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

Mo asks Jay Baer: How can people become great at business development? The challenge with business development is that technology has made it so easy to create contacts. It used to be that you could stand out just by having a better toolkit, but now the volume of business development messaging is out of control. Competency does not create conversation. The best way to grow any business is for your...

Todd Henry shares why creativity is crucial to business development success and a new mindset for identifying client problems in a way that will make them think you're reading their mind. Learn a practice that allows you to connect the dots and deliver brilliant insights when you need them most and a method for getting to the root of a client's problem without being pushy or relying on a PowerPoin...

Mo shares his insights from the habits of Todd Henry. Long scale creativity is a process, just like business development. The Snowball System and the Grow Big Training are a creative synthesis of the business development practices that have been shown to work across industries and time. Any kind of long-term sustainable work, whether that's growing a business or learning a language, takes a long t...

Mo asks Todd Henry: How do we hack our own habits to have the best chance at long term success? Professionals that succeed in the long term and continue to be prolific, brilliant, and healthy are the ones that have disciplines and practices in five key areas. The first is focus. Successful creative professionals solve problems; they don't work on projects. Define the problem you are trying to solv...

Mo asks Todd Henry: What is your #1 tip to deepen relationships? If something is important to you, it becomes a priority. We need to start treating relationships as investments rather than obligations. As we become successful professionals, we start to see relationships as more transactional and we need to change that perception. We need people in our life to reveal patterns that we can't see, to...

Mo asks Todd Henry: What is your best advice on how people can create demand using creativity? If we want to be effective creative professionals, we need to become effective at defining problems. If you can define the problem your client is trying to solve better than they can, and also propose some solutions, they are much more likely to come to you for the work. The creative process begins by de...

Mo asks Todd Henry: What is your big idea for folks to stand out, to be creative, do their best work, and get their prospects' attention? A lot of people believe that they are not creative because they don't make art, but creativity is problem solving. Any line of work that involves problem solving requires you to be creative on a daily basis. Most successful creative professionals have discipline...

Michael Port shares the power of speaking to transform an audience and get them to take action. Discover how to skillfully and authentically impress and inspire any audience with substance and style, the best way to sell your services during a speech without actually selling, and how to connect with your audience emotionally and intellectually at the same time.   Mo asks Michael Port: What's your...

Mo shares his insights from the habits of Michael Port. Mo strongly recommends that you consider using speaking to grow your business. Like any skill in life, if you have the right formula, get on the right stage, and deliver the right message you will see results. Put in some practice and you can become great at it. Like driving a car, it takes time to learn but when you put in the time it become...

Mo asks Michael Port: How can we hack our habits to keep doing things in the long-term even when we're really busy? Michael doesn't see himself as particularly disciplined. He tends to choose really intense projects that require a high level of focus and then move on from them when he is One of the key habit changing strategies he's implemented in his business is using OKRs. Objectives and Key Res...

Mo asks Michael Port: How can people use speaking to deepen relationships? It's critically important to start by demonstrating that you understand how the world looks for the people in the room. Can you fill multiple pages with their thoughts and perspectives? There is a difference between having someone tell you "you're right" versus "that's right". Too many speakers are driven toward getting the...

Mo asks Michael Port: How can the audience create and close more opportunities? All sales offers should be proportionate to the amount of trust we've earned. When Michael started as an entrepreneur who wasn't very comfortable making big sales offers so he started thinking about what people responded well to. This led him to the idea of inviting people during a weekly teleconference call. He starte...

Mo asks Michael Port: What's your best advice for professional services experts to get great at growing their book of business, growing their relationships, and growing their career? Stop speaking, and start performing. Most people who are trying to share their ideas tend to only share information, which doesn't generally change people's behavior. First we have to change how people feel before we...

Molly Fletcher shares her insights into business development and how she became the world's top-performing female sports agent. Learn why every business development conversation starts with curiosity, why over-delivering in a relationship makes asking for referrals easy, and how to create a sustainable system that keeps you motivated and energized to build new relationships every day.   Mo asks Mo...

Mo shares his insights from the habits of Molly Fletcher. Consistently over delivering is key to building high value relationships. Many professionals have to renew their work and that means convincing people that you are worth continuing to work with. We tend to over value the fact that a gift was made versus the actual value of the gift itself. Multiple smaller touches and value adds will have a...

Mo asks Molly Fletcher: What is your best advice for busy professionals to stay consistent, focusing on the things that will help your future self stay happy, and hack their own habits to win? How is your no button? You need to manage your energy as much as your time. You have to be remarkably intentional about what matters most because if you don't protect your time and your calendar, the world w...

Mo asks Molly Fletcher: How do we deepen our relationships, but also meet the right new people and handle the first couple of weeks? One of the easiest ways to meet new people is to over deliver to your current clients so that they want to help you and are happy to make introductions. Know the difference between referrals and introductions. Asking for a high level of specificity in the ask is cruc...

Mo asks Molly Fletcher: How can busy professionals create and close the meaty business that we all want? Be relational, not transactional. When we stay relational we can do powerful things. A client relationship is like a marriage, you have to show up every day and continue to add value to their world or they will go somewhere else. Consistently over-deliver and add tremendous value to your client...

Mo asks Molly Fletcher: What is your best advice for busy professionals to grow their book of business, their relationships, and their career? You have to behave in a way that sends a message to the people you want to work with and for, that the relationship matters so much to you that you behave like they are your client already. In all business development relationship conversations, people are...

Ron Friedman shares the principles of Decoding Greatness and reveals why the stories we are told about success are wrong. Learn how to reverse engineer greatness in any field by becoming a collector, how to create a scoreboard that leads to success, and a simple technique for hacking your habits and guaranteeing that you improve your skills over time.   Mo asks Ron Friedman: How can the audience g...

Mo shares his insights from the habits of Ron Friedman. Decoding is extremely powerful. Mo has had great success taking models that worked for another company and decoding it and then applying it in his own way, and has noticed that without a concrete vision or model to emulate, the odds of success go way down. If you want to decode greatness, start by becoming a collector. Having only one model c...

Mo asks Ron Friedman: How do we hack our own habits to be successful? When most of us think about improving our skills we tend to think about a practice that's narrowly defined in the present. If we look at those who are at the top of their field, their definition includes the past, present, and future. Looking to past experiences by keeping a five-year journal is how you get an extra perspective....

Mo asks Ron Friedman: What can we do to deepen our relationships using all of the knowledge in Decoding Greatness? Use your relationships as test markets. Test markets are often used by successful entrepreneurs to fine-tune their ideas before they go to market. This enables you to take a lot more risk and test more things before going big. When it comes to deepening your relationships with potenti...

Mo asks Ron Friedman: How can we create and close more big opportunities and business? We know from the research that anything you want to improve on you need to keep score of. In other words, you need to track your numbers. Simply relying on closed deals is not enough. There are way more metrics that you can track that are better indicators of progressive improvement. You have to identify the met...

Mo asks Ron Friedman: How can the audience get better at growing their book of business, their relationships, and their career? The big idea behind Decoding Greatness is that the stories we were told about success were wrong. We were told that either people are born with special talents or that greatness comes from years of practice. The third story that most people don't know is that those at the...