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

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 mistak...

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 be...

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...

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 havin...

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...

Mo shares his insights from the habits of Jay Baer. This is an encore presentation of an episode that aired on July 9, 2021. 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 gene...

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 a...

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 Clea...

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...

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 t...

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 tremendo...

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 wha...

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...

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 tha...

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 trai...

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 a...

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...

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...

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'...

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 pr...

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...

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 wh...

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 oper...

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 r...

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 c...