Real Relationships Real Revenue - Video Edition
597 episodes - English - Latest episode: 6 days ago -Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be!
Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques.
You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.
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Episodes
Pre-planning Your Failure for Increased Success in the MIT Process
November 11, 2022 08:00 - 7 minutes - 43.5 MB VideoIn this set of videos, we have been covering the MIT, or Most Important Things, process. In this episode of Real Relationships Real Revenue, I’m discussing the traps that you might fall into that will get you off of your game. This is going to be super individual to you, but it’s important to think about them so that you can overcome them. Topics We Cover in This Episode: Writing down the things that get you stuck How to brainstorm ways to overcome those obstacles There is a...
How to Create Unstoppable Momentum Using the BIG Method
November 10, 2022 08:00 - 9 minutes - 49.5 MB VideoIn the last two episodes, we discussed the importance of taking a quick scan of your opportunity list and relationships, or first among equals list. In this episode of Real Relationships Real Revenue, I’m sharing step three of this method. In this step, you’re going to pick three actions that you’re going to take in the next week that are going to either move your relationships or your opportunities forward. Topics We Cover in This Episode: What BIG stands for How to use this meth...
Why You Need to Be Revisiting Your Relationship List Weekly
November 09, 2022 08:00 - 5 minutes - 30.7 MB VideoIn the last episode, I gave you step one of the Most Important Things process, or MIT: Look at your opportunities. In this episode of Real Relationships Real Revenue, I’m talking about how to review the other key part of this process - your relationships. It’s about anchoring your mind on your most important relationships for your future success. Topics We Cover in This Episode: Continuously evaluating your First Among Equals list Deciding if you have a way that you can invest in...
The First Thing You Need To Do When It Comes To Business Development Habits
November 08, 2022 08:00 - 4 minutes - 24.8 MB VideoIn the last episode, we covered the mindset of business development habits. In this episode of Real Relationships Real Revenue, I’m sharing the first of three steps you need to remember when it comes to your business development habits. It’s ridiculously simple, but also very important so you don’t want to forget it. Topics We Cover in This Episode: Taking a look at your opportunity list Knowing where you are in the step to step process Finding the next thing you can do to move ...
The Mindset of Business Development Habits
November 07, 2022 08:00 - 5 minutes - 33.9 MB VideoIn this set of videos, we are talking all about business development habits. This might be the most important topic, so make sure to listen closely. In this episode of Real Relationships Real Revenue, I am talking about the mindset of business development habits. Don’t ever think that it’s business development or delivery. If you think you’re too busy for this, you won’t succeed. Topics We Cover in This Episode: Why business development is so important How to incorporate it in...
Groundbreaking Tips for Client Planning
November 05, 2022 07:00 - 40 minutes - 211 MB VideoThis week on Real Relationships Real Revenue, we are talking about effective and strategic client planning. Many people make mistakes when it comes to this so we will be covering how you can do this really well, where you can get the most ROI on your time invested, and how to do it in a way that your clients will love. Topics We Cover in This Episode: The biggest mistakes we see with client planning Anchoring and the status quo bias Earned dogmatism Self-enhancement bias ...
Agile Sprints, Looking Forward, and Focusing On Strategy
November 04, 2022 07:00 - 8 minutes - 45.6 MB VideoThis is the final episode around proper, groundbreaking, and efficient client planning. In this episode of Real Relationships Real Revenue, I’m getting into how you can manage things ongoing. I’m sharing my top three tips to help you succeed. Topics We Cover in This Episode: Thinking about business development meetings as agile sprints Spending time in the meeting looking forward Tying everything back to the strategy Celebrating incremental progress Don’t get caught u...
Creating Your To-Do List, To-Don’t List, and Saying No Nicely
November 03, 2022 07:00 - 8 minutes - 43.2 MB VideoIn this episode of Real Relationships Real Revenue, I’m getting really tactical. Our first three episodes covered the current state, future state, and strategic themes, and to follow that up I’m covering your to-do list, your to-don’t list, and how to say no nicely. Topics We Cover in This Episode: Creating your to-do list Creating your to-don’t list The say no nicely model These tactical steps covered in this episode are so important. This idea of being able to say no...
How to Create Strategies That Everyone Will Buy Into
November 02, 2022 15:05 - 7 minutes - 38.1 MB VideoIn our last episode, we talked about really pinning down your current state and future vision during client planning. In this episode of Real Relationships Real Revenue, we are talking about strategies. To get your clients from where they are today to where you want them to be, you need to get it down to three strategies. Topics We Cover in This Episode: Why you should focus on the top three things Using mnemonic devices, alliteration, or rhyming The trap you need to avo...
The Rock-Solid First Step To Client Planning
November 01, 2022 07:00 - 10 minutes - 54.4 MB VideoIn this episode of Real Relationships Real Revenue, I’m giving you a rock-solid first step to start your client planning. These are the most important things to getting your team grounded. We’re going to be covering your current state and future state. This first step will get your team unstuck and looking toward the future instead of the past. Topics We Cover in This Episode: Why you need to be looking toward the future Questions to ask yourself about your clients Future vi...
The Three Scientific Headwinds Against You When It Comes to Retention and Growth
October 31, 2022 07:30 - 7 minutes - 39.3 MB VideoThis week on Real Relationships Real Revenue, we are talking about effective and strategic client planning. Many people make mistakes when it comes to this so we will be covering how you can do this really well, where you can get the most ROI on your time invested, and how to do it in a way that your clients will love. These are the three scientific headwinds that are against you when it comes to retention and growth. Topics We Cover in This Episode: The biggest mistakes we ...
How to Wow Your Clients During Business Development Meetings with Dynamic Meeting Prep
October 29, 2022 07:00 - 30 minutes - 190 MB VideoThis week on Real Relationships Real Revenue, we are talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. I’m covering how to get in the right mindset, create goals, frame your meetings, prepare for anything, and use cliffhangers. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios Why you shouldn’t have multiple goals The reason why only one goal b...
How to Create a Cliffhanger Between Your Business Development Meetings
October 28, 2022 07:00 - 8 minutes - 43.8 MB VideoIn this episode of Real Relationships Real Revenue, I’m tying this episode back to Episode 22 where we talked about cliffhangers. This is the final episode about business development meetings and I’m sharing how you can develop a cliffhanger between this meeting and the next one to increase your chances of success. Topics We Cover in This Episode: Why curiosity is an intrinsic motivator How to use cliffhangers between meetings Don’t assume that just because you got th...
How to Go into Business Meetings Fully Prepared No Matter What Comes Up
October 27, 2022 07:00 - 6 minutes - 33.9 MB VideoIn the last few episodes, we have been covering dynamic meeting prep and helping people get out of the habit of not preparing for meetings by showing them how to prepare very efficiently for the big day. In this episode of Real Relationships Real Revenue, I’m sharing how you can be ready for anything. Topics We Cover in This Episode: Why you should be ready for anything Negative visualization and planning for things that go wrong Business development meetings rarely ...
What It Means to Frame Your Meetings and Why It’s So Important
October 26, 2022 07:00 - 6 minutes - 33.5 MB VideoWe’ve covered how you should prepare for your business meetings and why you should only have one goal. In this episode of Real Relationships Real Revenue, I want to talk about those first few minutes of the client meeting. It’s what I like to call, “framing the meeting.” It’s very simple but very important. Topics We Cover in This Episode: Why framing your meetings is so important How to frame your meeting How the framing engages the other side Avoid not framing your me...
Why You Should Only Have One Goal at Your Client Meetings
October 25, 2022 07:00 - 4 minutes - 27.4 MB VideoIn the last episode, we talked about mindset and how you should think about and prepare for your business development meetings. In this episode of Real Relationships Real Revenue, I just have one message to share, and it’s that for each client development meeting, you should have only one goal. Topics We Cover in This Episode: Why you shouldn’t have multiple goals The reason why only one goal benefits you more Try to avoid having too many goals in your meetings. The ...
Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings
October 24, 2022 07:00 - 5 minutes - 33.7 MB VideoThis week on Real Relationships Real Revenue, we are going to be talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. There’s a lot of research that shows that you play how you practice, so how you mentally prepare for these meetings is how you play. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios It’s so important to prepare for these meetings...
How To Leverage the Give to Get Technique To Increase Your Chances of Success
October 22, 2022 07:00 - 44 minutes - 235 MB VideoThis week on Real Relationships Real Revenue, we are talking about creating demand with your expertise and the way you can add value professionally. I’m diving into the idea of giving first and the Give to Get technique. You’ll learn how to scale it up or down, the six levers of influence, the science of commitment, and what to do when things go wrong. Topics We Cover in This Episode: Why we hate to be sold to but we love to buy What a great Give to Get is Why this method will c...
What to Do When Things Go Wrong with the Give to Get Technique
October 21, 2022 07:00 - 6 minutes - 34.7 MB VideoIf nothing else, the Give to Get technique deepens relationships which is always a winning strategy. In this episode of Real Relationships Real Revenue, I want to dive into the science of commitment. Of the six levers we covered in the previous episode on Give to Gets, this one is the most important. Topics We Cover in This Episode: The way to get commitment Why you need to talk face to face How to create a simple and obvious next step What to do if you don’t get a “yes” ...
Using the Science of Commitment to Increase Your Chances of Success
October 20, 2022 07:00 - 10 minutes - 57.4 MB VideoIf nothing else, the Give to Get technique deepens relationships which is always a winning strategy. In this episode of Real Relationships Real Revenue, I want to dive into the science of commitment. Of the six levers we covered in the previous episode on Give to Gets, this one is the most important. Topics We Cover in This Episode: The way to get commitment Why you need to talk face to face How to create a simple and obvious next step What to do if you don’t get a “yes” ...
The Six Levers of Influence
October 19, 2022 07:00 - 16 minutes - 85.3 MB VideoThis episode of Real Relationships Real Revenue is an important one. It’s all about the six key things you need to audit when it comes to your Give to Gets that will tell you if they will succeed or fail. You’re probably already doing the first few, but it’s the latter ones that are often missed. They are all extremely important. Topics We Cover in This Episode: Likeability Reciprocity Scarcity Authority Social Proof Commitment A great Give to Get is like a sidewalk; ...
How to Determine the Size of Your “Give to Get”
October 18, 2022 07:00 - 6 minutes - 35.9 MB VideoIn the last episode, I talked about the concept of Give to Gets. In this episode of Real Relationships Real Revenue, I’m sharing why you want to scale your Give to Gets up or down relative to the size of the commercial opportunity. Based on the size of the project you may be selling, you want to do more or less on your own dime in order to start the conversation and start helping them solve their problem. Topics We Cover in This Episode: Determining the size of your Give to Get Wh...
Give To Get: The Trick To Increasing Your Conversions
October 17, 2022 07:00 - 5 minutes - 31.1 MB VideoThis week, we are talking about creating demand with your expertise and the way you can add value professionally. In this episode of Real Relationships Real Revenue, I’m diving into the idea of giving first. You have to give to get. Instead of talking about what you do to your clients or prospects, you just do what you do. Topics We Cover in This Episode: Why we hate to be sold to but we love to buy What a great Give to Get is Why this method will convert to more sales When ...
Increasing Your Likeability and Deepening Relationships by Adding Value Consistently
October 15, 2022 07:00 - 34 minutes - 370 MB VideoIn the last set of videos, we talked a lot about building strong relationships and we touched on adding value. This week on Real Relationships Real Revenue, we are going to be diving into the topic of adding value even more and how you can have a long-term mindset when it comes to relationships. We cover things like the Mere Exposure Effect, creating an asset list, asking for help, proper cadence, and tracking what you can. Topics We Cover in This Episode: The Mere Exposure Effe...
Measure What You Can Control
October 14, 2022 07:00 - 6 minutes - 76.2 MB VideoThis is our fifth and final episode on how to add value to your most important relationships. In this episode of Real Relationships Real Revenue, I want to talk about types of measurement and accountability. You have to measure what you can control. Topics We Cover in This Episode: How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control Don’t make the mistake of thinking that you win when they reply back...
The Proper Cadence of Outreach
October 13, 2022 07:00 - 6 minutes - 68 MB VideoIn the last several episodes we have talked about adding value in a systematic and mutually beneficial way. In this episode of Real Relationships Real Revenue, we are diving into the topic of proper cadence when it comes to outreach for your top 7 to 10 people or your first among equals. Topics We Cover in This Episode: Why monthly is the perfect cadence for outreach How to add value each month Setting reminders Having systems when it comes to your monthly reach-outs i...
How to Add Value by Asking for Help
October 12, 2022 07:00 - 8 minutes - 92.6 MB VideoIn the last episode, I talked about ways to add value by creating an asset list. In this episode of Real Relationships Real Revenue, I’m sharing ways you can add value that you can’t put on an asset list. It’s simply asking for help. This is because the science shows that we like the people we help. Topics We Cover in This Episode: Why you shouldn’t hesitate to ask for help How the act of helping correlates to likeability Ways to ask for help or advice Never hesitate wh...
How to Become a Collector of Assets
October 11, 2022 07:00 - 7 minutes - 87.1 MB VideoIn this episode of Real Relationships Real Revenue, I’m diving into the topic of becoming a collector. For anything that is important in your life, you can become a collector. That means that you can become a collector of ways to add value to your relationships. Topics We Cover in This Episode: Systems for collecting interesting things Creating an asset list Places to store your assets The idea of becoming a collector, having an asset list, and making it as frictionless...
How to Use the Mere Exposure Effect to Add More Value
October 10, 2022 07:00 - 6 minutes - 66.1 MB VideoIn the last set of videos, we talked a lot about building strong relationships and we touched on adding value. This week, we are going to be diving into the topic of adding value even more and how you can have a long-term mindset when it comes to relationships. In this episode of Real Relationships Real Revenue, you’ll learn about the Mere Exposure Effect and how to add value to your most important relationships regularly. Topics We Cover in This Episode: The Mere Exposure Effec...
How to Succeed Long-Term by Building Stronger Relationships
October 08, 2022 07:00 - 36 minutes - 493 MB VideoThis week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career. By taking the time to strengthen your relationships and making the most of them, you can find more success in both the short-term and the long-term. Topics We Cover in This Episode: Commonality Frequency Mutual benefit Balance ...
How Being “Other-ish” Will Help You Succeed Long-Term
October 07, 2022 07:00 - 5 minutes - 61.3 MB VideoIn this episode of Real Relationships Real Revenue, I’m finishing our conversation about relationships. You have to start thinking about your relationships as much or more than anything else. This simple mindset shift is going to give you what you need to succeed over the long term. Topics We Cover in This Episode: The importance of choosing things that allow relationships to flourish The benefits of choosing paths that deepen long-term relationships How to be “Other-ish” When you...
How to Add Value to Your Relationships by Utilizing Asset Lists
October 06, 2022 07:00 - 8 minutes - 95.7 MB VideoIn the last few episodes, we have been dialing in on building and utilizing relationships in your business. In this episode of Real Relationships Real Revenue, I’m sharing how you can add value in non-paid ways so that you can really strengthen your relationships. Topics We Cover in This Episode: Adding value in the commercial sense Adding value in non-paid ways Tips for creating an asset list The trick to adding value is to really engage in conversations with people you have a rel...
Seven Steps to Raving Fans
October 05, 2022 07:00 - 9 minutes - 105 MB VideoThis week, we have been diving deep into how to build deeper relationships. In this episode of Real Relationships Real Revenue, I’m talking about the seven steps to a raving fan. There are several levels to relationships and if you can get them to the last level, it can have a huge impact on your business. Topics We Cover in This Episode: Targets Acquaintances Curious Skeptics New clients Solid working relationships Loyal clients Raving fans Creating raving fans in your...
How To Get Strategic About Your Most Important Relationships
October 04, 2022 07:00 - 6 minutes - 75 MB VideoStrong relationships are probably the most important things in your professional life, but some people don’t actually have a pipeline of relationships. Many people anchor their minds on their relationships with people in the past instead of the future - however, you can’t anchor on that. You want to focus on the future. In this episode of Real Relationships Real Revenue, I’m sharing how you can be strategic about your most important relationships. Topics We Cover in This Episode: Th...
How to Build Deeper Relationships Using the Five Keys to Likeability
October 03, 2022 07:00 - 7 minutes - 83.7 MB VideoThis week on Real Relationships Real Revenue, we are focusing on relationships. I’m going to give you a ton of steps and mindset tips about how to deepen your relationships. A great deal can make your year, but a great relationship can make your career. In this episode, I’m sharing the science of building relationships and the science of likeability. Topics We Cover in This Episode: Commonality Frequency Mutual benefit Balance Uniqueness Don’t fall into the trap of thinkin...
How to Confidently Deliver Your Pricing in a Way That Is Compelling for Clients
October 01, 2022 07:00 - 38 minutes - 227 MB VideoIn this episode of Real Relationships Real Revenue, we dive deep into the topic of money. The way you talk about money with your client matters, and it all starts with your mindset. I share tips for how to be confident when delivering your pricing, value anchors and price anchors, how to own your pricing, tips for healthy negotiations, and when to provide options to your clients. Topics We Cover in This Episode: Auditing how you talk about money Why bad experiences outweigh good exper...
The Secret to Getting Clients That Aren’t Sure Exactly What They Want
September 30, 2022 07:00 - 9 minutes - 59.8 MB VideoIn 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 time, you want to provide options for your clients to move forward. When it’s clear that there’s one offer, you want to go down that road. However, there are times when the client isn’t sure how they want to proceed so you’ll want to give them a few ...
Everything Costs Something: The Key To Healthy Negotiations
September 29, 2022 07:00 - 8 minutes - 48 MB VideoIn 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 or they’ll ask for something to be thrown in for free. There will be times when you do that. However, in this episode, we are talking about negotiating a specific project and why you should always ask for something in return. Topics We Cover i...
How to Own Your Pricing, Even if It’s Expensive
September 28, 2022 07:00 - 5 minutes - 36.4 MB VideoThis 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 more is more desirable, and this is important to keep in mind when you consider your pricing. Topics We Cover in This Episode: What to think about if you are more expensive Why people want you more if you own your pricing Why it’s a vote of ...
Value Anchor vs. Price Anchor: How to Choose the Right One for You
September 27, 2022 07:00 - 8 minutes - 53.4 MB VideoSo 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 talk about the value of your pricing so that clients are compelled to work with you. Topics We Cover in This Episode: What the value anchor is Why estimates are fine when talking with clients What the price anchor is Setting your pric...
The Mindset You Need to Have When Having the Money Talk
September 26, 2022 07:00 - 6 minutes - 37.4 MB VideoThis 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 important that you’re engaged when you talk about money and how great your work is with confidence. Topics We Cover in This Episode: Auditing how you talk about money Why bad experiences outweigh good experiences The importance of speaking with ...
The Science of Positioning: How to Stand Out in the Mind Of Your Client
September 24, 2022 07:00 - 40 minutes - 236 MB VideoHow 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 yourself unique in the mind of the buyer. I’m sharing tips for creating your three key messages, how to become more memorable, pro tips for communicating, and so much more so that you can truly stand out amongst the competition. Topics We Cover in Th...
Three Ways to Communicate Effectively
September 23, 2022 07:00 - 12 minutes - 74.6 MB VideoThe 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. You want them to see you as the only one who can give them what they are looking for. In this episode of Real Relationships Real Revenue, I’m sharing some pro tips on how exactly you can communicate these three messages more effectively. Topics...
The Five Key Elements to Come Up with Your Three Key Messages
September 22, 2022 07:00 - 9 minutes - 55.5 MB VideoIn 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 Real Relationships Real Revenue, we’re talking about how to get your team together to have a discussion on the five key elements to arrive at your three key messages. Topics We Cover in This Episode: The five things you need to choose your th...
The Three Levels When It Comes to Positioning Yourself in a Memorable Way
September 21, 2022 07:00 - 6 minutes - 39 MB VideoIn 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, we are diving into how using three is more memorable as well. Topics We Cover in This Episode: Why 3s and 4s are more memorable The three levels that you might talk about your positioning Why it’s up to you to determine how to add more ...
Communicating Your Value With the Power of Three
September 20, 2022 07:00 - 5 minutes - 29.2 MB VideoThis 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 into the Power of Three and why it matters when talking to clients. Topics We Cover in This Episode: Why three is the perfect number Why you need to include three reasons a client should work with you The research that supports this method ...
How to Position Yourself Uniquely So You Can Win More Often
September 19, 2022 07:00 - 7 minutes - 46.3 MB VideoHow 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 yourself unique in the mind of the buyer. Topics We Cover in This Episode: The law of positioning Why people don’t care about your accolades The three words to use when talking to a client People don’t care about your accolades, they care abo...
How to Utilize the Power of Storytelling to Become Unforgettable to Your Clients
September 17, 2022 07:00 - 39 minutes - 218 MB VideoStorytelling 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 facts. This week on Real Relationships Real Revenue, I’m sharing the elements that make up a compelling story and the most important types of stories that you need to have ready to go to really make an impact on your clients. Topics We Cover in This...
The Two Types of Stories You Need and How to Perfect Them
September 16, 2022 07:00 - 9 minutes - 51.3 MB VideoWe 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 memorized and ready to go so that you can share them whenever you need a compelling allusion. Topics We Cover in This Episode: Why you need to have an origin story The elements to include in your origin story Why you need to have a client succ...
Why the Conclusion Is the Most Important Element of Storytelling
September 15, 2022 07:00 - 7 minutes - 41.1 MB VideoIn 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 final element, the Conclusion. In my opinion, this is the most important piece of the puzzle… but so many people miss it. They all think it ends when the hero accomplishes the goal, but it doesn’t! The Conclusion is where you summarize the impact of ...