Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career

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...

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 th...

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 a system that puts your follow-up process on autopilot, and how to fill your pipeline...

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 conference, you usually have to start a year in advance. You need to figure...

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 o...

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 g...

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. The more...

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 can see peopl...

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...

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 so that you ca...

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 key is to make the long game into your s...

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 same way. When you're...

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 somet...

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 the people that we collaborate...

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:...

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 development, if you don't you will stagn...

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 work. Don't do anything like email which can divert you from the path. Any time you wan...

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 to create an extraordinary relationship. D...

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 flock together. We have to concentrate our efforts on the area...

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 offering is superior to your competitor's, then you have an obligation to se...

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 L...

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 mints to people's meals and they found some p...

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 standin...

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 your client's problems, and the m...

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 sma...