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

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 ask...

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 comp...

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 l...

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....

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...

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 char...

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...

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...

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 in business and 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. 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 b...

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 a...

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 Unexpected) which is the exact opposite of an IOU. DTU's are about motivation instead of obligation and when done sincerely and genuinely can be incredibly powerful in creating relationships. They come in all shapes and sizes. A smaller DTU could be...

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 Ki...

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...

Mo asks Marissa King: How can we hack our own habits to build the most robust networks? 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 wh...

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 convers...

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 s...

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...

Kara Goldin shares how she persevered through difficult setbacks and challenges on her way to growing a $100 million beverage company by being relentlessly curious and creating her own opportunities out of adversity. Learn how great business developers can ensure their long-term success by thinking differently, always looking for the opportunities around them, and creating a persistent mindset aro...

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 completely diffe...

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% of her business in the span of two w...

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 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...