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

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 your goals, a...

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 recommends the 2...

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 t...

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 clock, and why creating the right business development habits ca...

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 next right move, but th...

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...

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...

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...

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 ar...

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...

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...

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 finite world of tradeoffs with limited energy and attention. As a consequence of that, we have...

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, you can keep adding...

Mo asks Josh Kaufman: How can the ideas of The Personal MBA help people manage their opportunities? Begin with a thought experiment. "What would it look like if…?" Counterfactual questions can be extremely useful for understanding what is true in the given moment, and what could be a way of making things better in the future. Business development is all about the future. Asking this sort of questi...

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 you do your job b...

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 yo...

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...

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. 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 en...

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, and the people who want to spend time with us may not be the people that we should be spendi...

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 to make it easier to achieve those larger, more long term goals. Business development professionals can use a similar...

Mo asks Dorie Clark: What's your big idea when it comes to business development? One of the key things that professional service providers need to grapple with are the long term and short term needs of business and life. Long term relationship building is what really drives results, but in the short term we still need to generate business. When it comes to networking and building your network of r...

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 audienc...

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...

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 podcas...

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 m...