build the career you want. ​Building the career you want so you can live the life you want. ​You’re an expert in something. ​You’re spent years honing your craft. ​You’re really good. ​But here’s the thing. To get hired the most for the work you like the most, people have to meet you. ​Know you. ​Like you. Technical skills are important. They’re the portal to do […]
- [Break Down To Build Up!](https://bunnellideagroup.com/break-down-to-build-up/): ​ What’s On My Mind Man I’m excited about this one! My friend Ron Friedman has a new book coming out on June 15: Decoding Greatness. ​I was lucky to get an advanced copy to review. ​It’s fantastic! ​It has two meaty parts: How to decode the success of other products or people ​ How to authentically adapt what you learn for your own success ​So Ron and I came up with a cool idea. ​Mashing up our content and bringing it to you in a live, one-time, never to be done again, no charge event! ​It’s Tuesday and you can sign up here: […]
- [Efficiency Breakthrough: BD Automation](https://bunnellideagroup.com/efficiency-breakthrough-bd-automation/): What’s On My Mind Great automation is far more than tech tool gadgetry. One of my biggest areas of focus right now is automation. ​And I’ve noticed huge gains in efficiency. ​I talked to experts. ​I tested things on myself. ​Figuring out what works and what doesn’t. ​My biggest breakthrough? ​Teaching this to others. ​It took months to crystalize my thoughts. ​It was challenging. ​I learned so much. And the group I worked with loved the training! We advanced our automation together. ​The biggest learning? ​Most people think of automation as tech tools, gadgetry. ​That’s a mistake. ​​It’s far broader. ​The four areas of BD […]
- [Jay Baer on Being the World's Most Inspirational Customer Experience & Marketing Expert](https://bunnellideagroup.com/jay-baer-on-being-the-worlds-most-inspirational-customer-experience-marketing-expert/): 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. Show Notes 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 […]
- [Todd Henry on Becoming the Creative Business Development Professional](https://bunnellideagroup.com/todd-henry-on-becoming-the-creative-business-development-professional/): 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. Show Notes 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 […]
- [Michael Port on Transformational Public Speaking That Generates Business](https://bunnellideagroup.com/michael-port-on-transformational-public-speaking-that-generates-business/): Michael Port shares the power of speaking to transform an audience and get them to take action.  Show Notes Michael Port shares the power of speaking to transform an audience and get them to take action. Discover how to skillfully and authentically impress and inspire any audience with substance and style, the best way to sell your services during a speech without actually selling, and how to connect with your audience emotionally and intellectually at the same time.   Mo asks Michael Port: What’s your best advice for professional services experts to get great at growing their book of business, growing […]
- [Molly Fletcher on Being Relentlessly Curious and Over-Delivering In Your Relationships](https://bunnellideagroup.com/molly-fletcher-on-being-relentlessly-curious-and-over-delivering-in-your-relationships/): Mo shares his insights from the habits of Molly Fletcher. Consistently over delivering is key to building high value relationships. Show Notes Mo shares his insights from the habits of Molly Fletcher. Consistently over delivering is key to building high value relationships. Many professionals have to renew their work and that means convincing people that you are worth continuing to work with. We tend to over value the fact that a gift was made versus the actual value of the gift itself. Multiple smaller touches and value adds will have a greater impact on a relationship than a single larger gesture. […]
- [Ron Friedman on Finding Success By Learning to Reverse Engineer Greatness](https://bunnellideagroup.com/ron-friedman-on-finding-success-by-learning-to-reverse-engineer-greatness/): Ron Friedman shares the principles of Decoding Greatness and reveals why the stories we are told about success are wrong. Show Notes Ron Friedman shares the principles of Decoding Greatness and reveals why the stories we are told about success are wrong. Learn how to reverse engineer greatness in any field by becoming a collector, how to create a scoreboard that leads to success, and a simple technique for hacking your habits and guaranteeing that you improve your skills over time.   Mo asks Ron Friedman: How can the audience get better at growing their book of business, their relationships, and […]
- [Vanessa Van Edwards Illustrates How to Captivate Your Prospect](https://bunnellideagroup.com/vanessa-van-edwards-illustrates-how-to-captivate-your-prospect/): Vanessa Van Edwards shares the science of charisma and connection and talks about how to create deeper and more authentic relationships  Show Notes Vanessa Van Edwards shares the science of charisma and connection and talks about how to create deeper and more authentic relationships. Learn why the Golden Rule is not the best way to work with prospects and what you should be doing instead, how to understand and use the three levels of intimacy, and the one exercise you need to identify your most important business development efforts.   Mo asks Vanessa Van Edwards: What’s your big idea on how […]
- [Glen Jackson on Preeminent Relationship Building](https://bunnellideagroup.com/glen-jackson-on-preeminent-relationship-building/): Glen Jackson shares his extensive expertise and experience in relationship building and business development. Show Notes Glen Jackson shares his extensive expertise and experience in relationship building and business development. Learn why doing the unexpected can create outsized results when it comes to your relationships with other people, how to sustainably and genuinely build trust with key clients and prospects, and why relationship building is the exact opposite of networking.   Mo asks Glen Jackson: What is your big idea on how we can grow our book of business and enhance our career? Glen’s big idea is the acronym DTU (Do […]
- [The Top 3 Things You Need to Implement from Glen Jackson, Author of Preeminence](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-glen-jackson-author-of-preeminence/): Mo shares his insights from the habits of Glen Jackson. Do the unexpected. Many business developers find themselves in a sea of sameness. Show Notes Mo shares his insights from the habits of Glen Jackson. Do the unexpected. Many business developers find themselves in a sea of sameness. From a positioning and marketing standpoint, everything tends to blend in and look the same. If you’re in that situation the more power you have as an individual human and the more important you are in the decision-making process. The good news about being in an industry that is commoditized is that you […]
- [How to Hack Our Own Habits to Accomplish More, with Glen Jackson](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-glen-jackson/): Mo asks Glen Jackson: How can we stay on top of relationship building when so much is vying for our attention every day? Have a fresh ice mindset.   Show Notes Mo asks Glen Jackson: How can we stay on top of relationship building when so much is vying for our attention every day? Have a fresh ice mindset. Glen tells the story of the owner of Home Depot who wanted to discover the secret behind the success of his best performing store. Treating every day as if you had just opened your doors is the mindset you need to succeed […]
- [How to Use Preeminence to Deepen Relationships, with Glen Jackson](https://bunnellideagroup.com/how-to-use-preeminence-to-deepen-relationships/): Mo asks Glen Jackson: What is your best advice for experts to deepen their relationships? Relationship building is a commitment to establishing and investing in relationships that genuinely matter to you. Show Notes Mo asks Glen Jackson: What is your best advice for experts to deepen their relationships? Relationship building is a commitment to establishing and investing in relationships that genuinely matter to you. Many businesses are great at establishing the relationship but fall short on the investing part. Relationship building is the exact opposite of networking. Networking is a task and relationship building is a commitment. Building relationships is more […]
- [How to Use Preeminence to Create and Close More Opportunities, with Glen Jackson](https://bunnellideagroup.com/how-to-use-preeminence-to-create-and-close-more-opportunities/): Mo asks Glen Jackson: What is your best advice for an expert that wants to create and close more opportunities? The most important five-letter word in business is trust. Show Notes Mo asks Glen Jackson: What is your best advice for an expert that wants to create and close more opportunities? The most important five-letter word in business is trust. Trust is the glue of life. Trust resides on the inside and that makes it extremely powerful. Trust is a mix of character and competency. Your character is your credibility as a human being and your competency is your reliability as […]
- [Glen Jackson on Preeminence – What You Need To  Succeed](https://bunnellideagroup.com/glen-jackson-on-preeminence-what-you-need-to-succeed/): Glen Jackson shares his extensive expertise and experience in relationship building and business development. Show Notes Glen Jackson shares his extensive expertise and experience in relationship building and business development. Learn why doing the unexpected can create outsized results when it comes to your relationships with other people, how to sustainably and genuinely build trust with key clients and prospects, and why relationship building is the exact opposite of networking.   Mo asks Glen Jackson: What is your big idea on how we can grow our book of business and enhance our career? Glen’s big idea is the acronym DTU (Do […]
- [Marissa King Shares How To Leverage Your Network To Create Exponential Results](https://bunnellideagroup.com/marissa-king-shares-how-to-leverage-your-network-to-create-exponential-results/): Marissa King shares the science behind the power of your network to create exponential results for your book of business Show Notes Marissa King shares the science behind the power of your network to create exponential results for your book of business. Learn about the three main network types and the strengths and benefits of each so you can understand exactly how to deepen your relationships and create more opportunities as well as why asking for help is the secret weapon of expert network professionals.   Mo asks Marissa King: How can we grow our book of business and career through […]
- [The Top 3 Things You Need to Implement from Kara Goldin, Author of Undaunted](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-kara-goldin/): Mo shares his insights from the habits of Kara Goldin. Think differently. Expose yourself to lots of different ways of thinking by going outside of your industry and learning from people who do things differently. Show Notes Mo shares his insights from the habits of Kara Goldin. Think differently. Expose yourself to lots of different ways of thinking by going outside of your industry and learning from people who do things differently. Typically when you go to conferences with like-minded people who are doing the same things you are, you tend towards the average of those people. By exposing yourself to […]
- [How to Hack Our Own Habits to Accomplish More, with Kara Goldin](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-2/): Mo asks Kara Goldin: What is your habit when you get told no? Kara was a gymnast when she was growing up but she never really excelled at it.  Show Notes Mo asks Kara Goldin: What is your habit when you get told no? Kara was a gymnast when she was growing up but she never really excelled at it. It was during those training sessions where she learned the discipline to always look for the good in the experience. Kara tells the story of how she lost Starbucks as a client for the Hint beverage company, a loss of 40% […]
- [How to Use Undaunted to Deepen Relationships, with Kara Goldin](https://bunnellideagroup.com/how-to-use-undaunted-to-deepen-relationships-with-kara-goldin/): Mo asks Kara Goldin: What can we do to create and close more opportunities? Look around at the unique opportunities that other people are not paying attention to. Show Notes Mo asks Kara Goldin: What can we do to create and close more opportunities? Look around at the unique opportunities that other people are not paying attention to. The key to being the best salesperson or business development person is always looking for a way to solve problems and thinking like the customer. Don’t be afraid to think differently and put yourself in the shoes of your customer so you can […]
- [How to Use Undaunted to Create and Close More Opportunities, with Kara Goldin](https://bunnellideagroup.com/mo-asks-kara-goldin-what-can-we-do-to-create-and-close-more-opportunities-2/): Mo asks Kara Goldin: What can we do to create and close more opportunities? Look around at the unique opportunities that other people are not paying attention to. Show Notes Mo asks Kara Goldin: What can we do to create and close more opportunities? Look around at the unique opportunities that other people are not paying attention to. The key to being the best salesperson or business development person is always looking for a way to solve problems and thinking like the customer. Don’t be afraid to think differently and put yourself in the shoes of your customer so you can […]
- [Mo asks Kara Goldin: What can we do to create and close more opportunities? Look around at the unique opportunities that other people are not paying attention to.](https://bunnellideagroup.com/mo-asks-kara-goldin-what-can-we-do-to-create-and-close-more-opportunities/): Mo asks Kara Goldin: What is your best advice on how to focus on business development, grow our book of business, and grow our career? Show Notes Mo asks Kara Goldin: What is your best advice on how to focus on business development, grow our book of business, and grow our career? The first thing you can do is take care of your existing customer base since they were the customers that got everything started. Our natural instinct is to fear the companies with more money and more experience, but historically speaking those are the companies that end up in trouble […]
- [Grant Baldwin on Speaking From The Stage: Business Development At Scale](https://bunnellideagroup.com/grant-baldwin-on-speaking-from-the-stage-business-development-at-scale/): Grant Baldwin shares how getting booked and paid to speak not only positions you as the authority in your space, it can help you create and deepen relationships with potentially hundreds or thousands of your ideal clients all at the same time. Show Notes Grant Baldwin shares how getting booked and paid to speak not only positions you as the authority in your space, it can help you create and deepen relationships with potentially hundreds or thousands of your ideal clients all at the same time. Learn how to create and close more deals from the stage, how to set up […]
- [The Top 3 Things You Need to Implement from Grant Baldwin, Creator of The Speaker Lab](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-grant-baldwin/): Mo shares his insights from the habits of Grant Baldwin. Speaking is an incredible way to simultaneously create and close business at the same time, either by going to where your ideal client already gathers or by organizing your own event. Show Notes Mo shares his insights from the habits of Grant Baldwin. Speaking is an incredible way to simultaneously create and close business at the same time, either by going to where your ideal client already gathers or by organizing your own event. Both methods work well. If you’re trying to land a speaking gig for a big event or […]
- [How to Hack Our Own Habits to Accomplish More, with Grant Baldwin](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more/): Mo asks Grant Baldwin: How can we hack our habits to keep focusing on the long-term and stay top-of-mind? Speaking is a person-to-person business.  Show Notes Mo asks Grant Baldwin: How can we hack our habits to keep focusing on the long-term and stay top-of-mind? Speaking is a person-to-person business. One of the keys to success as a speaker is regularly following up with past events or with events that you would like to speak at. There is a consistent turnover each year as event organizers look for new voices and little touch points over the course of a few years […]
- [How to Use The Speaker Lab to Deepen Relationships, with Grant Baldwin](https://bunnellideagroup.com/how-to-use-the-speaker-lab-to-deepen-relationships/): Mo asks Grant Baldwin: How can we use speaking to deepen relationships? One of the best things about speaking is that oftentimes it’s an in-person human experience. Show Notes Mo asks Grant Baldwin: How can we use speaking to deepen relationships? One of the best things about speaking is that oftentimes it’s an in-person human experience. People do business with those they know, like, and trust, and there’s no better way for that than meeting someone in person at a conference or an event, especially if you’re a speaker who is seen as an authority. Speaking at an event gives the […]
- [How to Use The Speaker Lab to Create and Close More Opportunities, with Grant Baldwin](https://bunnellideagroup.com/how-to-use-the-speaker-lab-to-create-and-close-more-opportunities/): Mo asks Grant Baldwin: How can people use public speaking to create and close deals? As speakers, we have to realize that we are in the problem solving business. Show Notes Mo asks Grant Baldwin: How can people use public speaking to create and close deals? As speakers, we have to realize that we are in the problem solving business. The audience doesn’t care about whether you are passionate about your topic, they want to know why what you are saying matters and what it means to them. Be very clear about what actual problem you are solving for your audience. […]
- [Grant Baldwin on Success in Speaking – What You Need To Succeed](https://bunnellideagroup.com/grant-baldwin-on-success-in-speaking-what-you-need-to-succeed/): Mo asks Grant Baldwin: What’s your big idea on how to get better at business development? Public speaking is the key and because of Covid, there is even more opportunity for virtual speaking. Show Notes Mo asks Grant Baldwin: What’s your big idea on how to get better at business development? Public speaking is the key and because of Covid, there is even more opportunity for virtual speaking. One of the major benefits of public speaking is that you get real-time feedback from the audience. Like a business idea, a presentation is an educated guess, and getting feedback is crucial. You […]
- [David Burkus on Creating Real Relationships in a Virtual World](https://bunnellideagroup.com/david-burkus-on-creating-real-relationships-in-a-virtual-world/): David Burkus shares extremely timely strategies for deepening your relationships in a virtual world, whether that’s within your team that’s spread across the globe or with prospective clients that are just getting to know you. Show Notes David Burkus shares extremely timely strategies for deepening your relationships in a virtual world, whether that’s within your team that’s spread across the globe or with prospective clients that are just getting to know you. Learn how to create a system for communication that makes your remote team more effective, how to recreate the white space online where bonds and trust are built, and […]
- [Mike Michalowicz on Using the Business Hierarchy of Needs to Grow Your Book of Business](https://bunnellideagroup.com/mike-michalowicz-on-using-the-business-hierarchy-of-needs-to-grow-your-book-of-business/): Mike Michalowicz delivers a powerful message that entrepreneurs and business development professionals need to hear.  Show Notes Mike Michalowicz delivers a powerful message that entrepreneurs and business development professionals need to hear. Learn some incredible hacks you can use right now to deepen your business relationships, identify exactly what you should be working on to make the greatest impact, and learn how to multiply your best clients and grow your book of business exponentially.   Mo asks Mike Michalowicz: Why do you have to start with sales? Sales create cash for a business. We usually start a business to create financial […]
- [Josh Linkner on Becoming an Everyday Innovator Through Big Little Breakthroughs](https://bunnellideagroup.com/josh-linkner-on-becoming-an-everyday-innovator-through-big-little-breakthroughs/): Josh Linkner shares why tiny innovations can yield oversized results for business development professionals and how small experiments can lead to game-changing breakthroughs. Show Notes Josh Linkner shares why tiny innovations can yield oversized results for business development professionals and how small experiments can lead to game-changing breakthroughs. Learn why you should never forget the dinner mint when interacting with prospects and clients, how to run mini experiments, and how to boost your business development efforts with a little dash of creativity.   Mo asks Josh Linkner: What is your big idea on how listeners can focus on business development, grow […]
- [Nathan Barry on Leveraging the Power of Automation All The Way to $25 Million in Revenue](https://bunnellideagroup.com/nathan-barry-on-leveraging-the-power-of-automation-all-the-way-to-25-million-in-revenue/): Nathan Barry shares the secrets of the world’s most effective communicators and how you can leverage the power of automation to scale your business development efforts to the moon. Show Notes Nathan Barry shares the secrets of the world’s most effective communicators and how you can leverage the power of automation to scale your business development efforts to the moon. Learn how business development professionals can use email and content to grow an audience that is hungry for their expertise, reach more people in a deeper way at scale instead of just 1-to-1, and how the compound gains of consistent action […]
- [Luke Burgis on Wanting: The Impact of Mimetic Desire](https://bunnellideagroup.com/luke-burgis-on-wanting-the-impact-of-mimetic-desire/): Luke Burgis shares the incredibly powerful concept of mimetic desire and how it shapes our behavior in fundamental ways. Show Notes Luke Burgis shares the incredibly powerful concept of mimetic desire and how it shapes our behavior in fundamental ways. Learn why your mental models are the foundation for everything you do, how to figure out what motivates you at a core level, and how to eliminate the negative aspects of desire and replace them with a transcendent desire that drives you to change the world.   Mo asks Luke Burgis: What is your big idea in Wanting that can help […]
- [Shawn Blanc on Building Margin Into Your Life So You Can Win More](https://bunnellideagroup.com/shawn-blanc-on-building-margin-into-your-life-so-you-can-win-more/): Shawn Blanc shares how margin impacts every area of your life, and why every professional who is serious about building authentic business relationships needs margin to do it.  Show Notes Shawn Blanc shares how margin impacts every area of your life, and why every professional who is serious about building authentic business relationships needs margin to do it. Learn how margin allows you to say yes to the most important things, how to create genuine relationships, and why slowing down and planning can save not just your business, but also your life.   Mo asks Shawn Blanc: What big idea do […]
- [Ozan Varol Offers The Contrarian Mindset That Breeds Innovation](https://bunnellideagroup.com/ozan-varol-offers-the-contrarian-mindset-that-breeds-innovation/): Ozan Varol shares how thinking like a rocket scientist can unlock business innovations that most people would not believe are possible. Show Notes Ozan Varol shares how thinking like a rocket scientist can unlock business innovations that most people would not believe are possible. Discover the lessons and ideas that allowed NASA to put a man on the moon and how to apply them to business development, the subtle insight that led to the creation of Netflix, and why questioning your assumptions is the secret to innovation and long term success.   Mo asks Ozan Varol: How can we take Ozan’s […]
- [Dr. Ivan Misner Declares Networking is The Foundation of Business Development](https://bunnellideagroup.com/dr-ivan-misner-declares-networking-is-the-foundation-of-business-development/): Dr. Ivan Misner shares his expertise as one of the world’s most effective networkers and talks about the nuts and bolts of creating real relationships that drive real revenue. Show Notes Dr. Ivan Misner shares his expertise as one of the world’s most effective networkers and talks about the nuts and bolts of creating real relationships that drive real revenue. Learn why the quality of the people you surround yourself with will determine so much of your life and business and how to ensure your inner circle aligns with your core values, plus tips for networking in a way that leads […]
- [L. David Marquet Discusses the Language of Leadership](https://bunnellideagroup.com/l-david-marquet-discusses-the-language-of-leadership/): L. David Marquet shares his incredible insights into how the words we use shape the relationships between us and our team as well as our clients, and how we can stop using the industrial age mindset in the modern world.  Show Notes L. David Marquet shares his incredible insights into how the words we use shape the relationships between us and our team as well as our clients, and how we can stop using the industrial age mindset in the modern world. Learn how to create a resilient team that generates extraordinary results for your clients, how to stop obeying the […]
- [Josh Kaufman Illustrates Your Path to The Personal MBA](https://bunnellideagroup.com/josh-kaufman-illustrates-your-path-to-the-personal-mba/): Josh Kaufman shares the fundamental frameworks that amplify business development success and breaks them down into actionable strategies that you can start implementing today. Show Notes Josh Kaufman shares the fundamental frameworks that amplify business development success and breaks them down into actionable strategies that you can start implementing today. Learn how to speak the language of business so you can understand your clients on a deeper level, solve their problems more effectively, and determine which opportunities to pursue and which to pass over so you can make the most impact possible.   Mo asks Josh Kaufman: What big idea do […]
- [Josh Kaufman and The Personal MBA –  What You Need To Succeed](https://bunnellideagroup.com/josh-kaufman-and-the-personal-mba-what-you-need-to-succeed/): Mo asks Josh Kaufman: What big idea do you have to help business developers be more successful? Regardless of what industry or market you are in, understanding business at a fundamental level is a significant advantage.  Show Notes Mo asks Josh Kaufman: What big idea do you have to help business developers be more successful? Regardless of what industry or market you are in, understanding business at a fundamental level is a significant advantage. It will help you deliver more effectively as well as the business development. Having an accurate understanding of what businesses are and how they work will help […]
- [Dorie Clark Demonstrates How to Play The Long Game](https://bunnellideagroup.com/dorie-clark-demonstrates-how-to-play-the-long-game-2/): Dorie Clark shares the long term strategies that generate lasting business development success. Show Notes Dorie Clark shares the long term strategies that generate lasting business development success. Learn how to create relationships with interesting people and how that can lead to incredible outcomes, a simple system for saying no so you can say yes to the right things more often, and how pre-commitment can force you to create better business development habits, and more.   Mo asks Dorie: What’s your big idea when it comes to business development? One of the key things that professional service providers need to grapple […]
- [How to Use The Long Game to Build a Relationship  Advantage, with Dorie Clark](https://bunnellideagroup.com/how-to-use-the-long-game-to-build-a-relationship-advantage/): Mo asks Dorie Clark: How can we use the concepts of The Long Game to establish and build the relationship advantage? Turning down offers and clearing your plate is how you free up your time and space to connect with the right people. Show Notes Mo asks Dorie Clark: How can we use the concepts of The Long Game to establish and build the relationship advantage? Turning down offers and clearing your plate is how you free up your time and space to connect with the right people. The more successful we become as professionals the more in demand we are, […]
- [How to Use The Long Game to Get More Yes’s and Grow Our Book of Business, with Dorie Clark](https://bunnellideagroup.com/how-to-use-the-long-game-to-get-more-yess/): Mo asks Dorie Clark: How can we use The Long Game to grow our book of business and create more opportunities? One of the things that frustrates a lot of people with big goals is that the goal seems so unattainable in the moment. Show Notes Mo asks Dorie Clark: How can we use The Long Game to grow our book of business and create more opportunities? One of the things that frustrates a lot of people with big goals is that the goal seems so unattainable in the moment. 20% Time is a concept that a number of companies use […]
- [Dorie Clark and The Long Game – What You Need To  Succeed](https://bunnellideagroup.com/dorie-clark-demonstrates-how-to-play-the-long-game/): Dorie Clark shares the long term strategies that generate lasting business development success. Show Notes Dorie Clark shares the long term strategies that generate lasting business development success. Learn how to create relationships with interesting people and how that can lead to incredible outcomes, a simple system for saying no so you can say yes to the right things more often, and how pre-commitment can force you to create better business development habits, and more.   Mo asks Dorie: What’s your big idea when it comes to business development? One of the key things that professional service providers need to grapple […]
- [Pat Quinn Explains How to Give Presentations That Connect AND Convert](https://bunnellideagroup.com/timeless-truths-what-i-learned-from-season-1-ill-use-forever-2-2/): Pat Quinn shares his incredible insight into how to explode your conversion rate and get more people to say yes to you with the Storybrand structure. Show Notes Pat Quinn shares his incredible insight into how to explode your conversion rate and get more people to say yes to you with the Storybrand structure. Find out how to win more clients and business by telling authentic stories that make your offer so compelling the client will be thinking “I’d thought you’d never ask!” Structure matters. Pat’s goal when he’s working with a speaker is for the audience to engage with the […]
- [COVID Clarities: What I Learned From Season 1 I’ll Use to Power Through the Pandemic](https://bunnellideagroup.com/timeless-truths-what-i-learned-from-season-1-ill-use-forever-2/): Mo Bunnell reviews the most important and timely insights from season 1 and talks about how to set yourself up for success during this time of the pandemic. Show Notes Mo Bunnell reviews the most important and timely insights from season 1 and talks about how to set yourself up for success during this time of the pandemic. Get clarity on how to stay focused, make consistent progress, and motivate yourself and your team to achieve even greater results while everyone else is binge watching their favorite TV shows. The last episode covered the timeless truths that every business development professional […]
- [The Top 3 Things You Need to Implement from Mitch Joel, Author of Six Pixels of Separation](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-mitch-joel-author-of-six-pixels-of-separation/): Mo shares his insights from the habits of Mitch Joel. Show Notes Mo shares his insights from the habits of Mitch Joel. Most professionals don’t yet understand the power of digital communication and thought starters. By creating those digital assets you start to become attractive. People start sharing and want more of your content, and those people become predisposed to working with you. It doesn’t matter who you are or what your expertise is, you have a brand and you have things you want people to know about you. Pick a medium of communication that works for you, then identify your […]
- [How to Hack Our Own Habits to Accomplish More, with Mitch Joel](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-mitch-joel/): Mo asks Mitch Joel: How do we hack our own proactive habits to succeed? Show Notes Mo asks Mitch Joel: How do we hack our own proactive habits to succeed? We all make time for the things that are important to us. As we’ve seen from the pandemic, we can fill our schedules with anything and feel really busy. The only way to do anything really well is to make time for it. Your priorities won’t show up in your to-do list, they show up in your calendar. Scheduling is not Mitch’s main way to track his time because he prefers […]
- [How to Use Six Pixels of Separation to Deepen Relationships, with Mitch Joel](https://bunnellideagroup.com/how-to-use-six-pixels-of-separation-to-deepen-relationships-with-mitch-joel/): Mo asks Mitch Joel: What’s your best advice for professionals to deepen long-term relationships? Show Notes Mo asks Mitch Joel: What’s your best advice for professionals to deepen long-term relationships? People will not leave a relationship, even if they are paying you more than someone else, if they like you. Get people to like you in a way that’s authentic and genuine and clearly has their best interests at heart. Don’t identify as a dinosaur. Excuses like “I can’t understand this” or “I don’t do social” are holding you back. We are all dealing with fatigue and overwork, but having the […]
- [How to Use Six Pixels of Separation to Create and Close More Opportunities, with Mitch Joel](https://bunnellideagroup.com/how-to-use-six-pixels-of-separation-to-create-and-close-more-opportunities-with-mitch-joel/): Mo asks Mitch Joel: How would you advise high end professionals to create and close more deals? Show Notes Mo asks Mitch Joel: How would you advise high end professionals to create and close more deals? Go and follow Jeffrey Gettemer and subscribe to his newsletter. Anything Mitch has learned about sales was picked up from Jeffrey. Essentially, a lot of sales is about relationship building, storytelling, not being boring, and not being caught up in our own world. Instead it is about focusing on what the prospect wants. One of the biggest mistakes in sales is thinking exclusively about your […]
- [Mitch Joel on Six Pixels of Separation – What You Need To Succeed](https://bunnellideagroup.com/mitch-joel-on-six-pixels-of-separation-what-you-need-to-succeed/): Mo asks Mitch Joel: What is your big idea for getting better at retention and growth? Show Notes Mo asks Mitch Joel: What is your big idea for getting better at retention and growth? Whether it’s digital or not, it’s all about relationships and relationships are built on the stories you tell and how you deliver on them. Most people tend to market themselves with promises instead of with their overall story. The ethos of the Madmen era of advertising still permeates the way many professionals think. You don’t have to be personal, you just have to be personable. That’s the […]
- [Ron Tite Displays How to Land More Business While Being The Authentic You](https://bunnellideagroup.com/ron-tite-displays-how-to-land-more-business-while-being-the-authentic-you/): 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. Show Notes 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 […]
- [The Top 3 Things You Need to Implement from Ron Tite, Author of Think. Do. Say.](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-ron-tite-author-of-think-do-say/): Mo shares his insights from the habits of Ron Tite. Show Notes 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 everything else. Be comfortable with […]
- [How to Hack Our Own Habits to Accomplish More, with Ron Tite](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-ron-tite/): Mo asks Ron Tite: How do we stay on top of retention and growth activities when everything is yanking us away? Show Notes 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. They have no […]
- [How to Use Think. Do. Say. to Deepen Relationships, with Ron Tite](https://bunnellideagroup.com/how-to-use-think-do-say-to-deepen-relationships-with-ron-tite/): Mo asks Ron Tite: How can we deepen relationships and win the relationship advantage? Show Notes 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 think they need to create relationships […]
- [How to Use Think. Do. Say. to Create and Close More Opportunities, with Ron Tite](https://bunnellideagroup.com/how-to-use-think-do-say-to-create-and-close-more-opportunities-with-ron-tite/): Mo asks Ron Tite: How can we get better at creating and closing the meaty work that we want to do? Show Notes 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 […]
- [Ron Tite on Think. Do. Say. – What You Need To Succeed](https://bunnellideagroup.com/ron-tite-on-think-do-say-what-you-need-to-succeed/): 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? Show Notes 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 […]
- [The Top 3 Things You Need to Implement from Karim Nehdi, Founder/CEO of Herrmann](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-karim-nehdi-founder-ceo-of-herrmann/): Mo shares his insights from the habits of Karim Nehdi. Show Notes 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 to know the steps to start something and how to keep it going. With […]
- [How to Hack Our Own Habits to Accomplish More, with Karim Nehdi](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-karim-nehdi/): Mo asks Karim Nehdi: How can we use cognitive diversity to hack our own habits and be more successful, even when we’re busy? Show Notes 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. Cognitive diversity accounts for […]
- [How to Use Whole Brain Business Development to Deepen Relationships, with Karim Nehdi](https://bunnellideagroup.com/how-to-use-whole-brain-business-development-to-deepen-relationships-with-karim-nehdi/): Mo asks Karim Nehdi: How do we use cognitive diversity and adapt to each of these four different ways of thinking? Show Notes 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, including […]
- [How to Use Whole Brain Business Development to Create and Close More Opportunities, with Karim Nehdi](https://bunnellideagroup.com/how-to-use-whole-brain-business-development-to-create-and-close-more-opportunities-with-karim-nehdi/): 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? Show Notes 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 […]
- [Karim Nehdi on Whole Brain Business Development – What You Need To Succeed](https://bunnellideagroup.com/karim-nehdi-on-whole-brain-business-development-what-you-need-to-succeed/): Mo asks Karim Nehdi: What is your big idea on how people can grow their book of business, relationships, and career? Show Notes 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 people that think like us, but the best […]
- [The Top 3 Things You Need to Implement from Jay Baer, Customer Experience Expert](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-jay-baer-customer-experience-expert/): Mo shares his insights from the habits of Jay Baer. Show Notes 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 the launch, and what you do after the launch. Whatever you are creating, you […]
- [How to Hack Our Own Habits to Accomplish More, with Jay Baer](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-jay-baer/): 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? Show Notes 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 […]
- [How to Use Customer Experience and Marketing to Deepen Relationships, with Jay Baer](https://bunnellideagroup.com/how-to-use-customer-experience-and-marketing-to-deepen-relationships-with-jay-baer/): 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. Show Notes 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. […]
- [How to Use Customer Experience and Marketing to Create and Close More Opportunities, with Jay Baer](https://bunnellideagroup.com/how-to-use-customer-experience-and-marketing-to-create-and-close-more-opportunities-with-jay-baer/): 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. Show Notes 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 […]
- [Jay Baer on Customer Experience and Marketing – What You Need To Succeed](https://bunnellideagroup.com/jay-baer-on-customer-experience-and-marketing-what-you-need-to-succeed/): Mo asks Jay Baer: How can people become great at business development? Show Notes 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 is a time and place for advertising, but in many […]
- [The Top 3 Things You Need to Implement from Todd Henry, Author of the Accidental Creative](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-todd-henry-author-of-the-accidental-creative/): Mo shares his insights from the habits of Todd Henry. Long scale creativity is a process, just like business development. Show Notes 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 realize that, you can identify the […]
- [How to Hack Our Own Habits to Accomplish More, with Todd Henry](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-todd-henry/): Mo asks Todd Henry: How do we hack our own habits to have the best chance at long term success? Show Notes Mo asks Todd Henry: How do we hack our own habits to have the best chance at long term success? Professionals that succeed in the long term and continue to be prolific, brilliant, and healthy are the ones that have disciplines and practices in five key areas. The first is focus. Successful creative professionals solve problems; they don’t work on projects. Define the problem you are trying to solve and whittle it down to the most important aspects so […]
- [How to Use the Accidental Creative to Deepen Relationships, with Todd Henry](https://bunnellideagroup.com/how-to-use-the-accidental-creative-to-deepen-relationships-with-todd-henry/): Mo asks Todd Henry: What is your #1 tip to deepen relationships? If something is important to you, it becomes a priority. We need to start treating relationships as investments rather than obligations. Show Notes Mo asks Todd Henry: What is your #1 tip to deepen relationships? If something is important to you, it becomes a priority. We need to start treating relationships as investments rather than obligations. As we become successful professionals, we start to see relationships as more transactional and we need to change that perception. We need people in our life to reveal patterns that we can’t see, […]
- [How to Use the Accidental Creative to Create and Close More Opportunities, with Todd Henry](https://bunnellideagroup.com/how-to-use-the-accidental-creative-to-create-and-close-more-opportunities-with-todd-henry/): Mo asks Todd Henry: What is your best advice on how people can create demand using creativity? If we want to be effective creative professionals, we need to become effective at defining problems. Show Notes Mo asks Todd Henry: What is your best advice on how people can create demand using creativity? If we want to be effective creative professionals, we need to become effective at defining problems. If you can define the problem your client is trying to solve better than they can, and also propose some solutions, they are much more likely to come to you for the work. […]
- [Todd Henry on the Accidental Creative – What You Need To Succeed](https://bunnellideagroup.com/todd-henry-on-the-accidental-creative-what-you-need-to-succeed/): Mo asks Todd Henry: What is your big idea for folks to stand out, to be creative, do their best work, and get their prospects’ attention? Show Notes Mo asks Todd Henry: What is your big idea for folks to stand out, to be creative, do their best work, and get their prospects’ attention? A lot of people believe that they are not creative because they don’t make art, but creativity is problem solving. Any line of work that involves problem solving requires you to be creative on a daily basis. Most successful creative professionals have disciplines in their life that […]
- [The Top 3 Things You Need to Implement from Michael Port, CEO of Heroic Public Speaking](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-michael-port-ceo-of-heroic-public-speaking/): Mo shares his insights from the habits of Michael Port. Mo strongly recommends that you consider using speaking to grow your business. Show Notes Mo shares his insights from the habits of Michael Port. Mo strongly recommends that you consider using speaking to grow your business. Like any skill in life, if you have the right formula, get on the right stage, and deliver the right message you will see results. Put in some practice and you can become great at it. Like driving a car, it takes time to learn but when you put in the time it becomes so […]
- [How to Hack Our Own Habits to Accomplish More, with Michael Port](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-michael-port/): Mo asks Michael Port: How can we hack our habits to keep doing things in the long-term even when we’re really busy? Michael doesn’t see himself as particularly disciplined. Show Notes Mo asks Michael Port: How can we hack our habits to keep doing things in the long-term even when we’re really busy? Michael doesn’t see himself as particularly disciplined. He tends to choose really intense projects that require a high level of focus and then move on from them when he is One of the key habit changing strategies he’s implemented in his business is using OKRs. Objectives and Key […]
- [How to Use Public Speaking to Create and Close More Opportunities, with Michael Port](https://bunnellideagroup.com/how-to-use-public-speaking-to-create-and-close-more-opportunities-with-michael-port/): Mo asks Michael Port: How can the audience create and close more opportunities? All sales offers should be proportionate to the amount of trust we’ve earned. Show Notes Mo asks Michael Port: How can the audience create and close more opportunities? All sales offers should be proportionate to the amount of trust we’ve earned. When Michael started as an entrepreneur who wasn’t very comfortable making big sales offers so he started thinking about what people responded well to. This led him to the idea of inviting people during a weekly teleconference call. He started speaking about ideas that would help people […]
- [Michael Port on Heroic Public Speaking – What You Need To Succeed](https://bunnellideagroup.com/michael-port-on-heroic-public-speaking-what-you-need-to-succeed/): Mo asks Michael Port: What’s your best advice for professional services experts to get great at growing their book of business, growing their relationships, and growing their career? Stop speaking, and start performing. Show Notes Mo asks Michael Port: What’s your best advice for professional services experts to get great at growing their book of business, growing their relationships, and growing their career? Stop speaking, and start performing. Most people who are trying to share their ideas tend to only share information, which doesn’t generally change people’s behavior. First we have to change how people feel before we can change how […]
- [The Top 3 Things You Need to Implement from Molly Fletcher, CEO/Keynote Speaker/Sports Agent](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-molly-fletcher-ceo-keynote-speaker-sports-agent/): Mo shares his insights from the habits of Molly Fletcher. Consistently over delivering is key to building high value relationships. Show Notes Mo shares his insights from the habits of Molly Fletcher. Consistently over delivering is key to building high value relationships. Many professionals have to renew their work and that means convincing people that you are worth continuing to work with. We tend to over value the fact that a gift was made versus the actual value of the gift itself. Multiple smaller touches and value adds will have a greater impact on a relationship than a single larger gesture. […]
- [How to Hack Our Own Habits to Accomplish More, with Molly Fletcher](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-molly-fletcher/): Mo asks Molly Fletcher: What is your best advice for busy professionals to stay consistent, focusing on the things that will help your future self stay happy, and hack their own habits to win? How is your no button? Show Notes Mo asks Molly Fletcher: What is your best advice for busy professionals to stay consistent, focusing on the things that will help your future self stay happy, and hack their own habits to win? How is your no button? You need to manage your energy as much as your time. You have to be remarkably intentional about what matters most […]
- [How to Use Curiosity and Motivation to Deepen Relationships, with Molly Fletcher](https://bunnellideagroup.com/how-to-use-curiosity-and-motivation-to-deepen-relationships-with-molly-fletcher/): Mo asks Molly Fletcher: How do we deepen our relationships, but also meet the right new people and handle the first couple of weeks? Show Notes Mo asks Molly Fletcher: How do we deepen our relationships, but also meet the right new people and handle the first couple of weeks? One of the easiest ways to meet new people is to over deliver to your current clients so that they want to help you and are happy to make introductions. Know the difference between referrals and introductions. Asking for a high level of specificity in the ask is crucial to getting […]
- [How to Use Curiosity and Motivation to Create and Close More Opportunities, with Molly Fletcher](https://bunnellideagroup.com/how-to-use-curiosity-and-motivation-to-create-and-close-more-opportunities-with-molly-fletcher/): Mo asks Molly Fletcher: How can busy professionals create and close the meaty business that we all want? Be relational, not transactional. When we stay relational we can do powerful things. Show Notes Mo asks Molly Fletcher: How can busy professionals create and close the meaty business that we all want? Be relational, not transactional. When we stay relational we can do powerful things. A client relationship is like a marriage, you have to show up every day and continue to add value to their world or they will go somewhere else. Consistently over-deliver and add tremendous value to your client’s […]
- [Molly Fletcher on Curiosity and Motivation – What You Need To Succeed](https://bunnellideagroup.com/molly-fletcher-on-curiosity-and-motivation-what-you-need-to-succeed/): Mo asks Molly Fletcher: What is your best advice for busy professionals to grow their book of business, their relationships, and their career? Show Notes Mo asks Molly Fletcher: What is your best advice for busy professionals to grow their book of business, their relationships, and their career? You have to behave in a way that sends a message to the people you want to work with and for, that the relationship matters so much to you that you behave like they are your client already. In all business development relationship conversations, people are asking the same basic questions. “Do I […]
- [The Top 3 Things You Need to Implement from Ron Friedman, Author of Decoding Greatness](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-ron-friedman-author-of-decoding-greatness/): Mo shares his insights from the habits of Ron Friedman. Decoding is extremely powerful. Show Notes Mo shares his insights from the habits of Ron Friedman. Decoding is extremely powerful. Mo has had great success taking models that worked for another company and decoding it and then applying it in his own way, and has noticed that without a concrete vision or model to emulate, the odds of success go way down. If you want to decode greatness, start by becoming a collector. Having only one model can be restrictive. Combining the elements that work across models can create a synthesis […]
- [How to Hack Our Own Habits to Accomplish More, with Ron Friedman](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-ron-friedman/): Mo asks Ron Friedman: How do we hack our own habits to be successful? When most of us think about improving our skills we tend to think about a practice that’s narrowly defined in the present. Show Notes Mo asks Ron Friedman: How do we hack our own habits to be successful? When most of us think about improving our skills we tend to think about a practice that’s narrowly defined in the present. If we look at those who are at the top of their field, their definition includes the past, present, and future. Looking to past experiences by keeping […]
- [How to Use Decoding Greatness to Deepen Relationships, with Ron Friedman](https://bunnellideagroup.com/how-to-use-decoding-greatness-to-deepen-relationships-with-ron-friedman/): Mo asks Ron Friedman: What can we do to deepen our relationships using all of the knowledge in Decoding Greatness? Use your relationships as test markets. Show Notes Mo asks Ron Friedman: What can we do to deepen our relationships using all of the knowledge in Decoding Greatness? Use your relationships as test markets. Test markets are often used by successful entrepreneurs to fine-tune their ideas before they go to market. This enables you to take a lot more risk and test more things before going big. When it comes to deepening your relationships with potential clients, ask for advice on […]
- [How to Use Decoding Greatness to Create and Close More Opportunities, with Ron Friedman](https://bunnellideagroup.com/how-to-use-decoding-greatness-to-create-and-close-more-opportunities-with-ron-friedman/): Mo asks Ron Friedman: How can we create and close more big opportunities and business? We know from the research that anything you want to improve on you need to keep score of. In other words, you need to track your numbers. Show Notes Mo asks Ron Friedman: How can we create and close more big opportunities and business? We know from the research that anything you want to improve on you need to keep score of. In other words, you need to track your numbers. Simply relying on closed deals is not enough. There are way more metrics that you […]
- [Ron Friedman on Decoding Greatness – What You Need To Succeed](https://bunnellideagroup.com/ron-friedman-on-decoding-greatness-what-you-need-to-succeed/): Mo asks Ron Friedman: How can the audience get better at growing their book of business, their relationships, and their career? The big idea behind Decoding Greatness is that the stories we were told about success were wrong. Show Notes Mo asks Ron Friedman: How can the audience get better at growing their book of business, their relationships, and their career? The big idea behind Decoding Greatness is that the stories we were told about success were wrong. We were told that either people are born with special talents or that greatness comes from years of practice. The third story that […]
- [The Top 3 Things You Need to Implement from Vanessa Van Edwards, Author of Captivate](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-vanessa-van-edwards-author-of-captivate/): Mo shares his insights from the habits of Vanessa Van Edwards. Charisma can be learned, just like business development skills. Just like anything complex, it is both learned and earned. Show Notes Mo shares his insights from the habits of Vanessa Van Edwards. Charisma can be learned, just like business development skills. Just like anything complex, it is both learned and earned. One of the deciding factors in Mo’s father’s restaurant when he was growing up was his ability to tell a good story, and that skill rubbed off. People weren’t coming in for the prices since it is impossible to […]
- [How to Hack Our Own Habits to Accomplish More, with Vanessa Van Edwards](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-vanessa-van-edwards/): Show Notes Mo asks Vanessa Van Edwards: How can we hack our habits and stay focused on deepening our long-term relationships? How we manage our people and our work is just as important as how we implement the work. Vanessa’s company uses an exercise called Start, Stop, Continue. You should always be evaluating what you are starting, stopping, and continuing. Every month Vanessa’s team has an opportunity to list new ideas for things that can move the needle, identifying which tasks are working well, and perhaps most importantly, which activities need to make way for something else. Having a not-to-do list […]
- [How to Use Captivate to Deepen Relationships, with Vanessa Van Edwards](https://bunnellideagroup.com/how-to-use-captivate-to-deepen-relationships-with-vanessa-van-edwards/): Show Notes Mo asks Vanessa Van Edwards: How can people deepen their relationships? Vanessa had a lot of surface relationships in her life but she found some research that completely changed the way she interacts with people. There are three different levels of intimacy in a relationship. The first level is called general traits. At this stage, we are just trying to understand their basic personality traits. Level two is personal concerns. This level involves additional questions revolving around a person’s origin and emotions. The third level is called self-narrative and for many people, they don’t have any relationships at this […]
- [How to Use Captivate to Create and Close More Opportunities, with Vanessa Van Edwards](https://bunnellideagroup.com/how-to-use-captivate-to-create-and-close-more-opportunities-with-vanessa-van-edwards/): Show Notes Mo asks Vanessa Van Edwards: What can people do to create more opportunities and build their book of business? Vanessa was raised on the Golden Rule but that rule actually started getting her in trouble. When she switched over to the Platinum Rule “Treat others as they would like to be treated” the game changed completely. Of the big five personality traits, Openness and Conscientiousness are the two biggest blocks to closing more deals and bonding with clients. When you’re high in Openness you like new ideas and new things. When you’re low in Openness you like things the […]
- [Vanessa Van Edwards on Captivate – What You Need To Succeed](https://bunnellideagroup.com/vanessa-van-edwards-on-captivate-what-you-need-to-succeed/): Show Notes Mo asks Vanessa Van Edwards: What’s your big idea on how people can grow their book of business, deepen their relationships, and enhance their career? Vanessa likes to joke that she’s a recovering awkward person. She used to believe that charisma was something you were born with, but the truth is that charisma can be taught. The research indicates that most charismatic people have honed their charisma and learned very specific interpersonal skills that help them create relationships. You don’t have to fake it until you make it to be charismatic. The most practical way to develop your own […]
- [The Top 3 Things You Need to Implement from Marissa King, Author of Social Chemistry](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-marissa-king-author-of-social-chemistry/): Show Notes Mo shares his insights from the habits of Marissa King. Knowing your network helps you know what to do next. The three major types of networks are Conveners, Brokers, and Expansionists and by knowing your network type, you can know what to do to take it to the next level. Conveners are particularly well suited for people who promote or provide an ambiguous service, for example a high stakes trial lawyer. Having a network that lets people talk about you across different disciplines can be very powerful. For Brokers, thinking with empathy from all sides and knowing when to […]
- [How to Hack Our Own Habits to Accomplish More, with Marissa King](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-marissa-king/): Show Notes Mo asks Marissa King: How can we hack our own habits to build the most robust networks? This is an encore presentation of an episode that aired on May 20, 2021. Our networks are often our most valuable asset but very few people are intentional about them. You don’t need to invest a lot of time into relationships to grow them, you just need to invest what time you have wisely. Pick one day a week and choose a 15-minute window to commit to reaching out to three people who can help meet whatever needs you have. A good […]
- [How to Use Social Chemistry to Deepen Relationships, with Marissa King](https://bunnellideagroup.com/how-to-use-social-chemistry-to-deepen-relationships-with-marissa-king/): Show Notes Mo asks Marissa King: How can people use their networks to deepen relationships? Networks are relationships and the quality of those relationships is determined in the moment. Two of the biggest obstacles to deep relationships are simple distractions and not being present in the moment. If you’re in a meeting, turn your phone off and put it away. Simply having a phone on the table during a conversation makes it less pleasurable and it makes you look less empathetic. Research showed that the truth of the parable of the Good Samaritan is that how much of a hurry someone […]
- [How to Use Social Chemistry to Create and Close More Opportunities, with Marissa King](https://bunnellideagroup.com/how-to-use-social-chemistry-to-create-and-close-more-opportunities-with-marissa-king/): Show Notes Mo asks Marissa King: How can high-end experts create more opportunities to close more business that feels authentic and leverages the idea of a powerful network? One of the most powerful things about networks is that we can use them to think about our relationships in general. You can grow your book of business by matching whatever you’re trying to sell with network thinking. If your product or service is hard to evaluate from the outset, one of the best things you can be is embedded in a network that can vouch for you, like a Convening network. The […]
- [Marissa King on Social Chemistry – What You Need To Succeed](https://bunnellideagroup.com/marissa-king-on-social-chemistry-what-you-need-to-succeed/): Show Notes Mo asks Marissa King: How can we grow our book of business and career through networking? Research has shown that ⅔ of professionals, even those whose businesses depend on relationships, are actively resistant to the idea of networking. Our relationships are something that we hold dear, so being intentional and strategic about them seems morally off-putting for many people. We know that networking is certainly important and one of the best ways to overcome your initial resistance to it is to think about what you can give in an interaction instead of what you can get. It’s not just […]
- [Kara Goldin on Overcoming Doubts and Doubters – What You Need To Succeed](https://bunnellideagroup.com/kara-goldin-on-overcoming-doubts-and-doubters-what-you-need-to-succeed/): Show Notes Mo asks Kara Goldin: What is your best advice on how to focus on business development, grow our book of business, and grow our career? The first thing you can do is take care of your existing customer base since they were the customers that got everything started. Our natural instinct is to fear the companies with more money and more experience, but historically speaking those are the companies that end up in trouble because of their inability to change. The key to great business development is to figure out how to think differently. To look for new opportunities […]
- [David Burkus on Creating Real Relationships in a Virtual World](https://bunnellideagroup.com/david-burkus-on-creating-real-relationships-in-a-virtual-world-2/): Show Notes David Burkus shares extremely timely strategies for deepening your relationships in a virtual world, whether that’s within your team that’s spread across the globe or with prospective clients that are just getting to know you. Learn how to create a system for communication that makes your remote team more effective, how to recreate the white space online where bonds and trust are built, and how to ask better questions to really get to know someone. Mo asks David Burkus: How do you develop relationships with your clients virtually? The future of work is working from anywhere. The truth is […]
- [The Top 3 Things You Need to Implement from David Burkus, Author of Leading From Anywhere](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-david-burkus-author-of-leading-from-anywhere/): Mo shares his insights from the habits of David Burkus. Figuring out how to work and thrive in a virtual world is only going to become more important going forward. Show Notes Mo shares his insights from the habits of David Burkus. Figuring out how to work and thrive in a virtual world is only going to become more important going forward. We need to have an agreement with our internal teams and our clients regarding how we are going to work together and communicate with each other. You need to know which platforms are meant for what kinds of communication […]
- [How to Hack Our Own Habits to Accomplish More, with David Burkus](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-david-burkus/): Mo asks David Burkus: How can we keep focused on doing the right things when we are constantly distracted in this virtual world? The short answer is to not focus on it. Show Notes Mo asks David Burkus: How can we keep focused on doing the right things when we are constantly distracted in this virtual world? The short answer is to not focus on it. Studies have shown that when timelines are too far away we tend to think that it’s going to be too difficult to accomplish. This applies to health and investing, as well as career goals. The […]
- [How to Use Leading From Anywhere to Deepen Relationships, with David Burkus](https://bunnellideagroup.com/how-to-use-leading-from-anywhere-to-deepen-relationships-with-david-burkus/): Mo asks David Burkus: How do we develop and deepen relationships when everything is virtual? A study showed that the average person’s network shrunk by 25% to 30% over the first half of 2020. Show Notes Mo asks David Burkus: How do we develop and deepen relationships when everything is virtual? A study showed that the average person’s network shrunk by 25% to 30% over the first half of 2020. That decrease was almost entirely driven by males because of the general tendency for men to bond over activities. We tried to recreate these activities virtually but it doesn’t work the […]
- [How to Use Leading From Anywhere to Create and Close More Opportunities, with David Burkus](https://bunnellideagroup.com/how-to-use-leading-from-anywhere-to-create-and-close-more-opportunities-with-david-burkus/): Mo asks David Burkus: How can we create demand and get deals done virtually? Show Notes Mo asks David Burkus: How can we create demand and get deals done virtually? The traditional method of closing a deal usually involved meeting clients in person but it wasn’t the activity itself that determined the failure or success of the deal. It was the whitespace around the meeting that built the bonds that led to trust. Most people don’t build that into their virtual meetings, which is something that we really need to do. You build trust and bonds in the unstructured, open space […]
- [David Burkus on Leading From Anywhere – What You Need To Succeed](https://bunnellideagroup.com/david-burkus-on-leading-from-anywhere-what-you-need-to-succeed/): Mo asks David Burkus: How do you develop relationships with your clients virtually? The future of work is working from anywhere. The truth is that we are not going back to the office. Show Notes Mo asks David Burkus: How do you develop relationships with your clients virtually? The future of work is working from anywhere. The truth is that we are not going back to the office. Even before the pandemic, studies were showing that people are more engaged when they are out of the office 40% to 60% of the time. We need greater flexibility, trust, and autonomy with […]
- [7 Week Sabbatical: What I Learned (1 of 3)](https://bunnellideagroup.com/7-week-sabbatical-what-i-learned-1-of-3/): What’s On My Mind It was nothing like I planned yet better than expected. ​I just got back from a seven-week sabbatical. And I learned a ton. Let’s go!   The Low Point: COVID After training 8 months for the age 50+ ultimate frisbee world championships in Ireland and was so excited to play my heart out for our team. We were seeded 4th in the world going in and prepared to do even better. I was beyond excited. ​On day two of my sabbatical, Becky and I landed in Dublin, driving to Limerick for the 8-day tournament. ​Everything changed that […]
- [The Top 3 Things You Need to Implement from Mike Michalowicz, Author of Fix This Next](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-mike-michalowicz-2/): Mo shares his insights from the habits of Mike Michalowicz. There is the evolution of a business that can be broken down. You don’t want to focus on the higher level elements until addressing the foundations. Show Notes Mo shares his insights from the habits of Mike Michalowicz. There is the evolution of a business that can be broken down. You don’t want to focus on the higher level elements until addressing the foundations. This is where the Business Hierarchy of Needs comes in. The foundation of any business that’s service based is sales. You have to get good at business […]
- [How to Hack Our Own Habits to Accomplish More, with Mike Michalowicz](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-mike-michalowicz/): Mo asks Mike Michalowicz: How do we hack our habits so we keep evolving and getting better? The first thing you do in the day is the most impactful. Sadly, most people open their email first which then dictates their behavior. Show Notes Mo asks Mike Michalowicz: How do we hack our habits so we keep evolving and getting better? The first thing you do in the day is the most impactful. Sadly, most people open their email first which then dictates their behavior. You need to time block the first part of your morning to focus on your most important […]
- [How to Use Fix This Next to Deepen Relationships, with Mike Michalowicz](https://bunnellideagroup.com/how-to-use-fix-this-next-to-deepen-relationships-with-mike-michalowicz/): Mo asks Mike Michalowicz: How can we use your framework to deepen our most important business relationships? The easiest way to connect with your client is to learn the language that they use. Show Notes Mo asks Mike Michalowicz: How can we use your framework to deepen our most important business relationships? The easiest way to connect with your client is to learn the language that they use. Ask your best clients what you are doing right, and they will tell you what they judge you on. The thing you do right is actually the thing you need to improve most […]
- [How to Use Fix This Next to Create and Close More Opportunities, with Mike Michalowicz](https://bunnellideagroup.com/how-to-use-fix-this-next-to-create-and-close-more-opportunities-with-mike-michalowicz/): Mo asks Mike Michalowicz: What’s the number one thing people can do to get more yeses? The most powerful concept is client cloning. We need to focus on our best clients and identify what we know about them. Show Notes Mo asks Mike Michalowicz: What’s the number one thing people can do to get more yeses? The most powerful concept is client cloning. We need to focus on our best clients and identify what we know about them. Then you develop an avatar around those attributes and go to where those people congregate. As the saying goes, birds of a feather […]
- [The Top 3 Things You Need to Implement from Josh Linkner, Author of Big Little Breakthroughs](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-josh-linkner-2/): Mo shares his insights from the habits of Josh Linkner. Don’t forget the dinner mint. Don’t forget to add an element of surprise and delight for each interaction you have with a prospect or client. Show Notes Mo shares his insights from the habits of Josh Linkner. Don’t forget the dinner mint. Don’t forget to add an element of surprise and delight for each interaction you have with a prospect or client. That tiny amount of extra effort often has an outsized impact on the end result. There was a study that showed the effect of different ways of adding dinner […]
- [How to Hack Our Own Habits to Accomplish More, with Josh Linkner](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-josh-linkner/): Mo asks Josh Linkner: How can we hack our habits with Big Little Breakthroughs? The short-term tends to scream the loudest, to the detriment of the long-term. Show Notes Mo asks Josh Linkner: How can we hack our habits with Big Little Breakthroughs? The short-term tends to scream the loudest, to the detriment of the long-term. Over the next 12 months, if all you do is what you’ve done before, you’re likely to fall about 30% short of the results you could have achieved. Too often we overestimate the risk of trying something new and underestimate the risk of standing still. […]
- [How to Use Big Little Breakthroughs to Deepen Relationships, with Josh Linkner](https://bunnellideagroup.com/how-to-use-big-little-breakthroughs-to-deepen-relationships-with-josh-linkner/): Mo asks Josh Linkner: How do we use the Big Little Breakthrough concepts to deepen relationships? Creativity and innovation are tools that we use to focus on product development or marketing, but they also apply to relationships. Show Notes Mo asks Josh Linkner: How do we use the Big Little Breakthrough concepts to deepen relationships? Creativity and innovation are tools that we use to focus on product development or marketing, but they also apply to relationships. In a relationship setting, think about the other person’s big problem and about how to solve their issue. The more you fall in love with […]
- [How to Use Big Little Breakthroughs to Create and Close More Opportunities, with Josh Linkner](https://bunnellideagroup.com/how-to-use-big-little-breakthroughs-to-create-and-close-more-opportunities-with-josh-linkner/): Mo asks Josh Linkner: How can professionals use the concepts of Big Little Breakthroughs to close more business? In the research for the book, Josh uncovered eight core mindsets of everyday innovators. Show Notes Mo asks Josh Linkner: How can professionals use the concepts of Big Little Breakthroughs to close more business? In the research for the book, Josh uncovered eight core mindsets of everyday innovators. One mindset in particular is called “Don’t forget the dinner mint.” For a business development person, adding a little creative flourish to each interaction you have in the course of business. A small 5% increase […]
- [Josh Linkner on Innovating with Big Little Breakthroughs – What You Need To Succeed](https://bunnellideagroup.com/josh-linkner-on-innovating-with-big-little-breakthroughs-what-you-need-to-succeed/): Mo asks Josh Linkner: What is your big idea on how listeners can focus on business development, grow their book of business and relationships, and grow their careers? Josh’s big idea is actually a little idea. Show Notes Mo asks Josh Linkner: What is your big idea on how listeners can focus on business development, grow their book of business and relationships, and grow their careers? Josh’s big idea is actually a little idea. We don’t need to bet everything on a single idea because innovation isn’t restricted to billion dollar ideas that change the world. When we think of creativity […]
- [The Top 3 Things You Need to Implement from Nathan Barry, Founder of ConvertKit](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-nathan-barry-founder-of-convertkit/): Mo shares his insights from the habits of Nathan Barry. ConvertKit has grown from a startup to $25 million a year in revenue. Show Notes Mo shares his insights from the habits of Nathan Barry. ConvertKit has grown from a startup to $25 million a year in revenue. His perspective on seeing how thousands of professionals use his platform gives him a lot of insight into what works and what doesn’t. Teach everything you know. Many professionals resist the idea for fear of giving away all their best stuff for free, but the opposite tends to be true. The more you […]
- [How to Hack Our Own Habits to Accomplish More, with Nathan Barry](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-nathan-barry/): Mo asks Nathan Barry: How do we hack our own habits to keep building their audience? The most important thing you can do is do it consistently. Anywhere you can find leverage and compound returns are crucial to your long-term success. Show Notes Mo asks Nathan Barry: How do we hack our own habits to keep building their audience? The most important thing you can do is do it consistently. Anywhere you can find leverage and compound returns are crucial to your long term success. This is where habits come in. Creating content is a long term game and if you […]
- [How to Use ConvertKit to Deepen Relationships, with Nathan Barry](https://bunnellideagroup.com/how-to-use-convertkit-to-deepen-relationships-with-nathan-barry/): Mo asks Nathan Barry: How do you deepen relationships with an email list? When you first meet someone, your relationship is initially pretty shallow. Show Notes Mo asks Nathan Barry: How do you deepen relationships with an email list? When you first meet someone, your relationship is initially pretty shallow. Nathan likes to take as much information about himself and include that into his email sequence because that allows people to get a glimpse of who he is. Being authentic, open, and direct is a way you can help people get to know you and instill that vital trust. Any stories […]
- [How to Use ConvertKit to Create and Close More Opportunities, with Nathan Barry](https://bunnellideagroup.com/how-to-use-convertkit-to-create-and-close-more-opportunities-with-nathan-barry/): Mo asks Nathan Barry: How can we get more of the meaningful work we want to do? When you think about all the service providers you could hire, you consider all sorts of things like price, location, rapport, but near the top is actual expertise. Show Notes Mo asks Nathan Barry: How can we get more of the meaningful work we want to do? When you think about all the service providers you could hire, you consider all sorts of things like price, location, rapport, but near the top is actual expertise. One of the most effective ways to signal your […]
- [Nathan Barry on ConvertKit, Automation and Engaging Your Audience – What You Need To Succeed](https://bunnellideagroup.com/nathan-barry-on-convertkit-automation-and-engaging-your-audience-what-you-need-to-succeed/): Mo asks Nathan Barry: What’s your big idea for growing a book of business, growing relationships, and growing a career? Nathan used to play video games and he likens having an audience and a newsletter to having the cheat codes for business. Show Notes Mo asks Nathan Barry: What’s your big idea for growing a book of business, growing relationships, and growing a career? Nathan used to play video games and he likens having an audience and a newsletter to having the cheat codes for business. Having an engaged audience that you can push content to is incredibly powerful. Some platforms […]
- [Luke Burgis on Wanting: The Impact of Mimetic Desire](https://bunnellideagroup.com/luke-burgis-on-wanting-the-impact-of-mimetic-desire-2/): Luke Burgis shares the incredibly powerful concept of mimetic desire and how it shapes our behavior in fundamental ways. Show Notes Luke Burgis shares the incredibly powerful concept of mimetic desire and how it shapes our behavior in fundamental ways. Learn why your mental models are the foundation for everything you do, how to figure out what motivates you at a core level, and how to eliminate the negative aspects of desire and replace them with a transcendent desire that drives you to change the world. Mo asks Luke Burgis: What is your big idea in Wanting that can help people […]
- [The Top 3 Things You Need to Implement from Luke Burgis, Author of Wanting](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-luke-burgis-author-of-wanting/): Mo shares his insights from the habits of Luke Burgis. Mimetic desire is one of the most powerful forces in the world. You need to harness that power in your life because if you don’t it will have control of you. Show Notes Mo shares his insights from the habits of Luke Burgis. Mimetic desire is one of the most powerful forces in the world. You need to harness that power in your life because if you don’t it will have control of you. We think of desire as a linear process, but we are actually running it through a model. […]
- [How to Hack Our Own Habits to Accomplish More, with Luke Burgis](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-luke-burgis/): Mo asks Luke Burgis: How can we use mimetic desire to hack our own habits? It comes down to having a plan. In the absence of a game plan, the negative aspects of mimetic desire wins and you will gravitate to what’s easy. Show Notes Mo asks Luke Burgis: How can we use mimetic desire to hack our own habits? It comes down to having a plan. In the absence of a game plan, the negative aspects of mimetic desire wins and you will gravitate to what’s easy. You may be able to list your core values, but you need to […]
- [How to Use Mimetic Desire to Deepen Relationships, with Luke Burgis](https://bunnellideagroup.com/how-to-use-mimetic-desire-to-deepen-relationships-with-luke-burgis/): Mo asks Luke Burgis: How can we use mimetic desire positively to deepen relationships? We all have a core motivation that has been with us our whole lives. Show Notes Mo asks Luke Burgis: How can we use mimetic desire positively to deepen relationships? We all have a core motivation that has been with us our whole lives. If you look hard enough you will probably see a pattern in a person’s motivational drive. These core motivations are less mimetic desires and you can learn them by listening to the way they describe their proudest achievements. Getting at the heart of […]
- [How to Use Mimetic Desire to Create and Close More Opportunities, with Luke Burgis](https://bunnellideagroup.com/how-to-use-mimetic-desire-to-create-and-close-more-opportunities-with-luke-burgis/): Mo asks Luke Burgis: How can people use mimetic desire to shape the world in a positive way and bring in more business? Show Notes Mo asks Luke Burgis: How can people use mimetic desire to shape the world in a positive way and bring in more business? Luke has a fundamental belief in business that you can’t understand what another person’s good is unless you actually know the person. Sometimes you need to help people get what they think they want in order to earn the right to give them what you think they need. At the beginning of Covid, […]
- [Shawn Blanc on Building Margin Into Your Life So You Can Win More](https://bunnellideagroup.com/shawn-blanc-on-building-margin-into-your-life-so-you-can-win-more-2/): Shawn Blanc shares how margin impacts every area of your life, and why every professional who is serious about building authentic business relationships needs margin to do it. Show Notes Shawn Blanc shares how margin impacts every area of your life, and why every professional who is serious about building authentic business relationships needs margin to do it. Learn how margin allows you to say yes to the most important things, how to create genuine relationships, and why slowing down and planning can save not just your business, but also your life. Mo asks Shawn Blanc: What big idea do you […]
- [The Top 3 Things You Need to Implement from Shawn Blanc, Creator of The Focus Course](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-shawn-blanc-creator-of-the-focus-course/): Mo shares his insights from the habits of Shawn Blanc. You need to have a plan around business development. A great business developer has a roadmap and knows what they are focused on over time. Show Notes Mo shares his insights from the habits of Shawn Blanc. You need to have a plan around business development. A great business developer has a roadmap and knows what they are focused on over time. Great rainmakers not only have an annual plan, but they also have it broken down into monthly, weekly, and daily tasks. When everything is mapped out, you can evaluate […]
- [How to Hack Our Own Habits to Accomplish More, with Shawn Blanc](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-shawn-blanc/): Mo asks Shawn Blanc: How do we apply margin to better manage ourselves and get more done? There are five components of a focused life. Show Notes Mo asks Shawn Blanc: How do we apply margin to better manage ourselves and get more done? There are five components of a focused life. The final section is on margin and maintaining breathing room in your life, because that’s the make or break it for your life. Margin is the space between your load and your breaking point. Finances are the only area of your life that can be lived beyond your means, […]
- [How to Use The Focus Course to Create and Close More Opportunities, with Shawn Blanc](https://bunnellideagroup.com/how-to-use-the-focus-course-to-create-and-close-more-opportunities-with-shawn-blanc/): Mo asks Shawn Blanc: How do we use margin to grow our book of business and get more opportunities? Shawn shares the parable of the good samaritan and how margin relates to opportunities. Show Notes Mo asks Shawn Blanc: How do we use margin to grow our book of business and get more opportunities? Shawn shares the parable of the good samaritan and how margin relates to opportunities. The ability to say no to certain opportunities is as important as the ability to say yes. When we are not clear around our priorities or have no margin within our schedule, it […]
- [How to Use The Focus Course to Deepen Relationships, with Shawn Blanc](https://bunnellideagroup.com/how-to-use-the-focus-course-to-deepen-relationships-with-shawn-blanc/): Mo asks Shawn Blanc: How can we use margin and apply it to long-term relationships? Margin exists for relationships. We need to have breathing room in our time, in our money, and in our energy to be able to build relationships. Show Notes Mo asks Shawn Blanc: How can we use margin and apply it to long-term relationships? Margin exists for relationships. We need to have breathing room in our time, in our money, and in our energy to be able to build relationships. Margin allows us to build and strengthen and grow long-term relationships as well as new ones. People […]
- [The Top 3 Things You Need to Implement from Ozan  Varol, Author of Think Like a Rocket Scientist](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-ozan-varol-author-of-think-like-a-rocket-scientist/): Mo shares his insights from the habits of Ozan Varol. Always having a couple moonshot ideas that you are working on is incredibly valuable as you are working on the day to day tasks of business development. Show Notes Mo shares his insights from the habits of Ozan Varol. Always having a couple moonshot ideas that you are working on is incredibly valuable as you are working on the day to day tasks of business development. For something to be a moonshot, it has to be something that would completely change the game, for example, a 10x investment. What can you […]
- [How to Hack Our Own Habits to Accomplish More, with Ozan Varol](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-ozan-varol/): Mo asks Dr. Ivan Misner: How do we hack our own habits to keep building our relationships? Instead of saying we’re busy, we should think about our life being full instead. Show Notes Mo asks Dr. Ivan Misner: How do we hack our own habits to keep building our relationships? Instead of saying we’re busy, we should think about our life being full instead. The foundation of networking is the VCP process. First, you have to be visible, then you move to credibility where people know who you are and that you’re good at it. Only then can you move to […]
- [How to Use The Contrarian Mindset to Create and Close More Opportunities, with Ozan Varol](https://bunnellideagroup.com/how-to-use-the-contrarian-mindset-to-create-and-close-more-opportunities-with-ozan-varol/): Mo asks Ozan Varol: How can we do a better job of getting the kind of work that we want? Show Notes Mo asks Ozan Varol: How can we do a better job of getting the kind of work that we want? One of the biggest problems in the business right now, especially in this time of uncertainty, is that we assume that other businesses around us know something that we don’t, so we end up copying their strategies. This ends up in a race to the center, where businesses start to look more and more like each other. First-principles thinking […]
- [Dr. Ivan Misner Declares Networking is The Foundation of Business Development](https://bunnellideagroup.com/dr-ivan-misner-declares-networking-is-the-foundation-of-business-development-2/): Dr. Ivan Misner shares his expertise as one of the world’s most effective networkers and talks about the nuts and bolts of creating real relationships that drive real revenue. Show Notes Dr. Ivan Misner shares his expertise as one of the world’s most effective networkers and talks about the nuts and bolts of creating real relationships that drive real revenue. Learn why the quality of the people you surround yourself with will determine so much of your life and business and how to ensure your inner circle aligns with your core values, plus tips for networking in a way that leads […]
- [The Top 3 Things You Need to Implement from Dr. Ivan Misner, Chief Visionary of BNI](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-dr-ivan-misner-chief-visionary-of-bni/): Mo shares his insights from the habits of Dr. Ivan Misner. Ivan Misner is the Chief Visionary Officer of BNI, the world’s largest networking group. Show Notes Mo shares his insights from the habits of Dr. Ivan Misner. Ivan Misner is the Chief Visionary Officer of BNI, the world’s largest networking group. There is probably no one else on the planet who knows more about building a valuable network or relationships. We need to be very careful about who we allow into our inner circle. This can include strategic partners that we work with to grow our businesses, the clients we […]
- [How to Hack Our Own Habits to Accomplish More, with Dr. Ivan Misner](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-dr-ivan-misner/): Mo asks Dr. Ivan Misner: How do we hack our own habits to keep building our relationships? Instead of saying we’re busy, we should think about our life being full instead. Show Notes Mo asks Dr. Ivan Misner: How do we hack our own habits to keep building our relationships? Instead of saying we’re busy, we should think about our life being full instead. The foundation of networking is the VCP process. First, you have to be visible, then you move to credibility where people know who you are and that you’re good at it. Only then can you move to […]
- [How to Use Networking to Deepen Relationships, with Dr. Ivan Misner](https://bunnellideagroup.com/how-to-use-networking-to-deepen-relationships-with-dr-ivan-misner/): Mo asks Dr. Ivan Misner: How do we develop more and deeper relationships? BNI now has over 276,000 members and over the course of 2020, those members generated over $16 billion in business. Show Notes Mo asks Dr. Ivan Misner: How do we develop more and deeper relationships? BNI now has over 276,000 members and over the course of 2020, those members generated over $16 billion in business. A one-to-one conversation with people periodically is the best way to develop a relationship with them. The Gains exchange is a great way to deepen a relationship with someone you know. Write down […]
- [How to Use Networking to Create and Close More Opportunities, with Dr. Ivan Misner](https://bunnellideagroup.com/how-to-use-networking-to-create-and-close-more-opportunities-with-dr-ivan-misner/): Mo asks Dr. Ivan Misner: How do we grow our book of business? There is a networking disconnect, where everybody goes to networking events wanting to sell but nobody is there to buy. Show Notes Mo asks Dr. Ivan Misner: How do we grow our book of business? There is a networking disconnect, where everybody goes to networking events wanting to sell but nobody is there to buy. Networking is all about relationships, it’s more like farming than hunting. Avoid selling the first time you meet someone. Plant the seed of the relationship first and then cultivate it over time. Ivan […]
- [Dr. Ivan Misner on the Foundation of Business Development – What You Need To Succeed](https://bunnellideagroup.com/dr-ivan-misner-on-the-foundation-of-business-development-what-you-need-to-succeed/): Mo asks Dr. Ivan Misner: What is your big idea on how business development experts can grow their book of business, their relationships, and their careers? Show Notes Mo asks Dr. Ivan Misner: What is your big idea on how business development experts can grow their book of business, their relationships, and their careers? The quality of the people you surround yourself with determines the quality of your life. Imagine that you live your life in one room with one door and it’s one-way entrance only. If that were true would you be more selective about the people that you let […]
- [The Top 3 Things You Need to Implement from L. David Marquet, Author of Leadership Is Language](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-l-david-marquet-author-of-leadership-is-language/): Mo shares his insights from the habits of L. David Marquet. We, as humans, are typically either thinking or we’re acting and we tend to bias toward action. Show Notes Mo shares his insights from the habits of L. David Marquet. We, as humans, are typically either thinking or we’re acting and we tend to bias toward action. For business development, this means it can be very easy to just do the next thing and do it right away. Sometimes that focus on action is not the right thing to do. Occasionally, we need to step back and think about the […]
- [The Top 3 Things You Need to Implement from L. David Marquet, Author of Leadership Is Language](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-l-david-marquet-author-of-leadership-is-language-2/): Mo asks L. David Marquet: How do we get our team to focus on the right client development activities? Show Notes Mo asks L. David Marquet: How do we get our team to focus on the right client development activities? We act our way to new thinking. When you want to change something, you need to act the way that those people would act and the thought process will follow. Our brains change as a result of our habits. In terms of language, simply switching out the term “they” for “we” can create a very unique team environment. Instead of looking […]
- [How to Use Leadership Language to Deepen Relationships, with L. David Marquet](https://bunnellideagroup.com/how-to-use-leadership-language-to-deepen-relationships/): Mo asks L. David Marquet: How can we use the language of leadership to deepen our relationships? There is a language difference between resilient and adaptive teams, and fragile teams. Show Notes Mo asks L. David Marquet: How can we use the language of leadership to deepen our relationships? There is a language difference between resilient and adaptive teams, and fragile teams. Adaptive teams are more open to dissenting opinions with people being willing to speak up. On fragile teams, only the loudest tend to get heard. One of the most common patterns is that word distribution matches the salary distribution […]
- [How to Use Leadership Language to Create and Close More Opportunities, with L. David Marquet](https://bunnellideagroup.com/how-to-use-leadership-language-to-create-and-close-more-opportunities-with-l-david-marquet-2/): Mo asks L. David Marquet: How can the language of leadership help us control the clock? Controlling the clock is the antithesis of obeying the clock. Show Notes Mo asks L. David Marquet: How can the language of leadership help us control the clock? Controlling the clock is the antithesis of obeying the clock. In the industrial age it made sense because that’s the way production was done, but it doesn’t serve us in the way human teams interact now. For creative work, controlling the clock is about acknowledging deadlines but controlling the rhythm between action and doing, and pausing and […]
- [L. David Marquet and Leadership Is Language – What You Need To Succeed](https://bunnellideagroup.com/l-david-marquet-and-leadership-is-language-what-you-need-to-succeed/): Mo asks L. David Marquet: What big idea do you have around using the language of leadership to build client relationships? Show Notes Mo asks L. David Marquet: What big idea do you have around using the language of leadership to build client relationships? The language we use today has been passed down from our parents and grandparents, and is in essence an industrial age language. In the past, language has adapted and changed as the work and society have evolved but more recently, language has fallen behind. Work and society are changing more rapidly than our language and this leads […]
- [The Top 3 Things You Need to Implement from Josh Kaufman, Author of The Personal MBA](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-josh-kaufman/): Mo shares his insights from the habits of Josh Kaufman. Speaking the language of business seems obvious, but most people don’t realize how important this is to business development. Show Notes Mo shares his insights from the habits of Josh Kaufman. Speaking the language of business seems obvious, but most people don’t realize how important this is to business development. Specifically speaking with your prospects’ words and language and understanding them on a deep level. Get out of the mindset that you speak internally because that can come off as jargon. Talking with the language of a client is a differentiator […]
- [How to Use The Personal MBA to Create and Close More Opportunities, with Josh Kaufman](https://bunnellideagroup.com/how-to-use-the-personal-mba-to-create-and-close-more-opportunities/): Mo asks Josh Kaufman: How can someone hack their own habits and accomplish more when it comes to business development? Most of us imagine a world in the undefined future where all our tasks are completed and there’s nothing left to do.   Show Notes Mo asks Josh Kaufman: How can someone hack their own habits and accomplish more when it comes to business development? Most of us imagine a world in the undefined future where all our tasks are completed and there’s nothing left to do. Fortunately for us, that’s not the way the world works. We live in a […]
- [How to Use The Personal MBA to Create and Close More Opportunities, with Josh Kaufman.](https://bunnellideagroup.com/how-to-use-the-personal-mba-to-create-and-close-more-opportunities-with-josh-kaufman/): Mo asks Josh Kaufman: Great relationships are something we should invest in. How can someone be more effective at managing relationships? When you enter into any new relationship, trust is something that needs to be built over time. Show Notes Mo asks Josh Kaufman: Great relationships are something we should invest in. How can someone be more effective at managing relationships? When you enter into any new relationship, trust is something that needs to be built over time. Trust is earned by showing up and demonstrating that you understand someone, and what’s important to them. Even before someone becomes a prospect, […]
- [Speeding Up Opportunities (3 of 3)](https://bunnellideagroup.com/speeding-up-opportunities-3-of-3/): What’s On My Mind The final in a 3 part series on speed! ​The first in our series was Make It Simple. ​The second, Make The Ask. So at this point you know how to… Design a simple next step for the client. ​ Make the ask with confidence so that it shows clear value to them. (If you missed those prior lessons, just click the links above–they’re important to understand before reading this article.) Last lesson… Make The Time. ​It’s a common mistake… ​Great content. Great discussion. ​Go over time. ​These three Gs = three Cs. ​Great content + Great discussion + Go over […]
- [Mike Michalowicz and How to Fix This Next – What You Need To Succeed](https://bunnellideagroup.com/mike-michalowicz-and-how-to-fix-this-next-what-you-need-to-succeed/): Mo asks Mike Michalowicz: Why do you have to start with sales? Sales create cash for a business. We usually start a business to create financial freedom, and to get there we need sales, but sales are not sufficient in themselves. Show Notes Mo asks Mike Michalowicz: Why do you have to start with sales? Sales create cash for a business. We usually start a business to create financial freedom, and to get there we need sales, but sales are not sufficient in themselves. They are the foundation to the Business Hierarchy of Needs. If you realize and feel that your […]
- [Sandy Lutton Explains the Importance of Treating People As More Than Just Prospects](https://bunnellideagroup.com/sandy-lutton-explains-the-importance-of-treating-people-as-more-than-just-prospects/): Sandy Lutton talks about business development and what she learned landing world-class speakers and executives as clients. Show Notes Sandy Lutton talks about business development and what she learned landing world-class speakers and executives as clients. Find out why you should be treating prospects as clients right from the get-go, the top four business development strategies she uses every single day, and why taking the fear out of the initial meeting can open the doors to building great relationships.   Mo asks Sandy Lutton: When was the moment that you realized that you wanted to focus on business development? At the […]
- [Going Back In Time, What Sandy Lutton Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-sandy-lutton-would-say-to-her-younger-self/): Mo asks Sandy Lutton: If you could record a message around growth and business development and send it to your younger self, what would it say? Show Notes Mo asks Sandy Lutton: If you could record a message around growth and business development and send it to your younger self, what would it say? Early in her career, Sandy was intimidated by business development and felt that she had to win them over while being perfect, but it doesn’t have to be an intimidating process. Business development is simply about building relationships. Sandy would want to help her younger self take […]
- [The Business Development Story That Changed Everything for Sandy Lutton](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-sandy-lutton/): Mo asks Sandy Lutton: What is a business development story that you are really proud of? Show Notes Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent, and Sandy was working on securing a famous world leader. The twist in the story was that the first in-person meeting with the CEO didn’t go well which made landing this client much harder than they expected. They spent too much […]
- [Sandy Lutton’s Favorite Business Development Strategy](https://bunnellideagroup.com/sandy-luttons-favorite-business-development-strategy/): Mo asks Sandy Lutton: Tell us your favorite science, step, or story from the GrowBIG Training or Snowball System. Show Notes Mo asks Sandy Lutton: Tell us your favorite science, step, or story from the GrowBIG Training or Snowball System. Sandy’s favorite science is the Herrmann Brain Dominance Model because it opened her eyes to understanding how her pitch was communicated to other people. The Protemoi List is another strategy that stands out. Knowing who the most important people are in regards to your business and your success, and building a process around it, is a key element to success. Relationships […]
- [What Business Development REALLY Means, According to Sandy Lutton](https://bunnellideagroup.com/what-business-development-really-means-according-to-sandy-lutton/): Mo asks Sandy Lutton: What is your personal definition of business development? Show Notes Mo asks Sandy Lutton: What is your personal definition of business development? We think of business development as a necessary evil way too often, but it’s simply human interaction. Think of business development as an opportunity to get to know someone, understand what they need from you, and how you can bring value to them. Sandy is a firm believer in having a reason to pick up the phone and call a prospect. You need to understand what value you can bring to the other person and […]
- [Sandy Lutton on People – Time To Get Great At Business Development](https://bunnellideagroup.com/sandy-lutton-on-people-time-to-get-great-at-business-development/): Mo asks Sandy Lutton: When was the moment that you realized that you wanted to focus on business development? Show Notes Mo asks Sandy Lutton: When was the moment that you realized that you wanted to focus on business development? At the beginning of Sandy’s career she started off in a job at a call center doing customer service and she learned that sales were an integral part of success. She realized that she loved solving people’s problems and enjoyed building relationships. This led to diving into the world of sales within the telecom industry and eventually software and consulting. The […]
- [Warren Shiver on Why Business Development Doesn’t Happen Without Building Trust](https://bunnellideagroup.com/warren-shiver-on-why-business-development-doesnt-happen-without-building-trust/): Warren Shiver shares his years of experience developing client relationships and landing new business and reveals why it all comes down to trust. Show Notes Warren Shiver shares his years of experience developing client relationships and landing new business and reveals why it all comes down to trust. Learn about the concrete, step-by-step process that establishes trust, how to use the Protemoi list to create a pipeline of opportunities for the future, and the most important business development lessons to learn when you’re just getting started.   Mo asks Warren Shiver: At what point in your career did you realize that […]
- [Going Back In Time, What Warren Shiver Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-warren-shiver-would-say-to-his-younger-self/): Mo asks Warren Shiver: If you could record a video about business development and send it back to your younger self, what would it say? Show Notes Mo asks Warren Shiver: If you could record a video about business development and send it back to your younger self, what would it say? Warren’s advice comes in three parts, the first one is: find opportunities around business development as early as possible, get experience, and fail. You can be a Hall of Fame level baseball player by hitting 3 out of ten pitches. Sales teams typically win about half the time but […]
- [The Business Development Story That Changed Everything for Warren Shiver](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-warren-shiver/): Mo asks Warren Shiver: Tell me of a business development story that you are really proud of. Show Notes Mo asks Warren Shiver: Tell me of a business development story that you are really proud of. Warren left his day job and started his own consultancy in 2010. He created his Protemoi list and started working through it to get things started. Warren met Paul Duval, the senior vice-president of sales at Central Garden, a billion dollar provider of lawn and grass products. That very first relationship developed into a three-month sales cycle and a seven-figure engagement that kicked off Warren’s […]
- [Warren Shiver's Favorite Business Development Strategy](https://bunnellideagroup.com/warren-shivers-favorite-business-development-strategy/): Mo asks Warren Shiver: What’s your favorite science, step, or story from the Snowball System or GrowBIG training? Show Notes Mo asks Warren Shiver: What’s your favorite science, step, or story from the Snowball System or GrowBIG training? Warren has been working with Mo during the early days of the GrowBIG training and has been a big fan of the Protemoi list and the step-by-step opportunity process. The first part of the opportunity process is listening and learning. Being able to repeat it back to the prospect and proving that they’ve been heard is how you earn the right to go […]
- [What Business Development REALLY Means, According to Warren Shiver](https://bunnellideagroup.com/what-business-development-really-means-according-to-warren-shiver/): Mo asks Warren Shiver: What is your personal definition of business development? Show Notes Mo asks Warren Shiver: What is your personal definition of business development? Business development is simply about building trust between people. People buy from people, and that still holds true in the age of Zoom. Mo’s wife recently started a non-profit focused on equine therapy. and within two months of the launch they were getting incredible amounts donated to the program. This was because Becky had been building relationships with people in the area for 30 years. People are looking for indicators that you do what you’re […]
- [Warren Shiver on Trust – Time To Get Great At Business Development](https://bunnellideagroup.com/warren-shiver-on-trust-time-to-get-great-at-business-development/): Mo asks Warren Shiver: At what point in your career did you realize that business development was something you should focus on? Show Notes Mo asks Warren Shiver: At what point in your career did you realize that business development was something you should focus on? Warren started his career off in the typical management/consulting track almost exclusively focused on product delivery. Warren’s wife worked for PeopleSoft at the time, and he was able to go on a few president’s club trips with her. Seeing top performing business development professionals treated so well opened his eyes. No engineers get treated to […]
- [Bill Ruprecht Explains Why You Should be Proud of Being in Sales](https://bunnellideagroup.com/bill-ruprecht-explains-why-you-should-be-proud-of-being-in-sales/): Bill Ruprecht pulls from his decades-long career in sales and business development and shares the work-defining stories and lessons he learned along the way. Show Notes Bill Ruprecht pulls from his decades-long career in sales and business development and shares the work-defining stories and lessons he learned along the way. Learn how Bill discovered the keys to building relationships around the dinner table with his parents, why building relationships isn’t solely reserved for people with the natural gift of conversation but is a trainable skill that anyone can figure out, and why being in sales is something you should be proud […]
- [Going Back In Time, What Bill Ruprecht Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-bill-ruprecht-would-say-to-his-younger-self/): Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say? Show Notes Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say? You learn a lot more from failure than you do from success. Early on in Bill’s career, he had developed a relationship with an art collector, but after the collector passed away the business went to other people because Bill didn’t consider what would happen after that point or lay the foundation to make sure the family […]
- [The Business Development Story That Changed Everything for Bill Ruprecht](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-bill-ruprecht/): Mo asks Bill Ruprecht: What is a story of business development that you are particularly proud of? Show Notes Mo asks Bill Ruprecht: What is a story of business development that you are particularly proud of? A business like Sotheby’s is a transaction business so Bill had been involved in thousands of transactions over the course of his career but one tale in particular stood out to him. Bill traveled down to Florida to help an older lawyer sell $20 million in vintage cars and that began a 9-month process of negotiating. After months of back and forth, they finally signed […]
- [Bill Ruprecht’s Favorite Business Development Strategy](https://bunnellideagroup.com/bill-ruprechts-favorite-business-development-strategy/): Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Show Notes Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the continued growth of his organization. When you have 90 offices over 40 countries is an enormous task. Bill recalls a meeting with a number of executives at Sotheby’s along with Mo where it became very clear how some people struggled […]
- [What Business Development REALLY Means, According to Bill Ruprecht](https://bunnellideagroup.com/what-business-development-really-means-according-to-bill-ruprecht/): Mo asks Bill Ruprecht: What story did your parents tell you that shaped how you thought about business development? Show Notes Mo asks Bill Ruprecht: What story did your parents tell you that shaped how you thought about business development? Bill’s mother was always extremely bright and driven, but she wasn’t terribly happy in her life. His father had the knack of being able to find commonality with almost anyone. It was at the dinner table where Bill was constantly challenged with questions on how he would deal with a variety of hypothetical situations. When Bill started in the antique business […]
- [Bill Ruprecht on Focus – Time To Get Great At Business Development](https://bunnellideagroup.com/bill-ruprecht-on-focus-time-to-get-great-at-business-development/): Mo asks Bill Ruprecht: When did you first start thinking about business development as something important that you wanted to do? Show Notes Mo asks Bill Ruprecht: When did you first start thinking about business development as something important that you wanted to do? Bill spent many years in business when there were two kinds of business development. The first was a form of gunslinging more focused on extracting value and the second was centered around building more long term relationships. Inevitably, you come to realize that building relationships and adding relevance to potential customers is the way to go. There […]
- [Bonneau Ansley Outlines The Key Strategy to Growing to $3 Billion in Sales in Just 7 Years](https://bunnellideagroup.com/bonneau-ansley-outlines-the-key-strategy-to-growing-to-3-billion-in-sales-in-just-7-years/): Bonneau Ansley, the #1 real estate agent in the South, shares how he discovered how to take his passion for people and selling, and leverage it into a ridiculously successful real estate company on track to do over $3 billion in sales this year. Show Notes Bonneau Ansley, the #1 real estate agent in the South, shares how he discovered how to take his passion for people and selling, and leverage it into a ridiculously successful real estate company on track to do over $3 billion in sales this year. Learn about some of the nitty gritty business development tactics that […]
- [Going Back In Time, What Bonneau Ansley Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-bonneau-ansley-would-say-to-his-younger-self/): Mo asks Bonneau Ansley: If you could record a message to your younger self around business development, what would it say? Show Notes Mo asks Bonneau Ansley: If you could record a message to your younger self around business development, what would it say? In school, Bonneau would have told himself to not worry too much about failing Geology and Mrs. Jones is not going to be there to critique you for the rest of your life. In college, it would have been to try more things while avoiding some bad influences. After college, he would have told himself to go […]
- [The Business Development Story That Changed Everything for Bonneau Ansley](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-bonneau-ansley/): Mo asks Bonneau Ansley: Tell me of a business development story that you are deeply proud of. Show Notes Mo asks Bonneau Ansley: Tell me of a business development story that you are deeply proud of. When Bonneau started the business, he made sure that he was selling for a reason. Even when they weren’t making any money, he made sure that every sale gave back to Children’s Healthcare of Atlanta Hospital and it’s become the most rewarding business activity he’s ever done. Having clients is not about a single transaction. Bonneau wants to grow with his clients and for the […]
- [Bonneau Ansley’s Favorite Business Development Strategy](https://bunnellideagroup.com/bonneau-ansleys-favorite-business-development-strategy/): Mo asks Bonneau Ansley: What’s your favorite science, step, or story from the GrowBIG training or Snowball System? Show Notes Mo asks Bonneau Ansley: What’s your favorite science, step, or story from the GrowBIG training or Snowball System? Bonneau has been a real estate agent for 20 years, but when Mo interviewed Bonneau in order to get his house sold, it changed the way he operated. They had a conversation about the Herrmann Brain Dominance Instrument and went over the different ways that people communicate, and that conversation transformed how Bonneau presents to his clients. Now he makes sure to cover […]
- [What Business Development REALLY Means, According to Bonneau Ansley](https://bunnellideagroup.com/what-business-development-really-means-according-to-bonneau-ansley/): Mo asks Bonneau Ansley: What is your personal definition of business development? Show Notes Mo asks Bonneau Ansley: What is your personal definition of business development? Bonneau interacts with people for roughly ten hours a day, from his barber to his valet, and each interaction is an exercise in business development. Each person is a part of Bonneau’s sales team with a small incentive to spread the word about him. From a business development standpoint, to continue to be the #1 realtor in the South, he needs to be everywhere, and each person he interacts with is a chance to amplify […]
- [Bonneau Ansley on Sales – Time To Get Great At Business Development](https://bunnellideagroup.com/bonneau-ansley-on-sales-time-to-get-great-at-business-development/): Mo asks Bonneau Ansley: Tell me of the moment in your life when you realized that business development was something you wanted to focus on. Show Notes Mo asks Bonneau Ansley: Tell me of the moment in your life when you realized that business development was something you wanted to focus on. Bonneau knew he was going to be a sales guy at the early age of 16 when he was in highschool. He felt that school wasn’t really his thing, but people and classmates were. He started selling t-shirts and hats, which continued into college with his own clothing company, […]
- [Debby Moorman Details Why You’re Better At Business Development Than You Think](https://bunnellideagroup.com/debby-moorman-details-why-youre-better-at-business-development-than-you-think/): Debby Moorman shares why business development became her career passion and why everybody is better at business development than they think. Show Notes Debby Moorman shares why business development became her career passion and why everybody is better at business development than they think. Find out why the sales label holds so many people back from growing their skills, how being helpful is the foundation for business development, and the aha moment that helped Debby become more effective than ever at building relationships with prospects and clients.   Mo asks Debby Moorman: Tell me the moment when you decided that business […]
- [Going Back In Time, What Debby Moorman Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-debby-moorman-would-say-to-her-younger-self/): Mo asks Debby Moorman: If you could record a business development tip and send it to your younger self, what would it be? Show Notes Mo asks Debby Moorman: If you could record a business development tip and send it to your younger self, what would it be? The bottomline is the idea of sales can be scary because we usually think of our worst sales experience and extrapolate that to everything. Debby’s advice to her younger self would be to take a breath, and realize that it’s all about meeting people and getting to know them, then helping them solve […]
- [The Business Development Story That Changed Everything for Debby Moorman](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-debby-moorman/): Mo asks Debby Moorman: What is one moment around business development that you are really proud of? Show Notes Mo asks Debby Moorman: What is one moment around business development that you are really proud of? The current climate has been challenging, and there is one client in particular that she’s working with right now that she’s proud of. She had the opportunity to reconnect with someone she worked with 15 years ago that recently moved into a more senior role. She reached out to them, but with the way things are right now, she couldn’t meet them in person and […]
- [Debby Moorman’s Favorite Business Development Strategy](https://bunnellideagroup.com/debby-moormans-favorite-business-development-strategy/): Mo asks Debby Moorman: What is your favorite science, step, or story from GrowBIG or the Snowball System? Show Notes Mo asks Debby Moorman: What is your favorite science, step, or story from GrowBIG or the Snowball System? Debby’s favorite science is the Herrmann Brain Dominance Instrument. The science behind what type of thinker we are is incredibly valuable. Most people have been through at least one kind of similar training, but they usually can’t put it into use. With HBDI, that’s not the case. The brilliant a-ha moment for Debby was realizing that you must assume that you have all […]
- [What Business Development REALLY Means, According to Debby Moorman](https://bunnellideagroup.com/what-business-development-really-means-according-to-debby-moorman/): Mo asks Debby Moorman: What is your personal definition of business development? Show Notes Mo asks Debby Moorman: What is your personal definition of business development? Business development is identifying high-value relationships, investing in them, and finding ways to bring value to those relationships. It’s about matching what you have to offer with the needs of your market and customizing it for each person. Figuring what the client needs is fundamentally about asking the right questions and listening closely to the answer. The key in any conversation is that if you’re talking more about yourself than you are about them it’s […]
- [Debby Moorman on Sales – Time To Get Great At Business Development](https://bunnellideagroup.com/debby-moorman-on-sales-time-to-get-great-at-business-development/): Mo asks Debby Moorman: Tell me the moment when you decided that business development is something that you wanted to focus on. Show Notes Mo asks Debby Moorman: Tell me the moment when you decided that business development is something that you wanted to focus on. Debby fell into business development almost by accident when she was in college after taking a sales job one summer. The key realization was when she figured out that she liked helping people solve their problems, and that was when she decided to shift her focus to professional sales. Debby went on to a professional […]
- [Jeff Berardi on The Power of an Established Business Development System](https://bunnellideagroup.com/jeff-berardi-on-the-power-of-an-established-business-development-system/): Jeff Berardi shares how the business development skills he developed during his career became the foundation for his consulting practice’s success after launching right at the beginning of the pandemic. Discover the mindset shift that takes someone from struggling with business development to becoming the rainmaker of their organization, why you need to understand sales if you want to succeed at marketing, and the counterintuitive way to showcase your expertise and land paying clients that most consultants get completely backward. Show Notes Mo asks Jeff Berardi: Tell us the story of the time where you realized that business development was great. […]
- [Going Back In Time, What Jeff Berardi Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-jeff-berardi-would-say-to-his-younger-self/): Mo asks Jeff Berardi: If you could record a video and send it back to your younger self, what would it say? Show Notes Mo asks Jeff Berardi: If you could record a video and send it back to your younger self, what would it say? Jeff would tell himself to ask more questions and to be more intentional on directing the conversation to the ways he could help the other party. Asking questions and getting the client engaged is much more beneficial than just telling people what you do. A lot of consultants make the mistake of just wanting to […]
- [The Business Development Story That Changed Everything for Jeff Berardi](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jeff-berardi/): Mo asks Jeff Berardi: Tell us about a business development story that you are particularly proud of. Show Notes Mo asks Jeff Berardi: Tell us about a business development story that you are particularly proud of. Jeff has had a long and successful career, but his proudest business development story happened at the very beginning of the pandemic when he launched his own consulting practice. Jeff had the training and the experience leading up to that moment, and the launch of his consulting practice simply became reaching out to his contacts and helping them figure things out. Those initial relationships and […]
- [Jeff Berardi’s Favorite Business Development Strategy](https://bunnellideagroup.com/jeff-berardis-favorite-business-development-strategy/): Mo asks Jeff Berardi: What is your favorite GrowBIG or Snowball System principle? Show Notes Mo asks Jeff Berardi: What is your favorite GrowBIG or Snowball System principle? Build everything together is Jeff’s all-time favorite principle. When you work with something in conjunction with your prospect they are going to like you, and the work, more. Jeff uses the example of bake-at-home cake mixes and how one small change that increased the engagement of the consumer in the process led to an increase in sales. Everybody wants to add value in life, and when you send somebody a project that’s done […]
- [What Business Development REALLY Means, According to Jeff Berardi](https://bunnellideagroup.com/what-business-development-really-means-according-to-jeff-berardi/): Mo asks Jeff Berardi: What is your personal definition of business development? Show Notes Mo asks Jeff Berardi: What is your personal definition of business development? Business development is creating a pipeline of future growth opportunities. You won’t know when they come to fruition or how, but it’s a steady process of cultivating and building relationships. There is never enough when it comes to business development because you never know when the well is going to go dry. By having a large pipeline, you have the ability to choose who you work with rather than having to take whatever comes your […]
- [Jeff Berardi on Aligning Marketing and Sales – Time To Get Great At Business Development](https://bunnellideagroup.com/jeff-berardi-on-aligning-marketing-and-sales-time-to-get-great-at-business-development/): Mo asks Jeff Berardi: Tell us the story of the time where you realized that business development was great. Show Notes Mo asks Jeff Berardi: Tell us the story of the time where you realized that business development was great. Jeff first realized the importance of business development in the marketing class at business school. The first question his professor asked was “Who here is interested in pursuing a career in marketing? And who here is interested in pursuing a career in sales?” The majority of the class had their hands up for the first part and not the second part, […]
- [James Clear on Why Habits Are the Foundation of Business Development Success](https://bunnellideagroup.com/james-clear-on-why-habits-are-the-foundation-of-business-development-success-2/): James Clear, author of the best-selling book Atomic Habits, shares the importance of creating a system of habits that makes reaching your goals simple. Show Notes James Clear, author of the best-selling book Atomic Habits, shares the importance of creating a system of habits that makes reaching your goals simple. Mo applies the principles of Atomic Habits directly to the world of business development and shows you how starting small can create huge results in your business. This is an encore presentation of an episode that aired on June 11, 2020. James Clear recounts the story of the high school baseball […]
- [Michael Hyatt Reveals How To Create A Vivid Vision That Will Transform Your Business](https://bunnellideagroup.com/michael-hyatt-reveals-how-to-create-a-vivid-vision-that-will-transform-your-business/): Michael Hyatt shares the power of a compelling vision and how it can completely transform your business. Show Notes Michael Hyatt shares the power of a compelling vision and how it can completely transform your business. Find out how to craft your Vision Script and turn it into a roadmap for your business’s success, while giving you the perfect filter to avoid the trivial many and stay focused on the vital few. This is an encore presentation of an episode that aired on August 6, 2020. Michael tells the story of how he struggled early on when he and a partner […]
- [Maria Kelly and The Truth About Asking For What You’re Worth](https://bunnellideagroup.com/maria-kelly-and-the-truth-about-asking-for-what-youre-worth/): Maria Kelly shares everything she’s learned over the years on developing client relationships at Sotheby’s and in her own consulting firm helping CEOs and bold leaders get unstuck. Find out about some key insights that will help you charge what you’re worth with confidence, how to communicate effectively in your client’s language and convey your value in a way that they will love, and one simple tactic that anyone can use to forge strong bonds with people and deepen their relationships. Show Notes Mo asks Maria Kelly: When did you realize that you really had to focus on business development and […]
- [Going Back In Time, What Maria Kelly Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-maria-kelly-would-say-to-her-younger-self/): Mo asks Maria Kelly: If you could record a video around business development and give it to your younger self, what would it say? Show Notes Mo asks Maria Kelly: If you could record a video around business development and give it to your younger self, what would it say? The short answer would be to record Mo’s training. The longer answer is to start thinking about business development much earlier. Do not be afraid to reach out and ask for advice. Over the last 12 months, Maria has read so many books that would have helped her tremendously when she […]
- [The Business Development Story That Changed Everything for Maria Kelly](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-maria-kelly/): Mo asks Maria Kelly: Tell us of a business development moment that you are really proud of. Show Notes Mo asks Maria Kelly: Tell us of a business development moment that you are really proud of. One of Maria’s first clients, when she ventured out on her own, was someone she had worked with in the past. This client reached out to her specifically to work with her one on one just as Maria was taking some time off. For years, Maria had been telling her team and her clients that they need to charge what they’re worth so when it […]
- [Maria Kelly’s Favorite Business Development Strategy](https://bunnellideagroup.com/maria-kellys-favorite-business-development-strategy/): Mo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? Show Notes Mo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? One of the most useful things Maria learned from the GrowBIG training was the seven pricing principles. Living in Switzerland, she grew up in a culture that didn’t talk about money and she learned early on in her career that if she didn’t talk about money, she didn’t get the money. Many business owners and professionals struggle with asking for what […]
- [What Business Development REALLY Means, According to Maria Kelly](https://bunnellideagroup.com/what-business-development-really-means-according-to-maria-kelly/): Mo asks Maria Kelly: What is your personal definition of business development? Show Notes Mo asks Maria Kelly: What is your personal definition of business development? Business development is about creating opportunities and value for other people. Doing that together is what makes business development fun. Often, people don’t see their own value and this is reflected in the general disdain for sales. You need to understand what value you bring to the table as a specialist and use that confidence in your skill to bring value to the other person. A lot comes to your presentation and how you approach […]
- [Maria Kelly on Your Worth – Time To Get Great At Business Development](https://bunnellideagroup.com/maria-kelly-on-your-worth-time-to-get-great-at-business-development/): Mo asks Maria Kelly: When did you realize that you really had to focus on business development and client relationships? Show Notes Mo asks Maria Kelly: When did you realize that you really had to focus on business development and client relationships? Maria’s career didn’t begin in client-facing roles but they were usually oriented around being helping and finding solutions for people. When she moved into more managerial roles, she was overseeing people who faced the client. It wasn’t until Maria went through the GrowBIG training where she realized that business development had been a part of her life the whole […]
- [Scott Winter Digs Into How Business Development Can Change The World](https://bunnellideagroup.com/scott-winter-digs-into-how-business-development-can-change-the-world/): Scott Winter, CRM Evangelist, shares his thoughts and hard-won experiences on business development and how his perspective changed over the years from “selling is bad” to “business development is one of the most important things you can do. Learn about Scott’s three favorite GrowBIG strategies that he uses all the time to help land new clients, the mindset that allows him to sell with confidence and genuine empathy, and how business development is the key to changing the world at large. Show Notes   Mo asks Scott Winter: When was the moment that you realized that business development was great? Scott […]
- [Going Back In Time, What Scott Winter Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-scott-winter-would-say-to-his-younger-self/): Mo asks Scott Winter: If you could send a video back in time specifically on business development, what would it say? Show Notes Mo asks Scott Winter: If you could send a video back in time specifically on business development, what would it say? The first thing Scott would say to his younger self would be to buy as much Bitcoin as possible. Seriously though, he would try to help his younger self get past the limiting belief that sales is a bad thing. No matter who you are, you have to sell. Do what you have to do to learn […]
- [The Business Development Story That Changed Everything for Scott Winter](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-scott-winter/): Mo asks Scott Winter: Tell us of a time when you were doing something with business development that you are really proud of. Show Notes Mo asks Scott Winter: Tell us of a time when you were doing something with business development that you are really proud of. Scott was working with another firm years ago that used Interaction, and there was a big push to bring them on board as an expanded partner. It took many months and using a lot of the GrowBIG strategies to provide enough value and develop the relationship to the point where they said yes, […]
- [Scott Winter’s Favorite Business Development Strategy](https://bunnellideagroup.com/scott-winters-favorite-business-development-strategy/): Mo asks Scott Winter: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Show Notes Mo asks Scott Winter: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Whole brain thinking is a concept that Scott always gravitates towards when he’s putting together a pitch or presentation. It helps shape his storytelling and the way his message connects with the people he’s talking to. The Give to Get is another tool that Scott uses all the time. It’s highly valuable to the prospect, builds the relationship, and helps them […]
- [What Business Development REALLY Means, According to Scott Winter](https://bunnellideagroup.com/what-business-development-really-means-according-to-scott-winter/): Mo asks Scott Winter: What is your personal definition of business development? Show Notes Mo asks Scott Winter: What is your personal definition of business development? The first component is being genuine. If you’re not, people will see right through what you’re doing. Scott has been fortunate to work with companies that he authentically believes in, and that confidence in the product makes being genuine possible. Drinking your own champagne helps. Scott is an avid consumer of the products he sells, and that makes the conversations easy and learning more about what the prospect needs simpler. Be genuine, love what you […]
- [Scott Winter on Business Development – Time To Get Great At Business Development](https://bunnellideagroup.com/scott-winter-on-business-development-time-to-get-great-at-business-development/): Mo asks Scott Winter: When was the moment that you realized that business development was great? Show Notes Mo asks Scott Winter: When was the moment that you realized that business development was great? Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management position with Interaction where he focused on CRM and client relationships. Interaction is the world’s largest CRM system for law firms and by coming up in that environment, Scott learned a lot about the technical aspects of the software which helped […]
- [Brent Atkins Outlines Building Your Brand](https://bunnellideagroup.com/brent-atkins-outlines-building-your-brand/): Show Notes Brent Atkins, Senior Vice President Business Development at Progyny, shares the business development lessons he’s learned over the years that have defined his career. Learn about the one GrowBIG training that changed how Brent thought about how he communicates and builds relationships with clients, the skill that all serious business development professionals have to master to be effective, and why you can’t win at business by simply copying what works for other people. Mo asks Brent Atkins: Tell me about the time  you realized that business development was awesome. Brent learned early on the need for business development because […]
- [Going Back In Time, What Brent Atkins Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-brent-atkins-would-say-to-his-younger-self/): Show Notes Mo asks Brent Atkins: If you could record a video on business development and send it to your younger self, what would you say? In the early days of Brent’s business development career, he did things very differently. The first thing he would say is to listen. Brent hears more things now during the course of a conversation with active listening, which is the opposite from how his younger self operated. There is an impulse when you’re young and fresh to tell everyone what you know, but listening and asking questions are how you really learn how to sell. […]
- [The Business Development Story That Changed Everything for Brent Atkins](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-brent-atkins/): Show Notes Mo asks Brent Atkins: Tell us a business development story that you are really proud of. Brent tells the story of his days before Progyny as a middle market sales person for a national carrier. He had a competitive product and was finding a lot of success at the time, but there was one broker relationship that he couldn’t crack. He had to change the paradigm of his relationship by turning down a request for proposal from them, and in the ensuing conversation, he found out why he wasn’t getting the traction from them before. After sitting down with […]
- [Brent Atkins’ Favorite Business Development Strategy](https://bunnellideagroup.com/brent-atkins-favorite-business-development-strategy/): Show Notes Mo asks Brent Atkins: What is your favorite science, step, or story from the GrowBIG training or Snowball System? Brent’s first favorite teaching is the walk around the brain. The science of how different people think is unbelievably valuable and creating a presentation that touches on all four quadrants is very effective. For Progyny, that looks like recognizing that the appeal of their program changes from Red/Yellow to Green/Blue as they move up the continuum of decision makers has been game changing. The four quadrants being strategic, practical, analytical, and relational. For Progyny, Strategic looks like finding ways to […]
- [What Business Development REALLY Means, According to Brent Atkins](https://bunnellideagroup.com/what-business-development-really-means-according-to-brent-atkins/): Show Notes Mo asks Brent Atkins: What is your personal definition of business development? When training his team, he tells them to “build your brand.” The way they go about building relationships and adding value will be different from Brent’s, and they need to lean into that. When Brent worked on the carrier side of the business, his first goal when developing new business relationships was becoming a trusted individual in that person’s network. Brent always strived to have the credibility to say when he wasn’t a good fit for someone, and by being willing to do that, when his solution […]
- [Brent Atkins on Brand Building – Time To Get Great At Business Development](https://bunnellideagroup.com/brent-atkins-on-brand-building-time-to-get-great-at-business-development/): Show Notes Mo asks Brent Atkins: Tell me about the time  you realized that business development was awesome. Brent learned early on the need for business development because he has done sales throughout his career. The one thing he realized from all his different work experiences was that he loved interacting with people and connecting with them. He understood that there was far more depth to sales than just telling someone your story. He had a desire to learn more and be more successful in his relationships in business and very quickly realized that there is a huge difference between talking […]
- [Cannon Carr Asks Are You Selling or Solving Problems?](https://bunnellideagroup.com/cannon-carr-asks-are-you-selling-or-solving-problems/): Show Notes Cannon Carr shares the insights he’s learned over the years about why he’s not a sales guy, but loves business development. Learn about the key mindset shift that unlocks the power of business development and makes it something fun, easy, and repeatable, and how to instill simple habits that deepen relationships by being proactively helpful every single week. Mo asks Cannon Carr: When did you realize that business development was great? There was not one moment, but a story stands out in particular for Cannon. When his father was retiring from the firm he was working at, he told […]
- [Going Back In Time, What Cannon Carr Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-cannon-carr-would-say-to-his-younger-self/): Show Notes Mo asks Cannon Carr: If you could record a video about business development and send it back to your younger self, what would it say? Cannon would record a few simple vignettes, mainly focused on the why of business development as well as the storytelling, patterns and habits involved. The first one would basically be a quote from Maya Angelou. “I learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Following videos would involve some inspiring Rocky music, Steve Jobs’ iPhone keynote speech, and […]
- [The Business Development Story That Changed Everything for Cannon Carr](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-cannon-carr/): Show Notes Mo asks Cannon Carr: What is the business development story you are most proud of? Cannon’s business is about long-term relationships, sometimes multiple generations, so being able to separate out personal risk and business risk is very important. Cannon’s favorite business development story involves helping personal friends navigate their challenges. He and his team found ways and resources to help them in a time of need and often anonymously It’s amazing what you can get done when no one takes the credit. Cannon’s role was in uncovering the need. The client mentioned something that triggered Cannon to listen more […]
- [Cannon Carr’s Favorite Business Development Strategy](https://bunnellideagroup.com/cannon-carrs-favorite-business-development-strategy/): Show Notes Mo asks Cannon Carr: What is your favorite science, step, or tool from the Snowball System or GrowBIG training? The most interesting science for Cannon is around habits and the metaphor of the rider and the elephant for the conscious and subconscious mind. The elephant is a lot more powerful, and if you can’t control it, you are not going to get where you want to go. This is where the habits and routines come in to provide alignment with your elephant. Our emotions and our habits determine most of what we do. With the right mindset around business […]
- [What Business Development REALLY Means, According to Cannon Carr](https://bunnellideagroup.com/what-business-development-really-means-according-to-cannon-carr/): Show Notes Mo asks Cannon Carr: What is your personal definition of business development? If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right. For Cannon, business development is about connecting people and ideas. He thinks of it as purposeful engagement that connects those two things. Connecting people with ideas often becomes deeply personal. During the pandemic, Cannon noticed a number of clients struggling with aging parents so they put a lot of effort into coming up with and connecting […]
- [Cannon Carr on Selling versus Solving – Time To Get Great At Business Development](https://bunnellideagroup.com/cannon-carr-on-selling-versus-solving-time-to-get-great-at-business-development/): Show Notes Mo asks Cannon Carr: When did you realize that business development was great? There was not one moment, but a story stands out in particular for Cannon. When his father was retiring from the firm he was working at, he told him that he was a great analyst but not a great salesperson, and if he wanted to succeed, he would need to figure that out. When a professional services firm reaches a certain revenue threshold, the same things that got them to that point won’t help grow past it. Simply hiring a rainmaker won’t necessarily solve the problem. […]
- [Katrina Johnson Discusses Where Business Development and Neuroscience Meet](https://bunnellideagroup.com/katrina-johnson-discusses-where-business-development-and-neuroscience-meet/): Show Notes Katrina Johnson shares her business development insights pulled from years of experience and her background in social and neuroscience. Learn what it takes to convince a skeptic, why creating a habit around communication is the key to business development success, and a simple framework for training your mind to be less reactive and more focused on just doing the right thing instead of worrying about the outcome. Mo asks Katrina Johnson: Tell us the moment when you realized that business development was good and worth doing? Katrina’s big aha moment was when she realized that the skill of business […]
- [Going Back In Time, What Katrina Johnson Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-katrina-johnson-would-say-to-her-younger-self/): Show Notes Mo asks Katrina Johnson: If you could tape a message to your younger self about business development, what would it say? It would simply be one thing: Learn to walk the dog. When someone walks a dog, we assume that the person is in control, but that’s not always the case. Our brains work in a similar way. The dogwalker is the prefrontal cortex, and the dog is the limbic system that responds and detects threats. The big question is who is in control? The truth is that the dog is in control most of the time. Everytime we […]
- [The Business Development Story That Changed Everything for Katrina Johnson](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-katrina-johnson/): Mo asks Katrina Johnson: What is a business development story that you are particularly proud of? Show Notes Mo asks Katrina Johnson: What is a business development story that you are particularly proud of? Katrina’s story occurred five years ago when she went on a trip to meet a candidate for a President role at a textile manufacturer. Katrina knew she was skeptical, but didn’t realize how skeptical. After the candidate was hired, Katrina ended up working with her for the first six months and through her unique knowledge of how that particular organization functioned was able to help considerably. Her […]
- [Katrina Johnson's Favorite Business Development Strategy](https://bunnellideagroup.com/katrina-johnsons-favorite-business-development-strategy/): Mo asks Katrina Johnson: What is your favorite business development strategy from the Snowball System or GrowBIG training? Show Notes Mo asks Katrina Johnson: What is your favorite business development strategy from the Snowball System or GrowBIG training? Instead of a favorite, Katrina wants to emphasize one strategy that often goes unrecognized for how important it is, which is targeting. Targeting is critical to business development and as a student of minimalism, Katrina is always thinking about trade-offs. Minimalists understand trade-offs as an inherent part of life, but instead of thinking about what needs to be sacrificed, it’s more about what […]
- [What Business Development REALLY Means, According to Katrina Johnson](https://bunnellideagroup.com/what-business-development-really-means-according-to-katrina-johnson/): Mo asks Katrina Johnson: What is your personal definition of business development? Show Notes Mo asks Katrina Johnson: What is your personal definition of business development? Katrina likes helping people. For her, business development is about cultivating opportunities to help people. Business development doesn’t always have a great reinforcement mechanism, but having a process established makes it much more consistent. Creating a habit around communication that makes it simpler, more meaningful, and consistent is what has helped Katrina stay the course. Using the tools and communication methods that your client uses is crucial. Katrina tries to make her communications quick and […]
- [Katrina Johnson on Learning Business Development – Time To Get Great At Business Development](https://bunnellideagroup.com/katrina-johnson-on-learning-business-development-time-to-get-great-at-business-development/): Mo asks Katrina Johnson: Tell us the moment when you realized that business development was good and worth doing? Show Notes Mo asks Katrina Johnson: Tell us the moment when you realized that business development was good and worth doing? Katrina’s big aha moment was when she realized that the skill of business development can be learned. She started in academia and fell into consulting almost by accident, and she enjoyed her consulting work but she felt like her hands were tied. As a subcontractor, Katrina wasn’t able to deliver the work in the way that she thought would be the […]
- [Mike Duffy Outlines The Business Development Habits That Set You Apart](https://bunnellideagroup.com/mike-duffy-outlines-the-business-development-habits-that-set-you-apart/): Show Notes Mike Duffy shares his insights into business development and creating relationships that move the world forward. Find out how Mike transformed his career in sales with one fateful and shocking conversation with his sales manager, why Mike’s philosophy on asking questions is what allows him to always add value to his relationships, and why treating your profession the same way that a doctor does theirs is the key to sustained success. Mo asks Mike Duffy: When was the moment that you decided that business development was important and you needed to get great at it? Mike’s dad started in […]
- [Going Back In Time, What Mike Duffy Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-mike-duffy-would-say-to-his-younger-self/): Show Notes Mo asks Mike Duffy: If you could record a message to your younger self about how they should think about business development, what would it be? Mike’s message would be to essentially to cold call for a couple months right at the beginning to get used to hearing no. He would also tell himself to feed his brain. Read books and consume information that keeps you moving. Treat your profession like a profession. If you treat your profession the same way that a doctor does and invest in continuing education every year to be a better leader and sales […]
- [The Business Development Story That Changed Everything for Mike Duffy](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-mike-duffy/): Mo asks Mike Duffy: Tell me about a business development story that you are particularly proud of. Show Notes Mo asks Mike Duffy: Tell me about a business development story that you are particularly proud of. One of Mike’s top business development efforts happened after a major company went under and all the audits they were doing went out for RFP. Instead of going into a presentation around pitching for the audit, Mike and his team just acted like they were starting the audit right then. The preparation was in understanding their business inside and out, interviewing their people and learning […]
- [Mike Duffy’s Favorite Business Development Strategy](https://bunnellideagroup.com/mike-duffys-favorite-business-development-strategy/): Mo asks Mike Duffy: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Show Notes Mo asks Mike Duffy: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Mike has a top 4: “Walk Around the Brain”, “Build It Together”, “MITs”, and “Give to Gets”. Mike has writing pads all over his office to help him write down questions that cover all four quadrants of the brain and to make sure he’s prepared for every meeting. When he’s in the meeting Mike always […]
- [What Business Development REALLY Means, According to Mike Duffy](https://bunnellideagroup.com/what-business-development-really-means-according-to-mike-duffy/): Mo asks Mike Duffy: What is your personal definition of business development? Show Notes Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that’s how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundation for Mike’s relationship philosophy. He’s […]
- [Mike Duffy on Business Development Habits – Time To Get Great At Business Development](https://bunnellideagroup.com/mike-duffy-on-business-development-habits-time-to-get-great-at-business-development/): Mo asks Mike Duffy: When was the moment that you decided that business development was important and you needed to get great at it? Show Notes Mo asks Mike Duffy: When was the moment that you decided that business development was important and you needed to get great at it? Mike’s dad started in sales so he had a front row seat on making sales from the very beginning. He started his sales career by  selling ad space in a travel magazine, and once he got out of college, Mike started selling ladies clothes in California. He took a $500,000 territory […]
- [Angela Meyer on Building The Relationship To Win The Business](https://bunnellideagroup.com/angela-meyer-on-building-the-relationship-to-win-the-business/): Show Notes Angela Meyer shares her thoughts and wisdom on business development based on years in the field as a consultant and executive for various companies. Learn why being deliberate about honing your communication skills is one of the most important things you can do to improve your business relationships, why being willing to fail is the key to long-term success, and why the Give to Get is your most valuable business development tool in your toolbelt. Mo asks Angela Meyer: When was the time that you realized that business development was worth focusing on? Angela’s background is in mechanical engineering […]
- [Going Back In Time, What Angela Meyer Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-angela-meyer-would-say-to-her-younger-self/): Mo asks Angela Meyer: If you could send a message to your prior self, what would you say? Show Notes Mo asks Angela Meyer: If you could send a message to your prior self, what would you say? No matter what business you’re in, it’s important to not be afraid to try and not be afraid to fail. You need to fail before you can succeed. You’re always selling yourself or your product, so you have to be willing to extend yourself and grow. Hone your communication skills and learn how to bring the energy to a conversation that creates connection […]
- [The Business Development Story That Changed Everything for Angela Meyer](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-angela-meyer/): Mo asks Angela Meyer: What is a business development moment that you’re particularly proud of? Show Notes Mo asks Angela Meyer: What is a business development moment that you’re particularly proud of? You have to build the relationship and understand that the work may not come in the first meeting. Angela tells the story of a client that was in-house counsel for a major company that Angela’s firm had done a lot of work for. He set a dinner meeting with this attorney and during the conversation discovered that he felt completely unappreciated by Angela’s firm. You have to be willing […]
- [Angela Meyer’s Favorite Business Development Strategy](https://bunnellideagroup.com/angela-meyers-favorite-business-development-strategy/): Mo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Show Notes Mo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Angela’s favorite strategy is the Give to Get. Giving somebody value or knowledge they didn’t have before is a great way to start off a relationship. If you continue to show interest in someone personally, and not just professionally, and provide them value that can help them grow their career, they are going to care […]
- [What Business Development REALLY Means, According to Angela Meyer](https://bunnellideagroup.com/what-business-development-really-means-according-to-angela-meyer/): Mo asks Angela Meyer: What is your personal definition of business development? Show Notes Mo asks Angela Meyer: What is your personal definition of business development? Angela doesn’t use the term business development. In her previous position she was the Vice President of Client Services. She wanted to avoid the term business development because she’s in the relationship business and not selling to people. Unless you’re selling a commodity, no matter how smart you are, without building a relationship and providing value for a client and gaining their trust, you’ll never get the business. Angela got her first job at the […]
- [Angela Meyer on Building Relationships – Time To Get Great At Business Development](https://bunnellideagroup.com/angela-meyer-on-building-relationships-time-to-get-great-at-business-development/): Mo asks Angela Meyer: When was the time that you realized that business development was worth focusing on? Show Notes Mo asks Angela Meyer: When was the time that you realized that business development was worth focusing on? Angela’s background is in mechanical engineering and it was during her graduate education while working with her professor where she learned the communication skills to be a great consultant. After beginning her career, Angela got a lot of hands-on experience in the business side of things while working with the CEO of a forensic engineering company. That’s where she learned that in order […]
- [Craig Budner Illustrates Go to Grow](https://bunnellideagroup.com/craig-budner-illustrates-go-to-grow/): Craig Budner talks about the key lessons he’s learned as the Global Strategic Growth Partner at K&L Gates. Show Notes Craig Budner talks about the key lessons he’s learned as the Global Strategic Growth Partner at K&L Gates. Find out about how Craig secured a multi-billion dollar company’s key litigation case way before the opportunity to pitch came up, the innovative way Craig generates leads that creates incredible value for the prospect at the same time, and why you shouldn’t be afraid to fail.   Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was […]
- [Going Back In Time, What Craig Budner Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-craig-budner-would-say-to-his-younger-self/): Mo asks Craig Budner: If you could record a video about business development and growth and send it back to your younger self, what would it say? Show Notes Mo asks Craig Budner: If you could record a video about business development and growth and send it back to your younger self, what would it say? Craig would tell his younger self to not be afraid to fail. Have conversations with people that you may not be ready to start. Be willing to interface with people to learn their stories. It’s when you’re worried that you may not look good by […]
- [The Business Development Story That Changed Everything for Craig Budner](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-craig-budner-with-mo-bunnell/): Mo asks Craig Budner: What is a business development moment that you’re particularly proud of? Show Notes Mo asks Craig Budner: What is a business development moment that you’re particularly proud of? Craig’s story involves one of the biggest matters of litigation that he’s handled. As a relatively young lawyer, Craig had to convince the client that they could trust Craig and his team with a multi-billion dollar company’s litigation against one of the top litigation companies in the world. It was about convincing him that Craig and the company worked the way he needed a firm to work along the […]
- [Craig Budner’s Favorite Business Development Strategy](https://bunnellideagroup.com/craig-budners-favorite-business-development-strategy/): Mo asks Craig Budner: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Show Notes Mo asks Craig Budner: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Craig’s favorite module was on lead execution. That section of the program led to the idea of creating round table conversations instead of the usual webinars. The ability for clients to listen to their peers is incredibly valuable. It doesn’t matter what industry they are in, there are always parallel problems they are trying to […]
- [What Business Development REALLY Means (with Craig Budner and Mo Bunnell)](https://bunnellideagroup.com/what-business-development-really-means-with-craig-budner-and-mo-bunnell/): Mo asks Craig Budner: What is your personal “why” when it comes to growth? Show Notes Mo asks Craig Budner: What is your personal “why” when it comes to growth? Craig’s father always had a history book in his lap and Craig was brought up in a culture of learning, so learning is at the core of why he does what he does. At a global law firm like K&L Gates, if you’re not sensitive to the fact that people grow up in different cultures and with different languages it’s not as much fun. The more perspective that Craig can have […]
- [Craig Budner on His Go To Grow Philosophy – Time To Get Great At Business Development](https://bunnellideagroup.com/craig-budner-on-his-go-to-grow-philosophy-time-to-get-great-at-business-development/): Mo asks Craig Budner: When did you realize that business development is good? Show Notes Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to grow the firm. Craig took a slightly different path from his brother in that he joined one of the firms in Texas. It was there that he created the relationships and connections that made him realize the value of being an advisor to […]
- [Nancy Duarte on How Telling A Story With Empathy Leads To Business Growth](https://bunnellideagroup.com/nancy-duarte-on-how-telling-a-story-with-empathy-leads-to-business-growth/): Show Notes Nancy Duarte shares a simple three-step framework for telling a story in a way that creates empathy between you and the audience, as well as the one mistake that most business development experts make right off the bat that sinks their chances of making a connection with someone. Learn why empathy is the key to business development, what kinds of stories you need in your back pocket to create an instant connection with a client, and how working with your ideal clients can actually make business development easier. Mo asks Nancy Duarte: What’s your big idea for people to […]
- [The Top 3 Things You Need to Implement from Nancy Duarte, Author of Resonate](https://bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-nancy-duarte-author-of-resonate/): Mo shares his insights from the habits of Nancy Duarte. Empathy was the common thread found through all the content of Nancy’s interview. Show Notes Mo shares his insights from the habits of Nancy Duarte. Empathy was the common thread found through all the content of Nancy’s interview. When it comes to a first meeting, whether that’s meeting someone for the first time or with a new offering, most people start off with the intent of talking about themselves, and one of the biggest transformations Mo sees with his clients is to turn that around. If we are truly thinking with […]
- [How to Use Resonate to Deepen Relationships, with Nancy Duarte](https://bunnellideagroup.com/how-to-use-resonate-to-deepen-relationships-with-nancy-duarte/): Mo asks Nancy Duarte: What’s your best advice to people for deepening relationships in an authentic way? Show Notes Mo asks Nancy Duarte: What’s your best advice to people for deepening relationships in an authentic way? The simple answer is storytelling. Studies have shown that different areas of the brain light up during a story, and it allows people to feel your content, not just listen to it. Storytelling is a powerful way to feel a sense of connection between two people. If the goal is to create a bond, the best way to do that is through story. If you […]
- [How to Use Resonate to Create and Close More Opportunities, with Nancy Duarte](https://bunnellideagroup.com/how-to-use-resonate-to-create-and-close-more-opportunities-with-nancy-duarte/): Mo asks Nancy Duarte: What’s your best advice on creating and closing the meaty business we all want? Show Notes Mo asks Nancy Duarte: What’s your best advice on creating and closing the meaty business we all want? Anytime you’re speaking to an audience, no matter where that is, the first thing you need to do is think about your audience journey. You need to think about who they are when they walk in the room and who you want them to be when they walk out. Your role in that journey is the mentor. It starts with a big idea: […]
- [Nancy Duarte on Resonate – What You Need To Succeed In Storytelling & Business Development](https://bunnellideagroup.com/nancy-duarte-on-resonate-what-you-need-to-succeed-in-storytelling-business-development/): Mo asks Nancy Duarte: What’s your big idea for people to grow their business that feels great? Show Notes Mo asks Nancy Duarte: What’s your big idea for people to grow their business that feels great? LinkedIn does a study every year and each year the biggest skills gap is oral communication skills and the spoken word across all industries. How you show up, the presence you have, and how you deliver is how you separate yourself from your competitors Communication excellence takes practice and the ability to understand  frameworks and models. We need to be adaptive to the situation and […]
- [7 Week Sabbatical: Tips To Take One Yourself! (3 of 3)](https://bunnellideagroup.com/7-week-sabbatical-tips-to-take-one-yourself-3-of-3/): What’s On My Mind We’ve had quite a series the last couple of weeks! Part 1: How COVID forced me to slow down and find my fun again. Part 2: How we battled Becky’s cancer, finishing with our family’s biggest win in years. The sabbatical was nothing like I expected, yet everything I could have wished. I’m back at work, refreshed. I’ve mentally realized what was holding me back and have a plan to blast through them. And…I had FUN. And you know what’s super cool? The business didn’t miss a beat. Quite the opposite. Things actually sped up! And even […]
- [7 Week Sabbatical: Our Battle With Cancer (2 of 3)](https://bunnellideagroup.com/7-week-sabbatical-our-battle-with-cancer-2-of-3/): What’s On My Mind They found a lump on Becky’s breast last spring. ​I remember one word from the lab results. Cancer. The word none of us want to hear. Thanks goodness we caught it early. ​Luckily Becky didn’t need chemo, but the lumpectomy was significant with a rough recovery. Then, radiation. And its slow building fatigue. ​As if that wasn’t enough, my dad wasn’t recovering from his stroke as quickly as we hoped, and Becky and I both had the busiest times we’ve ever had leading our organizations. Busy and stressful. Work and personal.​ I really needed this sabbatical. Becky finished […]
- [Alisa Cohn Discusses Growing Your Leadership To Grow Your Business](https://bunnellideagroup.com/alisa-cohn-discusses-growing-your-leadership-to-grow-your-business/): Alisa Cohn, the number one startup coach in the world, shares why the entrepreneurial growth mindset is the foundation for business success. Show Notes Alisa Cohn, the number one startup coach in the world, shares why the entrepreneurial growth mindset is the foundation for business success. Learn how to think about your business holistically, how to create a flywheel of great habits that makes doing the hard things easy, and why the ability to change your state when you need to is an incredible superpower in your quest for business development success. Mo asks Alisa Cohn: Why is it important to […]
- [How to Hack Our Own Habits to Accomplish More, with Alisa Cohn](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-accomplish-more-with-alisa-cohn/): Mo asks Alisa Cohn: How can we hack our habits to keep focusing on the growth activities when the world is trying to pull us away? Show Notes Mo asks Alisa Cohn: How can we hack our habits to keep focusing on the growth activities when the world is trying to pull us away? Recognize that your job is to put the first things first. You have to separate out what is critically important and what is just the “urgent of the now”. Schedule time for yourself every day of every week to distinguish what the important things are and then […]
- [How to Use an Entrepreneurial Growth Mindset to Deepen Relationships, with Alisa Cohn](https://bunnellideagroup.com/how-to-use-an-entrepreneurial-growth-mindset-to-deepen-relationships-with-alisa-cohn/): Mo asks Alisa Cohn: What’s your best advice around how we can deepen relationships with clients and our internal team? Show Notes Mo asks Alisa Cohn: What’s your best advice around how we can deepen relationships with clients and our internal team? First of all, recognize that what you want to and need to do is deepen relationships. It starts with the mindset. We don’t make anything important until we make it important. Build relationships with the people you work with one by one. Start with listening to how they approach the world and tailor your style to that. People prefer […]
- [How to Use an Entrepreneurial Growth Mindset to Create and Close More Opportunities, with Alisa Cohn](https://bunnellideagroup.com/how-to-use-an-entrepreneurial-growth-mindset-to-create-and-close-more-opportunities-with-alisa-cohn/): Mo asks Alisa Cohn: What’s your best advice for creating and closing more of the meaty business we all want? Show Notes Mo asks Alisa Cohn: What’s your best advice for creating and closing more of the meaty business we all want? Alisa’s top tip is to think about your process of how you build relationships that eventually turn into business. Chances are you are great at one area of your process and other areas need work. Think about five different ways you can experiment and try something new for the piece of your process where you feel stuck. The first […]
- [Alisa Cohn on Holistic Business and Having an Entrepreneurial Mindset – What You Need To Succeed](https://bunnellideagroup.com/alisa-cohn-on-holistic-business-and-having-an-entrepreneurial-mindset-what-you-need-to-succeed/): Mo asks Alisa Cohn: Why is it important to think about running a business holistically? Show Notes Mo asks Alisa Cohn: Why is it important to think about running a business holistically? Everybody has to think of themselves as their own CEO. Think with the entrepreneurial mindset on how you are going to manage yourself, so that you can manage others and the business around you. The trouble is that people miss the entrepreneurial mindset and instead focus on the delivery aspect of the work. You need to be building business today, tomorrow, and well into the future. You need to […]
- [Mitch Joel Outlines The Three Step Digital Marketing Framework That Creates Consistent Growth](https://bunnellideagroup.com/mitch-joel-outlines-the-three-step-digital-marketing-framework-that-creates-consistent-growth/): Mitch Joel shares the power of creating digital assets and how his simple framework for creating digital content can start off as just a drip and end up creating waves within your professional ecosphere. Show Notes Mitch Joel shares the power of creating digital assets and how his simple framework for creating digital content can start off as just a drip and end up creating waves within your professional ecosphere. Learn how to pick the right communication format for you, how to create content in a way that’s unique to you and can’t be replicated by someone else, and how to […]
- [What Business Development REALLY Means, According to James Barclay](https://bunnellideagroup.com/what-business-development-really-means-according-to-james-barclay/): Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Show Notes Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Focusing on the end of the pipeline will make you look desperate. With the right values and habits, you’ll come up with the […]
- [James Barclay on Attracting Clients - Time To Get Great at Business Development](https://bunnellideagroup.com/james-barclay-on-attracting-clients-time-to-get-great-at-business-development/): Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Show Notes Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Selling conferences in the 1990s changed once the internet became more established and James began using websites to promote them, but they discovered that brochure websites weren’t very effective which led […]
- [John Tigh Into Cultivating Relationships, Acts of Service, and Gusher Connections](https://bunnellideagroup.com/john-tigh-into-cultivating-relationships-acts-of-service-and-gusher-connections/): John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Show Notes John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with someone, how to look for disturbances in the force that indicate where you can contribute the most value to people, and get a crash course on the most important growth-focused conversation framework there is.   Mo asks John Tigh: Tell me of the […]
- [Going Back in Time, What John Tigh Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-john-tigh-would-say-to-his-younger-self/): Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. Show Notes Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. The other thing he would say is that everything is about growth. Everything is sales related, and […]
- [The Business Development Story That Changed Everything for John Tigh](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-john-tigh/): Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John’s time working as a consultant while working for a top-10 pharmaceutical company. Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John’s time working as a consultant while working for a top-10 pharmaceutical company. He had a chance to meet another top-10 pharmaceutical company and help them implement a new technology. John had a productive initial meeting but hadn’t really heard from them for two years. Eventually, John was contacted to pick up the project […]
- [John Tigh's Favorite Business Development Strategy](https://bunnellideagroup.com/john-tighs-favorite-business-development-strategy/): Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Show Notes Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It […]
- [What Business Development REALLY Means, According to John Tigh](https://bunnellideagroup.com/what-business-development-really-means-according-to-john-tigh/): Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It’s all about following up and finding ways to help people. Show Notes Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It’s all about following up and finding ways to help people. The fastest way to build a relationship is to deliver value and not necessarily in a commercial fashion. By being useful and helpful to other people, there are often second, third, […]
- [John Tigh on Growth - Time to Get Great at Business Development](https://bunnellideagroup.com/john-tigh-on-growth-time-to-get-great-at-business-development/): Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Show Notes Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Being a consultant is all about having one foot in the work and the other in finding the next gig. John considers himself a relationship […]
- [Jane Allen Expounds on Proactive Problem Solving and Taking the Chance](https://bunnellideagroup.com/jane-allen-expounds-on-proactive-problem-solving-and-taking-the-chance/): Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Show Notes Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Find out about how Jane grew her initial client base for Counsel on Call, how proactive problem solving can be developed into a growth system for business, and why the most important thing you can do in sales is take a […]
- [Andrew Cogar's Favorite Business Development Strategy](https://bunnellideagroup.com/andrew-cogars-favorite-business-development-strategy/): Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Show Notes Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Showing genuine interest in a prospect and how you can help them got Andrew and the team really excited. The Give-to-Get helps you create demand for your expertise by offering a person the experience of working with you. A […]
- [What Business Development REALLY Means, According to Andrew Cogar](https://bunnellideagroup.com/what-business-development-really-means-according-to-andrew-cogar/): Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that. Show Notes Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that. You need to know where you want to go and what the vision of the firm is to know which prospects should be pursued. With a focus […]
- [Going Back in Time, What Jane Allen Would Say to Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-jane-allen-would-say-to-her-younger-self/): Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Show Notes Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Jane wouldn’t have referred to herself as an extrovert, but when it came to her work and her business, she committed […]
- [The Business Development Story That Changed Everything for Jane Allen](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jane-allen/): Mo asks Jane Allen: Tell us a business development story that you are really proud of. Show Notes Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data. One fateful dinner and “what if” scenario later, Jane started collaborating with a firm to solve real world problems with a solution that was unheard of at the time. As an entrepreneur, Jane didn’t take time to reflect on […]
- [Jane Allen's Favorite Business Development Strategy](https://bunnellideagroup.com/jane-allens-favorite-business-development-strategy/): Mo asks Jane Allen: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Show Notes Mo asks Jane Allen: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The personality test was the most fascinating element of the GrowBIG Training that completely transformed the way Jane’s company thought about meetings and communicating with other people. Jane has a systems mindset that allows her to scale a business that served her very well in Counsel on Call. Efficiency is a major driver for Jane, and she is always looking for […]
- [What Business Development REALLY Means, According to Jane Allen](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen/): Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. Show Notes Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about showing them a problem they have as well as the solution. People don’t like to be sold to, but […]
- [Jane Allen on Solving Problems - Time to Get Great at Business Development](https://bunnellideagroup.com/jane-allen-on-solving-problems-time-to-get-great-at-business-development/): Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. Show Notes Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It turned out that to be a successful lawyer, […]
- [Andrew Cogar Offers the Chicken Coop Strategy for Business Development](https://bunnellideagroup.com/andrew-cogar-offers-the-chicken-coop-strategy-for-business-development/): Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Show Notes Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Find out why the secret to relationships and business development is focusing on the long-term goals and the small-ball tactics, why you have to be true to yourself to be able […]
- [Going Back in Time, What Andrew Cogar Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-andrew-cogar-would-say-to-his-younger-self/): Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Show Notes Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Focus on building meaningful, real relationships as early as possible with as many respected peers and people in your industry as you can. The second thing is to figure out what drives you, what you find value in, and […]
- [The Business Development Story That Changed Everything for Andrew Cogar](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-andrew-cogar/): Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome property but also restore and support the local ecology as well. During the meeting, Jim and the client discovered they shared a mutual friendship and instead of talking about the project they started geeking out on chicken coops. That kind of […]
- [Andrew Cogar on Interest - Time To Get Great At Business Devlelopment](https://bunnellideagroup.com/andrew-cogar-on-interest-time-to-get-great-at-business-devlelopment/): Mo asks Andrew Cogar: When did you realize that business development was really important? Show Notes Mo asks Andrew Cogar: When did you realize that business development was really important? It really clicked when Andrew started thinking about business development not as a means of getting business but as a means for the firm to get the business they need to forge their own path. After one particular project that went exceedingly well, Andrew understood that those kinds of projects could become a habit rather than a lucky break. The GrowBIG System is essentially about doing the right things so that […]
- [Going Back In Time, What Brian Caffarelli Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-brian-caffarelli-would-say-to-his-younger-self/): Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Show Notes Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn’t be as hard. When you feel […]
- [Brian Caffarelli on the Art and Science - Time To Get Great at Business Development](https://bunnellideagroup.com/brian-caffarelli-on-the-art-and-science-time-to-get-great-at-business-development/): Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Show Notes Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful […]
- [Mark Harris Outlines How Helping and Teaching Always Beats Sales](https://bunnellideagroup.com/mark-harris-outlines-how-helping-and-teaching-always-beats-sales/): Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Show Notes Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Learn about the difference between following up on a work level versus an emotional level and why an emotional connection always wins, how to create small wins every single day that […]
- [Going Back in Time, What Mark Harris Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-mark-harris-would-say-to-his-younger-self/): Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say? The first thing Mark would say is that business development is a marathon, not a sprint. Show Notes Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say? The first thing Mark would say is that business development is a marathon, not a sprint. The second thing is that the role is a learned skill. People are not born great sales, it’s something you can learn and master. The […]
- [Brian Caffarelli on the Subtle Art and Exacting Science of Business Development](https://bunnellideagroup.com/brian-caffarelli-on-the-subtle-art-and-exacting-science-of-business-development/): Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Show Notes Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Learn why becoming a guide that inspires trust is one of the most important things you can do to sell more, why success in business development comes down to good habits, and why setting expectations at the beginning is crucial to making the right sale to the right client.   Mo […]
- [The Business Development Story That Changed Everything for Brian Caffarelli](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-brian-caffarelli/): Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of. Brian’s most proud of the lesson he learned from his story. Show Notes Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of. Brian’s most proud of the lesson he learned from his story. Early in his career, Brian was part of a major sales effort with a world-class brand. Negotiations went very well until there was one intractable snag with the contract. Brian learned that it wasn’t just about making a sale, it was about making […]
- [Brian Caffarelli's Favorite Business Development Strategy](https://bunnellideagroup.com/brian-caffarellis-favorite-business-development-strategy/): Mo asks Brian Caffarelli: What is your favorite science, step, or strategy from the GrowBIG Training or Snowball System? Whole brain thinking stands out the most to Brian. Show Notes Mo asks Brian Caffarelli: What is your favorite science, step, or strategy from the GrowBIG Training or Snowball System? Whole brain thinking stands out the most to Brian. When trying to communicate, it’s easy to over index on the message and under index on the individual receiving the message. The Herrmann Brain Dominance model allows you to understand the preferences of the receiver so you can craft a message that will […]
- [What Business Development REALLY Means, According to Briana Caffarelli](https://bunnellideagroup.com/what-business-development-really-means-according-to-briana-caffarelli/): Mo asks Brian Caffarelli: What is your personal definition of business development? Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision. Show Notes Mo asks Brian Caffarelli: What is your personal definition of business development? Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision. Just because you know the science, that doesn’t mean you’ll be great at business development. It’s equal parts the art of empathy and flexibility, and […]
- [Kim Davenport on Curiosity - Time To Get Great At Business Development](https://bunnellideagroup.com/kim-davenport-on-curiosity-time-to-get-great-at-business-development/): Mo asks Kim Davenport: Tell me the moment when you decided that business development is something that you wanted to focus on, as well as how to connect with prospects and create wins for clients. Show Notes Mo asks Kim Davenport: Tell me the moment when you decided that business development is something that you wanted to focus on, as well as how to connect with prospects and create wins for clients. There isn’t a particular point in time in which Kim said to herself, ‘This is development, I need to focus on clients’ – it’s just something that has always […]
- [Kim Davenport's Favorite Business Development Strategy](https://bunnellideagroup.com/kim-davenports-favorite-business-development-strategy/): Mo asks Kim Davenport: What is your favorite science, step, or story from GrowBIG or the Snowball System? Kim’s favorite science is the four-color quadrant – green (the one Kim identifies with the most), blue, red, and yellow. Show Notes Mo asks Kim Davenport: What is your favorite science, step, or story from GrowBIG or the Snowball System? Kim’s favorite science is the four-color quadrant – green (the one Kim identifies with the most), blue, red, and yellow. She keeps it at the back of her mind whenever she’s about to have an interaction, with the purpose of trying to approach […]
- [What Business Development REALLY Means, According to Kim Davenport](https://bunnellideagroup.com/what-business-development-really-means-according-to-kim-davenport/): Mo asks Kim Davenport: What is your personal development of business development? And he asks Kim how she goes about addressing D&I. Kim looks at business development as a three-part concept. Show Notes Mo asks Kim Davenport: What is your personal development of business development? And he asks Kim how she goes about addressing D&I. Kim looks at business development as a three-part concept. There’s helping the client, then there’s building a relationship with them. And, lastly, there’s helping a client or an organization get better. Kim goes beyond the dollar sign. She focuses not only on how a potential opportunity […]
- [Cyril Peupion Illustrates the Importance of Prioritizing Impact](https://bunnellideagroup.com/cyril-peupion-illustrates-the-importance-of-prioritizing-impact/): Cyril Peupion shares his world-class expertise on managing the way you work and dives into how he thinks about business development, making an impact, and nurturing relationships that can change your life. Find out how to shift your mindset to make getting the most important work done the default instead of the exception, how to prioritize impact in everything you do, and the most important lesson Cyril wished he learned decades ago.   Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he […]
- [Going Back in Time, What Cyril Peupion Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-cyril-peupion-would-say-to-his-younger-self/): Mo asks Cyril Peupion: If you could record a video around business development and send it back to your younger self, what would it say? Cyril describes a restaurant in Paris that is the best in the world in delivering a ribeye and has a queue lined up every single day no matter the weather conditions. Cyril would tell himself to become the master of one trade and become extraordinary at one thing. Follow your heart and become the expert in that area. Habits are what build expertise and world-class skills. There is a lot of joy in embracing the boring […]
- [The Business Development Story That Changed Everything for Cyril Peupion](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-cyril-peupion/): Mo asks Cyril Peupion: Tell me of a business development story that you are very proud of. Years ago, Cyril got in touch with a partner at one of the largest consulting firms in the world. He was invited to present at one of their conferences in Barcelona about the Work Smarter, Live Better strategy and at the end of the presentation, Cyril got a 100% feedback rating from the 100+ people that attended his talk. This was the beginning of a great business relationship that is now eight years strong with Cyril’s favorite client. Cyril wasn’t a speaker, so the […]
- [What Business Development REALLY Means, According to Cyril Peupion](https://bunnellideagroup.com/what-business-development-really-means-according-to-cyril-peupion/): Mo asks Cyril Peupion: What is your personal definition of business development? Cyril’s definition has evolved over the years. What began as selling became serving. Cyril is very clear on who he helps and how he can do it, as well as the people that he’s not right for. Cyril’s passion for what he does is derived from clarity on who can help. When it comes to first meetings, the goal is not to sell his services but to simply find out if they are a good match and to find the right solution for the prospect, even if that means […]
- [Linda Klein on Leading with Passion and Growing by Solving Problems](https://bunnellideagroup.com/linda-klein-on-leading-with-passion-and-growing-by-solving-problems/): Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn’t ever lose your passion for getting involved and helping other people.   Mo asks Linda Klein: […]
- [Dennis Baltz and the Importance of Helping People with a Purpose](https://bunnellideagroup.com/dennis-baltz-and-the-importance-of-helping-people-with-a-purpose/): Dennis Baltz shares the wisdom he’s picked up during his 30-year career in helping people solve some of the most challenging risk problems in the world and how being focused on helping people with a purpose has allowed him to work with dozens of Fortune 1000 companies. Learn how to be strategically helpful and how that eliminates the fear from the sales process, the three question framework that is Dennis’s guiding principle for working with prospects, and why business development isn’t as deep as you think.   Mo asks Dennis Baltz: When did you realize that business development is something that […]
- [Going Back in Time, What Chris Graham Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-chris-graham-would-say-to-his-younger-self/): Mo asks Chris Graham: If you could record a video around growth skills and send it to your younger self, what would it say? Chris’s message would be simple: Think bigger, quicker. Chris had been entrepreneurial his whole career, but he didn’t have the vision at the time to be able to make the leap to start his own law firm. Before starting Crown Capital, Chris didn’t know exactly what a private equity firm did on a day-to-day basis, but he knew he was interested and there was an opportunity for him there. He reached out to other private equity firms […]
- [Chris Graham's Favorite Business Development Strategy](https://bunnellideagroup.com/chris-grahams-favorite-business-development-strategy/): Mo asks Chris Graham: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? One of Chris’s favorite strategies actually came from one of Mo’s Grow Big Playbook emails about how long your emails should be. When you’re in a moment, it can be hard to step back and see the bigger picture. Try to get a greater perspective and see if what you are considering is being given too much or too little importance. Whenever you’re worried about whether something is worth your time, measure it against whether you’re future self will be proud of […]
- [What Business Development REALLY Means, According to Chris Graham](https://bunnellideagroup.com/what-business-development-really-means-according-to-chris-graham/): Mo asks Chris Graham: What is your personal definition of growth? Chris has always been driven by learning new things. Since he spends nearly all his time now selling, he focuses on reteaching all the things he has learned over the years. What people really want is for someone to help them identify problems they didn’t even know they had and help them solve those problems. As experts, it’s very easy to get so focused on what you know that you aren’t even aware of the issues that are just outside your expertise. The mindset that Chris carries into a meeting […]
- [Chris Graham on Growth and Community - Time To Get Great at Business Development](https://bunnellideagroup.com/chris-graham-on-growth-and-community-time-to-get-great-at-business-development/): Mo asks Chris Graham: When was the moment you realized growth was a good thing? As a lawyer, you’re responsible for the whole gamut of the business. The whole process is about connecting and engaging with clients on a deeper level, and Chris realized that he needed a new approach in order to scale. Everybody who is striving to be more has to cut what they are good at, to take a risk at doing something better. Chris had a great relationship with his clients but being limited to a one-to-one impact felt restricting for what he wanted to do so […]
- [What Business Development REALLY Means, According to Dennis Baltz](https://bunnellideagroup.com/what-business-development-really-means-according-to-dennis-baltz/): Mo asks Dennis Baltz: What is your personal definition of business development? Helping people with a purpose. Being strategically helpful is the name of the game. Sales can be fun when you are offering something of value to someone, not just making a sale. Dennis has a stewardship mindset which fits very well into the risk and insurance industry. Helping protect clients from things like cyber risk is both rewarding and extremely valuable to clients. The first step is to understand how people think and what they care about. There are three questions that all prospects think about when they are […]
- [Dennis Baltz on Purpose - Time To Get Great at Business Development](https://bunnellideagroup.com/dennis-baltz-on-purpose-time-to-get-great-at-business-development/): Mo asks Dennis Baltz: When did you realize that business development is something that would be interesting to you? Dennis’s interest in business development goes all the way back to his high school days in 1987, where he was trying to find people to participate in market studies. It was a tough gig and he had to stretch outside his comfort zone to get things done. Knowing that he had something of value to offer to the people gave him the confidence to ask for something they may not be initially open to. Dennis learned to be interested in the person […]
- [Cyril Peupion's Favorite Business Development Strategy](https://bunnellideagroup.com/cyril-peupions-favorite-business-development-strategy/): Mo asks Cyril Peupion: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The overall mindset of the Snowball Training is what stands out for Cyril. Going from selling to serving and being proud of the value that you are bringing to your clients is pivotal. Cyril also appreciates the concept of nurturing raving fans and uses the strategy to make sure he’s always working on the most important relationships associated with his business. There is a strong link between performance and joy. People value what they help to create. Cyril noticed that the clients […]
- [Cyril Peupion on Impact - Time To Get Great at Business Development](https://bunnellideagroup.com/cyril-peupion-on-impact-time-to-get-great-at-business-development/): Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril tells the story of a client he was working with and the impact on […]
- [Going Back in Time, What Linda Klein Would Say to Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-linda-klein-would-say-to-her-younger-self/): Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it’s easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you’ll have something valuable to sell. If you’re going to say […]
- [Dennis Baltz's Favorite Business Development Strategy](https://bunnellideagroup.com/dennis-baltzs-favorite-business-development-strategy/): Mo asks Dennis Baltz: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Dennis loved so much of the GrowBIG Training, but the one that stands out the most is the idea of the Most Important Thing. When working with clients, Dennis uses an MIT one-sheet to communicate all the work streams that they can work on during the engagement as well as including some potentially new approaches they can take advantage of. They are using that very effectively to land new clients because it allows them to understand the exact value WTW brings to […]
- [The Business Development Story That Changed Everything for Dennis Baltz](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-dennis-baltz/): Mo asks Dennis Baltz: Tell me a business development story that you are really proud of. In the insurance and risk industry, the sales cycle is somewhere between three to five years, so it’s definitely about playing the long game. Organizations aren’t always ready to implement new ideas, but by building the relationship and sharing ideas with prospects you increase your chances of eventually landing the client. One of the business development stories that Dennis is most proud of is an example of that. He got a team together to introduce an interesting, innovative idea to a company they weren’t yet […]
- [Going Back in Time, What Dennis Baltz Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-dennis-baltz-would-say-to-his-younger-self/): Mo asks Dennis Baltz: If you could go back in time and record a video around business development to send to your younger self, what would it say? Dennis would say “It’s not that deep” Business development can be simple. Trust yourself and start sooner. Dennis spent the first 15 years getting the expertise he thought he needed to be able to sell, but you can start helping people much sooner than that. Business development as a discipline is something that’s missing for young people. We need to help organizations teach that business development is not scary. Using the whole brain […]
- [Chris Graham Elaborates on Thinking Bigger, Quicker](https://bunnellideagroup.com/chris-graham-elaborates-on-thinking-bigger-quicker/): Chris Graham shares his growth story of both personal and professional development, and how he uses his skills and connections in his private equity firm Crown Capital Investments to impact the communities and families of the businesses they’re invested in. Learn how Chris developed the skills needed to create powerful relationships, but also the internal mindset he was missing that prevented him from scaling his impact to what he knew it could be; how to think bigger, quicker, and how to find a mentor and get them invested in your success.   Mo asks Chris Graham: When was the moment you […]
- [The Business Development Story that Changed Everything for Chris Graham](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-chris-graham/): Mo asks Chris Graham: What growth story are you most personally proud of? Making the pivot from law to private equity is the thing that Chris is the most proud of. The pivot was hard and took a long time but it has allowed him to make more impact than ever before. One of the examples that Chris talks about is a company where Chris implemented his methodology of growth and after 19 months they grew from $2.3 million to $4.9 million in profit. Rather than just generate more sales, Chris helped them become more process efficient. Chris grew up in […]
- [Linda Klein's Favorite Business Development Strategy](https://bunnellideagroup.com/linda-kleins-favorite-business-development-strategy/): Show Notes Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda’s favorite strategy. A potential client’s business always has important area-specific language that they use that you should know. It’s amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land […]
- [What Business Development REALLY Means, According to Linda Klein](https://bunnellideagroup.com/what-business-development-really-means-according-to-linda-klein/): Show Notes Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client’s business by solving the problem. Service professionals often only look at a client’s issue through the lens of their own expertise, but that’s not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn’t going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts […]
- [Linda Klein on Growth - Time to Get Great at Business Development](https://bunnellideagroup.com/linda-klein-on-growth-time-to-get-great-at-business-development/): Show Notes Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda’s career as a lawyer, she spent a lot of time learning about her client’s business and that relationship building always paid off. It’s not about developing the business, it’s about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason […]
- [The Business Development Story That Changed Everything for Henning Streubel](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-henning-streubel/): Show Notes Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning’s story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of his […]
- [Henning Streubel on Driving Growth Through Developing Relationships with Insight and Impact](https://bunnellideagroup.com/henning-streubel-on-driving-growth-through-developing-relationships-with-insight-and-impact/): Show Notes Henning Streubel shares his thoughts on developing relationships and how to not only go from prospect to client, but from client to friend. He is the Managing Director and Senior Partner // Managing Director of the West Coast System of Boston Consulting Group (BCG). Learn how insight allows you to create impact and trust, why growth and comfort can’t coexist when it comes to doing what’s right and creating deep and meaningful relationships in your life, and how to pick yourself back up after the inevitable setbacks of a growth-oriented mindset.   Mo asks Henning Streubel: When was the […]
- [Going Back in Time, What Henning Streubel Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-henning-streubel-would-say-to-his-younger-self/): Show Notes Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it’s not about just showcasing your expertise and what you know. It’s about listening to them and what they want. If you come with a cookie-cutter approach, you won’t establish trust. Understanding what the other person […]
- [Henning Streubel's Favorite Business Development Strategy](https://bunnellideagroup.com/henning-streubels-favorite-business-development-strategy/): Show Notes Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Henning’s favorite idea is the Herrmann Brain Dominance Instrument. It’s vital to understand how you, your team, and your prospects think. Henning is an analytical thinker, and understanding this gives him greater insight into how he can communicate with another person who can compliment that with their own thought preferences. Henning took his team through the HBDI process to get a good idea of how his team thinks and where there might be any gaps. This allows the team to […]
- [What Business Development Really Means According to Henning Streubel](https://bunnellideagroup.com/what-business-development-really-means-according-to-henning-streubel/): Show Notes Mo asks Henning Streubel: What is your personal definition of business development? Henning prefers the term relationship development, which he considers the foundation of every successful service provider. Henning learned early in his career not to take things personally. If someone doesn’t respond to him, he assumes they must be busy and it’s not about the other person not liking him. Many experts hesitate to reach out when they don’t get a response right away. It’s important to understand what matters to people and to offer them something they are interested in. Understand how their mind works on the […]
- [Read Davis on Producing - Time To Get Great at Business Development](https://bunnellideagroup.com/read-davis-on-producing-time-to-get-great-at-business-development-2/): Show Notes Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. There isn’t always a winner and loser in every situation, but measuring success is based on the scoreboard you’re looking at. As Read moved into his career out of college, his scoreboard changed. One fateful night while working alongside the CFO and the General Manager, they gave him a piece of advice that changed the way he thought about business. If you really want success and to own your career, […]
- [Henning Streubel on Relationships - Time to Get Great at Business Development](https://bunnellideagroup.com/henning-streubel-on-relationships-time-to-get-great-at-business-development/): Show Notes Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her boss […]
- [What Business Development REALLY Means, According to Read Davis](https://bunnellideagroup.com/what-business-development-really-means-according-to-read-davis-2/): Show Notes Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. When he took on the role, he put a challenge to all the business development professionals in the organization to make payroll. Every salesperson needs to strive to be a leader. They own the revenue and everyone at the organization is relying on them to bring in the business. Leaders eat last. They need to take care of everyone in their world and business development professionals are […]
- [Read Davis on Producing - Time To Get Great at Business Development](https://bunnellideagroup.com/read-davis-on-producing-time-to-get-great-at-business-development/): Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. Show Notes Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. There isn’t always a winner and loser in every situation, but measuring success is based on the scoreboard you’re looking at. As Read moved into his career out of college, his scoreboard changed. One fateful night while working alongside the CFO […]
- [Kevin Clem on the Importance of Creating Connections and Building Relationships](https://bunnellideagroup.com/kevin-clem-on-the-importance-of-creating-connections-and-building-relationships/): Kevin Clem shares his charm and personality while discussing the biggest business development lessons he’s learned over the years. Show Notes Kevin Clem shares his charm and personality while discussing the biggest business development lessons he’s learned over the years. Learn about the three ways to build and develop a new relationship, how to impress a prospect by doing your homework, and why it’s okay to make the ask.   Mo asks Kevin Clem: When was the moment you realized growth is great and you wanted to focus on business development? Kevin has been doing business development for 20 years, but […]
- [Kevin Clem on Connections – Time To Get Great At Business Development](https://bunnellideagroup.com/kevin-clem-on-connections-time-to-get-great-at-business-development/): Mo asks Kevin Clem: When was the moment you realized growth is great and you wanted to focus on business development? Kevin has been doing business development for 20 years, but he didn’t always call it that. Show Notes Mo asks Kevin Clem: When was the moment you realized growth is great and you wanted to focus on business development? Kevin has been doing business development for 20 years, but he didn’t always call it that. Kevin realized that he had a knack for business development after a repeat client said to him that they keep coming back to work with […]
- [What Business Development REALLY Means, According to Read Davis](https://bunnellideagroup.com/what-business-development-really-means-according-to-read-davis/): Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. Show Notes Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. When he took on the role, he put a challenge to all the business development professionals in the organization to make payroll. Every salesperson needs to strive to be a leader. They own the revenue […]
- [James Barclay Uncovers the Magnetic Strategies That Attract Your Ideal Clients](https://bunnellideagroup.com/james-barclay-uncovers-the-magnetic-strategies-that-attract-your-ideal-clients/): James Barclay shares the key content creation strategies that Passel uses to help busy professionals demonstrate the expertise that sets them and their firms apart. Show Notes James Barclay shares the key content creation strategies that Passel uses to help busy professionals demonstrate the expertise that sets them and their firms apart. Learn about how content creation became the basis for Passel’s business model, how to write and create content for your most important relationships in a way that people will love, and why a podcast is the secret business development hack that most professionals aren’t using right now.   Mo […]
- [The Business Development Story That Changed Everything for Mark Harris](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-mark-harris/): Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. Show Notes Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. One of Mark’s work friends went out on his own to start his own business and reached out to him to talk about what Mark could do to help. […]
- [Mark Harris' Favorite Business Development Strategy](https://bunnellideagroup.com/mark-harris-favorite-business-development-strategy/): Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Show Notes Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Mark taught his daughter how to pinpoint the four quadrants within the family and use it immediately to connect with each person. Out […]
- [The Business Development Story that Changed Everything for Kim Davenport](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-kim-davenport/): Mo asks Kim Davenport: What is one moment around business development that you are really proud of? Show Notes Mo asks Kim Davenport: What is one moment around business development that you are really proud of? Kim’s most proud moment was the first real significant opportunity she brought into her firm – the friend, who’s a vice president at an energy company, who she had a conversation with and who realized Kim and the firm she’s part of could help her business. Kim is proud of what she did, of having the courage to go outside of her comfort zone a […]
- [Tyler Sweatt Discusses Acquisition Warfare and Business Development Lessons](https://bunnellideagroup.com/tyler-sweatt-discusses-acquisition-warfare-and-business-development-lessons/): Tyler Sweatt shares a series of powerfully concise lessons on business development he’s picked up over the years consulting in a wide range of industries. Show Notes Tyler Sweatt shares a series of powerfully concise lessons on business development he’s picked up over the years consulting in a wide range of industries. Find out how Tyler and his team solve incredibly complex compliance problems while making the buying process as frictionless as possible, why saying no to some prospects is critical to find the customers, and how planning is the easiest way to set yourself apart from your competition.   Mo […]
- [What Business Development REALLY Means, According to Mark Harris](https://bunnellideagroup.com/what-business-development-really-means-according-to-mark-harris/): Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. Show Notes Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it’s all about helping people understand what their needs are (teaching) and then once you find that out it’s helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He’s simply looking to understand what motivates someone and where they are coming from, and what’s […]
- [Mark Harris on Helping and Teaching - Time To Get Great At Business Development](https://bunnellideagroup.com/mark-harris-on-helping-and-teaching-time-to-get-great-at-business-development/): Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Show Notes Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald’s but it became a skill that Mark learned he could get better at. All […]
- [Kim Davenport Expands on Being Curious and the Steps to Diversity and Inclusion](https://bunnellideagroup.com/kim-davenport-expands-on-being-curious-and-the-steps-to-diversity-and-inclusion/): Kim Davenport shares the role relationship building has played for her and why BD is much more than just selling. Show Notes Kim Davenport shares the role relationship building has played for her and why BD is much more than just selling. Learn more about the three steps to D&I, how you would want to be seen when it comes to BD, and Kim’s advice to a younger self. Mo asks Kim Davenport: Tell me the moment when you decided that business development is something that you wanted to focus on, as well as how to connect with prospects and create […]
- [Going Back in Time, What Kim Davenport Would Say to Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-kim-davenport-would-say-to-her-younger-self/): Mo asks Kim Davenport: If you could record a business development tip and send it to your younger self, what would it be? In a video she would record for a younger self, Kim would tell her to toss doubts aside and to believe in herself. Show Notes Mo asks Kim Davenport: If you could record a business development tip and send it to your younger self, what would it be? In a video she would record for a younger self, Kim would tell her to toss doubts aside and to believe in herself. To prepare her prior self, Kim would […]
- [Going Back In Time, What Tyler Sweatt Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-tyler-sweatt-would-say-to-his-younger-self/): Mo asks Tyler Sweatt: If you could record a video around business development and send it to your younger self, what would it say? Don’t fall in love with titles. Identify character traits that you don’t want to emulate. Mo asks Tyler Sweatt: If you could record a video around business development and send it to your younger self, what would it say? Don’t fall in love with titles. Identify character traits that you don’t want to emulate. Don’t lose sight of the value of saying no. No is the most strategic word in your arsenal. Don’t feel obligated to stick […]
- [Tyler Sweatt on Value - Time To Get Great At Business Development](https://bunnellideagroup.com/tyler-sweatt-on-value-time-to-get-great-at-business-development/): Mo asks Tyler Sweatt: When did you realize that business development was great? When Tyler transitioned out of the military, he wasn’t sure which direction to take his career. Show Notes Mo asks Tyler Sweatt: When did you realize that business development was great? When Tyler transitioned out of the military, he wasn’t sure which direction to take his career. He cut his teeth at Deloitte where he learned the two basic functions of a business: value creation and value protection. You have to figure out which one you need to focus on from a career standpoint. Tyler started thinking about […]
- [Going Back in Time, What Kevin Clem Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-kevin-clem-would-say-to-his-younger-self/): Mo asks Kevin Clem: If you could record a business development focused video and send it back to your past self, what would it be? Show Notes Mo asks Kevin Clem: If you could record a business development focused video and send it back to your past self, what would it be? One of the biggest lessons that Kevin has learned in his career is that people want to connect and it’s okay to make the big ask. If you’ve built the relationship, it’s okay to ask about working together. In many cases, your clients are looking for people that can […]
- [The Business Development That Changed Everything for Kevin Clem](https://bunnellideagroup.com/the-business-development-that-changed-everything-for-kevin-clem/): Mo asks Kevin Clem: Tell us a business development story that you are really proud of. Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence. Mo asks Kevin Clem: Tell us a business development story that you are really proud of. Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence. By helping the prospect without asking for anything in return at the beginning, Kevin kicked off a relationship where when the timing was right, the client asked […]
- [Kevin Clem 's Favorite Business Development Strategy](https://bunnellideagroup.com/kevin-clem-s-favorite-business-development-strategy/): Mo asks Kevin Clem: What’s your favorite science, step, or story from the GrowBIG Training or the Snowball System? Kevin discovered the Snowball System from the podcast after being referred to it by the CEO of HBR Consulting. Show Notes Mo asks Kevin Clem: What’s your favorite science, step, or story from the GrowBIG Training or the Snowball System? Kevin discovered the Snowball System from the podcast after being referred to it by the CEO of HBR Consulting. The Most Important Things is one of the key principles that Kevin has embraced. He and his team have made the idea of […]
- [What Business Development REALLY Means, According to Kevin Clem](https://bunnellideagroup.com/what-business-development-really-means-according-to-kevin-clem/): Mo asks Kevin Clem: What is your personal definition of business development? Simply put, making connections and solving problems. It’s always about how you can solve a problem, whether or not there is a direct transaction involved. Show Notes Mo asks Kevin Clem: What is your personal definition of business development? Simply put, making connections and solving problems. It’s always about how you can solve a problem, whether or not there is a direct transaction involved. When you solve someone’s problem, either directly or through your network, they will probably come to you first to solve a similar problem in the […]
- [The Business Development Story that Changed Everything for James Barclay](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-james-barclay/): Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. Show Notes Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. The Passel podcast was born once the team understood how useful it is as a business development tool. The podcast gives […]
- [James Barclay's Favorite Business Development Strategy](https://bunnellideagroup.com/james-barclays-favorite-business-development-strategy/): Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. Show Notes Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will […]
- [The Business Development Story That Changed Everything for Tyler Sweatt](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-tyler-sweatt/): Mo asks Tyler Sweatt: Tell me a business development story that you are really proud of. At Second Front, Tyler is working to solve some ridiculously complicated problems and building something that has never existed before. Show Notes Mo asks Tyler Sweatt: Tell me a business development story that you are really proud of. At Second Front, Tyler is working to solve some ridiculously complicated problems and building something that has never existed before. Tyler has been in several different industries, all of which involve emerging technology and security. In most of those industries, compliance burdens were always an issue and […]
- [Tyler Sweatt's Favorite Business Development Strategy](https://bunnellideagroup.com/tyler-sweatts-favorite-business-development-strategy/): Mo asks Tyler Sweatt: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Too many people focus on just having a meeting and following the script they have in their mind. Show Notes Mo asks Tyler Sweatt: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Too many people focus on just having a meeting and following the script they have in their mind. Dynamic Meeting Prep is one of Tyler’s favorite strategies that solves that problem. Using the process, you can solidly prepare for a meeting in under […]
- [What Business Development REALLY Means, According to Tyler Sweatt](https://bunnellideagroup.com/what-business-development-really-means-according-to-tyler-sweatt/): Mo asks Tyler Sweatt: What is your personal definition of business development? Simply put, it’s all about value creation. The entire spectrum of taking a prospect from completely cold to raving fan is the process of growth. Show Notes Mo asks Tyler Sweatt: What is your personal definition of business development? Simply put, it’s all about value creation. The entire spectrum of taking a prospect from completely cold to raving fan is the process of growth. Content creation is part of the effort, similar to an at-scale give-to-get. When someone hits the pipeline, Tyler focuses on qualifying them immediately and moving […]
- [Going Back in Time, What James Barclay Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-james-barclay-would-say-to-his-younger-self/): Mo asks James Barclay: If you could record a video around business development and send it back to your younger self, what would it say? James is naturally impatient, so he would tell his younger self to cultivate patience. Show Notes Mo asks James Barclay: If you could record a video around business development and send it back to your younger self, what would it say? James is naturally impatient, so he would tell his younger self to cultivate patience. You can’t sell stuff by shouting at people that they should buy from you. It’s not your sales process, it’s about […]
- [Strategy And Accountability In 2023 (3 of 4)](https://bunnellideagroup.com/strategy-and-accountability-in-2023-3-of-4/): What’s On My Mind Whew! This series is a LOT. ​I’m sharing so much and excited it’s impacting this amazing community we’re a part of. ​If you need to catch up… ​WEEK ONE walked through my annual review process at a high level. It’s the most important thing I do each year. ​WEEK TWO showed you my actual example of the look back part of my review, including the grades I gave myself across all life domains in 2022. (My Mom thought that D I gave myself was a little harsh…) Now things get really interesting. ​This week I’ll show you how to look forward. ​How to take […]
- [Strategy And Accountability In 2023 (2 of 4)](https://bunnellideagroup.com/strategy-and-accountability-in-2023-2-of-4/): What’s On My Mind ​Last week, I showed you how I think through and write a personal annual review, recapping the prior year and setting a strategy for the next one. ​Today, I’ll show you the first part of my actual 2022 annual review / 2023 strategy. ​Keep this in mind–I wrote this for me. ​Some parts are clunky, while others are raw. ​I’m hard on myself. ​But one things for sure. ​This exercise is one of the most important things I do all year. ​ Beginning of my annual review… ​SUMMARY Note to reader: You’ll remember from last week this Summary section is meant […]
- [Strategy And Accountability In 2023 (1 of 4)](https://bunnellideagroup.com/strategy-and-accountability-in-2023-1-of-4/): What’s On My Mind This is going to be an important series! ​Get ready for four articles, showing you how to set strategy and build accountability in 2023. ​This exercise might be the most important thing you do all year. ​Here’s how we’ll roll downhill gathering momentum: Today I’ll show you the process of how I think through and write a personal annual review, recapping the prior year and setting strategy for the next one. I’ll even give you some simple ways to get started today! Next week I’ll show you my actual 2022 annual review / 2023 strategy. There’s nothing like seeing […]
- [2023: Take Control Of Your Growth (5 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-5-of-5/): What’s On My Mind Time to scale BD across your team. ​In Part 1, we discussed a simple model to evaluate your business or book of business. ​​In Part 2, we differentiated your Solution. ​In Part 3, we rocked out your PreBD so that it actually works. ​In Part 4, we streamlined your BD with a common playbook and gamification. ​One last part: Delivery. ​But before I deliver on Delivery, here’s the model again. This is our fifth week on this, so if you already get it, skip it! ​ The Model: What You Need To Succeed We all have four things […]
- [2023: Take Control Of Your Growth (4 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-4-of-5/): What’s On My Mind Time to scale BD across your team. ​In Part 1, we discussed a simple model to evaluate your business or book of business. ​In Part 2, we differentiated your Solution. ​In Part 3, we rocked out your PreBD so that it actually works. We’ll take another step forward today, scaling BD across your team. Here’s the model again. If you already have it, skip this section. ​ ​ The Model: What You Need To Succeed We all have four things to pay attention to that might be limiting factors in our books of business. ​These pinch points create […]
- [2023: Take Control Of Your Growth (3 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-3-of-5/): What’s On My Mind Let’s AC/DC PreBD! ​In Part 1, we discussed through a simple model to evaluate your business or book of business. In Part 2, we talked about differentiating your Solution. ​Today, we rock out PreBD. ​Here’s the model again. ​ But before we party with PreBD, let’s master the model. ​(Skip this if you already get it.) ​We all have four things to pay attention to that might be limiting factors in our books of business. ​These pinch points create friction, making it hard to grow. ​The bottlenecks can be in four big areas: Undifferentiated Solution. ​ ​Symptom: Sounding […]
- [2023: Take Control Of Your Growth (3 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-3-of-5-2/): What’s On My Mind Let’s AC/DC PreBD! ​In Part 1, we discussed through a simple model to evaluate your business or book of business. In Part 2, we talked about differentiating your Solution. ​Today, we rock out PreBD. ​Here’s the model again. ​ But before we party with PreBD, let’s master the model. ​(Skip this if you already get it.) ​We all have four things to pay attention to that might be limiting factors in our books of business. ​These pinch points create friction, making it hard to grow. ​The bottlenecks can be in four big areas: Undifferentiated Solution. ​ ​Symptom: Sounding […]
- [2023: Take Control Of Your Growth (2 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-2-of-5/): What’s On My Mind I hope everyone was able to enjoy the Thanksgiving holiday last week! We’re back this week with Part 2 for you! ​In Part 1, we discussed through a simple model to evaluate your business or book of business. ​Here’s the model again.   ​The point: We all have four things to pay attention to that might be limiting factors in our business. ​These pinch points create friction, making it hard to grow. ​The bottlenecks can be in four big areas: Undifferentiated Solution. ​ ​Symptom: Sounding like others in the marketplace. ​ Great solutions are unique in the buyer’s […]
- [2023: Take Control Of Your Growth (1 of 5)](https://bunnellideagroup.com/2023-take-control-of-your-growth-1-of-5/): What’s On My Mind I love thinking strategically. ​And I love helping people grow their books of businesses, teams, practices, and organizations. ​That led me to design a simple four-box model I use to help people prioritize what to focus on next. ​I’m going to teach you this model in this five part series. ​Today: the model. ​Then: an article diving deep into each perspective. ​This is what I use in growing our business–it results in unlocks every time I use it. ​​First, let’s tie back to last week. Like we talked, there are three ways you can think about growth: Sporadic, […]
- [The Three Ways To Build The Book Of Business You Want](https://bunnellideagroup.com/the-three-ways-to-build-the-book-of-business-you-want/): What’s On My Mind One way to think about growth towers over all others. Prologue: Most experts don’t put nearly enough thought into building their book of business and relationships, so you’re already ahead of the game by being a part of this amazing community! ​Given that… There are three ways to implement The Snowball System and our much more comprehensive GrowBIG Training. ​How you think about implementation will determine your results. ​Level 1: Sporadic. ​The key word here is random. Random acts of lunch. Random outreach emails. Random effort. ​Crazy: this is probably better than 60% of professionals because they’re doing nothing or close to it. There are still so many […]
- [How to Hack Our Own Habits to Focus on Growth Activities, Even When We’re Busy, with Dorie Clark](https://bunnellideagroup.com/how-to-hack-our-own-habits-to-focus-on-growth-activities-even-when-were-busy-with-dorie-clark/): Mo asks Dorie Clark: How can we hold ourselves accountable, hack our own habits, and keep doing what we know we should be doing? The first chapter of the Long Game deals with the question of why we seem to be so busy in our modern lives. Show Notes The first chapter of the Long Game deals with the question of why we seem to be so busy in our modern lives. One of the most critical aspects of senior leaders is setting the strategy for their organization and yet when asked, 96% of senior leaders say they don’t have enough […]
- [Three Mental Traps To Avoid](https://bunnellideagroup.com/how-to-use-leadership-language-to-create-and-close-more-opportunities-with-l-david-marquet__trashed-2/): What’s On My Mind I’ve been thinking a lot about mindset lately. I got a great question this week… ​What holds people back? What mindsets do people have that get in the way of winning business and deepening relationships?​ I’ve realized three big barriers pop to the top, whether people realize them or not: I can’t do what ___ does. ​ I’m too busy. ​ I can’t do ___ because ___. ​Let’s take these three personal objections in order. ​I can’t do what ___ does. This usually comes out in a person comparing themselves to someone already great, typically years farther […]
- [How to Use Leadership Language to Create and Close More Opportunities, with L. David Marquet](https://bunnellideagroup.com/how-to-use-leadership-language-to-create-and-close-more-opportunities-with-l-david-marquet/): Mo asks L. David Marquet: How can the language of leadership help us control the clock? Controlling the clock is the antithesis of obeying the clock. Show Notes Mo asks L. David Marquet: How can the language of leadership help us control the clock? Controlling the clock is the antithesis of obeying the clock. In the industrial age it made sense because that’s the way production was done, but it doesn’t serve us in the way human teams interact now. For creative work, controlling the clock is about acknowledging deadlines but controlling the rhythm between action and doing, and pausing and […]
- [Communication Style: How to Win Over Relational Thinkers](https://bunnellideagroup.com/communication-style-how-to-win-over-relational-thinkers/): For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my team better? Do I trust that you are going to deliver an amazing result for everyone involved? Prioritize showing and building trust in those three ways. Do things that are trustworthy. Share what you’re not good at or what you won’t do as part of the project if someone else would be better, and guide them to the right investment. Play […]
- [Communication Style: How to Win Over Practical Thinkers](https://bunnellideagroup.com/communication-style-how-to-win-over-practical-thinkers/): Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and what you will do when that happens. Be early on everything. Arrive to meetings early, and deliver work ahead of schedule. If you’re doing things early, you’re sending a message that you are the safe choice. Avoid the trap of skipping over the details. Engage on the details and dive into them to reassure the other person that you […]
- [Communication Style: How to Win Over Analytical Thinkers](https://bunnellideagroup.com/communication-style-how-to-win-over-analytical-thinkers/): When you’re dealing with a high analytical thinker, you should get to the point. To know someone is an analytical thinker, they are often brief and to the point and focus more on the numbers. Make it clear that your solution is the highest ROI option available. You may not know what else they are looking at but you can make it very clear about how much money they will save or how much value they will get, and present your price with confidence. Make it clear to talk about outcomes and pricing and have a great ROI, and you will […]
- [Increase Sales by Understanding the Major Steps of the Perfect Buy-in Process](https://bunnellideagroup.com/increase-sales-by-understanding-the-major-steps-of-the-perfect-buy-in-process/): There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People […]
- [Why Listening and Learning is Key for Closing Deals (Increase Sales)](https://bunnellideagroup.com/why-listening-and-learning-is-key-for-closing-deals-increase-sales/): There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have […]
- [Speeding Up the Perfect Buy-in Process and Increase Sales Like a Champ](https://bunnellideagroup.com/speeding-up-the-perfect-buy-in-process-and-increase-sales-like-a-champ/): The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that’s in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you […]
- [Why You Need the Four Key Incremental “Yeses” to Increase Sales (Closing Deals)](https://bunnellideagroup.com/why-you-need-the-four-key-incremental-yeses-to-increase-sales-closing-deals/): Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is […]
- [Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process (Increase Sales)](https://bunnellideagroup.com/closing-deals-is-easier-when-creating-curiosity-through-the-perfect-buy-in-process-increase-sales/): Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it’s one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can’t wait to go over the results. If you move too quickly, you squash […]
- [How to Adopt A Mindset of Business Development Success](https://bunnellideagroup.com/how-to-adopt-a-mindset-of-business-development-success/): Welcome back to Real Relationships Real Revenue! This season, we are going back to long-form interviews and I am really excited to dive in with you. The theme of this season is going to be centered around the mindset of growth – both personally and in your book of business. And who better to kick this season off with than the person who wrote the book on mindset soundtracks,  Jon Acuff! Topics We Cover in This Episode: The Venn diagram to a bestselling idea The three things you’ll learn from Jon’s new book How to tackle identity if you have a […]
- [Start Crafting Your Business Development Mindset By Understanding Your Why](https://bunnellideagroup.com/start-crafting-your-business-development-mindset-by-understanding-your-why/): More at http://RealRelationshipsRealRevenue.com Mo explores the key business development mindset shifts that you need to make to become great at business development. Find out why business development skills are both learned and earned, how anyone can become great at business development, and how to stay motivated and driven to keep doing the work of building relationships the right way. Business development can be hard. You’ve got to figure out a reason to persevere and keep adding value to your relationships, even when it feels like you’re not making much progress. To discover your why, ask yourself the Five Whys? Go deeper […]
- [Becoming Great At Anything By Creating a Business Development Mindset](https://bunnellideagroup.com/becoming-great-at-anything-by-creating-a-business-development-mindset/): Every expertise, no matter the field, is both learned and earned. You can become great at anything if you break it down into little pieces and practice each piece. You may not become world-class or be able to play in the NBA, but you can certainly become very good at that particular skill, and the key is deliberate practice. By breaking down the big skill into smaller micro-skills and deliberately practicing those individually, you build your overall skill set. The second component of deliberate practice is having a mentor guide you along the path towards expertise. When it comes to business […]
- [Business Development Mindset Rule - You Don't Have To Be An Extrovert To Succeed](https://bunnellideagroup.com/business-development-mindset-rule-you-dont-have-to-be-an-extrovert-to-succeed/): Adam Grant did a study on salespeople and put them on a spectrum of introversion to extroversion. For most people they land right in the middle and end up being a mix of both introvert and extrovert, and most successful salespeople were exactly the same way. Ambiverts were the most successful at making sales, not extroverts like people assumed was the case. Full-on extroverts might actually have some disadvantages when it comes to making a sale. Their desire to be around people all the time may prevent them from following up effectively or being direct with someone when they need to […]
- [Business Development Mindset Is A Learnable Skill](https://bunnellideagroup.com/business-development-mindset-is-a-learnable-skill/): In the last five episodes of this series, I’m giving you five macro lessons. I’m going meta with these lessons and these are some things I want you to keep in mind as we close out this series. In this episode of Real Relationships Real Revenue, I’m tying it back to the beginning and discussing how business development is a learnable skill. Topics We Cover in This Episode: Why business development is a learnable skill How we never stop learning Don’t fall into the trap of thinking that you have to be born with this skill. You can always improve your […]
- [How To Set Yourself Up For More Success with Mohamed Massaquoi](https://bunnellideagroup.com/how-to-set-yourself-up-for-more-success-with-mohamed-massaquoi/): This is our last episode of lead generation tactics using the Targeted with Scale method. In this episode of Real Relationships Real Revenue, we are going to be talking In this episode of Real Relationships Real Revenue, I sat down with Mohamed Massaquoi. He is passionate about helping high-performing teams achieve more and he is here today to talk about what we can do to grow our book of business, relationship ecosystems, and career. In this episode, we cover getting help to get better at your work, how he measures his success, staying on track despite setbacks, and so much more. […]
- [How to Use Email Marketing for Lead Generation](https://bunnellideagroup.com/how-to-use-email-marketing-for-lead-generation/): This is our last episode of lead generation tactics using the Targeted with Scale method. In this episode of Real Relationships Real Revenue, we are going to be talking about email marketing. This is an area that has so much more potential than people realize. Topics We Cover in This Episode: How to use email marketing as a lead generation tactic Why this method is so effective Ways to tackle email marketing This method is incredibly powerful. The scale you get is huge. It’s such a personal way to add value to the lives of the people on your list and […]
- [How to Make the Most of Your Webinars or Speaking Engagements](https://bunnellideagroup.com/how-to-make-the-most-of-your-webinars-or-speaking-engagements/): In this episode of Real Relationships Real Revenue, I’m covering two scalable ways that you can meet new people. One is speaking and one is webinars. These are both related so we are putting them together in this episode so you can learn how to make the most of them. Speaking is an in-person, live event, and webinars are digital live events. So they are both real-time and very powerful. Topics We Cover in This Episode: How to be successful during these events How to create a call to action The keys to success with these methods are offering a ton […]
- [Scalable Methods for Getting Introduced to New People](https://bunnellideagroup.com/scalable-methods-for-getting-introduced-to-new-people/): In this set of episodes, we are continuing our conversation about how to get introduced to anyone you want. In the last couple of sets, we talked about how to use targeted methods that you can use to create new relationships. In this set, we are talking about really scalable ways to get introduced to many people. Scalable methods are incredibly important. In this episode of Real Relationships Real Revenue, I’m sharing why these are so important and what’s coming up. Topics We Cover in This Episode: The types of scalable methods How to get started with these methods To make […]
- [The Friends to Clients Method: How to Make Your Personal Relationships Commercial](https://bunnellideagroup.com/the-friends-to-clients-method-how-to-make-your-personal-relationships-commercial/): This week we’re talking all about meeting new people that can help you grow your book of business and achieve your goals. In this episode of Real Relationships Real Revenue, we’re talking about how you can develop a business relationship with someone that you have an existing personal relationship with. Many people have mental blocks around these types of relationships, but it’s important to change your mindset because it’s a disservice to your friends if you can help them but don’t offer to. Topics We Cover in This Episode: Why people want personal and commercial relationships How to broach the topic […]
- [Using the “Targeted with Scale” Method to Grow Your Relationships](https://bunnellideagroup.com/using-the-targeted-with-scale-method-to-grow-your-relationships/): In the last set of episodes, we talked about growing your relationships in a targeted way. In this set, we are talking about how you can do it in a way that we call Targeted with Scale. That’s because this blends scaled methods. In this episode of Real Relationships Real Revenue, I’m covering the mindset around developing new relationships or rekindling ones that have gone dormant. Topics We Cover in This Episode: What targeted with scale means What I love about this method In the coming episodes, I will cover the different ways you can use this method. Don’t fall into […]
- [How to Meet and Form Meaningful Relationships with the “Interviewing Others” Method](https://bunnellideagroup.com/how-to-meet-and-form-meaningful-relationships-with-the-interviewing-others-method/): This is the final episode about how you can get introduced to the people you want to with the Targeted Method. In this episode of Real Relationships Real Revenue, I’m covering how powerful it can be to interview someone as a way to meet them. This is called the Interviewing Others Method and it is really powerful and simple. Topics We Cover in This Episode: What this method is How to find the right platform to use Why this method works This isn’t a difficult method to understand – it’s actually really simple. You want to find a reason and platform […]
- [How to Use the "Ask For Help" Technique](https://bunnellideagroup.com/how-to-use-the-ask-for-help-technique/): This week, we have been covering how you can get introduced to anyone you want using the Targeted Method. In this episode of Real Relationships Real Revenue, I’m giving another way of how you can make this happen. It’s called the “Ask For Help” technique. This method has been around for a while and it is a great way to meet new people and create new relationships. Topics We Cover in This Episode: How to use this technique The success rate for this technique When you think of asking for help in a way that helps you and helps the new person, you […]
- [How to Ask for Referrals the Right Way](https://bunnellideagroup.com/how-to-ask-for-referrals-the-right-way/): We’ve been covering how you can get introduced to someone you want to meet in a very targeted way. In this episode of Real Relationships Real Revenue, we are diving into the topic of referrals. Referrals have always been around, it’s one of the classic ways to meet someone new. Referrals work best when it is ridiculously clear how this introduction is a win for everybody. Topics We Cover in This Episode: The power of referrals The proper way to ask for referrals Try not to lean on your clients to make an introduction. You can actually harm your relationships if […]
- [Using Strategic Partners to Grow Your Business and Deepen Relationships](https://bunnellideagroup.com/using-strategic-partners-to-grow-your-business-and-deepen-relationships/): In these episodes, we have been talking about how to use the Targeted with Scale method to meet new people and develop new relationships. In this episode of Real Relationships Real Revenue, we are talking about a method called Strategic Partners. These are people in your circle that are noncompetitive that you can utilize to help you meet new people and deepen relationships. Topics We Cover in This Episode: Examples of strategic partners How to utilize a strategic partnership Don’t go too fast with this method. The key is to go slow. Start with just one partnership. Engage in the conversation […]
- [What Value Groups Are and Why They Are So Powerful for Building Relationships](https://bunnellideagroup.com/what-value-groups-are-and-why-they-are-so-powerful-for-building-relationships/): In these episodes, we are talking about using the Targeted with Scale method to meet new people and create new relationships. In this episode of Real Relationships Real Revenue, I’m sharing how you can use value groups to build relationships. These are different from in-person forums. The topics are important but they are secondary to relationships. Topics We Cover in This Episode: What value groups are How to create a value group As the person that puts the value group together, everyone will look up to you and you’ll be viewed on a much higher level. You get to choose who […]
- [Using In-Person Forums to Meet New People](https://bunnellideagroup.com/using-in-person-forums-to-meet-new-people/): In this episode of Real Relationships Real Revenue, we are talking about in-person forums or what some people call roundtables. They’re basically one-time events that are in-person. Getting people together to talk about a topic is going to forever be a great way to meet new people and build new relationships. Topics We Cover in This Episode: What in-person forums look like What to discuss at these events Using scarcity for your event The importance of following up You want people that you already know and people that you don’t know. That’s what makes this a great lead-generation technique and something […]
- [Three Scientific Elements That Allow Us to Leverage Curiosity](https://bunnellideagroup.com/three-scientific-elements-that-allow-us-to-leverage-curiosity/): This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about why you should be flipping this to the buyer. Today we are covering the three big scientific elements that allow us to leverage curiosity.  1. Curiosity is an intrinsic motivator 2. Curiosity creates a heightened sense of arousal 3. Curiosity allows you to remember more As you tune in to hear me cover these three elements, you will see why these are the kind […]
- [Do the Unexpected to Drive Curiosity](https://bunnellideagroup.com/do-the-unexpected-to-drive-curiosity/): Today we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in the moment. Reliability is important, but sometimes going the extra mile is worth more. Do things without asking. It could be as small as a handwritten note. And because of that small extra effort, that small unexpected gesture, you will add value to yourself in the eyes of your client because they associate you with going above and beyond! This episode will cover things like: Using the unexpected to drive curiosity Adding value to your interactions with others Creating enjoyable experiences […]
- [The Framework to a Perfect Introduction](https://bunnellideagroup.com/the-framework-to-a-perfect-introduction/): First impressions are a very powerful thing. When you first introduce yourself to a new client or prospect, it’s better to avoid simply stating your role within your company or business. Why? It leaves no room for curiosity! There’s no conversation or active listening happening in this kind of single-phrase interaction that’s going on. Meeting somebody for the first time is where the curiosity should really begin! Here are the three steps to creating a more engaging introduction: Frame the problem you solve Have a dialogue to ensure understanding State what you do Having an exchange about your position and your […]
- [How to Create Curiosity and Engagement During Meetings](https://bunnellideagroup.com/how-to-create-curiosity-and-engagement-during-meetings/): In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings! Today we’ll be talking about: Ways to hint at something that’s coming without fully giving it away How to time these hints strategically throughout your meetings Why you shouldn’t ignore using curiosity as a helpful business tool Retaining the attention of your clients during your meetings is vital to the success and productivity of those appointments. Make the most of your time – and the most of your clients’ time – by […]
- [How to Introduce Cliffhangers that Leave Your Prospects Excited for More](https://bunnellideagroup.com/how-to-introduce-cliffhangers-that-leave-your-prospects-excited-for-more/): Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business development meetings is to end the meeting with a cliffhanger. There a few different kinds of cliffhangers you can utilize in this way, and that’s what I’ll be covering in this episode: Ask for more data to analyze with the intention to share results during the next meeting Introduce an idea about process improvement or timeline as a next step Suggest […]
- [Forging New Relationships with Episodic Writing](https://bunnellideagroup.com/forging-new-relationships-with-episodic-writing-2/): The last couple of weeks we have been talking about forming new relationships, getting introduced to whoever you want, and how to do all of this in a scalable way. In this episode of Real Relationships Real Revenue, I’m sharing the last method in scalable ways to meet new people. It’s called Episodic Writing. This is when you write about a topic when something relevant happens as a way to meet certain people. Topics We Cover in This Episode: What Episodic Writing is Where to publish your content How to use this method to meet people Avoid thinking that you are […]
- [Forging New Relationships with Episodic Writing](https://bunnellideagroup.com/forging-new-relationships-with-episodic-writing/): The last couple of weeks we have been talking about forming new relationships, getting introduced to whoever you want, and how to do all of this in a scalable way. In this episode of Real Relationships Real Revenue, I’m sharing the last method in scalable ways to meet new people. It’s called Episodic Writing. This is when you write about a topic when something relevant happens as a way to meet certain people. Topics We Cover in This Episode: What Episodic Writing is Where to publish your content How to use this method to meet people Avoid thinking that you are […]
- [Using Social Media as a Lead Generation Tool](https://bunnellideagroup.com/using-social-media-as-a-lead-generation-tool/): In this episode of Real Relationships Real Revenue, I’m talking about how you can use social media as a lead generation tool. This one is tricky because few people do this well. There is a method that you’ll want to stick to when going this route. Essentially, you want to post content and use social media to amplify it. Then, you get targeted about who you want to meet and get that content in front of them. Topics We Cover in This Episode: Who should use social media How to do it properly How to be successful with this method The […]
- [Creating Your To-Do List, To-Don’t List, and Saying No Nicely](https://bunnellideagroup.com/creating-your-to-do-list-to-dont-list-and-saying-no-nicely/): In this episode of Real Relationships Real Revenue, I’m getting really tactical. Our first three episodes covered the current state, future state, and strategic themes, and to follow that up  I’m covering your to-do list, your to-don’t list, and how to say no nicely. Topics We Cover in This Episode: Creating your to-do list Creating your to-don’t list The say no nicely model These tactical steps covered in this episode are so important. This idea of being able to say no in a nice way that retains the relationship shows empathy, but also is very crystal clear on what you can […]
- [How to Create Strategies That Everyone Will Buy Into](https://bunnellideagroup.com/how-to-create-strategies-that-everyone-will-buy-into/): In our last episode, we talked about really pinning down your current state and future vision during client planning. In this episode of Real Relationships Real Revenue, we are talking about strategies. To get your clients from where they are today to where you want them to be, you need to get it down to three strategies. Topics We Cover in This Episode: Why you should focus on the top three things Using mnemonic devices, alliteration, or rhyming The trap you need to avoid is having too many or too few strategies for your team. Three is the optimal amount to […]
- [Strategy And Accountability In 2023 (4 of 4)](https://bunnellideagroup.com/strategy-and-accountability-in-2023-4-of-4/): What’s On My Mind Final article in this series alert! I can’t believe how many of you have written back, telling me how you’re making this approach your own. So cool! If you need to catch up… ​WEEK ONE walked through my annual review process at a high level. It’s the most important thing I do each year. ​​WEEK TWO showed you my actual example of the look back part of my review, including the grades I gave myself across all life domains in 2022. ​WEEK THREE showed you how I convert goals to leading indicator metrics to keep myself on track. Accountability! I’ve never been […]
- [Agile Sprints, Looking Forward, and Focusing On Strategy](https://bunnellideagroup.com/agile-sprints-looking-forward-and-focusing-on-strategy/): This is the final episode around proper, groundbreaking, and efficient client planning. In this episode of Real Relationships Real Revenue, I’m getting into how you can manage things ongoing. I’m sharing my top three tips to help you succeed. Topics We Cover in This Episode: Thinking about business development meetings as agile sprints Spending time in the meeting looking forward Tying everything back to the strategy Celebrating incremental progress Don’t get caught up in focusing on the tactical aspects, you want to relate everything in your meetings back to the overall strategy and ongoing agile sprints to reach your goals. It’s […]
- [What It Means to Frame Your Meetings and Why It’s So Important](https://bunnellideagroup.com/what-it-means-to-frame-your-meetings-and-why-its-so-important/): We’ve covered how you should prepare for your business meetings and why you should only have one goal. In this episode of Real Relationships Real Revenue, I want to talk about those first few minutes of the client meeting. It’s what I like to call, “framing the meeting.” It’s very simple but very important. Topics We Cover in This Episode: Why framing your meetings is so important How to frame your meeting How the framing engages the other side Avoid not framing your meeting. Many people feel intimidated or hesitant about doing this, but if you don’t state your intent, the […]
- [Why You Should Only Have One Goal at Your Client Meetings](https://bunnellideagroup.com/why-you-should-only-have-one-goal-at-your-client-meetings/): In the last episode, we talked about mindset and how you should think about and prepare for your business development meetings. In this episode of Real Relationships Real Revenue, I just have one message to share, and it’s that for each client development meeting, you should have only one goal. Topics We Cover in This Episode: Why you shouldn’t have multiple goals The reason why only one goal benefits you more Try to avoid having too many goals in your meetings. The idea of only having one goal is so important because it centers your mind on the most important thing. […]
- [Value Anchor vs. Price Anchor: How to Choose the Right One for You](https://bunnellideagroup.com/value-anchor-vs-price-anchor-how-to-choose-the-right-one-for-you/): So far we have covered how to have the right mindset when talking about money, and in this episode of Real Relationships Real Revenue, we are talking about how to price your offers. There are two specific anchors that you want to think about when you talk about the value of your pricing so that clients are compelled to work with you. Topics We Cover in This Episode: What the value anchor is Why estimates are fine when talking with clients What the price anchor is Setting your price anchor at a rate that will keep you in the game This […]
- [The Mindset You Need to Have When Having the Money Talk](https://bunnellideagroup.com/engaging-the-ikea-effect-in-formal-processes-2the-mindset-you-need-to-have-when-having-the-money-talk/): This week on Real Relationships Real Revenue, we are talking all about money. In this episode, we are diving into the topic of money mindset. How you talk about money matters. Many people wilt when it comes to the money conversation. It’s so important that you’re engaged when you talk about money and how great your work is with confidence. Topics We Cover in This Episode: Auditing how you talk about money Why bad experiences outweigh good experiences The importance of speaking with confidence about money You are the expert.  You know what clients can do and what they can’t do. […]
- [How to Create a Cliffhanger Between Your Business Development Meetings](https://bunnellideagroup.com/how-to-create-a-cliffhanger-between-your-business-development-meetings/): In this episode of Real Relationships Real Revenue, I’m tying this episode back to Episode 22 where we talked about cliffhangers. This is the final episode about business development meetings and I’m sharing how you can develop a cliffhanger between this meeting and the next one to increase your chances of success. Topics We Cover in This Episode: Why curiosity is an intrinsic motivator How to use cliffhangers between meetings Don’t assume that just because you got the meeting then you’re all set. You want to add that cliffhanger because that’s going to give you the opportunity to get the person […]
- [The Secret to Getting Clients That Aren’t Sure Exactly What They Want](https://bunnellideagroup.com/the-secret-to-getting-clients-that-arent-sure-exactly-what-they-want/): In this episode of Real Relationships Real Revenue, we are talking about something that is rarely done with service-based offerings. It’s a pro-ninja tip that I think is going to help you a lot in certain situations. I’m sharing why from time to time, you want to provide options for your clients to move forward. When it’s clear that there’s one offer, you want to go down that road. However, there are times when the client isn’t sure how they want to proceed so you’ll want to give them a few different options to choose from. Topics We Cover in This […]
- [Everything Costs Something: The Key To Healthy Negotiations](https://bunnellideagroup.com/everything-costs-something-the-key-to-healthy-negotiations/): In this episode of Real Relationships Real Revenue, we are talking about the principle that we need to make everything cost something. We all know that there is no such thing as a free lunch. Many times clients will ask for something at a lower rate or they’ll ask for something to be thrown in for free. There will be times when you do that. However, in this episode, we are talking about negotiating a specific project and why you should always ask for something in return. Topics We Cover in This Episode: Healthy negotiations. Why everything has to cost something […]
- [How to Own Your Pricing, Even if It’s Expensive](https://bunnellideagroup.com/how-to-own-your-pricing-even-if-its-expensive/): This week we have been talking all about money. In this episode of Real Relationships Real Revenue, we are talking about the idea that what costs more is worth more. We have all heard the saying “you get what you pay for.” In general, what costs more is more desirable, and this is important to keep in mind when you consider your pricing. Topics We Cover in This Episode: What to think about if you are more expensive Why people want you more if you own your pricing Why it’s a vote of confidence when people think you’re expensive If you […]
- [Creating Strategic Partnerships with Jonathan Reckford and Mo Bunnell](https://bunnellideagroup.com/creating-strategic-partnerships-with-jonathan-reckford-and-mo-bunnell/): Jonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first. Find out how the CEO of Habitat for Humanity, one of the biggest non-profit organizations in the world, can still make time each month to work on his Protomoi List and why aligning a potential partner’s desire for impact with your goals is a great foundation to build a valuable long-term relationship on. Mo asks Jonathan Reckford: When did you realize you wanted to […]
- [Mike Deimler Talks About Most Important Lessons He Learned Becoming One Of The Top Trusted Advisors](https://bunnellideagroup.com/mike-deimler-talks-about-most-important-lessons-he-learned-becoming-one-of-the-top-trusted-advisors/): Mike Deimler shares three incredible business development lessons that he’s learned over the course of his 30-year career at one the most successful consultancies in the world. Learn the secret to creating powerful client relationships, why empathy is one of the most important skills you can cultivate, and how you can apply the same transformation that Michael Jordan underwent to become the greatest basketball player in the world to your own career. Mike Deimler is one of the best business development consultants among over 15,000 people that the Bunnell Idea Group has trained over the years. Business strategy has been Mike’s […]
- [How To Adopt a Growth Mindset and Reach Your Goals with Jon Acuff](https://bunnellideagroup.com/how-to-adopt-a-growth-mindset-and-reach-your-goals-with-jon-acuff/): Welcome back to Real Relationships Real Revenue! This season, we are going back to long-form interviews and I am really excited to dive in with you. The theme of this season is going to be centered around the mindset of growth – both personally and in your book of business. And who better to kick this season off with than the person who wrote the book on mindset soundtracks,  Jon Acuff! Topics We Cover in This Episode: The Venn diagram to a bestselling idea The three things you’ll learn from Jon’s new book How to tackle identity if you have a […]
- [Engaging the IKEA Effect In Formal Processes](https://bunnellideagroup.com/engaging-the-ikea-effect-in-formal-processes/): Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal process is limited, the science is still sound. Here are the things we will be talking about to explain the IKEA effect in formal processes: 1. The mindset shift needed when using the IKEA effect 2. The importance of engaging the IKEA effect as much as you can 3. Tips for co-creation within the formal process Do not […]
- [Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings](https://bunnellideagroup.com/dynamic-meeting-prep-how-to-prepare-for-your-business-development-meetings/): This week on Real Relationships Real Revenue, we are going to be talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. There’s a lot of research that shows that you play how you practice, so how you mentally prepare for these meetings is how you play. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios It’s so important to prepare for these meetings ahead of time. Don’t fall into the trap of not preparing in advance. You don’t want to practice what to […]
- [All-time Favorite Business Development Strategy with Jonathan Reckford and Mo Bunnell](https://bunnellideagroup.com/all-time-favorite-business-development-strategy-with-jonathan-reckford-and-mo-bunnell/): Mo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think. Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your data more memorable at the same time. Jonathan’s second favorite is simply discipline with the Protomoi List. Every month, Jonathan and his team review his list and look […]
- [Favorite Business Development Strategy with Linda Klein and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-linda-klein-and-mo-bunnell/): Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda’s favorite strategy. A potential client’s business always has important area-specific language that they use that you should know. It’s amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business […]
- [Kelley O'Hara Reveals Her Habits to Become a World-Class Athlete](https://bunnellideagroup.com/kelley-ohara-reveals-her-habits-to-become-a-world-class-athlete/): In this replay episode of Real Relationships Real Revenue, Kelley O’Hara, one of the top athletes on the planet, reveals her secrets of focusing on what she can control to perform at a world-class level. I apply Kelley’s principles to developing relationships and growing a book of business. Topics We Cover in This Episode: How to have a learning mindset Setting up tracking systems Staying motivated through challenges How to prepare for high-stakes events Whether you perform on the field or in the boardroom, this episode will elevate your game. Resources Mentioned: Bdhabits.com Kelley O’Hara on Instagram Kelley O’Hara’s favorite BEAST® […]
- [The Rock-Solid First Step To Client Planning](https://bunnellideagroup.com/the-rock-solid-first-step-to-client-planning/): In this episode of Real Relationships Real Revenue, I’m giving you a rock-solid first step to start your client planning. These are the most important things to getting your team grounded. We’re going to be covering your current state and future state. This first step will get your team unstuck and looking toward the future instead of the past. Topics We Cover in This Episode: Why you need to be looking toward the future Questions to ask yourself about your clients Future vision This will help you avoid the trap of being way too focused on the past. We’ll blitz through […]
- [The Three Scientific Headwinds Against You When It Comes to Retention and Growth](https://bunnellideagroup.com/the-three-scientific-headwinds-against-you-when-it-comes-to-retention-and-growth/): This week on Real Relationships Real Revenue, we are talking about effective and strategic client planning. Many people make mistakes when it comes to this so we will be covering how you can do this really well, where you can get the most ROI on your time invested, and how to do it in a way that your clients will love. These are the three scientific headwinds that are against you when it comes to retention and growth. Topics We Cover in This Episode: The biggest mistakes we see with client planning Anchoring and the status quo bias Earned dogmatism Self-enhancement […]
- [4 Communication Styles: How to Win Over Experimental Thinkers](https://bunnellideagroup.com/4-communication-styles-how-to-win-over-experimental-thinkers/): Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you find that you’re talking to an Experimental thinker, talk about a clear vision around what you’re known for, and the high-level future state of what you can provide them. Doing things in a fresh, new, or innovative way will get you some bonus points. A clever way or alliteration to describe what you do appeals directly to the […]
- [4 Communication Styles: How to Win Over Practical Thinkers](https://bunnellideagroup.com/4-communication-styles-how-to-win-over-practical-thinkers/): Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and what you will do when that happens. Be early on everything. Arrive to meetings early, and deliver work ahead of schedule. If you’re doing things early, you’re sending a message that you are the safe choice. Avoid the trap of skipping over the details. Engage on the details and dive into them to reassure the other person that you […]
- [4 Communication Styles: How to Win Over Analytical Thinkers](https://bunnellideagroup.com/4-communication-styles-how-to-win-over-analytical-thinkers/): When you’re dealing with a high analytical thinker, you should get to the point. To know someone is an analytical thinker, they are often brief and to the point and focus more on the numbers. Make it clear that your solution is the highest ROI option available. You may not know what else they are looking at but you can make it very clear about how much money they will save or how much value they will get, and present your price with confidence. Make it clear to talk about outcomes and pricing and have a great ROI, and you will […]
- [The Five Key Elements to Come Up with Your Three Key Messages](https://bunnellideagroup.com/the-five-key-elements-to-come-up-with-your-three-key-messages/): In the last few episodes, we have talked all about the science of positioning. We talked about how to show your clear value and how to be more believable and memorable to clients when you’re sharing why they should work with you. In this episode of Real Relationships Real Revenue, we’re talking about how to get your team together to have a discussion on the five key elements to arrive at your three key messages. Topics We Cover in This Episode: The five things you need to choose your three key messages The four reasons that clients choose someone else When […]
- [Communicating Your Value With the Power of Three](https://bunnellideagroup.com/communicating-your-value-with-the-power-of-three/): This week we are talking about positioning and how you can communicate your value in a way that’s memorable and clearly benefits the client, so you can start getting chosen more often. In this episode of Real Relationships Real Revenue, I’m diving into the Power of Three and why it matters when talking to clients. Topics We Cover in This Episode: Why three is the perfect number Why you need to include three reasons a client should work with you The research that supports this method Having too many reasons a client should work with you is too confusing; having too […]
- [4 Communication Styles: How to Win Over Relational Thinkers](https://bunnellideagroup.com/4-communication-styles-how-to-win-over-relational-thinkers/): For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my team better? Do I trust that you are going to deliver an amazing result for everyone involved? Prioritize showing and building trust in those three ways. Do things that are trustworthy. Share what you’re not good at or what you won’t do as part of the project if someone else would be better, and guide them to the right investment. Play […]
- [How to Succeed Long-Term by Building Stronger Relationships](https://bunnellideagroup.com/how-to-succeed-long-term-by-building-stronger-relationships/): This week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career. By taking the time to strengthen your relationships and making the most of them, you can find more success in both the short-term and the long-term. Topics We Cover in This Episode: Commonality Frequency Mutual benefit Balance Uniqueness The importance of writing down your most important relationships The types of people you have relationships with Adding […]
- [Three Ways to Communicate Effectively](https://bunnellideagroup.com/three-ways-to-communicate-effectively/): The last few episodes have been all about positioning yourself uniquely in the mind of your client or decision-maker. You’ll want to use these methods and frameworks every time you are speaking with a client and especially when the stakes are high. You want them to see you as the only one who can give them what they are looking for. In this episode of Real Relationships Real Revenue, I’m sharing some pro tips on how exactly you can communicate these three messages more effectively. Topics We Cover in This Episode: Using one to two words per message How exactly to […]
- [How to Become a Collector of Assets](https://bunnellideagroup.com/how-to-become-a-collector-of-assets/): In this episode of Real Relationships Real Revenue, I’m diving into the topic of becoming a collector. For anything that is important in your life, you can become a collector. That means that you can become a collector of ways to add value to your relationships. Topics We Cover in This Episode: Systems for collecting interesting things Creating an asset list Places to store your assets The idea of becoming a collector, having an asset list, and making it as frictionless as possible is super powerful. It doesn’t have to be a complicated system, you can copy and paste things into […]
- [How to Use the Mere Exposure Effect to Add More Value](https://bunnellideagroup.com/how-to-use-the-mere-exposure-effect-to-add-more-value/): This week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career. By taking the time to strengthen your relationships and making the most of them, you can find more success in both the short-term and the long-term. Topics We Cover in This Episode: Commonality Frequency Mutual benefit Balance Uniqueness The importance of writing down your most important relationships The types of people you have relationships with Adding […]
- [Pre-planning Your Failure for Increased Success in the MIT Process](https://bunnellideagroup.com/pre-planning-your-failure-for-increased-success-in-the-mit-process/): In this set of videos, we have been covering the MIT, or Most Important Things, process. In this episode of Real Relationships Real Revenue, I’m discussing the traps that you might fall into that will get you off of your game. This is going to be super individual to you, but it’s important to think about them so that you can overcome them. Topics We Cover in This Episode: Writing down the things that get you stuck How to brainstorm ways to overcome those obstacles There is a certain positivity in negativity. By brainstorming the things that could go wrong, you […]
- [Why You Need to Be Revisiting Your Relationship List Weekly](https://bunnellideagroup.com/why-you-need-to-be-revisiting-your-relationship-list-weekly/): In the last episode, I gave you step one of the Most Important Things process, or MIT: Look at your opportunities.  In this episode of Real Relationships Real Revenue, I’m talking about how to review the other key part of this process – your relationships. It’s about anchoring your mind on your most important relationships for your future success. Topics We Cover in This Episode: Continuously evaluating your First Among Equals list Deciding if you have a way that you can invest in them weekly Why it’s important to keep your relationship list visible This whole process only takes about 15 […]
- [The First Thing You Need To Do When It Comes To Business Development Habits](https://bunnellideagroup.com/the-first-thing-you-need-to-do-when-it-comes-to-business-development-habits/): In the last episode, we covered the mindset of business development habits. In this episode of Real Relationships Real Revenue, I’m sharing the first of three steps you need to remember when it comes to your business development habits. It’s ridiculously simple, but also very important so you don’t want to forget it. Topics We Cover in This Episode: Taking a look at your opportunity list Knowing where you are in the step to step process Finding the next thing you can do to move forward incrementally So think about who you’re going to be seeing in the next week and […]
- [How to Set Up Weekly Habits That Will Grow Your Business and Relationships](https://bunnellideagroup.com/how-to-set-up-weekly-habits-that-will-grow-your-business-and-relationships/): In the last few episodes, we talked about how business development is a learnable skill and how you should approach it like a pro athlete would approach training. We also talked about the power of habits. In this episode of Real Relationships Real Revenue, I’m talking about the most important habit for you to develop. And that’s your weekly habits. Topics We Cover in This Episode: What you should be doing weekly Why you should pick three things to advance opportunities the next week How to pick what three things to focus on When you choose these three things, I want […]
- [Measure What You Can Control](https://bunnellideagroup.com/measure-what-you-can-control-2/): This is our fifth and final episode on how to add value to your most important relationships. In this episode of Real Relationships Real Revenue, I want to talk about types of measurement and accountability. You have to measure what you can control. Topics We Cover in This Episode: How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control Don’t make the mistake of thinking that you win when they reply back and say it was valuable. You win when you offer the value. This is so important but most people […]
- [The Mindset of Business Development Habits](https://bunnellideagroup.com/the-mindset-of-business-development-habits/): In this set of videos, we are talking all about business development habits. This might be the most important topic, so make sure to listen closely. In this episode of Real Relationships Real Revenue, I am talking about the mindset of business development habits. Don’t ever think that it’s business development or delivery. If you think you’re too busy for this, you won’t succeed. Topics We Cover in This Episode: Why business development is so important How to incorporate it into your business Why scarcity is a good thing in your business Don’t wait until you’re not busy to make time for business […]
- [The Proper Cadence of Outreach](https://bunnellideagroup.com/the-proper-cadence-of-outreach/): In the last several episodes we have talked about adding value in a systematic and mutually beneficial way. In this episode of Real Relationships Real Revenue, we are diving into the topic of proper cadence when it comes to outreach for your top 7 to 10 people or your first among equals. Topics We Cover in This Episode: Why monthly is the perfect cadence for outreach How to add value each month Setting reminders Having systems when it comes to your monthly reach-outs is so important. You need to make sure that you don’t forget to add value each month. You […]
- [How to Add Value to Your Relationships by Utilizing Asset Lists](https://bunnellideagroup.com/how-to-add-value-to-your-relationships-by-utilizing-asset-lists/): In the last few episodes, we have been dialing in on building and utilizing relationships in your business. In this episode of Real Relationships Real Revenue, I’m sharing how you can add value in non-paid ways so that you can really strengthen your relationships. Topics We Cover in This Episode: Adding value in the commercial sense Adding value in non-paid ways Tips for creating an asset list The trick to adding value is to really engage in conversations with people you have a relationship with and understand their goals and what’s important to them. Become a collector of things that you […]
- [How to Position Yourself Uniquely So You Can Win More Often](https://bunnellideagroup.com/how-to-position-yourself-uniquely-so-you-can-win-more-often/): How do you position yourself uniquely so that you can win more often? In this episode of Real Relationships Real Revenue, I’m diving into the topic of positioning. I have found that this is very rarely taught but it’s a critical skill to make yourself unique in the mind of the buyer. Topics We Cover in This Episode: The law of positioning Why people don’t care about your accolades The three words to use when talking to a client People don’t care about your accolades, they care about how you are going to impact them. So try to avoid talking too […]
- [Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Style](https://bunnellideagroup.com/breaking-down-the-herrmann-brain-dominance-instrument-to-understand-4-communication-style/): How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has shown that the brain has a hub and spoke model and is very elastic and flexible. This is the way that the Herrmann Brain Dominance Instrument views the brain and explains how we communicate. The four hubs of how the brain operates act in opposing pairs. Analytical/Blue thinking is all about logic, running the number, and making sure everything makes sense. The opposite hub is Relational/Red. That’s where you think about others and the people on your team […]
- [Making Targeted New Relationships](https://bunnellideagroup.com/making-targeted-new-relationships/): How do you meet new people in a very targeted way? This week on Real Relationships Real Revenue, we are going to be diving deep into this topic. Making new relationships is really important for anybody, regardless of who you are. You can get introduced to anyone you want to meet if you offer enough personalized value and if that value is communicated in an individualized and trustworthy way. Topics We Cover in This Episode: The importance of establishing new relationships How to meet anyone you want to There’s a million creative ways you can offer value based on the person […]
- [Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process](https://bunnellideagroup.com/closing-deals-is-easier-when-creating-curiosity-through-the-perfect-buy-in-process/): Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it’s one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can’t wait to go over the results. If you move too quickly, you squash […]
- [The Business Development Story That Changed Everything for Linda Klein](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-linda-klein-2/): Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda’s firm. Linda was able to make a difference in two people’s lives. For the client, she helped […]
- [Mo Bunnell Learns About The Business Development Story That Changed Everything for Sandy Lutton](https://bunnellideagroup.com/mo-bunnell-learns-about-the-business-development-story-that-changed-everything-for-sandy-lutton/): Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent, and Sandy was working on securing a famous world leader. The twist in the story was that the first in-person meeting with the CEO didn’t go well which made landing this client much harder than they expected. They spent too much time talking about who they represent. The big influencer in the decision was the Chief of Staff, and […]
- [Sandy Lutton Shares He Favorite Business Development Strategy With Mo Bunnell](https://bunnellideagroup.com/sandy-lutton-shares-he-favorite-business-development-strategy-with-mo-bunnell/): Mo asks Sandy Lutton: Tell us your favorite science, step, or story from the GrowBIG Training or Snowball System. Sandy’s favorite science is the Herrmann Brain Dominance Model because it opened her eyes to understanding how her pitch was communicated to other people. The Protemoi List is another strategy that stands out. Knowing who the most important people are in regards to your business and your success, and building a process around it, is a key element to success. Relationships are paramount, and the Protemoi List puts them front and center. Before the Protemoi List, relationships were unstructured. When you have […]
- [Using the Science of Commitment to Increase Your Chances of Success](https://bunnellideagroup.com/using-the-science-of-commitment-to-increase-your-chances-of-success/): If nothing else, the Give to Get technique deepens relationships which is always a winning strategy. In this episode of Real Relationships Real Revenue, I want to dive into the science of commitment. Of the six levers we covered in the previous episode on Give to Gets, this one is the most important. Topics We Cover in This Episode: The way to get commitment Why you need to talk face to face How to create a simple and obvious next step What to do if you don’t get a “yes” You want to be ridiculously simple on what the next step […]
- [The Six Levers of Influence](https://bunnellideagroup.com/the-six-levers-of-influence/): This episode of Real Relationships Real Revenue is an important one. It’s all about the six key things you need to audit when it comes to your Give to Gets that will tell you if they will succeed or fail. You’re probably already doing the first few, but it’s the latter ones that are often missed. They are all extremely important. Topics We Cover in This Episode: Likeability Reciprocity Scarcity Authority Social Proof Commitment A great Give to Get is like a sidewalk; it leads to one destination. Don’t assume that every investment is the same because they are not. As you think […]
- [How to Determine the Size of Your “Give to Get”](https://bunnellideagroup.com/how-to-determine-the-size-of-your-give-to-get/): In the last episode, I talked about the concept of Give to Gets. In this episode of Real Relationships Real Revenue, I’m sharing why you want to scale your Give to Gets up or down relative to the size of the commercial opportunity. Based on the size of the project you may be selling, you want to do more or less on your own dime in order to start the conversation and start helping them solve their problem. Topics We Cover in This Episode: Determining the size of your Give to Get Why you should scale it up or down Types […]
- [Give To Get: The Trick To Increasing Your Conversions](https://bunnellideagroup.com/give-to-get-the-trick-to-increasing-your-conversions/): This week, we are talking about creating demand with your expertise and the way you can add value professionally. In this episode of Real Relationships Real Revenue, I’m diving into the idea of giving first. You have to give to get. Instead of talking about what you do to your clients or prospects, you just do what you do. Topics We Cover in This Episode: Why we hate to be sold to but we love to buy What a great Give to Get is Why this method will convert to more sales When you get your Give to Gets down to a science so they […]
- [The Five Ways To Know If Your Client Is Really Interested](https://bunnellideagroup.com/vthe-five-ways-to-know-if-your-client-is-really-interested/): What’s On My Mind Or, How To Avoid Give To Gives! You know our mantra…Give To Get!​ ​Give first. ​Teach everything you can in the time you have. ​Then suggest a next step, a Cliffhanger. ​ ​This does so much! It differentiates you from everyone else. Most people wait to Get To Give. ​ It lets a prospective client experience what it’s like to work with you on this topic. ​ It shows them they need your help to reach their goals. Win/Win! ​But what about when you’re giving…and giving…and giving…? ​They keep meeting, but you’re unsure if it’s going somewhere commercially. ​That’s the Give To […]
- [Valuable Resource For Any BD Content You Want](https://bunnellideagroup.com/valuable-resource-for-any-bd-content-you-want/): What’s On My Mind Short one this week with tons of value! People are really digging Season 4 of the podcast–100 short and sharp episodes covering all the skills you need to be great at growth. But wait, there’s more! Our team mapped these to the new GrowBIG Training module structure I showed you last week! ​Here’s a PDF summarizing these: YT – 2023.04.10 Real Relationship Real Revenue x GrowBIG Training Playlist.pdf​ ​Download this and you’ll be able to look up a GrowBIG topic, then click right through to the YouTube episode where I explain it. ​This is great to… Share with […]
- [What Business Development REALLY Means, According to Marty Fagan](https://bunnellideagroup.com/what-business-development-really-means-according-to-marty-fagan/): Mo asks Marty Fagan: What is your personal definition of business development? Business development is sales but in a different way. You have to think strategically from a thought leadership perspective instead of tactically. Sales and marketing should be integrated, and that’s what happens within the context of business development. This is the approach TransUnion uses to enter new markets. They combine the sales, solutions, and marketing into one coordinated effort. Marty uses the analogy of the three legged stool. Without the legs of a sales process, a solution to offer the market, and the marketing/outreach of having conversations with people […]
- [Marty Fagan on Uncovering Needs - Time To Get Great at Business Development](https://bunnellideagroup.com/marty-fagan-on-uncovering-needs-time-to-get-great-at-business-development/): Mo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted to dive into. In his role at TransUnion, Marty is helping the organization explore new areas of the market that the business has never participated in before, and that’s where business development has been a critical component. As an unknown entity, it requires an entirely different mindset in how you approach new business. If your brand isn’t really well known yet, that can actually be an advantage, as it gives you the opportunity to decide and […]
- [Andrew Robertson Outlines Principles of Business Development Success](https://bunnellideagroup.com/andrew-robertson-outlines-principles-of-business-development-success/): Andrew Robertson, CEO of BBDO Worldwide, shares the key principles of business development success that every subject matter expert can immediately apply to their career. Learn how to ensure every business relationship is a triple win, the one BD strategy that will change the way you think about who to build relationships with, and why discipline is the most important factor in your ultimate success and why it’s a skill that everyone can master.   Mo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew realized business development […]
- [Going Back in Time, What Andrew Robertson Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-andrew-robertson-would-say-to-his-younger-self/): Mo asks Andrew Robertson: If you could wave a magic wand and record a video around business development and send it back to your younger self, what would it say? There is very little in business that is as satisfying as business and relationship development. Landing a client and then getting them big wins is fulfilling and it’s a wonderful thing to be good at. Define victory as a series of steps, instead of an end result. This makes the journey rewarding and not just about the destination. If you can take the first step, which is the hardest, everything else […]
- [The Business Development Story that Changed Everything for Monty Hamilton](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-monty-hamilton/): Mo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization. Monty brought them into the center in Alabama to give them a feel for the culture and the organization beyond the numbers. After visiting the center, Monty and the crew from Bain Capital had their flights delayed, so he had the opportunity of spending five hours in […]
- [Monty Hamilton's Favorite Business Development Strategy](https://bunnellideagroup.com/monty-hamiltons-favorite-business-development-strategy/): Mo asks Monty Hamilton: What’s your favorite science, step, or story from the GrowBIG Training or Snowball System? The blueprint of Monty’s business is think big, start small, scale up. Rural Sourcing started out as a 10 person organization and has since scaled up to 1,000 employees, with the future goal of 3,000 employees and 30 centers all over America. It’s a growth mindset that can be applied across a 10,000 person organization, but it can also be applied to your personal life. Great intentions can be sabotaged if you try to do too much, too fast. Recognize that, as an […]
- [What Business Development Really means, According to Monty Hamilton](https://bunnellideagroup.com/what-business-development-really-means-according-to-monty-hamilton/): Mo asks Monty Hamilton: What is your personal definition of business development? Growth is simply about relationships. Being valuable to someone is intrinsically rewarding. Over the course of Monty’s career, the Give To Get mentality became a core part of how he built the business. Fundamentally, it’s about whether or not you can create a truly authentic and transparent relationship with someone while helping them. Don’t focus on what you’re going to get out of a relationship. Instead, focus on being around interesting people that you can also learn from. When you’re networking, throw away the title and industry and try […]
- [Monty Hamilton on Solving Problems - Time To Get Great At Business Development](https://bunnellideagroup.com/monty-hamilton-on-solving-problems-time-to-get-great-at-business-development/): Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to program in COBOL. Business process reengineering and strategy became part of his day to day eventually. It was there that Monty met the group of guys that would start Clarkson Consulting with him in North Carolina. Business development came into the picture after Monty realized that if he could sell work where he lived, he […]
- [Monty Hamilton Uncovers How to Learn to Appreciate the Problem](https://bunnellideagroup.com/monty-hamilton-uncovers-how-to-learn-to-appreciate-the-problem/): Monty Hamilton shares the principles and strategies he used to start his career, launch Rural Sourcing, and grow the company up to 1,000 employees. Find out why business always boils down to relationships, why the key to solving client problems is to appreciate those problems, and discover the framework for growing both a business and your personal skills.   Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his […]
- [Going Back In Time, What Monty Hamilton Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-monty-hamilton-would-say-to-her-younger-self/): Mo asks Monty Hamilton: If you could record a video and send it back to your former self, something around business development or growth mindset, what would it say? Monty would tell himself to not settle. Looking back, he can see that he didn’t always have the abundance mindset he needed to grow past barriers. He would also say to take more risks and that it’s okay to fail. The third thing would be to enjoy the journey more and be less fixated on the end destination. The pandemic has made celebrating the journey more difficult, but also more precious at […]
- [The Business Development Story That Changed Everything for Andrew Robertson](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-andrew-robertson/): Mo asks Andrew Robertson: Tell me a business development story that you’re particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after delivering a terrible piece starring John Cleese. Instead of bailing on the client completely, Andrew and the team decided to stick with the unglamorous work that remained and deliver excellent results for the client, knowing that eventually, the rival company that won their former work would stumble. By sticking with the client, they had the opportunity three years […]
- [Andrew Robertson on Relationships - Time to Get Great At Business Development](https://bunnellideagroup.com/andrew-robertson-on-relationships-time-to-get-great-at-business-development/): Mo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew realized business development was fundamentally about discipline was while working as a barman in Maidenhead where he learned how to connect with people and build rapport very quickly. It was there he met an insurance broker that offered him a job. As a student working in the evenings, Andrew learned that if he made 100 phone calls on Monday night he could line up 10 meetings for the rest of the week, which would usually result in 3 […]
- [What Business Development Really Means, According to Andrew Robertson](https://bunnellideagroup.com/what-business-development-really-means-according-to-andrew-robertson/): Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don’t assume […]
- [How To End A Meeting Perfectly](https://bunnellideagroup.com/how-to-end-a-meeting-perfectly/): What’s On My Mind The right end creates the next beginning! ​Hot topic lately: Ending. ​Most people get it all wrong. ​They fall in love with their content, trying to smash too much in. ​The cause is fear. I might not get another chance. ​Talk fast, and maybe something will stick! ​Well, the more you smash in and the faster you talk, the less sticks. ​Instead, think of your meetings like a great TV series. ​Focus on that last word: series.​ One episode leads to the next. ​Didn’t get everything done? ​Great! ​You’ve landed your next meeting. ​(Most scenarios where we don’t get […]
- [Key Business Development Tips with Mo Bunnell and James Barclay](https://bunnellideagroup.com/key-business-development-tips-with-mo-bunnell-and-james-barclay/): Show Notes Mo asks James Barclay: If you could record a video around business development and send it back to your younger self, what would it say? James is naturally impatient, so he would tell his younger self to cultivate patience. You can’t sell stuff by shouting at people that they should buy from you. It’s not your sales process, it’s about their buying process. Think about the actions that you can do consistently that will lay the groundwork for outcomes instead of focusing on the outcomes themselves. Accept the fact that you are often fighting fires and won’t always be […]
- [The Business Development Strategies That Attract Your Ideal Clients - Mo Bunnell and James Barclay](https://bunnellideagroup.com/the-business-development-strategies-that-attract-your-ideal-clients-mo-bunnell-and-james-barclay/): Show Notes James Barclay shares the key content creation strategies that Passel uses to help busy professionals demonstrate the expertise that sets them and their firms apart. Learn about how content creation became the basis for Passel’s business model, how to write and create content for your most important relationships in a way that people will love, and why a podcast is the secret business development hack that most professionals aren’t using right now.   Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s […]
- [Producing in Business Development with Read Davis and Mo Bunnell](https://bunnellideagroup.com/producing-in-business-development-with-read-davis-and-mo-bunnell/): Show Notes Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. There isn’t always a winner and loser in every situation, but measuring success is based on the scoreboard you’re looking at. As Read moved into his career out of college, his scoreboard changed. One fateful night while working alongside the CFO and the General Manager, they gave him a piece of advice that changed the way he thought about business. If you really want success and to own your career, […]
- [What Business Development REALLY Means, According to Read Davis and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-read-davis-and-mo-bunnell/): Show Notes Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. When he took on the role, he put a challenge to all the business development professionals in the organization to make payroll. Every salesperson needs to strive to be a leader. They own the revenue and everyone at the organization is relying on them to bring in the business. Leaders eat last. They need to take care of everyone in their world and business development professionals are […]
- [Favorite Business Development Strategy with Read Davis and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-read-davis-and-mo-bunnell/): Show Notes Mo asks Read Davis: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? Successful sales and business development is psychology, which is why Read’s favorite science is the Herrmann Brain Dominance Instrument. It’s critical to understand who you are and how you learn, as well as how you react when you get challenged. The most impactful aspect of business development is the sum of all its various parts. Being able to quickly understand who the person is and how they communicate is how you take someone from a cold call to a […]
- [The Business Development Story That Changed Everything for Read Davis, Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-read-davis-mo-bunnell/): Show Notes Mo asks Read Davis: Tell me about a business development story that you are really proud of. Read formerly worked for one of the largest brokerage firms in the world, and when he first came to work with McGriff they were often David going up against Goliath. Read recalls several different stories where the relationships they built helped their clients take care of their people. Each experience gave Read additional skills and confidence to take into the next. One, in particular, stands out where Read was handling a casino in Las Vegas. As the real estate guy on the […]
- [Key Business Development Tips with Mo Bunnell and Read Davis](https://bunnellideagroup.com/key-business-development-tips-with-mo-bunnell-and-read-davis/): Show Notes Mo asks Read Davis: If you could record a video about business development and send it back to your younger self, what would it say? We can’t see around the curve, but we can think about where we want to go. Read would start investing in himself and his skills much earlier. Don’t think that you have to have it all figured out. Don’t be afraid to admit what you don’t know. One of the biggest assets of Read’s leadership team is the environment of challenging each other and asking questions. Don’t let pride be your deterrent from being […]
- [Playing The Long Game in Business Development with Mo Bunnell and Read Davis](https://bunnellideagroup.com/playing-the-long-game-in-business-development-with-mo-bunnell-and-read-davis/): Show Notes Read Davis, the CEO of McGriff, talks about his experience as one of the top business development professionals and how he discovered that momentum takes time and the key to a successful career in sales is playing the long game. Learn about the fateful conversation and advice that changed the trajectory of Read’s career, why everything in an organization comes down to the success of the salespeople, and why leaders need to eat last.   Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is […]
- [Jonathan Reckford's Favorite Business Development Strategy](https://bunnellideagroup.com/jonathan-reckfords-favorite-business-development-strategy/): Mo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think. Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your data more memorable at the same time. Jonathan’s second favorite is simply discipline with the Protomoi List. Every month, Jonathan and his team review his list and look […]
- [What Business Development REALLY Means, According to Jonathan Reckford](https://bunnellideagroup.com/what-business-development-really-means-according-to-jonathan-reckford/): Mo asks Jonathan Reckford: What’s your personal definition of growth? Ultimately, it’s all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising. When he made the mindset switch to solving someone’s problem, raising money became much easier and simpler. It’s not about pressuring, or trying to get somebody to do something they don’t want to do. It’s about really trying to understand what people are trying to accomplish or the impact they […]
- [Jonathan Reckford on Building Foundations - Time to Get Great at Business Development](https://bunnellideagroup.com/jonathan-reckford-on-building-foundations-time-to-get-great-at-business-development/): Mo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think. Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your data more memorable at the same time. Jonathan’s second favorite is simply discipline with the Protomoi List. Every month, Jonathan and his team review his list and look […]
- [Achieving Business Development Growth with Henning Streubel and Mo Bunnell](https://bunnellideagroup.com/achieving-business-development-growth-with-henning-streubel-and-mo-bunnell/): Show Notes Guest Info Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her […]
- [What Business Development REALLY Means, According to Henning Streubel and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-henning-streubel-and-mo-bunnell/): Show Notes Guest Info Mo asks Henning Streubel: What is your personal definition of business development? Henning prefers the term relationship development, which he considers the foundation of every successful service provider. Henning learned early in his career not to take things personally. If someone doesn’t respond to him, he assumes they must be busy and it’s not about the other person not liking him. Many experts hesitate to reach out when they don’t get a response right away. It’s important to understand what matters to people and to offer them something they are interested in. Understand how their mind works on […]
- [Favorite Business Development Strategy with Henning Streubel and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-henning-streubel-and-mo-bunnell/): Show Notes Guest Info Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Henning’s favorite idea is the Herrmann Brain Dominance Instrument. It’s vital to understand how you, your team, and your prospects think. Henning is an analytical thinker, and understanding this gives him greater insight into how he can communicate with another person who can compliment that with their own thought preferences. Henning took his team through the HBDI process to get a good idea of how his team thinks and where there might be any gaps. This allows the team […]
- [The Business Development Story That Changed Everything for Henning Streubel, Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-henning-streubel-mo-bunnell/): Show Notes Guest Info Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning’s story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of […]
- [Essential Business Development Tips with Mo Bunnell and Henning Streubel](https://bunnellideagroup.com/essential-business-development-tips-with-mo-bunnell-and-henning-streubel/): Show Notes Guest Info Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it’s not about just showcasing your expertise and what you know. It’s about listening to them and what they want. If you come with a cookie-cutter approach, you won’t establish trust. Understanding what the other […]
- [Growing Business Development Relationships with Mo Bunnell and Henning Streubel](https://bunnellideagroup.com/growing-business-development-relationships-with-mo-bunnell-and-henning-streubel/): Show Notes Guest Info Henning Streubel shares his thoughts on developing relationships and how to not only go from prospect to client, but from client to friend. He is the Managing Director and Senior Partner // Managing Director of the West Coast System of Boston Consulting Group (BCG). Learn how insight allows you to create impact and trust, why growth and comfort can’t coexist when it comes to doing what’s right and creating deep and meaningful relationships in your life, and how to pick yourself back up after the inevitable setbacks of a growth-oriented mindset.   Mo asks Henning Streubel: When was […]
- [Key to Business Development Growth with Linda Klein and Mo Bunnell](https://bunnellideagroup.com/key-to-business-development-growth-with-linda-klein-and-mo-bunnell/): Show Notes Guest Info Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda’s career as a lawyer, she spent a lot of time learning about her client’s business and that relationship building always paid off. It’s not about developing the business, it’s about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial […]
- [What Business Development REALLY Means, According to Linda Klein and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-linda-klein-and-mo-bunnell/): Show Notes Guest Info Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client’s business by solving the problem. Service professionals often only look at a client’s issue through the lens of their own expertise, but that’s not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn’t going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda […]
- [Favorite Business Development Strategy with Linda Klein and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-linda-klein-and-mo-bunnell-2/): how Notes Guest Info Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda’s favorite strategy. A potential client’s business always has important area-specific language that they use that you should know. It’s amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you […]
- [The Life-Changing Business Development Story with Linda Klein and Mo Bunnell](https://bunnellideagroup.com/the-life-changing-business-development-story-with-linda-klein-and-mo-bunnell/): Show Notes Guest Info Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda’s firm. Linda was able to make a difference in two people’s lives. For the […]
- [Essential Business Development Tips with Mo Bunnell and Linda Klein](https://bunnellideagroup.com/essential-business-development-tips-with-mo-bunnell-and-linda-klein/): Show Notes Guest Info Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it’s easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you’ll have something valuable to sell. If you’re […]
- [Creating Business Development Relationships with Mo Bunnell and Linda Klein](https://bunnellideagroup.com/creating-business-development-relationships-with-mo-bunnell-and-linda-klein/): Show Notes Guest Info Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn’t ever lose your passion for getting involved and helping other people.   Mo […]
- [Insight into Business Development Growth with Mo Bunnell and Cyril Peupion](https://bunnellideagroup.com/insight-into-business-development-growth-with-mo-bunnell-and-cyril-peupion/): Show Notes Guest Info Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril tells the story of a client he was working with and […]
- [What Business Development REALLY Means, According to Cyril Peupion and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-cyril-peupion-and-mo-bunnell/): Show Notes Guest Info Mo asks Cyril Peupion: What is your personal definition of business development? Cyril’s definition has evolved over the years. What began as selling became serving. Cyril is very clear on who he helps and how he can do it, as well as the people that he’s not right for. Cyril’s passion for what he does is derived from clarity on who can help. When it comes to first meetings, the goal is not to sell his services but to simply find out if they are a good match and to find the right solution for the prospect, even […]
- [Favorite Business Development Strategy with Cyril Peupion and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-cyril-peupion-and-mo-bunnell/): Show Notes Guest Info Mo asks Cyril Peupion: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The overall mindset of the Snowball Training is what stands out for Cyril. Going from selling to serving and being proud of the value that you are bringing to your clients is pivotal. Cyril also appreciates the concept of nurturing raving fans and uses the strategy to make sure he’s always working on the most important relationships associated with his business. There is a strong link between performance and joy. People value what they help to create. Cyril noticed […]
- [Top Business Development Story with Cyril Peupion and Mo Bunnell](https://bunnellideagroup.com/top-business-development-story-with-cyril-peupion-and-mo-bunnell/): Show Notes Guest Info Mo asks Cyril Peupion: Tell me of a business development story that you are very proud of. Years ago, Cyril got in touch with a partner at one of the largest consulting firms in the world. He was invited to present at one of their conferences in Barcelona about the Work Smarter, Live Better strategy and at the end of the presentation, Cyril got a 100% feedback rating from the 100+ people that attended his talk. This was the beginning of a great business relationship that is now eight years strong with Cyril’s favorite client. Cyril wasn’t a […]
- [Essential Business Development Tips with Mo Bunnell and Cyril Peupion](https://bunnellideagroup.com/essential-business-development-tips-with-mo-bunnell-and-cyril-peupion/): Show Notes Guest Info Mo asks Cyril Peupion: If you could record a video around business development and send it back to your younger self, what would it say? Cyril describes a restaurant in Paris that is the best in the world in delivering a ribeye and has a queue lined up every single day no matter the weather conditions. Cyril would tell himself to become the master of one trade and become extraordinary at one thing. Follow your heart and become the expert in that area. Habits are what build expertise and world-class skills. There is a lot of joy in […]
- [Prioritizing Impact in Business Development Relationships with Cyril Peupion and Mo Bunnell](https://bunnellideagroup.com/prioritizing-impact-in-business-development-relationships-with-cyril-peupion-and-mo-bunnell/): Show Notes Guest Info Cyril Peupion shares his world-class expertise on managing the way you work and dives into how he thinks about business development, making an impact, and nurturing relationships that can change your life. Find out how to shift your mindset to make getting the most important work done the default instead of the exception, how to prioritize impact in everything you do, and the most important lesson Cyril wished he learned decades ago.   Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his […]
- [Keys to Business Development Growth with Mo Bunnell and Chris Graham](https://bunnellideagroup.com/keys-to-business-development-growth-with-mo-bunnell-and-chris-graham/): Show Notes Guest Info Mo asks Chris Graham: When was the moment you realized growth was a good thing? As a lawyer, you’re responsible for the whole gamut of the business. The whole process is about connecting and engaging with clients on a deeper level, and Chris realized that he needed a new approach in order to scale. Everybody who is striving to be more has to cut what they are good at, to take a risk at doing something better. Chris had a great relationship with his clients but being limited to a one-to-one impact felt restricting for what he wanted […]
- [What Business Development REALLY Means, According to Chris Graham and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-chris-graham-and-mo-bunnell/): Show Notes Guest Info Mo asks Chris Graham: What is your personal definition of growth? Chris has always been driven by learning new things. Since he spends nearly all his time now selling, he focuses on reteaching all the things he has learned over the years. What people really want is for someone to help them identify problems they didn’t even know they had and help them solve those problems. As experts, it’s very easy to get so focused on what you know that you aren’t even aware of the issues that are just outside your expertise. The mindset that Chris carries […]
- [Best Business Development Strategy with Chris Graham and Mo Bunnell](https://bunnellideagroup.com/best-business-development-strategy-with-chris-graham-and-mo-bunnell/): Show Notes Guest Info Mo asks Chris Graham: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? One of Chris’s favorite strategies actually came from one of Mo’s Grow Big Playbook emails about how long your emails should be. When you’re in a moment, it can be hard to step back and see the bigger picture. Try to get a greater perspective and see if what you are considering is being given too much or too little importance. Whenever you’re worried about whether something is worth your time, measure it against whether you’re future self will […]
- [Life-Changing Business Development Story with Chris Graham and Mo Bunnell](https://bunnellideagroup.com/life-changing-business-development-story-with-chris-graham-and-mo-bunnell/): Show Notes Guest Info Mo asks Chris Graham: What growth story are you most personally proud of? Making the pivot from law to private equity is the thing that Chris is the most proud of. The pivot was hard and took a long time but it has allowed him to make more impact than ever before. One of the examples that Chris talks about is a company where Chris implemented his methodology of growth and after 19 months they grew from $2.3 million to $4.9 million in profit. Rather than just generate more sales, Chris helped them become more process efficient. Chris […]
- [Key Business Development Tips with Mo Bunnell and Chris Graham](https://bunnellideagroup.com/key-business-development-tips-with-mo-bunnell-and-chris-graham/): Show Notes Guest Info Mo asks Chris Graham: If you could record a video around growth skills and send it to your younger self, what would it say? Chris’s message would be simple: Think bigger, quicker. Chris had been entrepreneurial his whole career, but he didn’t have the vision at the time to be able to make the leap to start his own law firm. Before starting Crown Capital, Chris didn’t know exactly what a private equity firm did on a day-to-day basis, but he knew he was interested and there was an opportunity for him there. He reached out to other […]
- [Growing your Business Development Skills with Chris Graham and Mo Bunnell](https://bunnellideagroup.com/growing-your-business-development-skills-with-chris-graham-and-mo-bunnell/): Show Notes Guest Info Chris Graham shares his growth story of both personal and professional development, and how he uses his skills and connections in his private equity firm Crown Capital Investments to impact the communities and families of the businesses they’re invested in. Learn how Chris developed the skills needed to create powerful relationships, but also the internal mindset he was missing that prevented him from scaling his impact to what he knew it could be; how to think bigger, quicker, and how to find a mentor and get them invested in your success.   Mo asks Chris Graham: When was […]
- [Keys to Business Development with Mo Bunnell and Dennis Baltz](https://bunnellideagroup.com/keys-to-business-development-with-mo-bunnell-and-dennis-baltz/): Show Notes Guest Info Mo asks Dennis Baltz: When did you realize that business development is something that would be interesting to you? Dennis’s interest in business development goes all the way back to his high school days in 1987, where he was trying to find people to participate in market studies. It was a tough gig and he had to stretch outside his comfort zone to get things done. Knowing that he had something of value to offer to the people gave him the confidence to ask for something they may not be initially open to. Dennis learned to be interested […]
- [What Business Development REALLY Means, According to Dennis Baltz and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-dennis-baltz-and-mo-bunnell/): Show Notes Guest Info Mo asks Dennis Baltz: What is your personal definition of business development? Helping people with a purpose. Being strategically helpful is the name of the game. Sales can be fun when you are offering something of value to someone, not just making a sale. Dennis has a stewardship mindset which fits very well into the risk and insurance industry. Helping protect clients from things like cyber risk is both rewarding and extremely valuable to clients. The first step is to understand how people think and what they care about. There are three questions that all prospects think about […]
- [Purpose in Business Development with Dennis Baltz and Mo Bunnell](https://bunnellideagroup.com/purpose-in-business-development-with-dennis-baltz-and-mo-bunnell/): Show Notes Guest Info Dennis Baltz shares the wisdom he’s picked up during his 30-year career in helping people solve some of the most challenging risk problems in the world and how being focused on helping people with a purpose has allowed him to work with dozens of Fortune 1000 companies. Learn how to be strategically helpful and how that eliminates the fear from the sales process, the three question framework that is Dennis’s guiding principle for working with prospects, and why business development isn’t as deep as you think.   Mo asks Dennis Baltz: When did you realize that business development […]
- [Life-Changing Business Development Story with Dennis Baltz and Mo Bunnell](https://bunnellideagroup.com/life-changing-business-development-story-with-dennis-baltz-and-mo-bunnell/): Show Notes Guest Info Mo asks Dennis Baltz: Tell me a business development story that you are really proud of. In the insurance and risk industry, the sales cycle is somewhere between three to five years, so it’s definitely about playing the long game. Organizations aren’t always ready to implement new ideas, but by building the relationship and sharing ideas with prospects you increase your chances of eventually landing the client. One of the business development stories that Dennis is most proud of is an example of that. He got a team together to introduce an interesting, innovative idea to a company […]
- [Best Business Development Strategy with Dennis Baltz and Mo Bunnell](https://bunnellideagroup.com/best-business-development-strategy-with-dennis-baltz-and-mo-bunnell/): Show Notes Guest Info Mo asks Dennis Baltz: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Dennis loved so much of the GrowBIG Training, but the one that stands out the most is the idea of the Most Important Thing. When working with clients, Dennis uses an MIT one-sheet to communicate all the work streams that they can work on during the engagement as well as including some potentially new approaches they can take advantage of. They are using that very effectively to land new clients because it allows them to understand the exact value […]
- [Business Development Fundamentals with Mo Bunnell and Andrew Robertson](https://bunnellideagroup.com/business-development-fundamentals-with-mo-bunnell-and-andrew-robertson/): Show Notes Guest Info Mo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew realized business development was fundamentally about discipline was while working as a barman in Maidenhead where he learned how to connect with people and build rapport very quickly. It was there he met an insurance broker that offered him a job. As a student working in the evenings, Andrew learned that if he made 100 phone calls on Monday night he could line up 10 meetings for the rest of the week, which would usually […]
- [The TRUE Business Development Definition, According to Andrew Robertson and Mo Bunnell](https://bunnellideagroup.com/the-true-business-development-definition-according-to-andrew-robertson-and-mo-bunnell/): Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don’t assume […]
- [Life-Changing Business Development Story with Andrew Robertson and Mo Bunnell](https://bunnellideagroup.com/life-changing-business-development-story-with-andrew-robertson-and-mo-bunnell/): Show Notes Guest Info Mo asks Andrew Robertson: Tell me a business development story that you’re particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after delivering a terrible piece starring John Cleese. Instead of bailing on the client completely, Andrew and the team decided to stick with the unglamorous work that remained and deliver excellent results for the client, knowing that eventually, the rival company that won their former work would stumble. By sticking with the client, they had the […]
- [Key Business Development Principles with Andrew Robertson and Mo Bunnell](https://bunnellideagroup.com/key-business-development-principles-with-andrew-robertson-and-mo-bunnell/): Show Notes Guest Info Andrew Robertson, CEO of BBDO Worldwide, shares the key principles of business development success that every subject matter expert can immediately apply to their career. Learn how to ensure every business relationship is a triple win, the one BD strategy that will change the way you think about who to build relationships with, and why discipline is the most important factor in your ultimate success and why it’s a skill that everyone can master.   Mo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew […]
- [Problem Solving in Business Development with Mo Bunnell and Monty Hamilton](https://bunnellideagroup.com/problem-solving-in-business-development-with-mo-bunnell-and-monty-hamilton/): Show Notes Guest Info Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to program in COBOL. Business process reengineering and strategy became part of his day to day eventually. It was there that Monty met the group of guys that would start Clarkson Consulting with him in North Carolina. Business development came into the picture after Monty realized that if he could sell work where […]
- [What Business Development REALLY Means, According to Monty Hamilton and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-monty-hamilton-and-mo-bunnell/): Show Notes Guest Info Mo asks Monty Hamilton: What is your personal definition of business development? Growth is simply about relationships. Being valuable to someone is intrinsically rewarding. Over the course of Monty’s career, the Give To Get mentality became a core part of how he built the business. Fundamentally, it’s about whether or not you can create a truly authentic and transparent relationship with someone while helping them. Don’t focus on what you’re going to get out of a relationship. Instead, focus on being around interesting people that you can also learn from. When you’re networking, throw away the title and […]
- [Best Business Development Strategy with Monty Hamilton and Mo Bunnell](https://bunnellideagroup.com/best-business-development-strategy-with-monty-hamilton-and-mo-bunnell/): Show Notes Guest Info Mo asks Monty Hamilton: What’s your favorite science, step, or story from the GrowBIG Training or Snowball System? The blueprint of Monty’s business is think big, start small, scale up. Rural Sourcing started out as a 10 person organization and has since scaled up to 1,000 employees, with the future goal of 3,000 employees and 30 centers all over America. It’s a growth mindset that can be applied across a 10,000 person organization, but it can also be applied to your personal life. Great intentions can be sabotaged if you try to do too much, too fast. Recognize […]
- [Most Valuable Business Development Story with Monty Hamilton and Mo Bunnell](https://bunnellideagroup.com/most-valuable-business-development-story-with-monty-hamilton-and-mo-bunnell/): Show Notes Guest Info Mo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization. Monty brought them into the center in Alabama to give them a feel for the culture and the organization beyond the numbers. After visiting the center, Monty and the crew from Bain Capital had their flights delayed, so he had the opportunity of spending […]
- [Appreciating the Problem in Business Development with Monty Hamilton and Mo Bunnell](https://bunnellideagroup.com/appreciating-the-problem-in-business-development-with-monty-hamilton-and-mo-bunnell/): Show Notes Guest Info Monty Hamilton shares the principles and strategies he used to start his career, launch Rural Sourcing, and grow the company up to 1,000 employees. Find out why business always boils down to relationships, why the key to solving client problems is to appreciate those problems, and discover the framework for growing both a business and your personal skills.   Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where […]
- [Uncovering Needs in Business Development with Marty Fagan and Mo Bunnell](https://bunnellideagroup.com/uncovering-needs-in-business-development-with-marty-fagan-and-mo-bunnell/): Show Notes Guest Info Mo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted to dive into. In his role at TransUnion, Marty is helping the organization explore new areas of the market that the business has never participated in before, and that’s where business development has been a critical component. As an unknown entity, it requires an entirely different mindset in how you approach new business. If your brand isn’t really well known yet, that can actually be an advantage, as it gives you the opportunity […]
- [What Business Development REALLY Means, According to Marty Fagan and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-marty-fagan-and-mo-bunnell/): Show Notes Guest Info Mo asks Marty Fagan: What is your personal definition of business development? Business development is sales but in a different way. You have to think strategically from a thought leadership perspective instead of tactically. Sales and marketing should be integrated, and that’s what happens within the context of business development. This is the approach TransUnion uses to enter new markets. They combine the sales, solutions, and marketing into one coordinated effort. Marty uses the analogy of the three legged stool. Without the legs of a sales process, a solution to offer the market, and the marketing/outreach of having […]
- [Everything You Need to Know About Curiosity in Your Business](https://bunnellideagroup.com/everything-you-need-to-know-about-curiosity-in-your-business/): Show Notes Guest Info This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about the importance of creating curiosity. In this episode, we’ll be going through how to leverage it as a useful business tool and ensure success in our business relations. We’ll be discussing things like WHY curiosity is so important, how to create it during and in between meetings, how to use curiosity to make a good first impression, and when to really go the extra mile. Tune in to find out more about: Why curiosity is an […]
- [The Top Five Meta Lessons for Creating the Life and Business You Want](https://bunnellideagroup.com/the-top-five-meta-lessons-for-creating-the-life-and-business-you-want/): Show Notes Guest Info In the last five episodes of this series, I’m giving you five macro lessons. I’m going meta with these lessons and these are some things I want you to keep in mind as we close out this series. In this episode of Real Relationships Real Revenue, I’m tying it back to the beginning and discussing how business development is a learnable skill, why you should approach BD like a pro athlete approaches training, why habits matter, the most important habit you need to develop, and why getting good at growth gives you control. Topics We Cover in This […]
- [Getting Great at Growth](https://bunnellideagroup.com/getting-great-at-growth/): Show Notes Guest Info This is the last of the 100 micro power-packed episodes series, and I have saved the best for last. There has been one meta lesson that has been underneath all of the other 99 episodes in this series, and that’s what I’m sharing now. In this episode of Real Relationships Real Revenue, I’m sharing the number one reason why you should be focusing on getting great at growth. And the reason is that getting great at growth gives you control. Topics We Cover in This Episode: Why getting great at growth gives you more control, not less control […]
- [Creating Business Development Habits for Exponential Growth](https://bunnellideagroup.com/creating-business-development-habits-for-exponential-growth/): Show Notes Guest Info In the first few episodes this week, we talked about business development as a learnable skill, and in the second we talked about how I want you to attack your business development skill like a pro athlete would attack their sport. In this episode of Real Relationships Real Revenue, I want to talk about habits and why they are so important. Topics We Cover in This Episode: Why habits are so important The types of habits you should develop Avoid falling into the trap of not mapping out your habits. Just start with one thing. I would recommend […]
- [Why You Should Start Looking at Your Business like a Pro Athlete](https://bunnellideagroup.com/why-you-should-start-looking-at-your-business-like-a-pro-athlete/): Show Notes Guest Info In our last episode, we talked about how business development is a learnable skill, and in this episode of Real Relationships Real Revenue, I’m building on that. You need to think about business development like a pro athlete would think about developing their skills. If they’re at the top of their game, they are focused on improving in any way possible. That’s how you should be approaching business development. Topics We Cover in This Episode: How you should be thinking about business development Why you should find a way to measure your BD activities When you think about […]
- [Business Development Is a Learnable Skill](https://bunnellideagroup.com/business-development-is-a-learnable-skill/): Show Notes Guest Info   In the last five episodes of this series, I’m giving you five macro lessons. I’m going meta with these lessons and these are some things I want you to keep in mind as we close out this series. In this episode of Real Relationships Real Revenue, I’m tying it back to the beginning and discussing how business development is a learnable skill.   Topics We Cover in This Episode: Why business development is a learnable skill How we never stop learning Don’t fall into the trap of thinking that you have to be born with this skill. […]
- [Creating a Campaign of Helpfulness to Build Relationships That Stick](https://bunnellideagroup.com/creating-a-campaign-of-helpfulness-to-build-relationships-that-stick/): Show Notes Guest Info In this set of videos, we are going to be talking about early-stage relationships. There’s a lot of science around this but in this episode of Real Relationships Real Revenue, I’m sharing tips for getting your interactions just right early in your relationships for momentum that lasts. I share ways to take notes for hireable and human follow-ups, why you should keep them short, and how to develop systems for implementation. Topics We Cover in This Episode: Why your early interactions matter Why following up is so important with new relationships How to take notes when meeting new […]
- [Why Short Interactions Are the Best Way to Conduct Follow-Ups](https://bunnellideagroup.com/why-short-interactions-are-the-best-way-to-conduct-follow-ups/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, I’m pulling from the last few episodes where we talked about orchestrating a campaign of helpfulness for a very important person that you met recently. We covered notes that you can take so that you can follow up in a hireable way and in a human way. Now we are talking about how you’re going to build a plan. Topics We Cover in This Episode: How to build a plan Why short interactions are better than long follow-ups After a business meeting, avoid falling into the trap of sending one […]
- [Tips for Human-Centric Follow-Ups](https://bunnellideagroup.com/tips-for-human-centric-follow-ups/): Show Notes Guest Info In the last episode, I covered hireable ways that you can follow up with new people that you meet. In this episode of Real Relationships Real Revenue, I’m sharing a second, completely different way to follow up that shows that you’re human. Of course you want to be hireable, but you want to show that you’re human too. Topics We Cover in This Episode: Why you want to focus on human follow-ups too How to show commonality What types of notes to take If you take notes on hireable follow-ups and human follow-ups, then you end up having […]
- [How to Follow Up in a Hireable Way](https://bunnellideagroup.com/how-to-follow-up-in-a-hireable-way/): Show Notes Guest Info In the last episode, we talked about how to have a system, plan, or campaign of helpfulness in place for the first couple of months when you meet someone new. This is something that you don’t want to do for everyone but for a few really important people that you meet. In this episode of Real Relationships Real Revenue, I’m sharing ways to follow up in a hireable way. Topics We Cover in This Episode: How to take notes when meeting new people Why you need to do this immediately when meeting someone The most important thing you […]
- [Why Your Interactions at the Beginning of a Relationship Are So Important](https://bunnellideagroup.com/why-your-interactions-at-the-beginning-of-a-relationship-are-so-important/): Show Notes Guest Info In this set of videos, we are going to be talking about early-stage relationships. There’s a lot of science around this but in this episode of Real Relationships Real Revenue, we are focusing on one study from Dr. Hanan Shteingart that shows that if you get your interactions right early on in your relationships, the momentum will stick with you for years to come. Topics We Cover in This Episode: Why your early interactions matter Why following up is so important with new relationships You have to avoid treating new relationships like you would a relationship that you’ve […]
- [How to Meet Whoever You Want Using Scalable Methods](https://bunnellideagroup.com/how-to-meet-whoever-you-want-using-scalable-methods/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, I’m wrapping up the last several videos where we discussed different methods for meeting new people. I shared several different ways to meet whomever you want, and in this episode, you’ll learn tips for using webinars and speaking engagements, social media for lead generation, Episodic Writing, and so much more. Topics We Cover in This Episode: The types of scalable methods How to get started with these methods How to be successful during these events How to create a call to action Who should use social media How to do […]
- [How to Leverage Your Strengths When Meeting New People](https://bunnellideagroup.com/how-to-leverage-your-strengths-when-meeting-new-people/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, I’m wrapping up the last 15 videos where we discussed different methods for meeting new people. I shared several different ways to meet whomever you want, and next, I want you to think through and find a couple of methods that you could best leverage your strengths with. Topics We Cover in This Episode: How to get started Figuring out who to target Pro ninja tips for making these methods work for you Different methods work for different people, and it’s important for you to find what’s best for you. […]
- [The Targeted with Scale Method: What It Is and Why It Works](https://bunnellideagroup.com/the-targeted-with-scale-method-what-it-is-and-why-it-works/): Show Notes Guest Info In the last set of episodes, we talked about growing your relationships in a targeted way. In this set, we are talking about how you can do it in a way that we call Targeted with Scale. That’s because this blends scaled methods. In this episode of Real Relationships Real Revenue, I’m covering the mindset around developing new relationships or rekindling ones that have gone dormant, using in-person forums, value groups, strategic partners, and email marketing. Topics We Cover in This Episode: What targeted with scale means What I love about this method What in-person forums look like […]
- [Top Methods and Techniques for Making Targeted New Relationships](https://bunnellideagroup.com/top-methods-and-techniques-for-making-targeted-new-relationships/): Show Notes Guest Info How do you meet new people in a very targeted way? This week on Real Relationships Real Revenue, we are going to be diving deep into this topic. Making new relationships is really important for anybody, regardless of who you are. You can get introduced to anyone you want to meet if you approach it the right way. In this episode, we cover turning personal relationships into commercial relationships, getting referrals, asking for help, and interviewing others. Topics We Cover in This Episode: The importance of establishing new relationships How to meet anyone you want to Why people […]
- [How to Use the MIT Process to Increase Your Business Success](https://bunnellideagroup.com/how-to-use-the-mit-process-to-increase-your-business-success/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, I’m diving into the topic of business development habits and how you can create better habits for yourself with the MIT, or Most Important Things, process. I’m covering why you need to make it a priority, why you need to review your opportunities and relationships lists often, how to choose three actions to take each week for BD, and how to pre-plan your failure for more success. Topics We Cover in This Episode: Why business development is so important How to incorporate it into your business Why scarcity is a […]
- [How to Create Unstoppable Momentum Using the BIG Method](https://bunnellideagroup.com/how-to-create-unstoppable-momentum-using-the-big-method/): Show Notes Guest Info In the last two episodes, we discussed the importance of taking a quick scan of your opportunity list and relationships, or first among equals list. In this episode of Real Relationships Real Revenue, I’m sharing step three of this method. In this step, you’re going to pick three actions that you’re going to take in the next week that are going to either move your relationships or your opportunities forward. Topics We Cover in This Episode: What BIG stands for How to use this method to move your business forward The key here is consistency. By staying consistent […]
- [Groundbreaking Tips for Client Planning](https://bunnellideagroup.com/groundbreaking-tips-for-client-planning/): Show Notes Guest Info This week on Real Relationships Real Revenue, we are talking about effective and strategic client planning. Many people make mistakes when it comes to this so we will be covering how you can do this really well, where you can get the most ROI on your time invested, and how to do it in a way that your clients will love. Topics We Cover in This Episode: The biggest mistakes we see with client planning Anchoring and the status quo bias Earned dogmatism Self-enhancement bias Why you need to be looking toward the future Questions to ask yourself […]
- [How to Wow Your Clients during Business Development Meetings with Dynamic Meeting Prep](https://bunnellideagroup.com/how-to-wow-your-clients-during-business-development-meetings-with-dynamic-meeting-prep/): Show Notes Guest Info This week on Real Relationships Real Revenue, we are talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. I’m covering how to get in the right mindset, create goals, frame your meetings, prepare for anything, and use cliffhangers. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios Why you shouldn’t have multiple goals The reason why only one goal benefits you more Why framing your meetings is so important How to frame your meeting How the framing engages the other […]
- [How to Go into Business Meetings Fully Prepared No Matter What Comes Up](https://bunnellideagroup.com/how-to-go-into-business-meetings-fully-prepared-no-matter-what-comes-up/): Show Notes Guest Info In the last few episodes, we have been covering dynamic meeting prep and helping people get out of the habit of not preparing for meetings by showing them how to prepare very efficiently for the big day. In this episode of Real Relationships Real Revenue,  I’m sharing how you can be ready for anything. Topics We Cover in This Episode: Why you should be ready for anything Negative visualization and planning for things that go wrong Business development meetings rarely go the way you expect them to. They may want to talk about something different than you do, […]
- [How To Leverage the Give to Get Technique To Increase Your Chances of Success](https://bunnellideagroup.com/how-to-leverage-the-give-to-get-technique-to-increase-your-chances-of-success/): Show Notes Guest Info This week on Real Relationships Real Revenue, we are talking about creating demand with your expertise and the way you can add value professionally. I’m diving into the idea of giving first and the Give to Get technique. You’ll learn how to scale it up or down, the six levers of influence, the science of commitment, and what to do when things go wrong. Topics We Cover in This Episode: Why we hate to be sold to but we love to buy What a great Give to Get is Why this method will convert to more sales Determining […]
- [What to Do When Things Go Wrong with the Give to Get Technique](https://bunnellideagroup.com/what-to-do-when-things-go-wrong-with-the-give-to-get-technique/): Show Notes Guest Info If nothing else, the Give to Get technique deepens relationships which is always a winning strategy. In this episode of Real Relationships Real Revenue, I want to dive into the science of commitment. Of the six levers we covered in the previous episode on Give to Gets, this one is the most important. Topics We Cover in This Episode: The way to get commitment Why you need to talk face to face How to create a simple and obvious next step What to do if you don’t get a “yes” You want to be ridiculously simple on what […]
- [Increasing Your Likeability and Deepening Relationships by Adding Value Consistently](https://bunnellideagroup.com/increasing-your-likeability-and-deepening-relationships-by-adding-value-consistently/): Show Notes Guest Info In the last set of videos, we talked a lot about building strong relationships and we touched on adding value. This week on Real Relationships Real Revenue, we are going to be diving into the topic of adding value even more and how you can have a long-term mindset when it comes to relationships. We cover things like the Mere Exposure Effect, creating an asset list, asking for help, proper cadence, and tracking what you can. Topics We Cover in This Episode: The Mere Exposure Effect Likability and frequency matter The importance of having systems for outreach Systems […]
- [Measure What You Can Control](https://bunnellideagroup.com/measure-what-you-can-control/): Show Notes Guest Info This is our fifth and final episode on how to add value to your most important relationships. In this episode of Real Relationships Real Revenue, I want to talk about types of measurement and accountability. You have to measure what you can control. Topics We Cover in This Episode: How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control Don’t make the mistake of thinking that you win when they reply back and say it was valuable. You win when you offer the value. This is so important […]
- [How Being “Other-Ish” Will Help You Succeed Long-Term](https://bunnellideagroup.com/how-being-other-ish-will-help-you-succeed-long-term/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, I’m finishing our conversation about relationships. You have to start thinking about your relationships as much or more than anything else. This simple mindset shift is going to give you what you need to succeed over the long term. Topics We Cover in This Episode: The importance of choosing things that allow relationships to flourish The benefits of choosing paths that deepen long-term relationships How to be “Other-ish” When you focus on the path that allows your long-term relationships to flourish, you will always win. You have to avoid thinking […]
- [Seven Steps to Raving Fans](https://bunnellideagroup.com/seven-steps-to-raving-fans/): Show Notes Guest Info This week, we have been diving deep into how to build deeper relationships. In this episode of Real Relationships Real Revenue, I’m talking about the seven steps to a raving fan. There are several levels to relationships and if you can get them to the last level, it can have a huge impact on your business. Topics We Cover in This Episode: Targets Acquaintances Curious Skeptics New clients Solid working relationships Loyal clients Raving fans   Creating raving fans in your business can be a game-changer. They’re almost like a fractional salesperson for you. If you have raving […]
- [How To Get Strategic about Your Most Important Relationships](https://bunnellideagroup.com/how-to-get-strategic-about-your-most-important-relationships/): Show Notes Guest Info Strong relationships are probably the most important things in your professional life, but some people don’t actually have a pipeline of relationships. Many people anchor their minds on their relationships with people in the past instead of the future – however, you can’t anchor on that. You want to focus on the future. In this episode of Real Relationships Real Revenue, I’m sharing how you can be strategic about your most important relationships. Topics We Cover in This Episode: The importance of writing down your most important relationships The types of people you have relationships with Adding value […]
- [How to Build Deeper Relationships Using the Five Keys to Likeability](https://bunnellideagroup.com/how-to-build-deeper-relationships-using-the-five-keys-to-likeability/): Show Notes Guest Info This week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career.  In this episode, I’m sharing the science of building relationships and the science of likeability. Topics We Cover in This Episode: Commonality Frequency Mutual benefit Balance Uniqueness Don’t fall into the trap of thinking that likeability is innate. It’s not! It’s a learnable skill and you can get better at it. You can […]
- [How to Confidently Deliver Your Pricing in a Way That Is Compelling for Clients](https://bunnellideagroup.com/how-to-confidently-deliver-your-pricing-in-a-way-that-is-compelling-for-clients/): Show Notes Guest Info In this episode of Real Relationships Real Revenue, we dive deep into the topic of money. The way you talk about money with your client matters, and it all starts with your mindset. I share tips for how to be confident when delivering your pricing, value anchors and price anchors, how to own your pricing, tips for healthy negotiations, and when to provide options to your clients. Topics We Cover in This Episode: Auditing how you talk about money Why bad experiences outweigh good experiences The importance of speaking with confidence about money What the value anchor is […]
- [The Three Levels When It Comes to Positioning Yourself in a Memorable Way](https://bunnellideagroup.com/the-three-levels-when-it-comes-to-positioning-yourself-in-a-memorable-way/): Show Notes Guest Info In the last couple of episodes, we talked about the power of positioning. We covered how you can communicate value to your client and the importance of using three reasons to make it more believable. In this episode of Real Relationships Real Revenue, we are diving into how using three is more memorable as well. Topics We Cover in This Episode: Why 3s and 4s are more memorable The three levels that you might talk about your positioning Why it’s up to you to determine how to add more value It is up to you to figure out […]
- [How to Utilize the Power of Storytelling to Become Unforgettable to Your Clients](https://bunnellideagroup.com/how-to-utilize-the-power-of-storytelling-to-become-unforgettable-to-your-clients/): Show Notes Guest Info Storytelling is an incredibly powerful tool for business growth. It’s even more important than most people realize. Studies show that when people create a story around facts, it drastically increases the ability of people to remember those facts. This week on Real Relationships Real Revenue, I’m sharing the elements that make up a compelling story and the most important types of stories that you need to have ready to go to really make an impact on your clients. Topics We Cover in This Episode: Why storytelling is important How stories help people remember what they’re told How stories […]
- [The Two Types of Stories You Need and How to Perfect Them](https://bunnellideagroup.com/the-two-types-of-stories-you-need-and-how-to-perfect-them/): Show Notes Guest Info We have covered the three powerful elements of a story – the Call, the Conflict, and the Conclusion. In today’s episode of Real Relationships Real Revenue, we are going to learn about the most important types of stories that you’ll want to have memorized and ready to go so that you can share them whenever you need a compelling allusion. Topics We Cover in This Episode: Why you need to have an origin story The elements to include in your origin story Why you need to have a client success story How many client success stories you need […]
- [Why the Conclusion Is the Most Important Element of Storytelling](https://bunnellideagroup.com/why-the-conclusion-is-the-most-important-element-of-storytelling/): Show Notes Guest Info In the last couple of episodes, we covered the first two elements of storytelling – the Call and the Conflict – and why they are so important to your stories. In today’s episode of Real Relationships Real Revenue, I’m talking about the third and final element, the Conclusion. In my opinion, this is the most important piece of the puzzle… but so many people miss it. They all think it ends when the hero accomplishes the goal, but it doesn’t! The Conclusion is where you summarize the impact of what really happened. Topics We Cover in This Episode: […]
- [Why The Conflict in Your Story Matters](https://bunnellideagroup.com/why-the-conflict-in-your-story-matters/): Show Notes Guest Info This week on Real Relationships Real Revenue, we have been diving into the power and science of storytelling in business. There are three main elements to a great story and they are the Call, the Conflict, and the Conclusion. In the last episode, we talked about the Call, and in this episode, we are talking more about the Conflict and why it matters in your storytelling. Topics We Cover in This Episode: What needs to be included in the Conflict How to choose the elements to highlight in your conflict The most critical part of sharing the Conflict […]
- [The Call: What It Is and How To Use It in Storytelling](https://bunnellideagroup.com/the-call-what-it-is-and-how-to-use-it-in-storytelling/): Show Notes Guest Info For any great story, there are three major elements. Based on Joseph Campbell’s work, we know that those three major elements are the Call, the Conflict, and the Conclusion. These elements are all you need to create a great story. In this episode of Real Relationships Real Revenue, I am diving into the Call.   Topics We Cover in This Episode: What the Call is in a story Using a hero and a villain in your story When the hero accepts the Call How to use the Call when you talk to clients   There’s a reason that […]
- [How to Use Storytelling to Connect With Your Audience on a Deeper Level](https://bunnellideagroup.com/how-to-use-storytelling-to-connect-with-your-audience-on-a-deeper-level/): Show Notes Guest Info Storytelling is an incredibly powerful tool for business growth. It’s even more important than most people realize. Studies show that when people create a story around facts, it drastically increases the ability of people to remember those facts.   Topics We Cover in This Episode: Why storytelling is important How stories help people remember what they’re told How stories connect people The power of using words that convey the five senses The importance of taking stories seriously   Not only do stories help us remember what we’re being told, but they also help us become part of the […]
- [Give Yourself an Edge Over the Competition by Using the IKEA Effect or Building Everything Together](https://bunnellideagroup.com/give-yourself-an-edge-over-the-competition-by-using-the-ikea-effect-or-building-everything-together/): Show Notes This week we are diving into how you can use Building Everything Together or the IKEA effect to win over your clients. This means you’re going to co-create the proposals, contracts, and the way that you do business with your clients in a way that gives them some incremental buy-in on how you’re going to do the work. This is an incredibly powerful method to use in business. In this episode, we dive into what the IKEA method is, how to use it during formal processes, having the investment conversation, getting incremental yeses, and what to do when things […]
- [What To Do When Things Go Wrong While Using the IKEA Effect](https://bunnellideagroup.com/what-to-do-when-things-go-wrong-while-using-the-ikea-effect/): Show Notes Today is the final video on Building Everything Together. In this episode, I want to share the four things that can go wrong, and what to do about them. Just because things go wrong doesn’t mean that you give up. There are things you can do to adjust and move forward regardless of the issues that come up.Today we will cover what happens when:   1. Priorities change 2. The timeline changes 3. The team changed 4. There are issues around the finances You have to avoid getting discouraged when things go wrong. These kinds of things come up. […]
- [Tips for Nailing The Investment Conversation](https://bunnellideagroup.com/tips-for-nailing-the-investment-conversation/): Show Notes Getting the investment right is an important part of working out a deal. In this episode, we will be building on what we talked about in the last couple of episodes about the framework and science behind the IKEA effect. Today, we are diving into getting the investment right. The conversation that’s about the investment is the one that’s missed the most, but it is an incredibly important piece that you should face head-on. Here’s what you’ll learn about the investment conversation today:   1. Why you shouldn’t avoid the financial conversation 2. How to share your number verbally […]
- [How To Get The First Three Incremental Yeses](https://bunnellideagroup.com/how-to-get-the-first-three-incremental-yeses/): Show Notes In the last episode, I talked about engaging your clients using the IKEA effect. In this episode, I’m going to be drilling deeply into the first three incremental yeses you want to get: the goals, the processes, and the team. People buy into what they help create, and these tips I’m sharing with you today will help you make it happen. Here’s what you’ll learn in this episode: 1. Using a call to get the first three yeses 2. Why assumptions made in a formal proposal don’t work 3. Tips for co-creating with a client It is so easy […]
- [Getting Clients Engaged By Building Everything Together](https://bunnellideagroup.com/getting-clients-engaged-by-building-everything-together/): Show Notes This week we are talking about what I like to call “Building Everything Together.” Essentially this is how you’re going to co-create the proposals, the contracts, and the way you’re going to do business with your client. It’s called the IKEA effect, and it’s incredibly powerful. Today we will be talking about 1. The optimal way to use the IKEA effect with your clients 2. The four incremental yeses you’re looking for 3. What to do if they’re not engaged The moral of the story is that it doesn’t matter the role,  the title, or the level of the […]
- [Crush Your Business Growth Strategy By Avoiding Asking Prospects These Questions](https://bunnellideagroup.com/crush-your-business-growth-strategy-by-avoiding-asking-prospects-these-questions/): Show Notes Research has shown that for commonly used skills, we drastically overestimate our abilities. In one particular study, people’s average percentile ability in the test skill was 12%, but they rated themselves on average at 62%. Asking great questions is the lynchpin. Earned dogmatism is a mental heuristic that says that the more we view ourselves as an expert in an area, the more close minded we become. The skills of curiosity and learning that got us our expertise wane over time unless we fight against the tendency. If you want to continue deepening relationships, you need to fight earned […]
- [How Connection Questions Are Key To Any Business Growth Strategy](https://bunnellideagroup.com/how-connection-questions-are-key-to-any-business-growth-strategy/): Show Notes Connection questions are all about lateral thinking and how things fit together. The goal is to use them to get hired, develop trust, and be helpful in general. Examples include: “What other projects or teams might benefit from knowing what we’re considering?”, “What other external partners should we connect with to make things easier?”, “What connections can I make for you inside the company?”, “What kinds of updates would be most helpful for me to give you around the topic?” The next category is more focused on what’s missing. Ironically, these kinds of questions are the most interesting and […]
- [Use This In Your Business Growth Strategy: Ask Elevating Questions During Sales Calls](https://bunnellideagroup.com/use-this-in-your-business-growth-strategy-ask-elevating-questions-during-sales-calls/): Show Notes Future questions ask people to articulate what they think a future should look like. Elevating questions explore the present at a high level. Examples include: “How do you think your CEO sees this fitting in with your overall strategy?”, “What are the most important personal metrics for you this year, and how does this issue impact them?”, “What’s your favorite thing about your job right now?”, “If you had to choose some personal metrics right now that would elevate your profile and get you a big bonus, what would they be?” For questions around a specific issue, you’re focusing […]
- [How Asking Past & Future Related Questions Affects The Success Of Your Business Growth Strategy](https://bunnellideagroup.com/how-asking-past-future-related-questions-affects-the-success-of-your-business-growth-strategy/): Show Notes Make sure you’re getting the other side to share their personal perspective, something that only they know. Questions focused on the past and the future are great starting places for teasing out that information. Past questions include: “What historical data should we use to benchmark the future improvements we’re talking about?”, “What’s your #1 learning from leading teams on initiatives like this from the past?”, “What’s the most important experience you’ve had that’s gotten you to this role?”, “What would you say has historically been the most important characteristics of an external partner like us?” Future questions get people […]
- [Asking Great Questions That Work Hand In Hand With Your Business Growth Strategy](https://bunnellideagroup.com/asking-great-questions-that-work-hand-in-hand-with-your-business-growth-strategy/): Asking great questions gets you a triple win. The first being it creates an enjoyable experience for the other side. When people share information only they know (self-disclosing information), the pleasure center of their brain lights up. The second win is that you also become more likable. As people answer great questions, talking more while you talk less, the more they associate you with feeling great. The third win is that it allows you to become unique in the mind of the buyer. As they begin sharing, you are going to learn their priorities in their words. Being able to talk […]
- [Adapting Your Communication Style To Win With Anyone & Everyone](https://bunnellideagroup.com/adapting-your-communication-style-to-win-with-anyone-everyone/): Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything, why the top priority of relational thinkers is safety, how to build and convey trust with relational thinkers, and what makes experimental thinkers say yes.   Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has […]
- [Breaking Down the Herrmann Brain Dominance Instrument To Understand Your Communication Style](https://bunnellideagroup.com/breaking-down-the-herrmann-brain-dominance-instrument-to-understand-your-communication-style/): How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has shown that the brain has a hub and spoke model and is very elastic and flexible. This is the way that the Herrmann Brain Dominance Instrument views the brain and explains how we communicate. The four hubs of how the brain operates act in opposing pairs. Analytical/Blue thinking is all about logic, running the number, and making sure everything makes sense. The opposite hub is Relational/Red. That’s where you think about others and the people on your team […]
- [Communication Style: How to Win Over Experimental Thinkers](https://bunnellideagroup.com/communication-style-how-to-win-over-experimental-thinkers/): Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you find that you’re talking to an Experimental thinker, talk about a clear vision around what you’re known for, and the high-level future state of what you can provide them. Doing things in a fresh, new, or innovative way will get you some bonus points. A clever way or alliteration to describe what you do appeals directly to the […]
- [Your Growth Guide: Thinking About Business Development As One Process Opposed to Two Disjointed Ones With Jeff Berardi](https://bunnellideagroup.com/thinking-about-business-development-as-one-process-opposed-to-two-disjointed-ones-with-jeff-berardi/): Thinking About Business Development As One Process With Jeff Berardi Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Jeff Berardi, partner at Baretz-Brunelle. Mo asked Jeff: “What is you advice to others on how to think about marketing and business development all as one process opposed to two disjointed ones?” Jeff responded: “I kind of go back to when I first became CMO at K&L Gates, at the time it wasn’t even call K&L Gates, but a predecessor firm, […]
- [Your Growth Guide: Demystifying Business Development Is The First Step With Craig Budner](https://bunnellideagroup.com/demystifying-business-development-is-the-first-step-with-craig-budner/): Demystifying Business Development Is The First Step With Craig Budner Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Craig Budner, the Global Strategic Growth Partner at K&L Gates, one of the largest law firms in the world. He has been a huge part of their growth over the last several decades. Mo asked Craig: “How do you advise other to think about business development Craig responded: “You know, you’ve helped me so much along this journey, I would say […]
- [Your Growth Guide: Learning To Fail Before You Succeed With Angela Meyer](https://bunnellideagroup.com/learning-to-fail-before-you-succeed-with-angela-meyer/): Learning To Fail Before You Succeed With Angela Meyer You can subscribe to our weekly Growth Guide on LinkedIn here. Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Angela Meyer, PhD, PE, director of Vorst Consultants LLC. Mo asked Angela: “If you could record a video about business development advice and growth and send it back to your younger self, what would it say?” Angela responded: “I think the first thing that is important to mention is that I don’t care what business you are in. Don’t be afraid to […]
- [Your Growth Guide: What Business Development Really Means With Monty Hamilton](https://bunnellideagroup.com/what-business-development-really-means-with-monty-hamilton/): What Business Development Really Means With Monty Hamilton Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Monty Hamilton, the CEO at Sparq, a company know for digital engineering consultancy. Mo asked Monty: “You are somebody that people want to follow. You are somebody that has been growing businesses your whole life. What’s your personal definition business development and growth in general? Monty responded: “For me it’s about building the relationships. When you and I first got to knowing each […]
- [Your Growth Guide: Energizing Each Other To Own Their Work With Julia Fabris McBride](https://bunnellideagroup.com/energizing-each-other-to-own-their-work-with-julia-fabris-mcbride/): Energizing Each Other To Own Their Work With Julia Fabris McBride Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Julia Fabris McBride, author of When Everyone Leads. She helps us redefine leadership and apply the concepts she teaches in her books to our work so that we can become better leaders and grow our book of business, relationships, and selves. Mo prompted Julia by asking her to share a transformational story she has to share: Julia responded: “My favorite […]
- [Your Growth Guide: Tips For Making An Offer That Your Client Won’t Refuse With Pam Slim](https://bunnellideagroup.com/tips-for-making-an-offer-that-your-client-wont-refuse-with-pam-slim/): Tips For Making An Offer That Your Client Won’t Refuse With Pam Slim Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Pam Slim, Mo asked Pam: “What’s your advice to somebody in professional services that provide consulting or legal advice, accounting, or agency, whatever that might be. How do they define the offer that their future client can’t refuse? Pam responded: “So the first thing is understanding special and professional services. Your clients are really taking a transformational journey. […]
- [Your Growth Guide: Sales Isn’t All That Scary With Debby Moorman](https://bunnellideagroup.com/sales-isnt-all-that-scary-with-debby-moorman-2/): Sales Isn’t All That Scary With Debby Moorman Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Debby Moorman, WTW Health and Benefits North America Leader. Mo prompted Debby with a question asking that if she could record a business development tip and send it to her younger self, what would it be? Debby responded: “That’s an excellent question and it would be hard to boil it down to just one tip besides, get rid of the 80s hair because […]
- [How To Grow Your Business By Creating Super Fans With Brittany Hodak](https://bunnellideagroup.com/how-to-grow-your-business-by-creating-super-fans-with-brittany-hodak/): How To Grow Your Business By Creating Super Fans With Brittany Hodak Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Brittany Hodak, the author of Creating Super Fans. Mo prompted Brittany by asking her why it is important to create experiences that your clients love. Brittany responded: “Super is an acronym. It’s a five step framework, and when you hear it at first you might think it’s really simple, and the reality is, that’s by design. It is simple […]
- [Your Growth Guide: Creating Value For Your Clients With Sandy Lutton](https://bunnellideagroup.com/creating-value-for-your-clients-with-sandy-lutton/): Creating Value For Your Clients With Sandy Lutton Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Sandy Lutton, CEO of designing influencers and in charge of running all revenue growth for a speaker’s bureau. Mo prompts Sandy with a question about how to fight through insecurities and be helpful to clients. Sandy responded: “So part of it is understanding what value you can bring and what are your strengths. I’m a firm believer in that you have to have […]
- [Your Growth Guide: How Business Development Is So Rewarding With Andrew Robertson](https://bunnellideagroup.com/how-business-development-is-so-rewarding-with-andrew-robertson/):   How Business Development Is So Rewarding With Andrew Robertson Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Andrew Robertson, CEO of BBDO worldwide. Mo asked Andrew: “What do you wish you knew earlier in Business Development? Andrew responded: “I would start by saying there is very little in business life that is nearly as rewarding and satisfying as developing business. When you really develop it and when you have a client who is genuinely winning, as a result […]
- [Your Growth Guide: Helping People With A Purpose With Dennis Baltz](https://bunnellideagroup.com/helping-people-with-a-purpose-with-dennis-baltz/):   Helping People With a Purpose With Dennis Baltz Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Dennis Baltz, executive vice president at Willis Towers Watson. Dennis has a stewardship mindset which fits very well into the risk and insurance industry. Helping protect clients from things like cyber risk is both rewarding and extremely valuable to clients. Mo prompted Dennis with a question about how he goes about developing relationships in more of a personal, human way: Dennis responded: […]
- [Your Growth Guide: Using The Language Of Leadership To Build Client Relationships With L. David Marquet](https://bunnellideagroup.com/using-the-language-of-leadership-to-build-client-relationships-with-l-david-marquet/): Using The Language Of Leadership To Build Client Relationships With L. David Marquet You can subscribe to our weekly Growth Guide on LinkedIn here.   I had the pleasure of interviewing L. David Marquet, best-selling author of Leadership is Language and former nuclear submarine commander. Mo prompts David about the big idea do he has around using the language of leadership to build client relationships: David responded: “The big idea, the hypothesis behind the book, is the language that we use today, is the same language that we inherited from our parents who inherited from their parents and so on. So […]
- [Your Growth Guide: The Importance Of Relationship Quality And Interdependence With Deb Mashek](https://bunnellideagroup.com/the-importance-of-relationship-quality-and-interdependence-with-deb-mashek/): The Importance Of Relationship Quality And Interdependence With Deb Mashek You can subscribe to our weekly Growth Guide on LinkedIn here.   I had the pleasure of interviewing Deb Mashek, the International bestselling author of Collabor(h)ate. Mo prompted Deb with a question about the value of interdependent relationships Deb responded: “Interdependence is the sense that my outcomes are tied to your behaviors and vice versa. Whether we like it or not, we are in the same boat so to speak. I’m from Nebraska so I like a good farm metaphor. Whether I like it or not, my wagon it hitched to […]
- [Grow BIG Playbook: How To Focus. BD Insights From...Francis Ford Coppola?](https://bunnellideagroup.com/how-to-focus-bd-insights-from-francis-ford-coppola/): What’s On My Mind 28 minutes well spent. ​My publisher sent me something last week, an interview of Francis Ford Coppola. ​It’s one of the most insightful interviews I’ve watched in years. ​My takeaways: ​Coppola’s wife recorded him worry – a lot! – about the quality of what he was creating. ​Fearing he would get an F grade as he was creating a film was incredibly inspiring, especially given how great it turned out to be. ​The best worry, a lot, forcing them to sweat every detail, to perform at the limit of their abilities. ​Worry is a signal you’re striving […]
- [The Top Attributes of Modern Leaders with Kirstin Ferguson](https://bunnellideagroup.com/the-top-attributes-of-modern-leaders-with-kirstin-ferguson/): Show Notes In this episode of Real Relationships Real Revenue, I am delighted to sit down with my friend, author, and thought leader Jenny Blake. She strategically wrote a book in the language of entrepreneurship for those in business that find themselves struggling to find more free time. In this episode, we dove into topics like burnout, automation, the Cyrano Strategy, delegation, and so much more. Topics We Cover in This Episode: Tips for finding more free time The importance of making the most of your billable hours The burdensome Bs Why we should automate everything we can The Cyrano Strategy […]
- [Your Growth Guide: How Business Development Is A Heart And People Centered Sport With John Tigh](https://bunnellideagroup.com/how-business-development-is-a-heart-and-people-centered-sport-with-john-tigh/): How Business Development Is A Heart And People Centered Sport With John Tigh Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing John Tigh, founder and partner at Clever Cognitive. Mo asked John: “Can you tell me of the moment that you realized growth is great?” John responded: “You know the truth is I was bitten by a radioactive statement of work about a dozen years ago and ever since then I’ve just had this incredible superpower for crafting […]
- [Your Growth Guide: How To Set Yourself Up For Success With Mohamed Massaquoi](https://bunnellideagroup.com/how-to-set-yourself-up-for-success-with-mohamed-massaquoi/): How To Set Yourself Up For Success With Mohamed Massaquoi Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Mohamed “Mo” Massaquoi, an organizational psychologist and speaker. He is passionate about helping high-performing teams achieve more. Mo asked Mohamed “What’s your personal system to keep learning and to keep growing your impact?” Mohamed responded: “I’m trying to eliminate failure points. In sports, especially in the NFL, you practice more than you play. The reason is you have to function at […]
- [Your Growth Guide: How To Achieve Financial Freedom With Tommy Breedlove](https://bunnellideagroup.com/how-to-achieve-financial-freedom-with-tommy-breedlove/): Unlocking Financial Freedom: A Mindset Shift With Tommy Breedlove You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Tommy Breedlove, author of Legendary. Tommy has a really unique journey and perspective, and he’s sharing how we can learn to prioritize ourselves first, take control of our life and time, become laser-focused on what matters, and become legendary.   Mo prompted Tommy with a question about financial freedom and asked him what his preferred mindset is about money.   […]
- [Your Growth Guide: What To Do When You Feel Like Reinventing Yourself With Joanne Lipman](https://bunnellideagroup.com/what-to-do-when-you-feel-like-reinventing-yourself-with-joanne-lipman/): What To Do When You Feel Like Reinventing Yourself With Joanne Lipman You can subscribe to our weekly Growth Guide on LinkedIn here.   I had the pleasure of interviewing Joanna Lipman, the journalist, speaker, and best-selling author, where we talk all about reinvention. Mo prompted Joanne with a question about what to do when you feel like it’s time to reinvent yourself. Joanne responded: “I have a chapter in Next that’s called Move before you Move, and that is all about where you are in one career, but you can start to pivot while you are 100% in your one […]
- [Your Growth Guide: Hacking Our Own Habits To Accomplish More With Josh Linkner](https://bunnellideagroup.com/hacking-our-own-habits-to-accomplish-more-with-josh-linkner/): Hacking Our Own Habits To Accomplish More With Josh Linkner You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Josh Linkner, the 2x New York Times best-selling author and speaker. He wrote the book Big Little Breakthroughs which he will tell us more about. Mo asked Josh: “The question I have with you is can you dig into the content of Big Little Breakthroughs and give us a big little breakthrough on how we can hack our own habits and how we can […]
- [Your Growth Guide: How To Tackle Identity With A Broken Soundtrack With Jon Acuff](https://bunnellideagroup.com/how-to-tackle-identity-with-a-broken-soundtrack-with-jon-acuff/): How To Tackle Identity With A Broken Soundtrack With Jon Acuff You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Jon Acuff, New York Times best-selling author, as well as INC’s Top 100 Leadership Speaker. Mo prompted Jon with a question about how to tackle identity if you have a broken soundtrack. Jon responded: “Here’s the exercise I always think about because people will go, “Well how do I know if I have a broken soundtrack?” Let’s start there, […]
- [Your Growth Guide: Why Most People Suck At Business Development With Jay Baer](https://bunnellideagroup.com/why-most-people-suck-at-business-development-with-jay-baer/): Why Most People Suck At Business Development With Jay Baer You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Jay Baer, author of Youtility, as well as Keynote speaker and B2B influencer. Mo asked Jay: “What’s your best advice on how we can deepen relationships? Jay responded: “I think, first of all, understanding the more transactional you think about the relationship, the more transactional the relationship is going to feel. So I think philosophically, it’s about valuing the relationship as a relationship […]
- [Your Growth Guide: Gratitude Over Comparison: Embracing Appreciation For A Fulfilling Life With Joel Neeb](https://bunnellideagroup.com/gratitude-over-comparison-embracing-appreciation-for-a-fulfilling-life-with-joel-neeb/): Why Most People Suck At Business Development With Jay Baer You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Joel “Thor” Neeb. Not only has he escorted the president of the United States around in Air Force One, but he has also done a lot of incredible work in the business world. From working as a fighter pilot to becoming a CEO of a consultancy, and now working with the third-largest software company in the world, he has a breadth […]
- [Your Growth Guide: Unlocking The Key To Deepening Relationships: Shifting Your Mindset With Alisa Cohn](https://bunnellideagroup.com/unlocking-the-key-to-deepening-relationships-shifting-your-mindset-with-alisa-cohn/): Unlocking The Key To Deepening Relationships: Shifting Your Mindset With Alisa Cohn You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Alisa Cohn, author of From Start-Up to Grown-Up, Global CEO Coach, as well as Startup Coach. Mo asked Alisa: “What’s your best advice around how our audience can deepen their relationships with their clients and their internal teams?” Alisa responded: “First of all, recognize what you want to and need to do is deepen relationships. I always think it starts […]
- [Your Growth Guide: Ignite Your Business Success Through Vision Scripts With Michael Hyatt](https://bunnellideagroup.com/ignite-your-business-success-through-vision-scripts-with-michael-hyatt/): Ignite Your Business Success Through Vision Scripts With Michael Hyatt You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Michael Hyatt, New York Times Bestselling Author of The Vision Driven Leader and Business Coach. Mo asked Michael: When you think about a team leader in a law firm or a practiced leader in a consulting firm, what tips would you give people to write a really good vision script, just like you did, and roll your team into crafting it and […]
- [Your Growth Guide: It’s Okay To Say No With Dorie Clark](https://bunnellideagroup.com/its-okay-to-say-no-with-dorie-clark/): It’s Okay To Say No With Dorie Clark You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Dorie Clark author of The Long Game, as well as named one of the Top 50 Business Thinkers in the World. Mo asked Dorie: “With the concepts in her book The Long Game, how can we use those concepts to establish and build the relationship advantage?” Dorie responded: “Building strong relationships is something that is really important to me in terms of the work that I do […]
- [Your Growth Guide: Fake It Till You Make It With Molly Fletcher](https://bunnellideagroup.com/fake-it-till-you-make-it-with-molly-fletcher/): Fake It Till You Make It With Molly Fletcher You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Molly Fletcher, the Sports Agent turned Keynote Speaker and Author. Mo asked Molly: “What’s your best advice on how business professionals with one foot in delivery and one foot in growth can grow their book of business, grow their relationships, and grow their career?” Molly responded: “For me, one of the things I believe is you have to act like you have the […]
- [Your Growth Guide: The Key To Navigating Life And Business With Confidence With Kelley O’Hara](https://bunnellideagroup.com/the-key-to-navigating-life-and-business-with-confidence-with-kelley-ohara/): The Key To Navigating Life And Business With Confidence With Kelley O’Hara You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the honor of interviewing Kelley O’Hara, a 2-time World Cup champion as well as an Olympic gold and bronze medal holder. Mo asked Kelley: “How do you prepare for high-stakes games? I think there is an analog there for high-stakes business meetings.” Kelley responded: “The best example of this in my world is our preparation with set pieces leading into the World Cup. […]
- [Your Growth Guide: Unlocking Your Sales Superpowers With Dan Pink](https://bunnellideagroup.com/unlocking-your-sales-superpowers-with-dan-pink/): Unlocking Your Sales Superpowers With Dan Pink You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the honor of interviewing Daniel Pink, New York Times best-selling author of To Sell is Human. He discusses the power of sales and why most people have the ability to become master salespeople even if they believe selling is not for them. Mo asked Dan: “What’s your advice on the age-old advice that you have to be an extrovert to be good at selling?” Dan responded: “I don’t really have […]
- [Your Growth Guide: The Crucial Role of Systems Beyond Goals with James Clear](https://bunnellideagroup.com/the-crucial-role-of-systems-beyond-goals-with-james-clear/): The Crucial Role of Systems Beyond Goals with James Clear You can subscribe to our weekly Growth Guide on LinkedIn here.   Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing James Clear, author of the best-selling book Atomic Habits. He shares the importance of creating a system of habits that makes reaching your goals simple. Mo asked James: “How would someone go about developing a goal versus a system?” James responded: “Before I criticize goals, I should first say that they’re useful as well. Goals are helpful in setting a sense of […]
- [GrowBIG Playbook: Inspiration Time!](https://bunnellideagroup.com/inspiration-time/): What’s On My Mind I’m really proud of the women in my life. Becky and I will be married 30 years this August 1st. Hard to believe. I remember moving from Fort Wayne to Atlanta the week after our wedding. Neither of us had a job. But we had a month’s rent paid, $426 in an envelope and dreams of living the life we wanted. We knew we’d find a way. And we have. Becky now helps people every day through equine therapy with her charity, Reins Of Hope. Kids with disabilities. Breast cancer survivors. Both groups have headwinds. Becky helps […]
- [GrowBIG Playbook: Partnership Power: A How-To Guide (+ A Major Announcement!)](https://bunnellideagroup.com/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 implementation. Technology can pair nicely with training. What’s the win for you? Three big ones: Strategic Partnerships can add more value to your existing clients. ​ ​By working together, you can find deeper ways to help the clients you already have. ​ (HERE is a […]
- [GrowBIG Playbook: The Fastest Way To Breakthrough Results](https://bunnellideagroup.com/the-fastest-way-to-breakthrough-results/): What’s On My Mind Here’s the most important process to scale across an organization. I’m having a blast working with one of my favorite clients on something. It’s the most important process to scale across an organization. It creates immediate traction. It solves the riddle of cross-selling. It’s the shortest time to commercial success. And, clients love it! What in the world could this magical BD wonder be? Client planning. Most of our clients do it all wrong. Either… There is not enough client planning. Or… They are focusing on the past. You’ve been in the past-focused meetings. Everyone gets together. […]
- [GrowBIG Playbook: Don't Write A BD Email This Way](https://bunnellideagroup.com/growbig-playbook-dont-write-a-bd-email-this-way-2/): What’s On My Mind Fun conversation this week! He stopped me mid-sentence and said… Wait.​ Did you just say, “don’t give them a reason not to respond?” I guess I did. That’s brilliant! You’re probably wondering–what were we talking about? First, let me give you some background; then, we can dive into the learning. I was leading a GrowBIG Training this week, and at that moment, we were covering how to follow up right after a big meeting where we met someone important for the first time. Early-stage relationships are important to focus on, especially when you really want the relationship […]
- [GrowBIG Playbook: Don't Write A BD Email This Way](https://bunnellideagroup.com/growbig-playbook-dont-write-a-bd-email-this-way/): What’s On My Mind Fun conversation this week! He stopped me mid-sentence and said… Wait.​ Did you just say, “don’t give them a reason not to respond?” I guess I did. That’s brilliant! You’re probably wondering–what were we talking about? First, let me give you some background; then, we can dive into the learning. I was leading a GrowBIG Training this week, and at that moment, we were covering how to follow up right after a big meeting where we met someone important for the first time. Early-stage relationships are important to focus on, especially when you really want the relationship […]
- [GrowBIG Playbook: Advanced Technique: Your #1 Metric To Track In 2022](https://bunnellideagroup.com/advanced-technique-your-1-metric-to-track-in-2022/): What’s On My Mind TONS of good feedback from last week’s article! This week… We take things HNL. Hole Nutha Level. (I’m not sure why that cracks me up, but it does.) OK, last week we talked about the #1 Metric I want you to track. This week we’ll add an advanced technique. Quick recap of last week, with full article HERE: The #1 Metric I want you to track is called the GrowBIG Index. GrowBIG Index = Last year’s revenue you brought in ÷ Last year’s hours invested in true BD activities. Our brains love numbers–this is the one number […]
- [GrowBIG Playbook: Relationship Advice From CEOs](https://bunnellideagroup.com/growbig-playbook-relationship-advice-from-ceos/): What’s On My Mind I feel fortunate I’ve gotten to work with some amazing CEOs.​ Five Star Insight Alert! One of my favorite people I’ve ever worked with is Jonathan Reckford, CEO of Habitat for Humanity International. He’s strategic. He’s giving. He’s humble. Jonathan has it all.​ And great news for our community–he shared his approaches with us on the Real Relationships Real Revenue show! Click HERE for Jonathan’s approach on thinking BIG internally. Click HERE for Jonathan’s approach on thinking BIG with external partners. Click HERE for Jonathan’s favorite GrowBIG approach. (So good!!) Click HERE for an inspirational relationship-building story […]
- [GrowBIG Playbook: Getting To Yes (1 or 3)](https://bunnellideagroup.com/growbig-playbook-getting-to-yes-1-or-3/): What’s On My Mind This the first in a three-part series on getting to yes. Let’s say a client is at least mildly interested in hiring you. This is the first of three hurdles you need to overcome. I guarantee this is what they’re thinking… Do I want to focus on this work? They might have a need. You might have the solution. But that doesn’t mean it’s a higher priority than other things they could do. There are four things to consider to get past this hurdle. I’ll share them below! What We Just Created I’m SUPER excited about this. […]
- [GrowBIG Playbook: How Hard Should You Try?](https://bunnellideagroup.com/how-hard-should-you-try-2/): 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 relationship building like… Staying in touch when you’re busy. Or persistently reaching out, offering value as a helpful resource. Determining your level of effort can be super confusing. How much effort should something take? When do you stop? How much is enough? Here’s your answer. One […]
- [GrowBIG Playbook: How To Have A Growth Mindset](https://bunnellideagroup.com/growbig-playbook-how-to-have-a-growth-mindset/): What’s On My Mind I love deep insights from others! I took an assessment on my personal motivations once. One thing stood out above anything else. I love learning. I landed at around the 99th percentile in my desire to learn. Personal example… I have a Saturday morning routine I find joy in: Watering my plants. Cleaning my bird Paris’s cage while he takes a shower in the sink. Feeding my composting worms our food scraps from the week. (Some people want to make money while they sleep. I’m OK with having my hard-working worms making composting dirt.)​ I usually go […]
- [GrowBIG Playbook: How Hard Should You Try?](https://bunnellideagroup.com/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 relationship building like… Staying in touch when you’re busy. Or persistently reaching out, offering value as a helpful resource. Determining your level of effort can be super confusing. How much effort should something take? When do you stop? How much is enough? Here’s your answer. One […]
- [GrowBIG Playbook: A Simple Calendar Hack To Thrive In COVID Times](https://bunnellideagroup.com/a-simple-calendar-hack-to-thrive-in-covid-times/): What’s On My Mind A little planning goes a long way.​ The other day, I had a major a-ha moment talking to my friend and fellow author/trainer Cyril Peupion. I had always been hung up on the idea of a Perfect Week. Some people call it an Ideal Week. Roughly, it’s a plan for every hour of every day mapped out so you can work the way you want. I’m sure this can work for some people. But for me… How the heck can I plan for a perfect week? Every week is so different for me. Travel. Leading sessions and […]
- [GrowBIG Playbook: The Best Goal For Meetings Is NOT Getting A Yes!](https://bunnellideagroup.com/growbig-playbook-the-best-goal-for-meetings-is-not-getting-a-yes/): What’s On My Mind Short insight this week that will stick with you long term! Don’t have “getting to a Yes” as a goal for your meetings.​ That’s what most people shoot for, and it’ll steer you in the wrong direction. Let’s dig in with an example, assuming this is a first-time meeting that got set up through a great referral from an existing client. Exciting! Your strategy: Asking great questions to understand the client’s situation. ​ Building trust. ​ Connecting. ​ Offering ways to be helpful. ​ Creating curiosity around some valuable potential next steps. ​ Let’s say you’ve done […]
- [GrowBIG Playbook: The #1 Thing That Impresses Me In Others](https://bunnellideagroup.com/growbig-playbook-the-1-thing-that-impresses-me-in-others/): What’s On My Mind I was struck by a comment this week. Someone said something t0 me, almost in passing, that really stuck with me. They said, “you seem to treat everyone the same, almost as if you don’t care about their status.” That struck me because I can’t think of any other way of doing things! Everyone’s struggling with something. Everyone’s trying to achieve something.​ Everyone’s got a gift to give the world. I’ll share what I’m impressed by in a second, but here are three things I don’t care about at all: 1) Someone’s title. Us humans make up […]
- [GrowBIG Playbook: The Three Areas To Build Trust With Clients (1 of 4)](https://bunnellideagroup.com/the-three-areas-to-build-trust-with-clients-1-of-4/): 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 that way until Glen shared it with me in our power-packed interview HERE. (It’s worth checking out.) Many people view the world as a zero-sum game—like there’s a fixed amount of everything. The more you have, the less I have. I like to focus on making […]
- [GrowBIG Playbook: How To Apply Our Concepts In Your Personal Life](https://bunnellideagroup.com/growbig-playbook-how-to-apply-our-concepts-in-your-personal-life-2/): What’s On My Mind Getting personal! One of the questions I get the most is how I use GrowBIG / Snowball System principles in my personal life. Personal and family planning. Focusing on the most important things. Deepening relationships everywhere. My little secret…​ I hope people come through our GrowBIG Training and GrowBIG Leader Training to grow their relationships and books of business. (More in those links.) But I hope they come out of the training using the skills they learn across their entire life! (It happens all the time, so we’re on the right track.) So with that in mind, […]
- [GrowBIG Playbook: How To Apply Our Concepts In Your Personal Life](https://bunnellideagroup.com/growbig-playbook-how-to-apply-our-concepts-in-your-personal-life/): What’s On My Mind Getting personal! One of the questions I get the most is how I use GrowBIG / Snowball System principles in my personal life. Personal and family planning. Focusing on the most important things. Deepening relationships everywhere. My little secret…​ I hope people come through our GrowBIG Training and GrowBIG Leader Training to grow their relationships and books of business. (More in those links.) But I hope they come out of the training using the skills they learn across their entire life! (It happens all the time, so we’re on the right track.) So with that in mind, […]
- [GrowBIG Playbook: How To Get Your Team Fired Up!](https://bunnellideagroup.com/growbig-playbook-how-to-get-your-team-fired-up/): What’s On My Mind David Burkus is doing some amazing work. I got to know David through some mutual friends as he’s an expert in relationship building, both in “normal” and virtual environments. It was a no-brainer connection. ​I interviewed him on our show HERE. (That’s the first of 5 short videos – great stuff!)​ David recently led a Ted Talk that I thought was really compelling. The topic… How do you get your team fired up around your mission?​ His way is completely different than how most organizations do this, and I found it really compelling. It was one of […]
- [GrowBIG Playbook: How To Build Trust, Personally (2 of 4)](https://bunnellideagroup.com/how-to-build-trust-personally-2-of-4/): 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 you can take to build trust at each level. Click HERE to revisit those. Today, we’ll go deeper on the first question focusing on building personal trust. This is where the client or strategic partner is asking Do I trust you? From the client’s […]
- [GrowBIG Playbook: The Two Views You Need To Succeed](https://bunnellideagroup.com/growbig-playbook-the-two-views-you-need-to-succeed/): What’s On My Mind Opposing views are sometimes better together. You want to succeed at business development, growing your book of business, relationships and career. Super important, right? Everything matters! Every detail in the email, every word in the pitch.​ But at the same time, if you put too much pressure on yourself, you won’t perform your best. You don’t need this piece of business, this exact relationship. Besides, aren’t health, friends, and family the most important things? Nothing about a specific client interaction matters! How can we reconcile this? They’re both true. Everything Matters is important. It pushes us to […]
- [GrowBIG Playbook: Three Mental Traps To Avoid](https://bunnellideagroup.com/growbig-playbook-three-mental-traps-to-avoid/): What’s On My Mind I’ve been thinking a lot about mindset lately. I got a great question this week… What holds people back? What mindsets do people have that get in the way of winning business and deepening relationships? I’ve realized three big barriers pop to the top, whether people realize them or not: I can’t do what ___ does. ​ I’m too busy. ​ I can’t do ___ because ___. Let’s take these three personal objections in order. I can’t do what ___ does. This usually comes out in a person comparing themselves to someone already great, typically years farther […]
- [GrowBIG Playbook: How To Get Unstuck And Create More Momentum](https://bunnellideagroup.com/growbig-playbook-how-to-get-unstuck-and-create-more-momentum/): What’s On My Mind More on mindset! I received lots of great feedback on the mindset article last week, so I’m rolling with it. The topic: mindset traps that get in our way.​ I’m noticing a trend with most mindset traps. They’re not real. The underlying issue… We’re not worried about the prospect or client when we’re trapped. We’re worried about ourselves. Three new examples you gave me last week: I can’t ask a friend for business. ​ I don’t have a good reason to reach out. ​ I’ll only get one shot, so it has to be good. They’re all […]
- [GrowBIG Playbook: Take Control Of Your Growth (3 of 5)](https://bunnellideagroup.com/take-control-of-your-growth-3-of-5/): What’s On My Mind Let’s AC/DC PreBD! ​In Part 1, we discussed through a simple model to evaluate your business or book of business.​ Then last week we talked about differentiating your Solution. Today, we rock out PreBD. Here’s the model again. But before we party with PreBD, let’s master the model.​ (Skip this if you already get it.) We all have four things to pay attention to that might be limiting factors in our books of business. These pinch points create friction, making it hard to grow. The bottlenecks can be in four big areas: Undifferentiated Solution. ​ ​Symptom: Sounding […]
- [GrowBIG Playbook: Take Control Of Your Growth (4 of 5)](https://bunnellideagroup.com/take-control-of-your-growth-4-of-5/): What’s On My Mind Time to scale BD across your team. ​In Part 1, we discussed a simple model to evaluate your business or book of business. ​In Part 2, we differentiated your Solution. ​In Part 3, we rocked out your PreBD so that it actually works. We’ll take another step forward today, scaling BD across your team. Here’s the model again. If you already have it, skip this section. ​ The Model: What You Need To Succeed We all have four things to pay attention to that might be limiting factors in our books of business. These pinch points create […]
- [GrowBIG Playbook: How To Think About Passion And Profits](https://bunnellideagroup.com/growbig-playbook-how-to-think-about-passion-and-profits/): What’s On My Mind You can have it all. One thing really messes up our views on the impact organizations have. It’s surprising until you think about it.​ The tax code. In nearly every country around the world, there’s a decision made when every company gets started.​ Is our entity for profit or not for profit? I get why governments categorize things this way. No beef with that. But it leads to some incorrect mindsets about our work. These simple words, used over and over, frame things as extreme, like an entity and everyone that works there are either one or […]
- [GrowBIG Playbook: Take Control Of Your Growth (5 of 5)](https://bunnellideagroup.com/take-control-of-your-growth-5-of-5/): What’s On My Mind Time to scale BD across your team.​ ​In Part 1, we discussed a simple model to evaluate your business or book of business. ​In Part 2, we differentiated your Solution. ​In Part 3, we rocked out your PreBD so that it actually works. ​In Part 4, we streamlined your BD with a common playbook and gamification. One last part: Delivery. But before I deliver on Delivery, here’s the model again. This is our fifth week on this, so if you already get it, skip it! The Model: What You Need To Succeed We all have four things […]
- [GrowBIG Playbook: Take Control Of Your Growth (2 of 5)](https://bunnellideagroup.com/take-control-of-your-growth-2-of-5/): What’s On My Mind I hope everyone was able to enjoy the Thanksgiving holiday last week! We’re back this week with Part 2 for you!​ ​In Part 1, we discussed through a simple model to evaluate your business or book of business. Here’s the model again. ​ The point: We all have four things to pay attention to that might be limiting factors in our business. These pinch points create friction, making it hard to grow. The bottlenecks can be in four big areas: Undifferentiated Solution. ​Symptom: Sounding like others in the marketplace. Great solutions are unique in the buyer’s mind […]
- [GrowBIG Playbook: Take Control Of Your Growth (1 of 5)](https://bunnellideagroup.com/take-control-of-your-growth-1-of-5/): What’s On My Mind I love thinking strategically. ​And I love helping people grow their books of businesses, teams, practices, and organizations.​ That led me to design a simple four-box model I use to help people prioritize what to focus on next. I’m going to teach you this model in this five part series. Today: the model. Then: an article diving deep into each perspective. This is what I use in growing our business–it results in unlocks every time I use it. ​First, let’s tie back to last week. Like we talked, there are three ways you can think about growth: […]
- [GrowBIG Playbook: The Best Way To Enhance Your BD Skills Without Charge](https://bunnellideagroup.com/the-best-way-to-enhance-your-bd-skills-without-charge/): What We Just Created We’ve been investing in your success every single weekday. Did you notice? Envision the moment when a GrowBIG Training ends. The room is abuzz. People are excited about their learnings and future plans. The deeply thoughtful thank yous are flowing. It’s why we do what we do—it’s so deeply meaningful. Here’s the biggest question I get in those moments, coming in two flavors: How can I quickly and easily reinforce all the great learnings from the GrowBIG Training or The Snowball System? ​ ​I want to implement all this great stuff!​ ​ Or… ​ How can I […]
- [GrowBIG Playbook: Your Gift For The New Year!](https://bunnellideagroup.com/your-gift-for-the-new-year/): What’s On My Mind Happy New Year! ​Whew! ​We’re coming off a DEEP 5-part series on taking control of your growth in 2023. ​If you missed it, here are the articles: ​How to think about bottlenecks in your book of business. ​ ​ ​How to differentiate your Solution. ​ ​ ​How to create compelling PreBD, creating more “predisposed to choose you” leads. ​ ​ ​How to streamline your BD across the team, winning more of the work you want. ​ ​ ​How to attract and select the right Delivery talent. ​ ​So this week, I’ll be brief, with a look backwards […]
- [GrowBIG Playbook: The Three Ways To Build The Book Of Business You Want](https://bunnellideagroup.com/growbig-playbook-the-three-ways-to-build-the-book-of-business-you-want-2/): What’s On My Mind One way to think about growth towers over all others. Prologue: Most experts don’t put nearly enough thought into building their book of business and relationships, so you’re already ahead of the game by being a part of this amazing community! Given that… There are three ways to implement The Snowball System and our much more comprehensive GrowBIG Training. How you think about implementation will determine your results. Level 1: Sporadic. The key word here is random. Random acts of lunch. Random outreach emails. Random effort. Crazy: this is probably better than 60% of professionals because they’re […]
- [GrowBIG Playbook: The Three Ways To Build The Book Of Business You Want](https://bunnellideagroup.com/growbig-playbook-the-three-ways-to-build-the-book-of-business-you-want/): What’s On My Mind One way to think about growth towers over all others. Prologue: Most experts don’t put nearly enough thought into building their book of business and relationships, so you’re already ahead of the game by being a part of this amazing community! Given that… There are three ways to implement The Snowball System and our much more comprehensive GrowBIG Training. How you think about implementation will determine your results. Level 1: Sporadic. The key word here is random. Random acts of lunch. Random outreach emails. Random effort. Crazy: this is probably better than 60% of professionals because they’re […]
- [GrowBIG Playbook: How To Succeed With Client Outreach](https://bunnellideagroup.com/growbig-playbook-how-to-succeed-with-client-outreach/): What’s On My Mind Short one this week! I just finished leading a super fun session with a large client team at a major consulting firm. One thing stood out. How to think about outreach. I knew I had struck a chord when the leader said, “that’s another quote I’m writing down.” I’ll close with the quote and start with the problem… Almost everyone overthinks outreach. Common overthinking: I’m not sure what they want. They might not want to go to this event. I don’t want to seem like a pest. They didn’t respond to my last note. I’m not sure […]
- [GrowBIG Playbook: How To Attack Uncertain Times, Grow Your Skills and More...](https://bunnellideagroup.com/how-to-attack-uncertain-times-grow-your-skills-and-more/): Minute Mindset I’ll start each new newsletter with Minute Mindset–a fast idea with long-term impact. Here’s this month’s… ​I’m hearing a lot of fear about the economy. ​Our world has really slowed down. Our newer folks have yet to go through a cycle like this before. The competition is undercutting us. ​What’s under comments like this? ​Comparing your results to past performance. ​It’s natural to do, but unhelpful. ​It can make you want to quit, slow down, or wait it out. ​Most professionals have had banner years for a decade, and now things “might” be slowing down. Times are tougher. ​There […]
- [GrowBIG Playbook: How To Tell Business Stories](https://bunnellideagroup.com/growbig-playbook-how-to-tell-business-stories/): What’s On My Mind Storytelling is the most important skill I see people NOT focus on. Storytelling is important! ​We know we remember more facts when they are wrapped in a story. ​We “become” part of the story as we hear them. We included a new storytelling module in GrowBIG Training and Coachingwhen we upgraded it early last year. People are loving it! Want to leverage the power of story? Make sure your stories have three components. Here are the components with a “you save the day” storyline example. The Call. ​ The Call is where the hero (usually a client) […]
- [GrowBIG Playbook: How To End A Meeting Perfectly](https://bunnellideagroup.com/growbig-playbook-how-to-end-a-meeting-perfectly/): What’s On My Mind The right end creates the next beginning! Hot topic lately: Ending.​ Most people get it all wrong. They fall in love with their content, trying to smash too much in. The cause is fear. I might not get another chance. Talk fast, and maybe something will stick! Well, the more you smash in and the faster you talk, the less sticks.​ Instead, think of your meetings like a great TV series. Focus on that last word: series. One episode leads to the next. Didn’t get everything done?​ Great! You’ve landed your next meeting. ​ (Most scenarios where […]
- [GrowBIG Playbook: How To Run A BD Pipeline Meeting](https://bunnellideagroup.com/growbig-playbook-how-to-run-a-bd-pipline-meeting/): What’s On My Mind Pipeline meetings are likely your highest leverage time. Lead them for impact! I love the perspective we get.​ Clients reach out all the time with seemingly small questions. What’s the right way to ___? I’ve got __ coming up…what would you do? Two things: We answer every request, so reach out at any time. ​ We see themes.​ So fun. I’ve seen a HUGE theme lately. People are struggling with pipeline meetings. You know, the meeting you sync with your team on your major BD opportunities. These are done universally across new business teams, client teams, practice […]
- [GrowBIG Playbook: How To Invest In Your Year-From-Now Self](https://bunnellideagroup.com/how-to-invest-in-your-year-from-now-self/): How To Think About Long-Term Investments ​My friend Tim Grahl has a great saying… ​Do things your year-from-now self will be happy you did ​One of the long-term things I’m happy I did was write a book. It was a huge undertaking, and I break down the project in detail HERE. ​I tracked my time. 813.25 hours! That was a big bet. ~ 40% of a work year. ​Looking back, I’m so glad I did it. It was scary on so many levels–but its impact on me and the world is bigger than I ever could have imagined. ​Now I’m writing […]
- [GrowBIG Playbook: Create High Points From Low Points: What Worked For Me](https://bunnellideagroup.com/growbig-playbook-create-high-points-from-low-points-what-worked-for-me/): What’s On My Mind Our family felt a big blow last week. Setbacks stink.​ We get less than we expected. Or something will take longer. Or it won’t happen at all. Our expectations were set. And we didn’t get them. Setback. Mine happened last Friday. I couldn’t even write about it right away. My team and I were on a Zoom call with some of our favorite clients: Amanda, Laura, and Molly. People I really respect and greatly enjoy.​ We were excited. We had a great GrowBIG Training rollout and were preparing to launch GrowBIG Leader Training—my favorite experience we lead. […]
- [GrowBIG Playbook: How To Connect Personally AND With Your Expertise](https://bunnellideagroup.com/growbig-playbook-how-to-connect-personally-and-with-your-expertise/): What’s On My Mind Get the double win of hirable and human! I’m seeing a trend – a lot of technical experts hesitate to connect personally. You know, thinking we can only talk about technical topics. But connecting on personal things is extremely important. I recently talked to a good friend, a CMO/CBDO of a major global law firm, one of those “you just love being around him” people. I got to swing by his home while doing some meaningful work for another client in his city. So fun! We met at his home and were walking his dogs after I […]
- [GrowBIG Playbook: How To Simplify Talking About What You Do](https://bunnellideagroup.com/growbig-playbook-how-to-simplify-talking-about-what-you-do/): What’s On My Mind Small changes can make a big impact! I’ve noticed something recently.​ People really like our new one page map of our core training and coaching. We gave it a major overhaul about a year ago and made some smaller changes recently. Before we were trying to be too clever with naming our modules. We had to explain what each meant. Now we use simple language, people get each concept right away. Before we only had the name of a module. Now we have a subtitle that goes a touch deeper, creating curiosity. Before the modules only had […]
- [GrowBIG Playbook: The Five Ways To Know If Your Client Is Really Interested](https://bunnellideagroup.com/growbig-playbook-the-five-ways-to-know-if-your-client-is-really-interested/): What’s On My Mind Or, How To Avoid Give To Gives! You know our mantra…Give To Get!​ Give first. Teach everything you can in the time you have. ​Then suggest a next step, a Cliffhanger. ​ This does so much! It differentiates you from everyone else. Most people wait to Get To Give. ​ It lets a prospective client experience what it’s like to work with you on this topic. ​ It shows them they need your help to reach their goals. Win/Win! But what about when you’re giving…and giving…and giving…? They keep meeting, but you’re unsure if it’s going somewhere […]
- [GrowBIG Playbook: How To Lead People, Teams And ... Your Business To New Heights](https://bunnellideagroup.com/how-to-lead-people-teams-and-your-business-to-new-heights/): How To Think About Leadership This month’s interviews really got me leaning into leadership. ​Just a few insights: ​The difference between an audience and a community is how the chairs face. ​I got this from Polina Pompliano’s excellent book Hidden Genius. Our interview was amazing, and that quote has stuck with me since she said it. ​Great leaders get everyone involved. Everyone is looking at and helping each other, building community and culture. ​One of the things we teach in GrowBIG Leader Training is the idea of everyone coaching each other. I won’t go through the math build-up here, but in […]
- [GrowBIG Playbook: How To Focus On High Impact Activities](https://bunnellideagroup.com/how-to-focus-on-high-impact-activities/): How To Think About Leadership Let’s talk about focus. ​One of my favorite Steve Jobs quotes: ​“People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I’m actually as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.” ​I love how much is packed in those precious few sentences. ​Here’s a simpler version I remind myself of every day from […]
- [Jay Papasan on How to Unlock Extraordinary Results by Sending Newsletters with Mo Bunnell](https://bunnellideagroup.com/jay-papasan-on-how-to-unlock-extraordinary-results-by-sending-newsletters-with-mo-bunnell/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Jay Papasan, one of the co-authors of The One Thing, which was a major unlock for me! He joined me to talk about the power of consistently writing to your email list. Even if you don’t have an audience right now, starting a newsletter is something that will compound over time and provide you with extraordinary results. Topics We Cover in This Episode: The possibilities available to you with writing Why you don’t need a huge audience to start a newsletter The power of email marketing Why […]
- [Mark Harris on Helping and Teaching – Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/mark-harris-on-helping-and-teaching-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald’s but it became a skill that Mark learned he could get better at. All skills are both learned and earned. Mark was initially not good at sales at all and after 12 hours of […]
- [What Business Development REALLY Means, According to Mark Harris and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-mark-harris-and-mo-bunnell/): Show Notes Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it’s all about helping people understand what their needs are (teaching) and then once you find that out it’s helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He’s simply looking to understand what motivates someone and where they are coming from, and what’s going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. […]
- [Mark Harris Shares His Favorite Business Development Strategy with Mo Bunnell](https://bunnellideagroup.com/mark-harris-shares-his-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Mark taught his daughter how to pinpoint the four quadrants within the family and use it immediately to connect with each person. Out in the marketplace, you’re going to encounter all four different colors. When Mark speaks to a broker that’s in the yellow quadrant, it’s easy to tailor the conversation to speak their language. Putting the framework into practice makes […]
- [The Business Development Story That Changed Everything for Mark Harris with Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-mark-harris-with-mo-bunnell/): Show Notes Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. One of Mark’s work friends went out on his own to start his own business and reached out to him to talk about what Mark could do to help. When Mark sat down with him, he started off by asking questions about the future of the business and where the other person saw things going. Mark ended the initial conversation by actually recommending he […]
- [Going Back In Time, Mark Harris Shares with Mo Bunnell What He Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-mark-harris-shares-with-mo-bunnell-what-he-would-say-to-his-younger-self/): Show Notes Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say? The first thing Mark would say is that business development is a marathon, not a sprint. The second thing is that the role is a learned skill. People are not born great sales, it’s something you can learn and master. The third thing is to help others when you can. You’ll be happier helping others with their success than you will ever be with your own success. When people first get into sales they often sprint towards their […]
- [Helping and Teaching Always Beats Sales with Mo Bunnell and Mark Harris](https://bunnellideagroup.com/helping-and-teaching-always-beats-sales-with-mo-bunnell-and-mark-harris/): Show Notes Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Learn about the difference between following up on a work level versus an emotional level and why an emotional connection always wins, how to create small wins every single day that snowball into big accomplishments, and why doing business development right leads to happiness and long-term success.   Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus […]
- [The TRUE meaning of Business Development, According to Brian Caffarelli and Mo Bunnell](https://bunnellideagroup.com/the-true-meaning-of-business-development-according-to-brian-caffarelli-and-mo-bunnell/): Show Notes Mo asks Brian Caffarelli: What is your personal definition of business development? Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision. Just because you know the science, that doesn’t mean you’ll be great at business development. It’s equal parts the art of empathy and flexibility, and science of habits and communication. Mountain climbing guides are great metaphors for business development. Really good salespeople are helping people reach their own personal summit and get what they need to experience from the mountain. The defining […]
- [Business Development tips I wish I knew earlier - Brian Caffarelli](https://bunnellideagroup.com/business-development-tips-i-wish-i-knew-earlier-brian-caffarelli/): Show Notes Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn’t be as hard. When you feel stuck with sales, realize that the buyer is even more stuck. To create a great buying experience, deconstruct as many of the little decisions that need to be made before the purchase decision. Get […]
- [The Science and Art of Business Development - with Mo Bunnell and Brian Caffarelli](https://bunnellideagroup.com/the-science-and-art-of-business-development-with-mo-bunnell-and-brian-caffarelli/): Show Notes Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention. If you want to grow your skills, start […]
- [Andrew Cogar and Mo Bunnell on Why Business Development is Important](https://bunnellideagroup.com/andrew-cogar-and-mo-bunnell-on-why-business-development-is-important/): Show Notes Mo asks Andrew Cogar: When did you realize that business development was really important? It really clicked when Andrew started thinking about business development not as a means of getting business but as a means for the firm to get the business they need to forge their own path. After one particular project that went exceedingly well, Andrew understood that those kinds of projects could become a habit rather than a lucky break. The GrowBIG System is essentially about doing the right things so that you have control over the kinds of clients you work with. Being proactive gives […]
- [Most Important Business Development Tips from Andrew Cogar and Mo Bunnell](https://bunnellideagroup.com/most-important-business-development-tips-from-andrew-cogar-and-mo-bunnell/): Show Notes Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Focus on building meaningful, real relationships as early as possible with as many respected peers and people in your industry as you can. The second thing is to figure out what drives you, what you find value in, and what work is meaningful to you. Doing the work early can save you a lot of time and there is no reason you can’t start sooner. Young people often have […]
- [Solving Problems in Business Development with Jane Allen and Mo Bunnell](https://bunnellideagroup.com/solving-problems-in-business-development-with-jane-allen-and-mo-bunnell/): Show Notes Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It turned out that to be a successful lawyer, you had to be a really good Willy Loman. Jane loved working with clients to solve their problems, and when you do that, they want you to solve more problems. Her natural approach of getting to know her clients in order to solve their problems […]
- [What Business Development REALLY Means, According to Jane Allen and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen-and-mo-bunnell/): Show Notes Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about showing them a problem they have as well as the solution. People don’t like to be sold to, but they do like to buy. If you’re struggling with being proactive, realize that it’s not the job of the prospect to call you or respond to your email. It’s your job to get the meeting. One of the best […]
- [What are the most important Business Development Skills? - Jane Allen and Mo Bunnell](https://bunnellideagroup.com/what-are-the-most-important-business-development-skills-jane-allen-and-mo-bunnell/): Show Notes Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Jane wouldn’t have referred to herself as an extrovert, but when it came to her work and her business, she committed herself to getting the job done and connecting with people. Jane likes to solve people’s problems and connect them with what they need. Creating systems in her life that drive those actions and allow her focus on that has […]
- [Problem Solving in Business Development with Mo Bunnell and Jane Allen](https://bunnellideagroup.com/problem-solving-in-business-development-with-mo-bunnell-and-jane-allen/): Show Notes Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Find out about how Jane grew her initial client base for Counsel on Call, how proactive problem solving can be developed into a growth system for business, and why the most important thing you can do in sales is take a chance and ask for what you want.   Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally […]
- [Business Development Growth with John Tigh and Mo Bunnell](https://bunnellideagroup.com/business-development-growth-with-john-tigh-and-mo-bunnell/): Show Notes Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Being a consultant is all about having one foot in the work and the other in finding the next gig. John considers himself a relationship person rather than a salesperson. The better you can cultivate relationships, the more likely it is that you will have a chance to be of service to those people in the future. Business development is a heart […]
- [What Business Development REALLY Means, According to John Tigh and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-john-tigh-and-mo-bunnell/): Show Notes Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It’s all about following up and finding ways to help people. The fastest way to build a relationship is to deliver value and not necessarily in a commercial fashion. By being useful and helpful to other people, there are often second, third, and fourth order connections that come as a result of that. John aims to put a pause in people’s fight or flight response when they hear the word sales, and just focuses instead on […]
- [Favorite Business Development Strategy with John Tigh and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-john-tigh-and-mo-bunnell/): Show Notes Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. […]
- [The Business Development Story That Changed Everything for John Tigh, Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-john-tigh-mo-bunnell/): Show Notes Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John’s time working as a consultant while working for a top-10 pharmaceutical company. He had a chance to meet another top-10 pharmaceutical company and help them implement a new technology. John had a productive initial meeting but hadn’t really heard from them for two years. Eventually, John was contacted to pick up the project after another consulting company dropped the ball. Disaster struck and the leader that was meant to guide the project left the company. John put his hand up to […]
- [Key Business Development Tips with Mo Bunnell and John Tigh](https://bunnellideagroup.com/key-business-development-tips-with-mo-bunnell-and-john-tigh/): Show Notes Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. The other thing he would say is that everything is about growth. Everything is sales related, and it all has to be articulated to get any kind of traction. Listen first, and then find ways to be helpful. John looks for liminal spaces within conversations. He uses pauses to ask for invitations to speak because getting permission is […]
- [Cultivating Business Development Relationships with Mo Bunnell and John Tigh](https://bunnellideagroup.com/cultivating-business-development-relationships-with-mo-bunnell-and-john-tigh/): Show Notes John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with someone, how to look for disturbances in the force that indicate where you can contribute the most value to people, and get a crash course on the most important growth-focused conversation framework there is.   Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and […]
- [Attracting Clients in Business Development with James Barclay and Mo Bunnell](https://bunnellideagroup.com/attracting-clients-in-business-development-with-james-barclay-and-mo-bunnell/): Show Notes Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Selling conferences in the 1990s changed once the internet became more established and James began using websites to promote them, but they discovered that brochure websites weren’t very effective which led to creating content based websites instead. The skills that James and his business partners developed in creating those businesses were a natural fit for content online, but he realized that taking the expertise in […]
- [What Business Development REALLY Means, According to James Barclay and Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-james-barclay-and-mo-bunnell/): Show Notes Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Focusing on the end of the pipeline will make you look desperate. With the right values and habits, you’ll come up with the right tactics for the people looking to buy from you. Helping is the key to growth. If every time someone reaches out you help them, at some point they will ask you what you do and be interested […]
- [Favorite Business Development Strategy with James Barclay and Mo Bunnell](https://bunnellideagroup.com/favorite-business-development-strategy-with-james-barclay-and-mo-bunnell/): Show Notes Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will move with you. James has had people buy from his company multiple times over multiple jobs. Your Protemoi List is a list of five to ten people that have outsized […]
- [The Business Development Story That Changed Everything for James Barclay, Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-james-barclay-mo-bunnell/): Show Notes Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. The Passel podcast was born once the team understood how useful it is as a business development tool. The podcast gives them an opportunity to talk to their perfect prospects and gives them a chance to talk about the things they are passionate about while getting to know them at the same time. Eventually, the CMO starts asking about James […]
- [The Business Development Story That Changed Everything for Jane Allen, Read Davis, and Katrina Johnson](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jane-allen-read-davis-and-katrina-johnson/): Show Notes Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data. One fateful dinner and “what if” scenario later, Jane started collaborating with a firm to solve real world problems with a solution that was unheard of at the time. As an entrepreneur, Jane didn’t take time to reflect on the success since she was so focused on the execution. Looking back now, finding a partner […]
- [The Business Development Story That Changed Everything for Andrew Cogar, Bonneau Ansley, and John Tigh](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-andrew-cogar-bonneau-ansley-and-john-tigh/): Show Notes Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome property but also restore and support the local ecology as well. During the meeting, Jim and the client discovered they shared a mutual friendship and instead of talking about the project they started geeking out on chicken coops. That kind of interest was exactly what the client was looking for, a firm that was completely […]
- [Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-linda-klein-henning-streubel-and-brian-cafferelli-would-say-to-their-younger-self/): Show Notes Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it’s easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you’ll have something valuable to sell. If you’re going […]
- [Going Back In Time, What James Barclay Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-james-barclay-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks James Barclay: If you could record a video around business development and send it back to your younger self, what would it say? James is naturally impatient, so he would tell his younger self to cultivate patience. You can’t sell stuff by shouting at people that they should buy from you. It’s not your sales process, it’s about their buying process. Think about the actions that you can do consistently that will lay the groundwork for outcomes instead of focusing on the outcomes themselves. Accept the fact that you are often fighting fires and won’t always be […]
- [The Business Development Story That Changed Everything for Sandy Lutton, Chris Graham, and Debby Moorman with Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-sandy-lutton-chris-graham-and-debby-moorman/): Show Notes Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent, and Sandy was working on securing a famous world leader. The twist in the story was that the first in-person meeting with the CEO didn’t go well which made landing this client much harder than they expected. They spent too much time talking about who they represent. The big influencer in the decision was the Chief of […]
- [The Business Development Story That Changed Everything for Mark Harris](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-mark-with-mo-bunnell/): Show Notes Mo asks Mark Harris: Tell me of a business development story that you are particularly proud of. Mark typically works with brokers or consultants, and they typically shop the market as part of their offer. One of Mark’s work friends went out on his own to start his own business and reached out to him to talk about what Mark could do to help. When Mark sat down with him, he started off by asking questions about the future of the business and where the other person saw things going. Mark ended the initial conversation by actually recommending he […]
- [James Barclay's, Kevin Clem's, and Dennis Baltz's Favorite Business Development Strategy with Mo Bennell](https://bunnellideagroup.com/james-barclays-kevin-clems-and-dennis-baltzs-favorite-business-development-strategy/): Show Notes Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will move with you. James has had people buy from his company multiple times over multiple jobs. Your Protemoi List is a list of five to ten people that have outsized […]
- [John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy with Mo Bennell](https://bunnellideagroup.com/john-tighs-linda-kleins-and-andrew-robertsons-favorite-business-development-strategy/): Show Notes Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. […]
- [Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Business Development Strategy with Mo Bennell](https://bunnellideagroup.com/bill-ruprechts-cyril-peupions-and-katrina-johnsons-favorite-business-development-strategy/): Show Notes Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the continued growth of his organization. When you have 90 offices over 40 countries is an enormous task. Bill recalls a meeting with a number of executives at Sotheby’s along with Mo where it became very clear how some people struggled with the process of articulating value, even those who had been in the business for 30 years. Every business believes […]
- [The Business Development Story That Changed Everything for Andrew Robertson, Kim Davenport, and Bill Ruprecht with Mo Bennell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-andrew-robertson-kim-davenport-and-bill-ruprecht/): Show Notes Mo asks Andrew Robertson: Tell me a business development story that you’re particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after delivering a terrible piece starring John Cleese. Instead of bailing on the client completely, Andrew and the team decided to stick with the unglamorous work that remained and deliver excellent results for the client, knowing that eventually, the rival company that won their former work would stumble. By sticking with the client, they had the opportunity […]
- [What Business Development REALLY Means, According to Jane Allen, Jeff Berardi, and Henning Streubel](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen-jeff-berardi-and-henning-streubel/): Show Notes Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about showing them a problem they have as well as the solution. People don’t like to be sold to, but they do like to buy. If you’re struggling with being proactive, realize that it’s not the job of the prospect to call you or respond to your email. It’s your job to get the meeting. One of the best […]
- [J Maria Kelly's, Monty Hamilton's, and Warren Shiver's Favorite Business Development Strategy with Mo Bennell](https://bunnellideagroup.com/maria-kellys-monty-hamiltons-and-warren-shivers-favorite-business-development-strategy/): Show Notes Mo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? One of the most useful things Maria learned from the GrowBIG training was the seven pricing principles. Living in Switzerland, she grew up in a culture that didn’t talk about money and she learned early on in her career that if she didn’t talk about money, she didn’t get the money. Many business owners and professionals struggle with asking for what they are worth. When clients push back on the fees, those people don’t know how to respond because they […]
- [John Tigh's Favorite Business Development Strategy](https://bunnellideagroup.com/john-tighs-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. […]
- [Read Davis' Favorite Business Development Strategy](https://bunnellideagroup.com/read-davis-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Read Davis: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? Successful sales and business development is psychology, which is why Read’s favorite science is the Herrmann Brain Dominance Instrument. It’s critical to understand who you are and how you learn, as well as how you react when you get challenged. The most impactful aspect of business development is the sum of all its various parts. Being able to quickly understand who the person is and how they communicate is how you take someone from a cold call to a […]
- [What Business Development REALLY Means, According to Read Davis](https://bunnellideagroup.com/what-business-development-really-means-according-to-read-davis-with-mo-bunnell/): Show Notes Mo asks Read Davis: What is your personal definition of business development? Being a CEO wasn’t something that Read ever aspired to. He always enjoyed leadership, sales, and being in the field. When he took on the role, he put a challenge to all the business development professionals in the organization to make payroll. Every salesperson needs to strive to be a leader. They own the revenue and everyone at the organization is relying on them to bring in the business. Leaders eat last. They need to take care of everyone in their world and business development professionals are […]
- [Read Davis on Producing - Time to Get Great At Business Development](https://bunnellideagroup.com/read-davis-on-producing-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is about competition in Read’s mind. There isn’t always a winner and loser in every situation, but measuring success is based on the scoreboard you’re looking at. As Read moved into his career out of college, his scoreboard changed. One fateful night while working alongside the CFO and the General Manager, they gave him a piece of advice that changed the way he thought about business. If you really want success and to own your career, […]
- [The Business Development Story That Change Everything for Read Davis](https://bunnellideagroup.com/the-business-development-story-that-change-everything-for-read-davis-with-mo-bunnell/): Show Notes Mo asks Read Davis: Tell me about a business development story that you are really proud of. Read formerly worked for one of the largest brokerage firms in the world, and when he first came to work with McGriff they were often David going up against Goliath. Read recalls several different stories where the relationships they built helped their clients take care of their people. Each experience gave Read additional skills and confidence to take into the next. One, in particular, stands out where Read was handling a casino in Las Vegas. As the real estate guy on the […]
- [What Business Development REALLY Means, According to Jonathan Reckford, Katrina Johnson, and Tyler Sweatt with Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-jonathan-reckford-katrina-johnson-and-tyler-sweatt/): Show Notes Mo asks Jonathan Reckford: What’s your personal definition of growth? Ultimately, it’s all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising. When he made the mindset switch to solving someone’s problem, raising money became much easier and simpler. It’s not about pressuring, or trying to get somebody to do something they don’t want to do. It’s about really trying to understand what people are trying to accomplish or the […]
- [Read Davis Digs Into the Key to Lasting Success](https://bunnellideagroup.com/read-davis-digs-into-the-key-to-lasting-success-with-mo-bunnell/): Show Notes Read Davis, the CEO of McGriff, talks about his experience as one of the top business development professionals and how he discovered that momentum takes time and the key to a successful career in sales is playing the long game. Learn about the fateful conversation and advice that changed the trajectory of Read’s career, why everything in an organization comes down to the success of the salespeople, and why leaders need to eat last.   Mo asks Read Davis: When was the moment you decided to get great at business development? You can learn to compete and life is […]
- [Going Back In Time, What Read Davis Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-read-davis-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Read Davis: If you could record a video about business development and send it back to your younger self, what would it say? We can’t see around the curve, but we can think about where we want to go. Read would start investing in himself and his skills much earlier. Don’t think that you have to have it all figured out. Don’t be afraid to admit what you don’t know. One of the biggest assets of Read’s leadership team is the environment of challenging each other and asking questions. Don’t let pride be your deterrent from being […]
- [Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/henning-streubel-linda-klein-and-mark-harris-discuss-why-its-time-to-get-great-at-business-development/): Show Notes Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her boss […]
- [What Business Development REALLY Means, According to Henning Streubel](https://bunnellideagroup.com/what-business-development-really-means-according-to-henning-streubel-with-mo-bunnell/): Show Notes Mo asks Henning Streubel: What is your personal definition of business development? Henning prefers the term relationship development, which he considers the foundation of every successful service provider. Henning learned early in his career not to take things personally. If someone doesn’t respond to him, he assumes they must be busy and it’s not about the other person not liking him. Many experts hesitate to reach out when they don’t get a response right away. It’s important to understand what matters to people and to offer them something they are interested in. Understand how their mind works on the […]
- [Henning Streubel on Relationships - Time To Get Great At Business Development](https://bunnellideagroup.com/henning-streubel-on-relationships-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her boss […]
- [Brian Cafferelli, Katrina Johnson, and Cannon Carr Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/brian-cafferelli-katrina-johnson-and-cannon-carr-discuss-why-its-time-to-get-great-at-business-development/): Show Notes Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention. If you want to grow your skills, start […]
- [Scott Winter, Dennis Baltz, and Andrew Cogar Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/scott-winter-dennis-baltz-and-andrew-cogar-discuss-why-its-time-to-get-great-at-business-development/): Show Notes Mo asks Scott Winter: When was the moment that you realized that business development was great? Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management position with Interaction where he focused on CRM and client relationships. Interaction is the world’s largest CRM system for law firms and by coming up in that environment, Scott learned a lot about the technical aspects of the software which helped him better serve his clients. Scott had the typical mindset about sales in college that most […]
- [Going Back In Time, What Henning Streubel Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-henning-streubel-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it’s not about just showcasing your expertise and what you know. It’s about listening to them and what they want. If you come with a cookie-cutter approach, you won’t establish trust. Understanding what the other person […]
- [Craig Budner, Bill Ruprecht, and Andrew Robertson Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/craig-budner-bill-ruprecht-and-andrew-robertson-discuss-why-its-time-to-get-great-at-business-development-2/): Show Notes Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to grow the firm. Craig took a slightly different path from his brother in that he joined one of the firms in Texas. It was there that he created the relationships and connections that made him realize the value of being an advisor to someone and not just on legal issues. After creating a relationship with one […]
- [Cyril Peupion, Debby Moorman, and Mike Duffy Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/cyril-peupion-debby-moorman-and-mike-duffy-discuss-why-its-time-to-get-great-at-business-development/): Show Notes Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril tells the story of a client he was working with and the […]
- [Craig Budner, Bill Ruprecht, and Andrew Robertson Discuss Why It's Time To Get Great At Business Development with Mo Bunnell](https://bunnellideagroup.com/craig-budner-bill-ruprecht-and-andrew-robertson-discuss-why-its-time-to-get-great-at-business-development/): Show Notes Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to grow the firm. Craig took a slightly different path from his brother in that he joined one of the firms in Texas. It was there that he created the relationships and connections that made him realize the value of being an advisor to someone and not just on legal issues. After creating a relationship with one […]
- [Going Back In Time, What Jonathan Reckford Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-jonathan-reckford-would-say-to-his-younger-self/): Show Notes Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell his younger self to focus on the ‘who’ before the ‘what’ first. If you never fail, it’s likely you’re not going big enough. Hope is built in the community. Volunteering gives you a sense of the community and how you can bring the virtues of kindness and love into the […]
- [Jonathan Reckford on Changing the World, One House at a Time with Mo Bunnell](https://bunnellideagroup.com/jonathan-reckford-on-changing-the-world-one-house-at-a-time/): Show Notes Jonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first. Find out how the CEO of Habitat for Humanity, one of the biggest non-profit organizations in the world, can still make time each month to work on his Protomoi List and why aligning a potential partner’s desire for impact with your goals is a great foundation to build a valuable long-term relationship on.   Mo asks Jonathan Reckford: When did you realize […]
- [The Business Development Story That Changed Everything for Linda Klein](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-linda-klein-with-mo-bunnell/): Show Notes Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda’s firm. Linda was able to make a difference in two people’s lives. For the client, […]
- [Linda Klein on Leading with Passion and Growing by Solving Problems](https://bunnellideagroup.com/linda-klein-on-leading-with-passion-and-growing-by-solving-problems-with-mo-bunnell/): Show Notes Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn’t ever lose your passion for getting involved and helping other people.   Mo asks […]
- [The Business Development Story That Changed Everything for Jonathan Reckford with Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jonathan-reckford/): Show Notes Mo asks Jonathan Reckford: Tell us a development or growth story that you’re really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they’ve worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There’s not only funding, but it’s making both parties better. They are achieving their goals as well inside a full strategic partnership which is much more exciting than just a transactional donor […]
- [Going Back In Time, What Linda Klein Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-linda-klein-would-say-to-her-younger-self-with-mo-bunnell/): Show Notes Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it’s easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you’ll have something valuable to sell. If you’re going […]
- [Cyril Peupion on Impact - Time To Get Great At Business Development](https://bunnellideagroup.com/cyril-peupion-on-impact-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril tells the story of a client he was working with and the […]
- [Cyril Peupion's Favorite Business Development Strategy](https://bunnellideagroup.com/cyril-peupions-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Cyril Peupion: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The overall mindset of the Snowball Training is what stands out for Cyril. Going from selling to serving and being proud of the value that you are bringing to your clients is pivotal. Cyril also appreciates the concept of nurturing raving fans and uses the strategy to make sure he’s always working on the most important relationships associated with his business. There is a strong link between performance and joy. People value what they help to create. Cyril noticed that […]
- [Marty Fagan's Favorite Business Development Strategy with Mo Bunnell](https://bunnellideagroup.com/marty-fagans-favorite-business-development-strategy/): Show Notes Mo asks Marty Fagan: When you think of GrowBig Training or the Snowball System, what’s your favorite science, step, or story? The Give to Get is the easy answer for Marty. By utilizing the Give to Get, Marty’s team establishes a much stronger relationship with their customer and gets them bought in, drastically increasing the odds of landing the business. You’re becoming a partner with your customer through the process by investing in them, and in return they often begin investing in you. A Give to Get is essentially offering something of value to a prospect that you think […]
- [What Business Development REALLY Means, According to Cyril Peupion](https://bunnellideagroup.com/what-business-development-really-means-according-to-cyril-peupion-with-mo-bunnell/): Show Notes Mo asks Cyril Peupion: What is your personal definition of business development? Cyril’s definition has evolved over the years. What began as selling became serving. Cyril is very clear on who he helps and how he can do it, as well as the people that he’s not right for. Cyril’s passion for what he does is derived from clarity on who can help. When it comes to first meetings, the goal is not to sell his services but to simply find out if they are a good match and to find the right solution for the prospect, even if […]
- [Andrew Robertson's Favorite Business Development Strategy with Mo Bunnell](https://bunnellideagroup.com/andrew-robertsons-favorite-business-development-strategy/): Show Notes Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn’t start out at the top. Those relationships were nurtured over time with people that moved up in their organizations or moved around in their industry. Think about how you got into your position and where […]
- [The Business Development Story That Changed Everything for Cyril Peupion](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-cyril-peupion-with-mo-bunnell/): Show Notes Mo asks Cyril Peupion: Tell me of a business development story that you are very proud of. Years ago, Cyril got in touch with a partner at one of the largest consulting firms in the world. He was invited to present at one of their conferences in Barcelona about the Work Smarter, Live Better strategy and at the end of the presentation, Cyril got a 100% feedback rating from the 100+ people that attended his talk. This was the beginning of a great business relationship that is now eight years strong with Cyril’s favorite client. Cyril wasn’t a speaker, […]
- [Going Back In Time, What Monty Hamilton Would Say To His Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-monty-hamilton-would-say-to-his-younger-self/): Show Notes Mo asks Monty Hamilton: If you could record a video and send it back to your former self, something around business development or growth mindset, what would it say? Monty would tell himself to not settle. Looking back, he can see that he didn’t always have the abundance mindset he needed to grow past barriers. He would also say to take more risks and that it’s okay to fail. The third thing would be to enjoy the journey more and be less fixated on the end destination. The pandemic has made celebrating the journey more difficult, but also more […]
- [Andrew Robertson's Favorite Business Development Strategy with Mo Bunnell](https://bunnellideagroup.com/andrew-robertsons-favorite-business-development-strategy-2/): Show Notes Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn’t start out at the top. Those relationships were nurtured over time with people that moved up in their organizations or moved around in their industry. Think about how you got into your position and where […]
- [What Business Development REALLY Means, According to Mark Harris](https://bunnellideagroup.com/what-business-development-really-means-according-to-mark-harris-with-mo-bunnell/): Show Notes Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it’s all about helping people understand what their needs are (teaching) and then once you find that out it’s helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He’s simply looking to understand what motivates someone and where they are coming from, and what’s going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. […]
- [The Business Development Story That Changed Everything for John Tigh](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-john-tigh-with-mo-bunnell/): Show Notes Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John’s time working as a consultant while working for a top-10 pharmaceutical company. He had a chance to meet another top-10 pharmaceutical company and help them implement a new technology. John had a productive initial meeting but hadn’t really heard from them for two years. Eventually, John was contacted to pick up the project after another consulting company dropped the ball. Disaster struck and the leader that was meant to guide the project left the company. John put his hand up to […]
- [Jane Allen Expounds on Proactive Problem Solving and Taking the Chance](https://bunnellideagroup.com/jane-allen-expounds-on-proactive-problem-solving-and-taking-the-chance-with-mo-bunnell/): Show Notes Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Find out about how Jane grew her initial client base for Counsel on Call, how proactive problem solving can be developed into a growth system for business, and why the most important thing you can do in sales is take a chance and ask for what you want.   Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally […]
- [Mark Harris' Favorite Business Development Strategy](https://bunnellideagroup.com/mark-harris-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Mark Harris: What is your favorite science, step, or story when it comes to the GrowBIG Training or the Snowball System? Without a doubt, the four brain quadrants are the key to connecting to almost anyone. Mark taught his daughter how to pinpoint the four quadrants within the family and use it immediately to connect with each person. Out in the marketplace, you’re going to encounter all four different colors. When Mark speaks to a broker that’s in the yellow quadrant, it’s easy to tailor the conversation to speak their language. Putting the framework into practice makes […]
- [Going Back In Time, What John Tigh Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-john-tigh-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. The other thing he would say is that everything is about growth. Everything is sales related, and it all has to be articulated to get any kind of traction. Listen first, and then find ways to be helpful. John looks for liminal spaces within conversations. He uses pauses to ask for invitations to speak because getting permission is […]
- [What Business Development REALLY Means, According to Andrew Cogar](https://bunnellideagroup.com/what-business-development-really-meansaccording-to-andrew-cogar-with-mo-bunnell/): Show Notes Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that. You need to know where you want to go and what the vision of the firm is to know which prospects should be pursued. With a focus on relationships first, even if one project is not the right one at the right time, the next one might be. You have to be true to yourself as well as honest and open. Selling a […]
- [The Business Development Story That Changed Everything for James Barclay](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-james-barclay-with-mo-bunnell/): Show Notes Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. The Passel podcast was born once the team understood how useful it is as a business development tool. The podcast gives them an opportunity to talk to their perfect prospects and gives them a chance to talk about the things they are passionate about while getting to know them at the same time. Eventually, the CMO starts asking about James […]
- [Going Back In Time, What Jane Allen Would Say To Her Younger Self](https://bunnellideagroup.com/going-back-in-time-what-jane-allen-would-say-to-her-younger-self-with-mo-bunnell/): Show Notes Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Jane wouldn’t have referred to herself as an extrovert, but when it came to her work and her business, she committed herself to getting the job done and connecting with people. Jane likes to solve people’s problems and connect them with what they need. Creating systems in her life that drive those actions and allow her focus on that has […]
- [Andrew Cogar's Favorite Business Development Strategy](https://bunnellideagroup.com/andrew-cogars-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Showing genuine interest in a prospect and how you can help them got Andrew and the team really excited. The Give-to-Get helps you create demand for your expertise by offering a person the experience of working with you. A good metaphor is watching the trailer for the movie before going to the movie theater to watch the whole thing. Each town and community are unique, so for Andrew the […]
- [The Business Development Story That Changed Everything for Jane Allen](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jane-allen-with-mo-bunnell/): Show Notes Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data. One fateful dinner and “what if” scenario later, Jane started collaborating with a firm to solve real world problems with a solution that was unheard of at the time. As an entrepreneur, Jane didn’t take time to reflect on the success since she was so focused on the execution. Looking back now, finding a partner […]
- [Jane Allen's Favorite Business Development Strategy](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen-with-mo-bunnell/): Show Notes Mo asks Jane Allen: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The personality test was the most fascinating element of the GrowBIG Training that completely transformed the way Jane’s company thought about meetings and communicating with other people. Jane has a systems mindset that allows her to scale a business that served her very well in Counsel on Call. Efficiency is a major driver for Jane, and she is always looking for ways to grow that don’t lose the elements of a personal relationship. Jane set communication as a priority from […]
- [Andrew Cogar on Interest - Time to Get Great At Business Development](https://bunnellideagroup.com/andrew-cogar-on-interest-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Andrew Cogar: When did you realize that business development was really important? It really clicked when Andrew started thinking about business development not as a means of getting business but as a means for the firm to get the business they need to forge their own path. After one particular project that went exceedingly well, Andrew understood that those kinds of projects could become a habit rather than a lucky break. The GrowBIG System is essentially about doing the right things so that you have control over the kinds of clients you work with. Being proactive gives […]
- [Brian Caffarelli on the Subtle Art and Exacting Science of Business Development](https://bunnellideagroup.com/brian-caffarelli-on-the-subtle-art-and-exacting-science-of-business-development-with-mo-bunnell/): Show Notes Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Learn why becoming a guide that inspires trust is one of the most important things you can do to sell more, why success in business development comes down to good habits, and why setting expectations at the beginning is crucial to making the right sale to the right client.   Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out […]
- [Going Back in Time, What Brian Caffarelli Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-brian-caffarlli-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn’t be as hard. When you feel stuck with sales, realize that the buyer is even more stuck. To create a great buying experience, deconstruct as many of the little decisions that need to be made before the purchase decision. Get […]
- [Going Back In Time, What Cyril Peupion Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-cyril-peupion-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Cyril Peupion: If you could record a video around business development and send it back to your younger self, what would it say? Cyril describes a restaurant in Paris that is the best in the world in delivering a ribeye and has a queue lined up every single day no matter the weather conditions. Cyril would tell himself to become the master of one trade and become extraordinary at one thing. Follow your heart and become the expert in that area. Habits are what build expertise and world-class skills. There is a lot of joy in embracing […]
- [The Business Development Story That Changed Everything for Marty Fagan with Mo Bunnell](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-marty-fagan/): Show Notes Mo asks Marty Fagan: I want you to tell me of a business development story that you’re particularly proud of. Marty tells the story of an opportunity he had been pursuing for three years where his persistence really paid off. Despite the lack of traction for multiple years, Marty kept persisting and keeping the lines of communication open because he knew that the area the client needed help in was something they could provide and the importance level was very high for them. Having the grit to work through the tough times and the seeming lack of progress has […]
- [Going Back in Time What Marty Fagan Would Say to His Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-marty-fagan-would-say-to-his-younger-self/): Show Notes Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you’re not authentic, they can pick up on that as well. If you’re talking to someone and you don’t think your solution is a good fit, don’t sell it to them. Closing the sale no matter what may work in the short-term, but it’s a terrible strategy in the long-term. The second thing […]
- [Marty Fagan Explains Why Passion and Authenticity Are Keys To Successful Relationships with Mo Bunnell](https://bunnellideagroup.com/marty-fagan-explains-why-passion-and-authenticity-are-keys-to-successful-relationships/): Show Notes Marty Fagan shares his strategy for entering new markets at TransUnion and why the Three Legged Stool approach to business development is the most effective way to build relationships with complete strangers. Find out why business development is sales plus thought leadership, why valuable relationships, both  in life and in business, begin with authenticity and passion, and why persistence is one of the most powerful success habits you can cultivate in your career.   Mo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted […]
- [The Business Development Story That Changed Everything for Henning Streubel](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-henning-streubel-with-mo-bunnell/): Show Notes Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning’s story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of his […]
- [Henning Streubel's Favorite Business Development Strategy](https://bunnellideagroup.com/henning-streubels-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Henning’s favorite idea is the Herrmann Brain Dominance Instrument. It’s vital to understand how you, your team, and your prospects think. Henning is an analytical thinker, and understanding this gives him greater insight into how he can communicate with another person who can compliment that with their own thought preferences. Henning took his team through the HBDI process to get a good idea of how his team thinks and where there might be any gaps. This allows the team to […]
- [James Barclay's Favorite Business Development Strategy](https://bunnellideagroup.com/james-barclays-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will move with you. James has had people buy from his company multiple times over multiple jobs. Your Protemoi List is a list of five to ten people that have outsized […]
- [What Business Development REALLY Means, According to James Barclay](https://bunnellideagroup.com/what-business-development-really-means-according-to-james-barclay-with-mo-bunnell/): Show Notes Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Focusing on the end of the pipeline will make you look desperate. With the right values and habits, you’ll come up with the right tactics for the people looking to buy from you. Helping is the key to growth. If every time someone reaches out you help them, at some point they will ask you what you do and be interested […]
- [What Business Development REALLY Means, According to John Tigh](https://bunnellideagroup.com/what-business-development-really-means-according-to-john-tigh-with-mo-bunnell/): Show Notes Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It’s all about following up and finding ways to help people. The fastest way to build a relationship is to deliver value and not necessarily in a commercial fashion. By being useful and helpful to other people, there are often second, third, and fourth order connections that come as a result of that. John aims to put a pause in people’s fight or flight response when they hear the word sales, and just focuses instead on […]
- [What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion with Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-mike-duffy-bill-ruprecht-and-cyril-peupion/): Show Notes Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that’s how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundation for Mike’s relationship philosophy. He’s always asking himself internally about how he can be helpful to not […]
- [John Tigh on Growth - Time To Get Great At Business Development](https://bunnellideagroup.com/john-tigh-on-growth-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Being a consultant is all about having one foot in the work and the other in finding the next gig. John considers himself a relationship person rather than a salesperson. The better you can cultivate relationships, the more likely it is that you will have a chance to be of service to those people in the future. Business development is a heart […]
- [What Business Development REALLY Means, According to Jane Allen](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen-with-mo-bunnell-2/): Show Notes Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that’s how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundation for Mike’s relationship philosophy. He’s always asking himself internally about how he can be helpful to not […]
- [What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion with Mo Bennell](https://bunnellideagroup.com/what-business-development-really-means-according-to-mike-duffy-bill-ruprecht-and-cyril-peupion-2/): Show Notes Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It turned out that to be a successful lawyer, you had to be a really good Willy Loman. Jane loved working with clients to solve their problems, and when you do that, they want you to solve more problems. Her natural approach of getting to know her clients in order to solve their problems […]
- [What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion with Mo Bunnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-mike-duffy-bill-ruprecht-and-cyril-peupion-3/): Show Notes Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that’s how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundation for Mike’s relationship philosophy. He’s always asking himself internally about how he can be helpful to not […]
- [The Business Development Story That Changed Everything for James Barclay](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-james-barclay-with-mo-bunnell-2/): Show Notes Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. The Passel podcast was born once the team understood how useful it is as a business development tool. The podcast gives them an opportunity to talk to their perfect prospects and gives them a chance to talk about the things they are passionate about while getting to know them at the same time. Eventually, the CMO starts asking about James […]
- [John Tigh Digs Into Cultivating Relationships, Acts of Service, and Gusher Connections](https://bunnellideagroup.com/john-tigh-digs-into-cultivating-relationships-acts-of-service-and-gusher-connections-with-mo-bunnell/): Show Notes John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with someone, how to look for disturbances in the force that indicate where you can contribute the most value to people, and get a crash course on the most important growth-focused conversation framework there is.   Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and […]
- [Jane Allen on Solving Problems - Time To Get Great At Business Development](https://bunnellideagroup.com/jane-allen-on-saving-problems-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It turned out that to be a successful lawyer, you had to be a really good Willy Loman. Jane loved working with clients to solve their problems, and when you do that, they want you to solve more problems. Her natural approach of getting to know her clients in order to solve their problems […]
- [What Business Development REALLY Means, According to Cannon Carr, Debby Moorman, and Brian Caffarelli with Mo Burnell](https://bunnellideagroup.com/what-business-development-really-means-according-to-cannon-carr-debby-moorman-and-brian-caffarelli/): Show Notes Mo asks Cannon Carr: What is your personal definition of business development? If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right. For Cannon, business development is about connecting people and ideas. He thinks of it as purposeful engagement that connects those two things. Connecting people with ideas often becomes deeply personal. During the pandemic, Cannon noticed a number of clients struggling with aging parents so they put a lot of effort into coming up with and connecting […]
- [Andrew Cogar Offers the Chicken Coop Strategy for Business Development](https://bunnellideagroup.com/andrew-cogar-offers-the-chicken-coop-strategy-for-business-development-with-mo-bunnell/): Show Notes Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Find out why the secret to relationships and business development is focusing on the long-term goals and the small-ball tactics, why you have to be true to yourself to be able to connect with someone else in an authentic way, and what it means to be proactive instead of reactive during client meetings.   Mo asks Andrew Cogar: When did you realize that business development […]
- [James Barclay Uncovers the Magnetic Strategies That Attract Your Ideal Clients](https://bunnellideagroup.com/james-barclay-uncovers-the-magnetic-strategies-that-attract-your-ideal-clients-with-mo-bunnell/): Show Notes James Barclay shares the key content creation strategies that Passel uses to help busy professionals demonstrate the expertise that sets them and their firms apart. Learn about how content creation became the basis for Passel’s business model, how to write and create content for your most important relationships in a way that people will love, and why a podcast is the secret business development hack that most professionals aren’t using right now.   Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s […]
- [James Barclay on Attracting Clients - Time to Get Great At Business Development](https://bunnellideagroup.com/james-barclay-on-attracting-clients-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks James Barclay: When did you realize that business development was great? James’ first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Selling conferences in the 1990s changed once the internet became more established and James began using websites to promote them, but they discovered that brochure websites weren’t very effective which led to creating content based websites instead. The skills that James and his business partners developed in creating those businesses were a natural fit for content online, but he realized that taking the expertise in […]
- [What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein with Mo Bennell](https://bunnellideagroup.com/what-business-development-really-means-according-to-andrew-robertson-mark-harris-and-linda-klein/): Show Notes Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. […]
- [Going Back In Time, What Andrew Cogar Would Say To His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-andrew-cogar-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Focus on building meaningful, real relationships as early as possible with as many respected peers and people in your industry as you can. The second thing is to figure out what drives you, what you find value in, and what work is meaningful to you. Doing the work early can save you a lot of time and there is no reason you can’t start sooner. Young people often have […]
- [The Business Development Story That Changed Everything for Andrew Cogar](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-andrew-cogar-with-mo-bunnell/): Show Notes Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome property but also restore and support the local ecology as well. During the meeting, Jim and the client discovered they shared a mutual friendship and instead of talking about the project they started geeking out on chicken coops. That kind of interest was exactly what the client was looking for, a firm that was completely […]
- [Brian Caffarelli's Favorite Business Development Strategy](https://bunnellideagroup.com/brian-caffarellis-favorite-business-development-strategy-with-mo-bunnell/): Show Notes Mo asks Brian Caffarelli: What is your favorite science, step, or strategy from the GrowBIG Training or Snowball System? Whole brain thinking stands out the most to Brian. When trying to communicate, it’s easy to over index on the message and under index on the individual receiving the message. The Herrmann Brain Dominance model allows you to understand the preferences of the receiver so you can craft a message that will resonate with them. Good questions are the prompt that people need to think out loud and identify the problems they are facing. If you’re in a conversation with […]
- [The Business Development Story That Changed Everything for Brian Caffarelli](https://bunnellideagroup.com/what-business-development-really-means-according-to-brian-caffarelli-with-mo-bunnell/): Show Notes Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of. Brian’s most proud of the lesson he learned from his story. Early in his career, Brian was part of a major sales effort with a world-class brand. Negotiations went very well until there was one intractable snag with the contract. Brian learned that it wasn’t just about making a sale, it was about making a quality sale. Some clients aren’t right for your organization. You will never regret the client you didn’t get, as much as the wrong client you did get. […]
- [What Business Development REALLY Means, According to Brian Caffarelli](https://bunnellideagroup.com/what-business-development-really-means-according-to-brian-caffarelli-with-mo-bunnell-2/): Show Notes Mo asks Brian Caffarelli: What is your personal definition of business development? Brian likes to think of business development as the art and science of guiding the buyer through their journey to an informed and confident decision. Just because you know the science, that doesn’t mean you’ll be great at business development. It’s equal parts the art of empathy and flexibility, and science of habits and communication. Mountain climbing guides are great metaphors for business development. Really good salespeople are helping people reach their own personal summit and get what they need to experience from the mountain. The defining […]
- [Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-linda-klein-henning-streubel-and-brian-cafferelli-would-say-to-their-younger-self-2/): Show Notes Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it’s easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you’ll have something valuable to sell. If you’re going […]
- [Linda Klein on Growth - Time to Get Great At Business Development](https://bunnellideagroup.com/linda-klein-on-growth-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda’s career as a lawyer, she spent a lot of time learning about her client’s business and that relationship building always paid off. It’s not about developing the business, it’s about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason […]
- [Brian Caffarelli on the Art & the Science - Time to Get Great At Business Development](https://bunnellideagroup.com/brian-caffarelli-on-the-art-science-time-to-get-great-at-business-development-with-mo-bunnell/): Show Notes Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention. If you want to grow your skills, start […]
- [Going Back in Time, What Mark Harris Would Say to His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-mark-harris-would-say-to-his-younger-self-with-mo-bunnell/): Show Notes Mo asks Mark Harris: If you could record a message around business development for your younger self, what would it say? The first thing Mark would say is that business development is a marathon, not a sprint. The second thing is that the role is a learned skill. People are not born great sales, it’s something you can learn and master. The third thing is to help others when you can. You’ll be happier helping others with their success than you will ever be with your own success. When people first get into sales they often sprint towards their […]
- [Henning Streubel on Driving Growth Through Developing Relationships with Insight and Impact](https://bunnellideagroup.com/henning-streubel-on-driving-growth-through-developing-relationships-with-insight-and-impact-with-mo-bunnell/): Show Notes Henning Streubel shares his thoughts on developing relationships and how to not only go from prospect to client, but from client to friend. He is the Managing Director and Senior Partner // Managing Director of the West Coast System of Boston Consulting Group (BCG). Learn how insight allows you to create impact and trust, why growth and comfort can’t coexist when it comes to doing what’s right and creating deep and meaningful relationships in your life, and how to pick yourself back up after the inevitable setbacks of a growth-oriented mindset.   Mo asks Henning Streubel: When was the […]
- [The Most Important Skill for Creating Incredible Growth with Mo Bunnell](https://bunnellideagroup.com/the-most-important-skill-for-creating-growth/): Show Notes Mo Bunnell reveals the number one skill for creating incredible growth in your career and for deepening relationships in general. Learn the frameworks for asking great questions and how they create a triple win for you and your prospect, the six types of questions you can ask to go deeper and build trust and rapport with anyone, and the biggest mistake you need to avoid for great questions to be effective.   Asking Great Questions that Work Hand in Hand with Your Business Growth Strategy Asking great questions gets you a triple win. The first being it creates an […]
- [Mark Harris Outlines How Helping and Teaching Always Beats Sales](https://bunnellideagroup.com/mark-harris-outlines-how-helping-and-teaching-always-beats-sales-with-mo-bunnell/): Show Notes Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Learn about the difference between following up on a work level versus an emotional level and why an emotional connection always wins, how to create small wins every single day that snowball into big accomplishments, and why doing business development right leads to happiness and long-term success.   Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus […]
- [Fan Favorite Kelley O'Hara Reveals Her Habits to Become a World-Class Athlete with Mo Bunnell](https://bunnellideagroup.com/kelley-ohara-reveals-her-habits-to-become-a-world-class-athlete-and-mo-applies-them-to-business-development/): Show Notes Guest Profile In the opening episode of Real Relationships Real Revenue, Kelley O’Hara, one of the top athletes on the planet, reveals her secrets of focusing on what she can control to perform at a world-class level. Mo Bunnell applies Kelley’s principles to developing relationships and growing a book of business. Together they cover how to have a learning mindset, set up tracking systems, stay motivated through challenges and how to prepare for high-stakes events. Whether you perform on the field or in the boardroom, this episode will elevate your game. Mo shares a slightly embarrassing story of how he […]
- [GrowBIG Playbook:How To Build Trust, Broadly Across Organizations (3 of 4)](https://bunnellideagroup.com/how-to-build-trust-broadly-across-teams-3-of-4/): 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 and second articles. I gave lots of questions and practical examples to help you and your teams succeed.​ Today, we’ll go deeper into the second question focusing on building trust across teams. This is where the client or strategic partner asks Do […]
- [Your Growth Guide: How Learning About Business Development Shaped His Career With Tyler Sweatt](https://bunnellideagroup.com/how-learning-about-business-development-shaped-his-career-with-tyler-sweatt/): How A Relationship Can Turn Into Business With Warren Shiver Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Tyler Sweatt, Mo prompted Tyler with a question about when he realized the importance of business development in his life. Tyler responded: “When I transitioned of the military, I admittedly had no idea what I wanted to do professionally. I had been conditioned at college that, “Hey you should go get an MBA.” I grew up an hour and a half […]
- [Your Growth Guide: Freeing Our Time To Grow Our Book Of Business With Jenny Blake](https://bunnellideagroup.com/freeing-our-time-to-grow-our-book-of-business-with-jenny-blake/): Freeing Our Time To Grow Our Book Of Business With Jenny Blake You can subscribe to our weekly Growth Guide on LinkedIn here.   I had the pleasure of interviewing Jenny Blake, author of Free Time, where she strategically wrote a book in the language of entrepreneurship for those in business that find themselves struggling to find more free time. Mo asked Jenny: “What valuable, big idea, are you focused on now, and how are you seeing it resonates in the market place. Just tell us about your content and what’s sticking. Jenny responded: “The reason the book is call Free […]
- [Your Growth Guide: It's All About The Buying Process With James Barclay](https://bunnellideagroup.com/its-all-about-the-buying-process-with-james-barclay/): It’s All About The Buying Process With James Barclay Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing James Barclay, CEO of Castle Inc. Mo asked James: “What do you wish you knew earlier in business development?” James responded: “I think the key thing that I’ve learned is patience. That is the big one. I am deeply impatient, and I still am, but I’ve learned that it doesn’t help. You don’t sell stuff by shouting at someone that they must buy it. You’ve got to work out what they’re buying […]
- [Your Growth Guide: Being Purpose Driven In And Outside Of The Office With Bonneau Ansley](https://bunnellideagroup.com/being-purpose-driven-in-and-outside-of-the-office-with-bonneau-ansley/): Being Purpose Driven In And Outside Of The Office With Bonneau Ansley Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Bonneau Ansley, the #1 real estate agent in the South, shares how he discovered how to take his passion for people and selling, and leverage it into a ridiculously successful real estate company on track to do over $3 billion in sales this year. Mo asked Bonneau: “Tell me a story of a business development or sales development done […]
- [Your Growth Guide: How A Relationship Can Turn Into Business With Warren Shiver](https://bunnellideagroup.com/how-a-relationship-can-turn-into-business-with-warren-shiver/): How A Relationship Can Turn Into Business With Warren Shiver Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Warren Shiver, Mo asked Warren: “Can you tell me of a business development story, that you had personally, that you are really proud of?” Warren responded: “The story I thought I would bring for the group today is one that you’ve got some connection to as well. In 2010, I left my day job and started my own sales consultancy. There’s […]
- [Your Growth Guide: How To Prepare For A Meeting With Brent Atkins](https://bunnellideagroup.com/how-to-prepare-for-a-meeting-with-brent-atkins/): How To Prepare For A Meeting With Brent Atkins Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. I had the pleasure of interviewing Brent Atkins, the Senior Vice President of Business Development at Progyny. Mo asked Brent: “What is your goal when you go into a first meeting? How do you approach it?” Brent responded: “That’s a great question, and you know, as I’ve moved along in my career, one of the things I got to do when leading teams of salespeople was that I had the opportunity to do mentorship. I get a big […]
- [Your Growth Guide: How Art And Science Are Essential For Business Development With Brian Caffarelli](https://bunnellideagroup.com/how-art-and-science-are-essential-for-business-development-with-brian-caffarelli/): How Art And Science Are Essential For Business Development With Brian Caffarelli Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business. You can subscribe to our weekly Growth Guide on LinkedIn here. I had the pleasure of interviewing Brian Caffarelli, partner for strategic talent solutions. Mo asked Brian: “What is your personal definition of business development?” Brian responded: “I really like this one and it is the art and science of guiding the buyer through their journey to an informed and confident decision. I do think business development is art and science. Everybody that’s good at it […]
- [3 Mindsets to Create a Client-Centric Buy-In Process](https://bunnellideagroup.com/3-mindsets-to-create-a-client-centric-buy-in-process/): Are you a lawyer who has to think about how to sell yourself? You may even hate the word sell or selling or sales- that’s okay! In this video, we are going to create a client-centric buy-in process so that you can win the work you want with the clients you want.    
- [How To Stay In Touch With Clients](https://bunnellideagroup.com/how-to-stay-in-touch-with-clients/): Ever wonder how you can maintain authentic and effortless client connections? Join me in this video as I dive into three strategies for staying ahead in client communication, ensuring you never miss a beat.        
- [How to Turn a Loss Into a Win](https://bunnellideagroup.com/how-to-turn-a-loss-into-a-win/): Have you ever wondered what to do when you lose something competitively? It can be easy to feel like a failure or to quit, but in this video, I’ll show you how to use those losses as steps towards your next win.      
- [“Asking For The Sale” Won’t Win You Clients. Do This Instead.](https://bunnellideagroup.com/asking-for-the-sale-wont-win-you-clients-do-this-instead/): We’ve all been there… it can be awkward, and the last thing we want to do is sound annoying and pushy. So, how do we get the sale? In this video, I will tell you how to achieve the sale without directly asking for the sale.
- [Practical Tips to Create the Best Team Ever with Team Culture Pro & Best-Selling Author David Burkus](https://bunnellideagroup.com/practical-tips-to-create-the-best-team-ever-with-team-culture-pro-best-selling-author-david-burkus/): In this episode of Real Relationships Real Revenue, I sat down with David Burkus who is a returning guest to the show. He is the author of Best Team Ever, a short and sharp read about the fundamentals of team culture. His goal is to help you understand the elements of team culture that really drive performance and take action to move the needle forward on your own team culture. We are either all on teams or leading them, so I know that everyone can get a tremendous amount of value out of this conversation so that you can have the […]
- [How to Leverage Strategic Thinking for Maximum Success At Any Level with Strategy Pro Rich Horwath](https://bunnellideagroup.com/how-to-leverage-strategic-thinking-for-maximum-success-at-any-level-with-strategy-pro-rich-horwath/): Get a copy of your GrowBIG Playbook today!    Let’s talk strategy! In this episode of Real Relationships Real Revenue, I sat down with Rich Horwath, strategy expert and author of the book Strategic. Rich has a unique approach to strategy and he is going to explain the three big layers of how it works to help us learn how to use strategy for increased growth and success. Whether you realize it or not, everything you do is either tactical or strategic. How we’re using our time, our talent, and any budget day in and day out is going to dictate […]
- [The Power of Relationship Building at Scale with Expert Community Builder Robyn Addis](https://bunnellideagroup.com/the-power-of-relationship-building-at-scale-with-expert-community-builder-robyn-addis/): In this episode of Real Relationships Real Revenue, I sat down with Robyn Addis who is an expert in community building. There is so much power in relationships, vulnerability, and authenticity, and Robyn is sharing her insights into why communities that embrace these things can bring you more success. She also shares some valuable tips on how to create a community or host a successful event yourself!   Topics We Cover in This Episode:   How communities allow for elevated levels of success The power of meaningful relationships The perfect blend of authenticity and expertise How to be the hub of […]
- [Building Stronger Teams: A Deep Dive into Team Habits with Best-Selling Author Charlie Gilkey](https://bunnellideagroup.com/building-stronger-teams-a-deep-dive-into-team-habits-with-best-selling-author-charlie-gilkey/): We all have teams. We all have team habits. In this episode of Real Relationships Real Revenue, I sat down with Charlie Gilkey, the expert in team habits! Charlie is the author of the book Team Habits and he’s here to help us understand how truly impactful good internal and external team habits can be. Don’t let the simplicity of team habits fool you into thinking that you don’t need to prioritize it.  Charlie’s showing us how to lean into interpersonal power and co-agency and work better together going forward.   Topics We Cover in This Episode:   The difference between […]
- [How to Build Relationships Through Inclusive Practices with Global DE&I Expert Andrés T. Tapia](https://bunnellideagroup.com/how-to-build-relationships-through-inclusive-practices-with-global-dei-expert-andres-t-tapia/): Get a copy of your GrowBIG Playbook today!    Ready to become more consciously inclusive? I am so excited to share this episode of Real Relationships Real Revenue with you today because I sat down with Andrés T. Tapia who has done more work on diversity and inclusion than anyone I know.   He has made a profound impact on me and I am so happy to have him here to talk about his books that are all about the 5 disciplines of inclusivity. He’s sharing how we can apply these disciplines to leadership, teams, and enterprise-wide to the entire organization. […]
- [Building a Growth Mindset with Molly Bloom, Who Aaron Sorkin’s Movie ‘Molly’s Game’ is About](https://bunnellideagroup.com/building-a-growth-mindset-with-molly-bloom-who-aaron-sorkins-movie-mollys-game-is-about/): Have you read the book or seen the movie Molly’s Game? In this episode of Real Relationships Real Revenue, I sat down with Molly Bloom. She is sharing how at only 24 years old, she built up a hugely successful book of business by leveraging the power of authentic relationships. She truly blasted through her fear in a way that I think any of us could be inspired by.   Topics We Cover in This Episode:   How Molly overcame such great adversity in her life The opportunity Molly was presented with and how she created a business with it How […]
- [Adding the Emotional Component to Your Relationships and Business with Susan Salgado](https://bunnellideagroup.com/adding-the-emotional-component-to-your-relationships-and-business-with-susan-salgado/): Get a copy of your GrowBIG Playbook today!    How can you really improve your customer or client experience?   In this episode of Real Relationships Real Revenue, I sat down with Susan Salgado. Susan has a PhD in organizational psychology and she focuses on customer or client experience. We will dive into some exciting things about client experience, your associate or employee experience, and how they’re intertwined. And we’re going to talk about things at a strategic level like how to make this a true differentiator. Plus, we’re going to talk about it at a tactical level, so we’re sharing […]
- [Mastering Personalized Messaging: A Deep Dive with Brennan Dunn](https://bunnellideagroup.com/mastering-personalized-messaging-a-deep-dive-with-brennan-dunn/): Make sure to get a copy of your GrowBIG Playbook today!    Ever wondered how you could personalize your messaging to your potential clients for increased success? You’re in luck because, in this episode of Real Relationships Real Revenue, I sat down with Brennan Dunn who is an expert in all things personalization. He’s the author of This Is Personal and he’s here to share how to scale personalized messages to prospects and clients in your email marketing and beyond for maximum impact. This conversation is packed with value so you don’t want to miss it!   Topics We Cover in […]
- [Mastering Growth: Insights from Tiffani Bova on Enhancing Customer and Employee Experience](https://bunnellideagroup.com/mastering-growth-insights-from-tiffani-bova-on-enhancing-customer-and-employee-experience/): Get a copy of your GrowBIG Playbook today!    Wondering how you can unlock massive growth? In this episode of Real Relationships Real Revenue, I sat down with Tiffani Bova. She is the Senior Leader at Salesforce and author of The Growth IQ and The Experience Mindset. We are discussing both of these books and learning from Tiffani how we can best grow our organization and book of business by enhancing the experience of the customers and employees and the role technology plays in it all.   Topics We Cover in This Episode: The growth levers that companies use to grow […]
- [The Four-Part Framework to Navigate The Workplace and Achieve Massive Success with Dr. Michelle King](https://bunnellideagroup.com/the-four-part-framework-to-navigate-the-workplace-and-achieve-massive-success-with-dr-michelle-king/): Show Notes Get a copy of your GrowBIG Playbook today!    In this episode of Real Relationships Real Revenue, I sat down with Dr. Michelle King who is the author of the book How Work Works. She is here to talk about ways that you can navigate the workplace using science and simple steps.  Michelle has been researching this topic for a while and she is sharing what it really takes to get ahead in your career.   Topics We Cover in This Episode:   The single most important factor in your career success The ambiguity paradox in the new world […]
- [Managing Your Time Effectively for Maximum Success with Dave Crenshaw](https://bunnellideagroup.com/managing-your-time-effectively-for-maximum-success-with-dave-crenshaw/): Show Notes How do you get things done that are high-priority on your to-do list? How do you do that in a way that makes a big impact? And how do you ensure that you’re leaving a legacy not just next month with the work you’re meant to be doing, but also over your entire career and lifetime?   In this episode of Real Relationships Real Revenue, I brought on a guru across multiple disciplines, Dave Crenshaw, to talk about these topics and the idea of productive leadership so that you can find more success in your business and life by […]
- [The Likability Factor: How to Get More People to Like You with Ex-FBI Behavior Analyst Jack Schafer](https://bunnellideagroup.com/the-likability-factor-how-to-get-more-people-to-like-you-with-ex-fbi-behavior-analyst-jack-schafer/): Show Notes Did you know that you can learn how to be more likable?   In this episode of Real Relationships Real Revenue, I’m excited to introduce one of our most unique guests ever, Jack Schafer. Jack, a former FBI behavior analyst, professor, and accomplished author, will delve into the fascinating realm of likability. Drawing on his extensive expertise, Jack will explore topics such as building rapport, utilizing nonverbal cues for likability, effective advice-seeking, employing flattery, and much more. He’s here to guide us on how we can leverage these tools to grow our relationships and book of business.   Topics […]
- [Adding Value, Standing Out in the Crowd, and Making Data-Driven Connections with Ryan Grelecki](https://bunnellideagroup.com/adding-value-standing-out-in-the-crowd-and-making-data-driven-connections-with-ryan-grelecki/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Ryan Grelecki who is one of our top facilitators and coaches! He is here to talk about the areas of our content that he loves the most. He has a different perspective than I do so I know you’re going to love this episode. We are doing a deep dive into ways to bring value to your relationships, the benefits of data analysis, how to set yourself apart from the crowd, and so much more!   Topics We Cover in This Episode:   Our origin story of […]
- [How To Categorize and Store Your Learned Knowledge in a “Second Brain” with Tiago Forte](https://bunnellideagroup.com/how-to-categorize-and-store-your-learned-knowledge-in-a-second-brain-with-tiago-forte/): Show Notes I have a real treat for you in this episode of Real Relationships Real Revenue! I sat down with Tiago Forte, the author of Building a Second Brain, which is one of my favorite books ever. Tiago is here to share more about the absolute superpower of building a “second brain” and how you can use his mnemonics and systems, such as the PARA Method,  to take your business development to the next level. Truly, his methods will help you separate yourself from 95% of other people when building relationships. Topics We Cover in This Episode: Why building a […]
- [How To Create Radical Change in Your Life in Just One Year with Lisa McCarthy](https://bunnellideagroup.com/how-to-create-radical-change-in-your-life-in-just-one-year-with-lisa-mccarthy/): Show Notes Did you know that regardless of your industry, life, career stage, or circumstances, you can create meaningful and sometimes radical change, improvement, or growth in just one year? Lisa McCarthy joins me in this episode of Real Relationships Real Revenue to dive into how you can make it happen with the Five Power Principles. Her new book FAST FORWARD: 5 Power Principles to Create the Life You Want in Just One Year is made to challenge any limiting beliefs, and she is giving you a proven system to do just that.   Topics We Cover in This Episode:   […]
- [The Value in Vulnerability and Co-Creation with Your Clients with Anna Boon](https://bunnellideagroup.com/the-value-in-vulnerability-and-co-creation-with-your-clients-with-anna-boon/): Show Notes How can you get your clients to buy into the idea of building something together?   In this episode of Real Relationships Real Revenue, I sat down with one of our top facilitators, Anna Boon, to talk about her favorite parts of the GrowBIG® Training- Building Everything Together. We are going deep into the topic and Anna is sharing what you need to know so that you can learn to co-create something amazing with your clients. If you want to elevate your expertise and stand out in your field, this episode is for you!   Topics We Cover in […]
- [How To Write A Business Development Email](https://bunnellideagroup.com/how-to-write-a-business-development-email/): How do we write emails that get read, answered, and answered quickly? In this video, I dive into the seemingly simple task of crafting an email that gets noticed and sparks meaningful connections. No need to overcomplicate things – join me as I share the secrets to crafting the perfect email for guaranteed responses and connections.   MONTHLY EMAIL NEWSLETTER Sign up for the monthly email newsletter and immediately receive 7 ways to deepen relationships: https://growbigplaybook.com  LEARNING LIBRARY (every piece of content I’ve released in ONE place) https://bunnellideagroup.com/lear… LATEST PODCAST episode with Michael Weitz    • Mastering Impactful Communication wit…    VIDEOS TO WATCH NEXT Mike Deimeler […]
- [Mastering the Art of Referrals: Insights from John Jantsch](https://bunnellideagroup.com/the-value-in-vulnerability-and-co-creation-with-your-clients-with-anna-boon-2/): Show Notes How do you generate more referrals for your business? Referrals are one of the best ways to grow your book of business if you approach it with a strategy in mind. In this episode of Real Relationships Real Revenue, I invited John Jantsch, the referral and marketing strategy expert and author of The Referral Engine, to discuss ways that you can grow your business and network so that you can turn your business into a referral machine. Referrals are like gold for any business. They not only bring in high-quality leads but also come with a built-in trust factor […]
- [How to Scale Your Marketing for Bigger Impact](https://bunnellideagroup.com/how-to-scale-your-marketing-for-bigger-impact/): Show Notes How can you scale your business development efforts and reach higher levels of success? In this solo episode, I’m sharing how you can make it happen through marketing. Marketing has always had a bit of a bad rap because, in the past, you couldn’t always tell what worked. However, now you can easily see what’s working in your marketing efforts and what’s not. In fact, I like to call it pre-business development because it’s so important. So I’m sharing how you can scale your marketing impact in ways that perfectly align with your business development. Topics We Cover in […]
- [Accelerating Trust In Your Relationships with Empathy with Michael Ventura](https://bunnellideagroup.com/accelerating-trust-in-your-relationships-with-empathy-with-michael-ventura/): Show Notes Wondering how to accelerate trust in your business relationships? You’re going to love this episode of Real Relationships Real Revenue! I sat down with Michael Ventura to discuss his two books: Applied Empathy and Prioritizing Purpose. Michael dives into the topics of empathy and purpose, and shares why you can’t have one without the other. Topics We Cover in This Episode: – How to get better at empathy in your relationships – The power of genuine curiosity and thoughtful action when talking to others – Tips for applying empathy in your life and business – Ways to accelerate trust […]
- [More Ideas, More Success: The Science of Idea Flow with Jeremy Utley](https://bunnellideagroup.com/more-ideas-more-success-the-science-of-idea-flow-with-jeremy-utley/): Show Notes Want to come up with better ideas? In this episode of Real Relationships Real Revenue, I sat down with Jeremy Utley who is the coauthor of the book Idea Flow. This book has undoubtedly been a game-changer for me when it comes to cultivating ideas, particularly in the context of large-scale enterprises. It’s a paradigm shift—it’s not about improving the quality of ideas, but rather, it’s about amplifying the quantity. Jeremy is here to dive into the foundations of this concept and share how we can harness it to generate outstanding ideas at the enterprise level. Topics We Cover […]
- [How to Grow Your Network and Be Seen as a Natural Connector with Nick Gray](https://bunnellideagroup.com/how-to-grow-your-network-and-be-seen-as-a-natural-connector-with-nick-gray/): Show Notes In this episode of Real Relationships Real Revenue, let’s party! I sat down with Nick Gray, who is an expert at throwing parties. He is the author of The 2-Hour Cocktail Party and he’s going to share how we can use cocktail parties to gather potential clients or prospects together before an event and further our business development. With Nick’s formula, you’ll be seen as a super-connector and a host who truly cares. You’ll be amazed at how it grows your network! Topics We Cover in This Episode: – How to use the Nick Party Formula for a successful […]
- [How to Meet the People You Want In Ways They'll Love with Jay Thompson](https://bunnellideagroup.com/how-to-meet-the-people-you-want-in-ways-theyll-love-with-jay-thompson/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Jay Thompson, one of my favorite facilitators and coaches that we get to work with. He has led countless sessions and coaching groups applying GrowBIG and all of our trainings, so he really knows his stuff. In this episode, we are diving into Jay’s favorite parts of the GrowBIG training and the 16 proven methods to start new relationships with people. Jay has tons of tips that I know you’ll find really valuable so I’m excited to share this conversation with you. Topics We Cover in This […]
- [Mastering Impactful Communication with Michael Weitz](https://bunnellideagroup.com/mastering-impactful-communication-with-michael-weitz/): Show Notes Wondering how you can learn to communicate more effectively? I have such a fun episode for you on this episode of Real Relationships Real Revenue! I sat down with Michael Weitz who is a communication guru! Michael came from the world of theater and what he brought with him to the world of business is the notion that it’s not just about presence, it’s not just about having great stories and great data and great content. It’s not just having a great strategy. You need all these things to really be an impactful communicator and to really have mastery. […]
- [The Power of Optimism, Asking for Help, and Human Connection with Ken Sterling](https://bunnellideagroup.com/the-power-of-optimism-asking-for-help-and-human-connection-with-ken-sterling/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Ken Sterling. Ken has overcome some tremendous challenges in his life and has now found incredible success and we are going to talk about some truly powerful stuff. We are diving into why human connection is the secret to growth, tips for deal-making and negotiation, and so much more. Ken is also going to speak on his organization called Big Speak. It is one of the premier speaker’s bureaus for businesses and I think you’re going to find a lot of value in this conversation.   Topics […]
- [Team-based Growth Strategies and Systems That Actually Work with Erin Carlson of BCG](https://bunnellideagroup.com/team-based-growth-strategies-and-systems-that-actually-work-with-erin-carlson-of-bcg/): This episode of Real Relationships Real Revenue is about to be considered one of your favorite episodes of all time! I sat down with Erin Carlson and we are sharing some completely new content that we have never shared on the show before! Whether you have a client-facing role, you’re a leader, or you’re a marketing professional, Erin is going to give you some world-class tips on things like how to hold yourself accountable, how to create the right habits, how to track the right things, and so much more. Topics We Cover in This Episode: The impact of having the […]
- [Jonathan Reckford, Changing the World One House at a Time](https://bunnellideagroup.com/jonathan-reckford-changing-the-world-one-house-at-a-time/): Jonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first. Find out how the CEO of Habitat for Humanity, one of the biggest non-profit organizations in the world, can still make time each month to work on his Protomoi List and why aligning a potential partner’s desire for impact with your goals is a great foundation to build a valuable long-term relationship on.   Mo asks Jonathan Reckford: When did you realize you wanted […]
- [Going Back in Time, What Jonathan Reckford Would Tell His Younger Self](https://bunnellideagroup.com/going-back-in-time-what-jonathan-reckford-would-tell-his-younger-self/): Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell his younger self to focus on the ‘who’ before the ‘what’ first. If you never fail, it’s likely you’re not going big enough. Hope is built in the community. Volunteering gives you a sense of the community and how you can bring the virtues of kindness and love into the world. Following […]
- [The Business Development Story That Changed Everything for Jonathan Reckford](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jonathan-reckford-2/): Mo asks Jonathan Reckford: Tell us a development or growth story that you’re really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they’ve worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There’s not only funding, but it’s making both parties better. They are achieving their goals as well inside a full strategic partnership which is much more exciting than just a transactional donor relationship. Jonathan’s […]
- [Angela Myers', Henning Streubel's, and Jonathan Reckford's Favorite Business Development Strategy](https://bunnellideagroup.com/angela-myers-henning-streubels-and-jonathan-reckfords-favorite-business-development-strategy-2/)
- [Brian Caffarelli, Katrina Johnson, and Cannon Carr Discuss Why It's Time to Get Great at Business Development](https://bunnellideagroup.com/brian-caffarelli-katrina-johnson-and-cannon-carr-discuss-why-its-time-to-get-great-at-business-development/): Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian with his first sale, and how that came about because of developing a relationship with another human being. Seeing salespeople that were successful and respected helped Brian navigate what it took to grow in a sales career. So much of success is simply about being in the environment and paying attention. If you want to grow your skills, start with the […]
- [Craig Budner, Bill Ruprecht, and Andrew Robinson Discuss Why It's Time to Get Great at Business Development](https://bunnellideagroup.com/craig-budner-bill-ruprecht-and-andrew-robinson-discuss-why-its-time-to-get-great-at-business-development/): Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to grow the firm. Craig took a slightly different path from his brother in that he joined one of the firms in Texas. It was there that he created the relationships and connections that made him realize the value of being an advisor to someone and not just on legal issues. After creating a relationship with one of the […]
- [Cyril Peupion, Debby Moorman, and Mike Duffy Discuss Why It's Time to Get Great at Business Development](https://bunnellideagroup.com/cyril-peupion-debby-moorman-and-mike-duffy-discuss-why-its-time-to-get-great-at-business-development-2/): Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how much he had to learn about sales and relationship building. Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to prioritize your calendar according to impact. Cyril tells the story of a client he was working with and the impact on […]
- [What Business Development REALLY Means, According to Jane Allen, Jeff Berardi, and Henning Streubel](https://bunnellideagroup.com/what-business-development-really-means-according-to-jane-allen-jeff-berardi-and-henning-streubel-2/): Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about showing them a problem they have as well as the solution. People don’t like to be sold to, but they do like to buy. If you’re struggling with being proactive, realize that it’s not the job of the prospect to call you or respond to your email. It’s your job to get the meeting. One of the best kinds of […]
- [What Business Development REALLY Means, According to Jonathan Reckford, Katrina Johnson, and Tyler Sweatt](https://bunnellideagroup.com/what-business-development-really-means-according-to-jonathan-reckford-katrina-johnson-and-tyler-sweatt-2/): Mo asks Jonathan Reckford: What’s your personal definition of growth? Ultimately, it’s all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising. When he made the mindset switch to solving someone’s problem, raising money became much easier and simpler. It’s not about pressuring, or trying to get somebody to do something they don’t want to do. It’s about really trying to understand what people are trying to accomplish or the impact they […]
- [Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time to Get Great at Business Development](https://bunnellideagroup.com/henning-streubel-linda-klein-and-mark-harris-discuss-why-its-time-to-get-great-at-business-development-2/): Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her boss and make […]
- [Scott Winter, Dennis Baltz, and Andrew Cogar Discuss Why It's Time to Get Great at Business Development](https://bunnellideagroup.com/scott-winter-dennis-baltz-and-andrew-cogar-discuss-why-its-time-to-get-great-at-business-development-2/): Mo asks Scott Winter: When was the moment that you realized that business development was great? Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management position with Interaction where he focused on CRM and client relationships. Interaction is the world’s largest CRM system for law firms and by coming up in that environment, Scott learned a lot about the technical aspects of the software which helped him better serve his clients. Scott had the typical mindset about sales in college that most people have, […]
- [What Business Development REALLY Means, According to Cannon Carr, Debby Moorman, and Brian Caffarelli](https://bunnellideagroup.com/what-business-development-really-means-according-to-cannon-carr-debby-moorman-and-brian-caffarelli-2/): Mo asks Cannon Carr: What is your personal definition of business development? If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right. For Cannon, business development is about connecting people and ideas. He thinks of it as purposeful engagement that connects those two things. Connecting people with ideas often becomes deeply personal. During the pandemic, Cannon noticed a number of clients struggling with aging parents so they put a lot of effort into coming up with and connecting clients with […]
- [What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion](https://bunnellideagroup.com/what-business-development-really-means-according-to-mike-duffy-bill-ruprecht-and-cyril-peupion-4/): Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever that happens to be in the moment, and add value for them, that’s how you get stuff done. Where is the value chain and how are you adding value? It doesn’t end with the person you are talking to right now. Servant leadership is the foundation for Mike’s relationship philosophy. He’s always asking himself internally about how he can be helpful to not only his […]
- [What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein](https://bunnellideagroup.com/what-business-development-really-means-according-to-andrew-robertson-mark-harris-and-linda-klein-2/): Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don’t assume […]
- [Maria Kelly's, Monty Hamilton's, and Warren Shiver's Favorite Business Development Strategy](https://bunnellideagroup.com/maria-kellys-monty-hamiltons-and-warren-shivers-favorite-business-development-strategy-2/): Mo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? One of the most useful things Maria learned from the GrowBIG training was the seven pricing principles. Living in Switzerland, she grew up in a culture that didn’t talk about money and she learned early on in her career that if she didn’t talk about money, she didn’t get the money. Many business owners and professionals struggle with asking for what they are worth. When clients push back on the fees, those people don’t know how to respond because they don’t know […]
- [John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy](https://bunnellideagroup.com/john-tighs-linda-kleins-and-andrew-robertsons-favorite-business-development-strategy-2/): Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. With the […]
- [John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy](https://bunnellideagroup.com/john-tighs-linda-kleins-and-andrew-robertsons-favorite-business-development-strategy-3/): Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It’s the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can’t help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. With the […]
- [James Barclay's, Kevin Clem's, and Dennis Baltz's Favorite Business Development Strategy](https://bunnellideagroup.com/james-barclays-kevin-clems-and-dennis-baltzs-favorite-business-development-strategy-2/): Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and the key people that could be your raving fans. Having a focused relationship list is an unbeatable edge. When you invest in a relationship, people will move with you. James has had people buy from his company multiple times over multiple jobs. Your Protemoi List is a list of five to ten people that have outsized returns on […]
- [Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Business Development Strategy](https://bunnellideagroup.com/bill-ruprechts-cyril-peupions-and-katrina-johnsons-favorite-business-development-strategy-2/): Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the continued growth of his organization. When you have 90 offices over 40 countries is an enormous task. Bill recalls a meeting with a number of executives at Sotheby’s along with Mo where it became very clear how some people struggled with the process of articulating value, even those who had been in the business for 30 years. Every business believes they are […]
- [Angela Myers', Henning Streubel's, and Jonathan Reckford's Favorite Business Development Strategy](https://bunnellideagroup.com/angela-myers-henning-streubels-and-jonathan-reckfords-favorite-business-development-strategy/): Mo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Angela’s favorite strategy is the Give to Get. Giving somebody value or knowledge they didn’t have before is a great way to start off a relationship. If you continue to show interest in someone personally, and not just professionally, and provide them value that can help them grow their career, they are going to care about you. You have to break someone out of the rut of working with someone else if it’s not you. Building trust and deepening […]
- [The Business Development Story That Changed Everything for Jane Allen, Read Davis, and Katrina Johnson](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-jane-allen-read-davis-and-katrina-johnson-2/): Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data. One fateful dinner and “what if” scenario later, Jane started collaborating with a firm to solve real world problems with a solution that was unheard of at the time. As an entrepreneur, Jane didn’t take time to reflect on the success since she was so focused on the execution. Looking back now, finding a partner that was […]
- [The Business Development Story That Changed Everything for Sandy Lutton, Chris Graham, and Debby Moorman](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-sandy-lutton-chris-graham-and-debby-moorman-2/): Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent, and Sandy was working on securing a famous world leader. The twist in the story was that the first in-person meeting with the CEO didn’t go well which made landing this client much harder than they expected. They spent too much time talking about who they represent. The big influencer in the decision was the Chief of Staff, and […]
- [The Business Development Story That Changed Everything for Linda Klein, Jonathan Reckford, and Henning Streubel](https://bunnellideagroup.com/the-business-development-story-that-changed-everything-for-linda-klein-jonathan-reckford-and-henning-streubel/): Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda’s firm. Linda was able to make a difference in two people’s lives. For the client, she helped […]
- [Gina King on How to Pitch and Close the Deals that You Want with Mo Bunnell](https://bunnellideagroup.com/https-video-realrelationshipsrealrevenue-com-how-to-pitch-and-close-the-deals-that-you-want-with-gina-king/): Show Notes In this episode of Real Relationships Real Revenue, I had the pleasure of sitting down with Gina King, one of our facilitators,  to talk about the top three areas she sees the biggest impact or transformation with when she goes to a city to train a new team. You’re going to see exactly what things you can put in place right away to be successful. Topics We Cover in This Episode: Why listening and learning is so impactful, no matter where you are in your career What really happens when we perceive ourselves as experts in our fields Gina’s […]
- [How to Focus on What's Important with Mo Bunnell](https://bunnellideagroup.com/how-to-focus-on-whats-important/): Show Notes In a recent episode with Leidy Klotz, we discussed how our brains are wired to add, not subtract. This means that we need prompts to help us figure out what to subtract from our lives for increased success. So in this solo episode of Real Relationships Real Revenue, I am sharing some tips for you on how to focus on the right things and subtract the wrong things. Topics We Cover in This Episode: How to find your Grow Big Index How understanding your value in the marketplace can help you find what you need to get rid of […]
- [Paul Weigall on The Six Steps To Preparing For Client Meetings So That You Can Win More with Mo Bunnell](https://bunnellideagroup.com/https-www-youtube-com-watchvmgmeu1ogifa/): Show Notes In this episode of Real Relationships Real Revenue, I am bringing on one of our top facilitators and coaches, Paul Weigall. He has implemented GrowBIG in organizations globally and I know this episode is going to be a real treat. We are going to teach you a rock-solid method on how to prepare for client meetings so that you can have more success. Topics We Cover in This Episode: Why failing to prepare for your meetings means you don’t win them The truth about why people fail to prepare for their meetings How to frame your goals to your […]
- [Charlie Green on Building Trust in Relationships for Increased Success with Mo Bunnell](https://bunnellideagroup.com/building-trust-in-relationships-for-increased-success-with-charlie-green/):   Show Notes In this episode of Real Relationships Real Revenue, I sat down with Charlie Green, the author of the first book that really made an impact on me – The Trusted Advisor. There are so many books out there that are all about closing the next deal, and not enough about the relationship aspect. You can have relationships and be proactive, and do it in a way that’s a win for everybody, and Charlie is here to dive into that topic and share three big ideas on the topic of trust with us today.   Prior to founding Trusted […]
- [Amanda Goodall Why Experts Make the Best Leaders with Mo Bunnell](https://bunnellideagroup.com/the-expert-advantage-why-experts-make-the-best-leaders-with-amanda-goodall/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Amanda Goodall, author of the book Credible, to talk about the power of expert leaders. We are diving into why experts are better leaders, the impact it has on the people all around them, how to spot them, and how to build talent. Everyone has a deep technical expertise and Amanda is going to show you how to leverage that so you can get the results you want in your organization and have the impact that you want on your client. Amanda Goodall is professor of leadership […]
- [Polina Pompliano "Hidden Genius" Lessons: How to Grow Your Relationships and Book of Business with Mo Bunnell](https://bunnellideagroup.com/hidden-genius-lessons-how-to-grow-your-relationships-and-book-of-business-with-polina-pompliano/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Polina Marinova Pompliano to talk about her new book Hidden Genius and how she takes the biographies of the most successful people and weaves them together into themes so that we can learn from the best thinkers of the world. Polina Marinova Pompliano is the author of HIDDEN GENIUS and the founder of The Profile, a media organization that studies successful people and companies. Previously, she spent five years at FORTUNE where she covered technology and venture capital. As the author and editor of Term Sheet, FORTUNE’s […]
- [Trey Taylor on You Only Need to do Three Things as a Leader with Mo Bunnell](https://bunnellideagroup.com/you-only-need-to-do-three-things-as-a-leader-with-ceo-whisperer-trey-taylor/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Trey Taylor to talk about the importance of company culture and his unique and provocative perspective on what leaders should do. Trey Taylor is the M.D. of Threadneedle, the Taylor Family Office, C.E.O. of Taylor Insurance Services, M.D. of trinity | blue consulting, and Founding Partner of Ascend Partners. He holds a Bachelor’s degree in History from Emory University and a Juris Doctor degree in Tax & Corporate Transactions from Tulane. In 2020, Trey published his first book, A CEO Only Does Three Things.  Since that publication, […]
- [Tommy Breedlove Transformed His Life by Prioritizing Himself First and Focusing on His Purpose with Mo Bunnell](https://bunnellideagroup.com/from-prison-to-purpose-how-tommy-breedlove-transformed-his-life-by-prioritizing-himself-first-and-focusing-on-his-purpose/): Show Notes Prepare to become legendary! In this episode of Real Relationships Real Revenue, I sat down with Tommy Breedlove who just wrote a book called Legendary that I got a ton of value out of and I know you will too. As someone who has spent time in prison, Tommy has a really unique journey and perspective and he’s sharing how we can learn to prioritize ourselves first, take control of our life and time, become laser-focused on what matters, and become legendary. Topics We Cover in This Episode: Tommy’s journey and the low point that changed everything The people […]
- [Business Development in Uncertain Times: Three Practical Tips to Help You Handle It with Mo Bunnell](https://bunnellideagroup.com/business-development-in-uncertain-times-three-practical-tips-to-help-you-handle-it/): Show Notes In this episode of Real Relationships Real Revenue, I’m coming to you solo to talk about something that people really seem to need right now. I’m sharing a way that you can tackle any type of slowdown that you see in the economy, in your book of business, in your business results, or in your particular expertise. These kinds of ebbs and flows happen all the time, and it’s important that we know how to handle them  so that we can keep paving the way for success. Topics We Cover in This Episode: The surprising statistics behind business growth […]
- [Erick Rheam How to Use Speaking Engagements to Grow Your Book of Business with Mo Bunnell](https://bunnellideagroup.com/how-to-use-speaking-engagements-to-grow-your-book-of-business-with-erick-rheam/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Erick Rheam to talk about how to become great at speaking in a way that you can use to meet people and generate leads systematically so that you can grow your book of business and relationships. Erick Rheam is a speaker and published author. He communicates and educates on topics related to discovering significance and the art of mastering human dynamics to achieve success. Speaking is one of the most powerful ways to get your message out because it scales, so I’m so excited to dive into […]
- [Yiannis Gavrielides Making a Habit of Nurturing Your Relationships with Mo Bunnell](https://bunnellideagroup.com/making-a-habit-of-nurturing-your-relationships-with-yiannis-gavrielides/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Yiannis Gavrielides who is the CEO of a really cool tech startup called Covve that is focused on deepening relationships. I’m excited to have him on the show to talk about how this technology is helping people everywhere remember to do their reach-outs and follow-ups and how to do so effectively for building and deepening those relationships.  Topics We Cover in This Episode:  How Covve is helping people make a habit of nurturing relationships The importance of differentiating yourself in growth and career How relationships help build […]
- [Joel Neeb Pursuing Growth: Tips from Fighter Pilot and Stage Four Cancer survivor  with Mo Bunnell](https://bunnellideagroup.com/pursuing-growth-tips-from-fighter-pilot-and-stage-four-cancer-survivor-joel-neeb/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Joel Neeb. Not only has he escorted the president of the United States around in Air Force One, but he has also done a lot of incredible work in the business-wise. From working as a fighter pilot to becoming a CEO of a consultancy, and now working with the third-largest software company in the world, he has a breadth of experience and I’m excited to chat with him today. Topics We Cover in This Episode: How he got started as a pilot The life-changing diagnosis that he […]
- [Marcus Collins How to Win More Business by Communicating Your Values with Mo Bunnell](https://bunnellideagroup.com/culture-and-growth-how-to-win-more-business-by-communicating-your-values-with-marcus-collins/): Show Notes There is no force more influential on human behavior than culture. In this episode of Real Relationships Real Revenue, I sat down with Marcus Collins to delve into how we can build a culture around our work, our lives, and our interests. And how, as a result, we’ll find opportunities, ideas, products, and experiences that we may not have found on our own. Dr. Marcus Collins is an award-winning marketer and cultural translator with one foot in the world of practice—serving as the head of strategy at Wieden+Kennedy New York—and one foot in the world of academia—as a clinical […]
- [Joanne Lipman Next! The Power of Reinvention in Life Work with Mo Bunnell](https://bunnellideagroup.com/next-the-power-of-reinvention-in-life-and-work-with-joanne-lipman/): Show Notes I’m joined by journalist, speaker, and best-selling author Joanne Lipman in this episode of Real Relationships Real Revenue to talk all about reinvention. We’re digging into why so many people feel the need to reinvent themselves in today’s workforce, why we think reinvention is so cool, and what exactly happens when you decide it’s time for a reinvention. Joanne is even sharing the four stages of reinvention, which is something I promise you don’t want to miss. Topics We Cover in This Episode: Changes happening in the workforce right now How to navigate changes in your career What to […]
- [Stefan Falk How Intrinsic Motivation Can Help You Succeed in Life and Business with Mo Bunnell](https://bunnellideagroup.com/how-intrinsic-motivation-can-help-you-succeed-in-life-and-business-with-stefan-falk/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Stefan Falk, author of the book Intrinsic Motivation, to talk about his story and how to find intrinsic motivation in your life so that you can learn to love your work and succeed like never before. Stefan has a fascinating background that led him to where he is now and I think you’re going to really love hearing his perspective on things as a successful business coach. Topics We Cover in This Episode: • The starting point for what Stefan does today • How Stefan strives to […]
- [Deb Mashek How to Create Team Collaboration with Mo Bunnell](https://bunnellideagroup.com/how-to-create-team-collaboration-with-deb-mashek/): Show Notes In this episode of Real Relationships Real Revenue, we are diving into collaboration with Deb Mashek. The problems that have the biggest impact for your clients are the ones that require collaboration across teams internally, so this is a super important topic and I’m excited to explore it today. Deb is sharing her best secrets for success. Topics We Cover in This Episode: Why collaboration ends up being harder than expected How to take the Ecosystem approach to collaboration The importance of relationship quality and interdependence The trust it takes to be interdependent with others The brilliant way to […]
- [Terry Isner Embracing Humanity in Business Relationships with Mo Bunnell](https://bunnellideagroup.com/embracing-humanity-in-business-relationships-with-terry-isner/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Terry Isner from Jaffe PR. Terry has a deep expertise in law firm topics, PR, business development, and so much more. He’s here to talk about all of these things and dive into how we can change the way that boardrooms think and act today. No one wants to be a vendor or a client anymore, we want to be partners, and that requires a shift in the way we do things in business so we can embrace the humanity of it all. Topics We Cover in […]
- [Ernesto Pagano Embracing Vulnerability to Add Value and Build Better Relationships with Your Clients with Mo Bunnell](https://bunnellideagroup.com/embracing-vulnerability-to-add-value-and-build-better-relationships-with-your-clients-with-ernesto-pagano/): Show Notes In this episode of Real Relationships Real Revenue, I sat down with Ernesto Pagano, the managing director and partner of Boston Consulting Group. He has a passion for serving his clients and building relationships so I knew he would be a great guest for the show. He is killing it when it comes to creating relationships, adding value, and creating a massive impact. Topics We Cover in This Episode: How Ernesto goes above and beyond for his clients Why you have to be interested in order to be interesting The importance of leveraging curiosity with your clients Helping clients […]
- [Thanh Pham How to Increase Your Efficiency and Make the Most of Your Time with Mo Bunnell](https://bunnellideagroup.com/how-to-increase-your-efficiency-and-make-the-most-of-your-time-with-thanh-pham/): Show Notes In this episode of Real Relationships Real Revenue, I am joined by Thanh Pham, one of the top couple people worldwide universally known for really being great at efficiency, productivity, and getting the most out of your day with a limited amount of time. It can be really tough to get done all of the things that you want to get done in your day, and Thanh is here to help with that. Topics We Cover in This Episode: How he developed his own methodology for efficiency How happiness leads to productivity The power of prioritizing The benefits of […]
- [Tim Grahl How to Tell Great Stories to Grow Your Business with Mo Bunnell](https://bunnellideagroup.com/how-to-tell-great-stories-to-grow-your-business-with-tim-grahl/): Show Notes One of the top skills that people need to learn in business is how to tell great stories. In this episode of Real Relationships Real Revenue, I have one of the world’s experts on this topic, Tim Grahl. He has one foot in deep expertise and one foot in building a book of business, just like all of you so he is the perfect person to talk to. He’s diving into the details of what types of stories you need and how to fine-tune them so you can use them to grow your business. Topics We Cover in This […]
- [Pam Slim Tips for Finding Your Ideal Client and Scaling Your Business with Mo Bunnell](https://bunnellideagroup.com/tips-for-finding-your-ideal-client-and-scaling-your-business-with-pam-slim/): Show Notes In business, many of us are looking to grow and scale. In this episode of Real Relationships Real Revenue, I sat down with Pam Slim to discuss her new book and how she works with entrepreneurs to really grow their businesses. We discuss creating the right culture in your business, finding and connecting with ideal clients, making offers that your clients can’t refuse, tips for partnerships, and so much more. Topics We Cover in This Episode: Empire vs. ecosystem culture Why you need to understand your business’s purpose Tips for making an offer that your client can’t refuse Utilizing […]
- [Josh Scott Real and Authentic Digital Content That Will Grow a Book of Business with Mo Bunnell](https://bunnellideagroup.com/real-and-authentic-digital-content-that-will-grow-a-book-of-business-with-josh-scott/): Show Notes In this episode of Real Relationships Real Revenue, I had the amazing opportunity to sit down with Josh Scott. If you don’t know him, he’s the owner of JHS Pedals, one of the largest guitar pedal companies in the world, and in this episode, he shares how he built his business from nothing to a massive organization. No matter your profession, there are golden nuggets in this episode for you.   Topics We Cover in This Episode:   How Josh started his company Josh’s outside-the-box approach to marketing Why making assumptions is destructive in marketing The importance of being […]
- [Bob Buday How to Use Thought Leadership to Attract Clients to You with Mo Bunnell](https://bunnellideagroup.com/how-to-use-thought-leadership-to-attract-clients-to-you-with-bob-buday/): Show Notes Are you ready to create thought leadership that attracts clients to you? In this episode of Real Relationships Real Revenue, I sat down with Bob Buday to talk about how we can bring this concept into our own businesses and attract clients. We discuss topics like the nine elements of great content, the culture of thought leadership, and so much more. Topics We Cover in This Episode: Why thought leadership is so important The demand and supply aspect of thought leadership The culture of thought leadership The timeline you should expect for results The nine elements of great content […]
- [Creating Business Development Habits for Exponential Growth with Mo Bunnell](https://bunnellideagroup.com/creating-a-business-development-habits-for-exponential-growth/): Show Notes In the first few episodes this week, we talked about business development as a learnable skill, and in the second we talked about how I want you to attack your business development skill like a pro athlete would attack their sport. In this episode of Real Relationships Real Revenue, I want to talk about habits and why they are so important. Topics We Cover in This Episode: Why habits are so important The types of habits you should develop Avoid falling into the trap of not mapping out your habits. Just start with one thing. I would recommend starting […]
- [Jenny Blake How to Find More Free Time in Your Business with Mo Bunnell](https://bunnellideagroup.com/how-to-find-more-free-time-in-your-business-with-jenny-blake/): Show Notes In this episode of Real Relationships Real Revenue, I am delighted to sit down with my friend, author, and thought leader Jenny Blake. She strategically wrote a book in the language of entrepreneurship for those in business that find themselves struggling to find more free time. In this episode, we dove into topics like burnout, automation, the Cyrano Strategy, delegation, and so much more. Topics We Cover in This Episode: Tips for finding more free time The importance of making the most of your billable hours The burdensome Bs Why we should automate everything we can The Cyrano Strategy […]
- [Julia Farris Why Everyone Should Lead and How to Get them To with Mo Bunnell](https://bunnellideagroup.com/why-everyone-should-lead-and-how-to-get-them-to-with-julia-fabris-mcbride/): Show Notes In this episode of Real Relationships Real Revenue, I’m super excited to chat with Julia Fabris McBride. She has an amazing book coming out called When Everyone Leads. She is here today to help us redefine leadership and apply the concepts she teaches in her books to our work so that we can become better leaders and grow our book of business, relationships, and selves. Topics We Cover in This Episode: Leadership is available to everyone Why we need to think of leadership as an activity The importance of everyone working together Energizing each other to own their work […]
- [The Mindset You Need to Have When Having the Money Talk with Mo Bunnell](https://bunnellideagroup.com/the-mindset-you-need-to-have-when-having-the-money-talk/): Show Notes This week on Real Relationships Real Revenue, we are talking all about money. In this episode, we are diving into the topic of money mindset. How you talk about money matters. Many people wilt when it comes to the money conversation. It’s so important that you’re engaged when you talk about money and how great your work is with confidence. Topics We Cover in This Episode: Auditing how you talk about money Why bad experiences outweigh good experiences The importance of speaking with confidence about money You are the expert.  You know what clients can do and what they […]
- [How to Add Value by Asking for Help with Mo Bunnell](https://bunnellideagroup.com/how-to-add-value-by-asking-for-help/): Show Notes In the last episode, I talked about ways to add value by creating an asset list. In this episode of Real Relationships Real Revenue, I’m sharing ways you can add value that you can’t put on an asset list. It’s simply asking for help. This is because the science shows that we like the people we help. Topics We Cover in This Episode: Why you shouldn’t hesitate to ask for help How the act of helping correlates to likeability Ways to ask for help or advice Never hesitate when it comes to asking for help. The science is there, […]
- [Creating a System to Implement Your Follow-Ups with Mo Bunnell](https://bunnellideagroup.com/creating-a-system-to-implement-your-follow-ups/): Show Notes In the last four episodes, we covered the science of early-stage relationships, and how important it is to have a lot of positive interactions within the first couple of weeks and months that you meet someone, also known as the Campaign of Helpfulness. We also covered how to follow up in hireable and helpful ways. In this episode of Real Relationships Real Revenue, we are talking about how you can map them out and create a time-based reminder system to help you send out those reminders. Topics We Cover in This Episode: Why it’s important to have reminders Tools […]
- [Use This in Your Business Growth Strategy: Ask Elevating Questions During Sales Calls with Mo Bunnell](https://bunnellideagroup.com/use-this-in-your-business-growth-stratgey-ask-elevating-questions-during-sales-calls/): Show Notes Future questions ask people to articulate what they think a future should look like. Elevating questions explore the present at a high level. Examples include: “How do you think your CEO sees this fitting in with your overall strategy?”, “What are the most important personal metrics for you this year, and how does this issue impact them?”, “What’s your favorite thing about your job right now?”, “If you had to choose some personal metrics right now that would elevate your profile and get you a big bonus, what would they be?” For questions around a specific issue, you’re focusing […]
- [Engaging the IKEA Effect In Formal Processes with Mo Bunnell](https://bunnellideagroup.com/engaging-the-ikea-effect-in-formal-processess/): Show Notes Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal process is limited, the science is still sound. Here are the things we will be talking about to explain the IKEA effect in formal processes: 1. The mindset shift needed when using the IKEA effect 2. The importance of engaging the IKEA effect as much as you can 3. Tips for co-creation within the formal process […]
- [The Science of Positioning: How to Stand Out in the Mind Of Your Client with Mo Bunnell](https://bunnellideagroup.com/the-science-of-positioning-how-to-stand-out-in-the-mind-of-your-client/): Show Notes How do you position yourself uniquely so that you can win more often? In this episode of Real Relationships Real Revenue, I’m diving into the topic of positioning. I have found that this is very rarely taught but it’s a critical skill to make yourself unique in the mind of the buyer. I’m sharing tips for creating your three key messages, how to become more memorable, pro tips for communicating, and so much more so that you can truly stand out amongst the competition. Topics We Cover in This Episode: The law of positioning Why people don’t care about […]
- [Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ with Mo Bunnell](https://bunnellideagroup.com/speeding-up-the-perfect-buy-in-process-and-closing-deals-like-a-champ/): Show Notes The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that’s in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. […]
- [Creating the Perfect Buy-in Process that Makes Closing Deals Easy with Mo Bunnell](https://bunnellideagroup.com/creating-the-perfect-buy-in-process-that-makes-closing-deals-easy/): Show Notes Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get to make closing deals easier, how to use curiosity as a purchasing accelerator, and how to make it 34 times more likely your prospect will say yes.   Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process There is an optimal order for how we like to buy. Step one is listening and learning. Break the […]
- [Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles with Mo Bunnell](https://bunnellideagroup.com/breaking-down-the-herrmann-brain-dominance-instrument-to-understand-4-communication-styles/): Show Notes How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has shown that the brain has a hub and spoke model and is very elastic and flexible. This is the way that the Herrmann Brain Dominance Instrument views the brain and explains how we communicate. The four hubs of how the brain operates act in opposing pairs. Analytical/Blue thinking is all about logic, running the number, and making sure everything makes sense. The opposite hub is Relational/Red. That’s where you think about others and the people on […]
- [Understanding & Adapting the 4 Communication Styles to Win With Anyone and Everyone with Mo Bunnell](https://bunnellideagroup.com/understanding-adaoting-the-4-communication-styles-to-win-with-anyone-and-everyone/): Show Notes Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything, why the top priority of relational thinkers is safety, how to build and convey trust with relational thinkers, and what makes experimental thinkers say yes.   Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. […]
- [Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process with Mo Bunnell](https://bunnellideagroup.com/closing-deals-by-understanding-the-major-steps-of-the-perfect-buy-in-process/): Show Notes There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything […]
- [Why Listening and Learning is Key for Closing Deals with Mo Bunnell](https://bunnellideagroup.com/why-listening-and-learning-is-key-for-closing-deals/): Show Notes There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you […]
- [Why You Need the Four Key Incremental “Yeses” for Closing Deals with Mo Bunnell](https://bunnellideagroup.com/why-you-need-the-four-key-incremental-yeses-for-closing-deals/): Show Notes Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The […]
- [Going Back In Time, What Marty Fagan, Sandy Lutton, and Andrew Robertson Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-marty-fagan-sandy-lutton-and-andrew-robertson-would-say-to-their-younger-self/): Show Notes Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you’re not authentic, they can pick up on that as well. If you’re talking to someone and you don’t think your solution is a good fit, don’t sell it to them. Closing the sale no matter what may work in the short-term, but it’s a terrible strategy in the long-term. The second thing […]
- [Having a Business Development Mindset Means Knowing What Motivates a Buyer with Mo Bunnell](https://bunnellideagroup.com/having-a-business-development-mindset-means-knowing-what-motivates-a-buyer/): Show Notes When you’re being sold to, you almost want to run away. You can tell the salesperson has only their best interests in mind, not yours. We are happy to buy when the reverse is true. When we’re learning and we feel like the other person is helping us discover the option that’s right for us, the experience is wonderful. When we buy something, we’re important. We are being catered to and we’re learning in the process. It’s like having a birthday experience where you feel like the people you’re interacting with really care. If you don’t like selling, you […]
- [The Business Development Mindset of the Greatest Rainmakers with Mo Bunnell](https://bunnellideagroup.com/the-business-development-mindset-of-the-greatest-rainmakers/): Show Notes Mo explores the key business development mindset shifts that you need to make to become great at business development. Find out why business development skills are both learned and earned, how anyone can become great at business development, and how to stay motivated and driven to keep doing the work of building relationships the right way.   Business Development Mindset Is A Learnable Skill Dr. Kay Anders Ericsson spent over 30 years studying high-end expertise and discovered that every complex skill is both learned and earned. You can look at any expert and you would find decades of deliberate […]
- [Going Back In Time, What Bill Ruprecht, Mike Duffy, and Debby Moorman Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-bill-ruprecht-mike-duffy-and-debby-moorman-would-say-to-their-younger-self/): Show Notes Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say? You learn a lot more from failure than you do from success. Early on in Bill’s career, he had developed a relationship with an art collector, but after the collector passed away the business went to other people because Bill didn’t consider what would happen after that point or lay the foundation to make sure the family would work with him. It’s important to not rely on a single individual for your relationship with an organization. You need […]
- [Linda Klein's Favorite Business Development Strategy](https://bunnellideagroup.com/linda-kleins-favorite-business-with-mo-bunnell/): Show Notes Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client’s business by solving the problem. Service professionals often only look at a client’s issue through the lens of their own expertise, but that’s not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn’t going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts […]
- [Going Back In Time, What Katrina Johnson, Cyril Peupion, and Mark Harris Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-katrina-johnson-cyril-peupion-and-mark-harris-would-say-to-their-younger-self/): Show Notes Mo asks Katrina Johnson: If you could tape a message to your younger self about business development, what would it say? It would simply be one thing: Learn to walk the dog. When someone walks a dog, we assume that the person is in control, but that’s not always the case. Our brains work in a similar way. The dogwalker is the prefrontal cortex, and the dog is the limbic system that responds and detects threats. The big question is who is in control? The truth is that the dog is in control most of the time. Everytime we […]
- [Going Back In Time, What Jonathan Rockford, Brent Atkins, and Monty Hamilton Would Say To Their Younger Self with Mo Bunnell](https://bunnellideagroup.com/going-back-in-time-what-jonathan-rockford-brent-atkins-and-monty-hamilton-would-say-to-their-younger-self/): Show Notes Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell his younger self to focus on the ‘who’ before the ‘what’ first. If you never fail, it’s likely you’re not going big enough. Hope is built in the community. Volunteering gives you a sense of the community and how you can bring the virtues of kindness and love into the […]
- [What Business Development REALLY Means, According to Linda Klein](https://bunnellideagroup.com/what-business-development-really-means-according-to-linda-klein-with-mo-bunnell/): Show Notes Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client’s business by solving the problem. Service professionals often only look at a client’s issue through the lens of their own expertise, but that’s not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn’t going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts […]
- [Habits Top Performers Never Skip](https://bunnellideagroup.com/habits-top-performers-never-skip/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [A Four-Step Framework for Effective Goal Setting](https://bunnellideagroup.com/a-four-step-framework-for-effective-goal-setting/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Want a Stronger 2026? Begin With This.](https://bunnellideagroup.com/want-a-stronger-2026-begin-with-this/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [When Your Team Starts to Doubt Themselves…](https://bunnellideagroup.com/when-your-team-starts-to-doubt-themselves/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [10 Questions To Win A Second Meeting](https://bunnellideagroup.com/10-questions-to-win-a-second-meeting-2/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [7 Ways to Follow Up Without Feeling Pushy](https://bunnellideagroup.com/7-ways-to-follow-up-without-feeling-pushy/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Why Great Leaders Coach People Differently](https://bunnellideagroup.com/why-great-leaders-coach-people-differently/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How to Stand Out in a Crowded Inbox](https://bunnellideagroup.com/how-to-stand-out-in-a-crowded-inbox/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How To Navigate Negotiations with Confidence](https://bunnellideagroup.com/how-to-navigate-negotiations-with-confidence/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [The 5 Layers Behind Every Great Business Developer](https://bunnellideagroup.com/the-5-layers-behind-every-great-business-developer/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Why Listening and Learning Helps You Close More Deals](https://bunnellideagroup.com/why-listening-and-learning-helps-you-close-more-deals/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [The Mindset Shift That Makes BD Easier](https://bunnellideagroup.com/the-mindset-shift-that-makes-bd-easier/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How to Build Excitement for Your Next Meeting](https://bunnellideagroup.com/how-to-build-excitement-for-your-next-meeting/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Big Ideas That Haven’t Hit Legal… Yet!](https://bunnellideagroup.com/big-ideas-that-havent-hit-legal-yet/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Selling vs. Business Development: One Wins Every Time](https://bunnellideagroup.com/selling-vs-business-development-one-wins-every-time/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Follow Up Like a Pro with GrowBIG AI](https://bunnellideagroup.com/follow-up-like-a-pro-with-growbig-ai/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Win Your Next Meeting with GrowBIG AI](https://bunnellideagroup.com/win-your-next-meeting-with-growbig-ai/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Don't Let These 5 Lies Hold You Back](https://bunnellideagroup.com/dont-let-these-5-lies-hold-you-back-in-2025/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [How to Grow Your Business by Creating Super Fans with Brittany Hodak](https://bunnellideagroup.com/how-to-grow-your-business-by-creating-super-fans-with-brittany-hodak-2/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [The Key To Getting Your Book Published with Book Proposal Writing Expert David Moldawer](https://bunnellideagroup.com/the-key-to-getting-your-book-published-with-book-proposal-writing-expert-david-moldawer/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How To Write a Book That Grows Your Business with Expert Publisher Todd Sattersten](https://bunnellideagroup.com/how-to-write-a-book-that-grows-your-business-with-expert-publisher-todd-sattersten/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [The Generous Leader: How Vulnerability and Authenticity Can Drive Deeper Connections with Generous Leadership Expert Joe Davis](https://bunnellideagroup.com/the-generous-leader-how-vulnerability-and-authenticity-can-drive-deeper-connections-with-generous-leadership-expert-joe-davis/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Speak with Impact: Strategies for Effective Communication with Expert Communicator Vinca LaFleur](https://bunnellideagroup.com/speak-with-impact-strategies-for-effective-communication-with-expert-communicator-vinca-lafleur/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How to Get Leverage as a Leader with Growth Expert Barrett Brooks](https://bunnellideagroup.com/how-to-get-leverage-as-a-leader-with-growth-expert-barrett-brooks/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [6 Core Principles of Extraordinary Partnerships with Partnerships Expert Jean Oelwang](https://bunnellideagroup.com/6-core-principles-of-extraordinary-partnerships-with-partnerships-expert-jean-oelwang/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [How to Go From Languishing to Flourishing in Your Life and Relationships with Expert Flourisher Corey Keyes](https://bunnellideagroup.com/how-to-go-from-languishing-to-flourishing-in-your-life-and-relationships-with-expert-flourisher-corey-keyes/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Winning and Retaining More Business by Better Attracting, Engaging, and Retaining Women on Your Teams with Kathryn Valentine](https://bunnellideagroup.com/winning-and-retaining-more-business-by-better-attracting-engaging-and-retaining-women-on-your-teams-with-kathryn-valentine/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [How Proactive Relationships and Authenticity Drive Business Growth with Mo Bunnell and Dr. Dan Lannin](https://bunnellideagroup.com/how-proactive-relationships-and-authenticity-drive-business-growth-with-mo-bunnell-and-dr-dan-lannin/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [How Strategic Giving Transforms Relationships and Fuels Professional Success with Mo Bunnell and Todd Henry](https://bunnellideagroup.com/how-strategic-giving-transforms-relationships-and-fuels-professional-success-with-mo-bunnell-and-todd-henry/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [How to Balance Curiosity and Certainty in Both Business Development and Leadership with Clearing Obstacles Podcast and Mo Bunnell](https://bunnellideagroup.com/how-to-balance-curiosity-and-certainty-in-both-business-development-and-leadership/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [How to Deal with Takers](https://bunnellideagroup.com/how-to-deal-with-takers/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [Three Secrets to Fast-Track Your Career](https://bunnellideagroup.com/three-secrets-to-fast-track-your-career/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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## Pages

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- [Give To Grow](https://bunnellideagroup.com/givetogrow/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
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- [Real Relationships, Real Revenue Podcast](https://bunnellideagroup.com/podcast/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Insights](https://bunnellideagroup.com/insights/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [GrowBIG® Keynotes](https://bunnellideagroup.com/speaking/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Brands](https://bunnellideagroup.com/brands/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [GrowBIG® Leader Training](https://bunnellideagroup.com/growbig-leader-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [GrowBIG® Training - OLD](https://bunnellideagroup.com/growbig-old/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [The Snowball System](https://bunnellideagroup.com/snowball-system/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Checkout](https://bunnellideagroup.com/checkout/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Cart](https://bunnellideagroup.com/cart/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [My account](https://bunnellideagroup.com/my-account/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Shop](https://bunnellideagroup.com/shop/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Contact](https://bunnellideagroup.com/contact/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [The BIG Story](https://bunnellideagroup.com/the-big-story/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Learning Library](https://bunnellideagroup.com/learning-library/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Shop Training](https://bunnellideagroup.com/training-2/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Clients](https://bunnellideagroup.com/clients/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Home](https://bunnellideagroup.com/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]

## Products

- [June 2027 Public GrowBIG® Training](https://bunnellideagroup.com/product/june-2027-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [April 2027 Public GrowBIG® Training](https://bunnellideagroup.com/product/april-2027-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [February 2027 Public GrowBIG® Training](https://bunnellideagroup.com/product/february-2027-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [December 2026 Public GrowBIG® Training](https://bunnellideagroup.com/product/december-2026-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [October 2026 Public GrowBIG® Training](https://bunnellideagroup.com/product/october-2026-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [August 2026 Public GrowBIG® Training](https://bunnellideagroup.com/product/august-2026-public-growbig-training/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [BIG Growth Planner](https://bunnellideagroup.com/product/big-growth-planner/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Give To Grow Copies Sales Training Summit](https://bunnellideagroup.com/product/give-to-grow-copies-sales-training-summit/): Accelerate your success with personalized GrowBIG® Coaching CONTACT US The fastest way to accelerate your success is with a coach.GrowBIG® Coaching will help you: Build your book of business so you can accomplish your goals Grow your relationship ecosystem so you can expand your influence Gain control of your career so you make the impact you want GrowBIG® Training is powerful, but some people want more. Someone to guide them. Someone to challenge them. Someone to help them, personally.GrowBIG® Coaching will accelerate your progress and results.Whether you’ve gone through our full training or not, there’s an option for you. The key […]
- [Give To Grow Copies](https://bunnellideagroup.com/product/give-to-grow-copies/): Get your copies of Give to Grow at a discounted rate exclusively for Boomtown Summit attendees!​
- [HBDI® Assessment](https://bunnellideagroup.com/product/hbdi-assessment/): The HBDI®  The Herrmann Brain Dominance Instrument® is the world’s leading Thinking Styles assessment tool. It is backed by over 40 years of brain-based global research and scientific validation.  Measure and Harness Cognitive Diversity  Maybe you've taken other assessments. But this isn't a standalone, one-and-done "test." The HBDI® is only the start to gaining full visibility into the way you and your team think, communicate, and work at your best.  Bulk Pricing*  1-29: $370  30-59: $330  60-89: $310  90-119: $290  120+: $260  *Bulk pricing will be applied once added to your cart  A 3.5% processing fee will be added to the total cost.
- [HBDI® Team Report](https://bunnellideagroup.com/product/hbdi-team-report/): Learn how to help your team members thrive by understanding their individual thinking biases  HBDI® team reports will demonstrate the individual thinking biases that exist in your team to help you create a more successful dynamic    Team reports will indicate what cognitive biases exist within your team; who is a big picture thinker and who is reserved and process-oriented? Understanding your mental team dynamics this way will help you optimize your team strategy work smarter.  A 3.5% processing fee will be added to the total cost.  Please enter the number of team members below before registering.
- [HBDI® Pair Profile](https://bunnellideagroup.com/product/hbdi-pair-profile/): Learn how to communicate more effectively with your partner to build your success, together  HBDI® Pair reports provide value for couples, no matter the dynamic. Whether you are married, partners in business or have a working partnership, pair reports will teach you the ins and outs of effective communication, to make your relationship stronger and more productive.  A 3.5% processing fee will be added to the total cost.

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- [Agent (MCP protocol)](websites-agents.hostinger.com/bunnellideagroup.com/mcp)

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