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

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 tha...

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...

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 yo...

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...

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 i...

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 t...

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 landi...

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...

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 ris...

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...

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...

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 eq...

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...

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 bein...

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 ea...

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 somet...

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...

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...

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 atte...

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 a...

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 sel...

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 adv...

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...

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...

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...