Episodes

Aug. 15, 2022

Breaking Down the Herrmann Brain Dominance Instrument to Understand 4…

How the brain is wired is an emerging science. What we learned in the 40’s, 50’s, and 60’s no longer applies. Research has shown that the brain has a hub and spoke model and is very elastic and flexible. This …

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Aug. 13, 2022

Creating the Perfect Buy-in Process that Makes Closing Deals Easy

Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get …

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Aug. 12, 2022

Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ

The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, …

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Aug. 11, 2022

Why You Need the Four Key Incremental “Yeses” for Closing Deals

Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. …

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Aug. 10, 2022

Closing Deals is Easier When Creating Curiosity Through the Perfect B…

Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it’s one of the key elements of a great buy-in …

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Aug. 9, 2022

Why Listening and Learning is Key for Closing Deals

There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin...

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Aug. 8, 2022

Closing Deals by Understanding the Major Steps of the Perfect Buy-in …

There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the …

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Aug. 6, 2022

The Business Development Mindset of the Greatest Rainmakers

Mo explores the key business development mindset shifts that you need to make to become great at business development. Find out why business development skills are both learned and earned, how anyone can become great at business development, and how...

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Aug. 5, 2022

Start Crafting Your Business Development Mindset By Understanding You…

Business development can be hard. You’ve got to figure out a reason to persevere and keep adding value to your relationships, even when it feels like you’re not making much progress. To discover your why, ask yourself the Five Whys? …

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Aug. 4, 2022

Having a Business Development Mindset Means Knowing What Motivates a …

When you’re being sold to, you almost want to run away. You can tell the salesperson has only their best interests in mind, not yours. We are happy to buy when the reverse is true. When we’re learning and we …

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Aug. 3, 2022

Becoming Great At Anything By Creating a Business Development Mindset

Every expertise, no matter the field, is both learned and earned. You can become great at anything if you break it down into little pieces and practice each piece. You may not become world-class or be able to play in …

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Aug. 2, 2022

Business Development Mindset Rule - You Don't Have to Be an Extrovert…

Adam Grant did a study on salespeople and put them on a spectrum of introversion to extroversion. For most people they land right in the middle and end up being a mix of both introvert and extrovert, and most successful …

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Aug. 1, 2022

Business Development Mindset is a Learnable Skill

Dr. Kay Anders Ericsson spent over 30 years studying high-end expertise and discovered that every complex skill is both learned and earned. You can look at any expert and you would find decades of deliberate practice that got them to …

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July 29, 2022

Going Back In Time, What Marty Fagan, Sandy Lutton, and Andrew Robert…

Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can …

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July 28, 2022

Going Back In Time, What Bill Ruprecht, Mike Duffy, and Debby Moorman…

Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say? You learn a lot more from failure than you do from success. Early on in Bill’s career, he had …

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July 27, 2022

Going Back In Time, What Jonathan Reckford, Brent Atkins, and Monty H…

Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead …

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July 26, 2022

Going Back In Time, What Katrina Johnson, Cyril Peupion, and Mark Har…

Mo asks Katrina Johnson: If you could tape a message to your younger self about business development, what would it say? It would simply be one thing: Learn to walk the dog. When someone walks a dog, we assume that …

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July 25, 2022

Going Back In Time, What Linda Klein, Henning Streubel, and Brian Caf…

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 …

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July 22, 2022

The Business Development Story That Changed Everything for Andrew Cog…

Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not …

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July 21, 2022

The Business Development Story That Changed Everything for Jane Allen…

Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by …

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July 20, 2022

The Business Development Story That Changed Everything for Sandy Lutt…

Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to …

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July 19, 2022

The Business Development Story That Changed Everything for Linda Klei…

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 …

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July 18, 2022

The Business Development Story That Changed Everything for Andrew Rob…

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 …

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July 15, 2022

Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Busi…

Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the...

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