Season 4

The Secret to Getting Clients That Aren’t Sure Exactly What They Want

In this episode of Real Relationships Real Revenue, we are talking about something that is rarely done with service-based offerings. It’s a pro-ninja tip that I think is going to help you a lot in certain situations. I’m sharing why from time to...

Everything Costs Something: The Key To Healthy Negotiations

In this episode of Real Relationships Real Revenue, we are talking about the principle that we need to make everything cost something. We all know that there is no such thing as a free lunch. Many times clients will ask for something at a lower rate...

How to Own Your Pricing, Even if It’s Expensive

This week we have been talking all about money. In this episode of Real Relationships Real Revenue, we are talking about the idea that what costs more is worth more. We have all heard the saying “you get what you pay for.” In general, what costs...

Value Anchor vs. Price Anchor: How to Choose the Right One for You

So far we have covered how to have the right mindset when talking about money, and in this episode of Real Relationships Real Revenue, we are talking about how to price your offers. There are two specific anchors that you want to think about when you...

The Mindset You Need to Have When Having the Money Talk

This week on Real Relationships Real Revenue, we are talking all about money. In this episode, we are diving into the topic of money mindset. How you talk about money matters. Many people wilt when it comes to the money conversation. It’s so...

The Science of Positioning: How to Stand Out in the Mind Of Your Client

How do you position yourself uniquely so that you can win more often? In this episode of Real Relationships Real Revenue, I’m diving into the topic of positioning. I have found that this is very rarely taught but it’s a critical skill to make...

Three Ways to Communicate Effectively

The last few episodes have been all about positioning yourself uniquely in the mind of your client or decision-maker. You’ll want to use these methods and frameworks every time you are speaking with a client and especially when the stakes are high....

The Five Key Elements to Come Up with Your Three Key Messages

In the last few episodes, we have talked all about the science of positioning. We talked about how to show your clear value and how to be more believable and memorable to clients when you’re sharing why they should work with you. In this episode of...

The Three Levels When It Comes to Positioning Yourself in a Memorable Way

In the last couple of episodes, we talked about the power of positioning. We covered how you can communicate value to your client and the importance of using three reasons to make it more believable. In this episode of Real Relationships Real Revenue,...

Communicating Your Value With the Power of Three

This week we are talking about positioning and how you can communicate your value in a way that’s memorable and clearly benefits the client, so you can start getting chosen more often. In this episode of Real Relationships Real Revenue, I’m diving...

How to Position Yourself Uniquely So You Can Win More Often

How do you position yourself uniquely so that you can win more often? In this episode of Real Relationships Real Revenue, I’m diving into the topic of positioning. I have found that this is very rarely taught but it’s a critical skill to make...

How to Utilize the Power of Storytelling to Become Unforgettable to Your Clients

Storytelling is an incredibly powerful tool for business growth. It’s even more important than most people realize. Studies show that when people create a story around facts, it drastically increases the ability of people to remember those...

The Two Types of Stories You Need and How to Perfect Them

We have covered the three powerful elements of a story - the Call, the Conflict, and the Conclusion. In today’s episode of Real Relationships Real Revenue, we are going to learn about the most important types of stories that you’ll want to have...

Why the Conclusion Is the Most Important Element of Storytelling

In the last couple of episodes, we covered the first two elements of storytelling - the Call and the Conflict - and why they are so important to your stories. In today’s episode of Real Relationships Real Revenue, I’m talking about the third and...

Why the Conflict in Your Story Matters

This week on Real Relationships Real Revenue, we have been diving into the power and science of storytelling in business. There are three main elements to a great story and they are the Call, the Conflict, and the Conclusion. In the last episode, we...

The Call: What It Is and How To Use It in Storytelling

For any great story, there are three major elements. Based on Joseph Campbell’s work, we know that those three major elements are the Call, the Conflict, and the Conclusion. These elements are all you need to create a great story. In this episode of...

How to Use Storytelling to Connect With Your Audience on a Deeper Level

Storytelling is an incredibly powerful tool for business growth. It’s even more important than most people realize. Studies show that when people create a story around facts, it drastically increases the ability of people to remember those...

Give Yourself an Edge Over the Competition by Using the IKEA Effect or Building Everything Together

This week we are diving into how you can use Building Everything Together or the IKEA effect to win over your clients. This means you're going to co-create the proposals, contracts, and the way that you do business with your clients in a way that...

What To Do When Things Go Wrong While Using the IKEA Effect

Today is the final video on Building Everything Together. In this episode, I want to share the four things that can go wrong, and what to do about them. Just because things go wrong doesn't mean that you give up. There are things you can do to adjust...

Engaging the IKEA Effect In Formal Processes

Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal...

Tips for Nailing The Investment Conversation

Getting the investment right is an important part of working out a deal. In this episode, we will be building on what we talked about in the last couple of episodes about the framework and science behind the IKEA effect. Today, we are diving into...

How To Get The First Three Incremental Yeses

In the last episode, I talked about engaging your clients using the IKEA effect. In this episode, I’m going to be drilling deeply into the first three incremental yeses you want to get: the goals, the processes, and the team. People buy into what...

Getting Clients Engaged By Building Everything Together

This week we are talking about what I like to call “Building Everything Together.” Essentially this is how you’re going to co-create the proposals, the contracts, and the way you’re going to do business with your client. It’s called the IKEA...

Everything You Need to Know About Curiosity in Your Business

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about the importance of creating curiosity. In this episode, we’ll be going through how to leverage it as a useful...

Do the Unexpected to Drive Curiosity

Today we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in the moment. Reliability is important, but sometimes going the extra mile is worth more.    Do things without asking....

The Framework to a Perfect Introduction

First impressions are a very powerful thing. When you first introduce yourself to a new client or prospect, it’s better to avoid simply stating your role within your company or business. Why? It leaves no room for curiosity! There’s no...

How to Create Curiosity and Engagement During Meetings

In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings!   Today we’ll be talking about:   Ways...

How to Introduce Cliffhangers that Leave Your Prospects Excited for More

Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business...

Three Scientific Elements That Allow Us to Leverage Curiosity

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about...

The Most Important Skill for Creating Incredible Growth

Mo Bunnell reveals the number one skill for creating incredible growth in your career and for deepening relationships in general. Learn the frameworks for asking great questions and how they create a triple win for you and your prospect, the six types...

Crush Your Business Growth Strategy by Avoiding Asking Prospects These Questions

Research has shown that for commonly used skills, we drastically overestimate our abilities. In one particular study, people’s average percentile ability in the test skill was 12%, but they rated themselves on average at 62%. Asking great questions...

How Connection Questions are Key to any Business Growth Strategy

Connection questions are all about lateral thinking and how things fit together. The goal is to use them to get hired, develop trust, and be helpful in general. Examples include: “What other projects or teams might benefit from knowing what we’re...

Use This in Your Business Growth Strategy: Ask Elevating Questions During Sales Calls

Future questions ask people to articulate what they think a future should look like. Elevating questions explore the present at a high level. Examples include: “How do you think your CEO sees this fitting in with your overall strategy?”, “What...

How Asking Past & Future Related Questions Affects the Success of Your Business Growth Strategy

Make sure you’re getting the other side to share their personal perspective, something that only they know. Questions focused on the past and the future are great starting places for teasing out that information. Past questions include: “What...

Asking Great Questions that Work Hand in Hand with Your Business Growth Strategy

Asking great questions gets you a triple win. The first being it creates an enjoyable experience for the other side. When people share information only they know (self-disclosing information), the pleasure center of their brain lights up. The second...

Understanding & Adapting the 4 Communication Styles to Win With Anyone and Everyone

Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything,...

4 Communication Styles: How to Win Over Experimental Thinkers

Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you...

4 Communication Styles: How to Win Over Relational Thinkers

For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my team...

4 Communication Styles: How to Win Over Practical Thinkers

Practical thinkers want details and all their questions drive around one thing: making a safe choice. Give them everything they need to make you the safe choice, whether that’s timelines, hours invested, or the list of things that can go wrong and...

4 Communication Styles: How to Win Over Analytical Thinkers

When you’re dealing with a high analytical thinker, you should get to the point. To know someone is an analytical thinker, they are often brief and to the point and focus more on the numbers. Make it clear that your solution is the highest ROI...

Breaking Down the Herrmann Brain Dominance Instrument to Understand 4 Communication Styles

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 is the way that the Herrmann Brain...

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 to make closing...

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, whether that’s in person or on Zoom. Make the ask in person and in...

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. There are four...

Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

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 process. Consider...

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...

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

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 person on the other side of the table,...

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...

Start Crafting Your Business Development Mindset By Understanding Your Why

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? Go deeper into...

Having a Business Development Mindset Means Knowing What Motivates a Buyer

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 feel like the other person is helping...