Explore every episode of the podcast Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career
| Title | Pub. Date | Duration | |
|---|---|---|---|
| How Writing a Book Can Transform Your Career: A Success Story from Lawyer and Author John Gilbert | 27 Aug 2024 | 00:54:52 | |
Get a copy of your GrowBIG Playbook today!
This episode of Real Relationships Real Revenue marks the conclusion of our series on how to write a book that builds your personal brand, earns you a seat at the table, and strengthens relationships to grow your business over time. Today, I'm joined by John Gilbert, a successful lawyer who used his book to elevate his career to the next level. In this conversation, John shares his experience and insights on how you, too, can write a book that transforms your professional life.
Topics We Cover in This Episode:
There are so many benefits to writing a book and I hope this real-life example of how impactful it can be inspires you to get started on your own book!
If you want to contact John, connect with him on LinkedIn. You can also get a copy of his book here.
Resources Mentioned: Get a copy of John's book globally
Order your copy of Give to Grow | |||
| Real-Life Case Studies of How People Use Their Book To Grow Their Business with Growth Expert Chad Cannon | 20 Aug 2024 | 01:00:06 | |
Get a copy of your GrowBIG Playbook today!
In this episode of Real Relationships Real Revenue, we are continuing our series on how you can use your book to grow your business. I sat down with Chad Cannon. He is a return guest and he's here to give us some real-life case studies of how people have used their books to grow their business. Chad has more insight than anyone I know on how to take a book and actually build your book of business with it so I am excited to share this conversation with you.
Topics We Cover in This Episode:
A book is the number one word-of-mouth marketing tool in the world, and I hope this episode gave you some inspiration!
If you want to learn more, check out StoryBrand, Building a Story Brand, and Marketing Made Simple for a directory of certified coaches who can help you.
Resources Mentioned: Order your copy of Give to Grow Get the Supplemental materials for Give to Grow Get a copy of your GrowBIG Playbook today!
Check out the 5 Minute Marketing Makeover Check out Marketing Made Simple Check out Building a StoryBrand
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| How to Succeed No Matter What Life Throws at You | 18 Jun 2024 | 00:04:15 | |
Get a copy of your GrowBIG Playbook today!
I've got a quick and impactful solo episode for you, and it is based on something you'll find in my upcoming book, Give to Grow: Invest in Relationships to Build Your Business and Your Career, which is set to release on August 27th, 2024. There's a chapter in the book called "Success In The Moment", and in this episode of Real Relationships Real Revenue, I'm discussing a critical concept from the book—achieving success in any moment by maintaining control and responding with generosity, no matter the outcome.
Topics We Cover in This Episode:
I hope you enjoyed this episode! Remember, the key to sustained success is all about viewing every moment as an opportunity to deepen relationships and be helpful. This mindset will keep you resilient and proactive, no matter what comes your way.
Don't forget to check out our free training course at GiveToGrow.info! It's our give so that you can grow.
If you like what you heard and want to learn more, make sure to pre-order Give to Grow now!
Resources Mentioned: Check out the free Give To Grow training Pre-order your copy of Give to Grow Get a copy of your GrowBIG Playbook
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| Using Social Media as a Lead Generation Tool | 30 Nov 2022 | 00:06:15 | |
In this episode of Real Relationships Real Revenue, I'm talking about how you can use social media as a lead generation tool. This one is tricky because few people do this well. There is a method that you'll want to stick to when going this route. Essentially, you want to post content and use social media to amplify it. Then, you get targeted about who you want to meet and get that content in front of them.
Topics We Cover in This Episode:
The goal with this method is that you want to go from social media to actually talking in person. Avoid using a spray-and-pray approach. You want to orchestrate this correctly so that you can get into a conversation with the person you're hoping to so that you can create new relationships and potentially get hired.
If you want to learn more about social media for lead generation, make sure to check out The Snowball System. It has some really great information on the topic in chapter six.
Resources Mentioned: | |||
| How to Make the Most of Your Webinars or Speaking Engagements | 29 Nov 2022 | 00:07:39 | |
In this episode of Real Relationships Real Revenue, I'm covering two scalable ways that you can meet new people. One is speaking and one is webinars. These are both related so we are putting them together in this episode so you can learn how to make the most of them. Speaking is an in-person, live event, and webinars are digital live events. So they are both real-time and very powerful.
Topics We Cover in This Episode:
The keys to success with these methods are offering a ton of value and having a call to action. You want to offer super valuable information that leads into your simple call to action that is a natural next step. When done correctly, this method has a very high acceptance rate.
If you want to learn more about speaking and connecting with your audience in a way that converts, make sure to check out my conversation with Pat Quinn. This is an incredible interview and Pat crushes it.
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| Scalable Methods for Getting Introduced to New People | 28 Nov 2022 | 00:03:56 | |
In this set of episodes, we are continuing our conversation about how to get introduced to anyone you want. In the last couple of sets, we talked about how to use targeted methods that you can use to create new relationships. In this set, we are talking about really scalable ways to get introduced to many people. Scalable methods are incredibly important. In this episode of Real Relationships Real Revenue, I'm sharing why these are so important and what's coming up.
Topics We Cover in This Episode:
To make the most of this information, be thinking about the groups of people that you want to get introduced to. Think of buckets of people and the places that they go to. In these episodes, I'll show you ways that you can get in front of them, offer value, and create relationships with them.
If you want to learn more, make sure to check out The Snowball System and read chapter 6. We go really deep into this topic and I think you'll find it really helpful.
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| The Targeted with Scale Method: What It Is and Why It Works | 26 Nov 2022 | 00:30:22 | |
In the last set of episodes, we talked about growing your relationships in a targeted way. In this set, we are talking about how you can do it in a way that we call Targeted with Scale. That's because this blends scaled methods. In this episode of Real Relationships Real Revenue, I'm covering the mindset around developing new relationships or rekindling ones that have gone dormant, using in-person forums, value groups, strategic partners, and email marketing.
Topics We Cover in This Episode:
Don't fall into the trap of thinking that you can't meet new people or that you can't do it in a targeted and scalable way. These methods are incredibly effective and I know that if you give them a shot and stick with them consistently, you'll love the results you'll get.
Resources Mentioned: Read chapter 6 of The Snowball System Listen to my conversation with Craig Budner Listen to my conversation with Sandy Lutton | |||
| How to Use Email Marketing for Lead Generation | 25 Nov 2022 | 00:06:28 | |
This is our last episode of lead generation tactics using the Targeted with Scale method. In this episode of Real Relationships Real Revenue, we are going to be talking about email marketing. This is an area that has so much more potential than people realize.
Topics We Cover in This Episode:
This method is incredibly powerful. The scale you get is huge. It's such a personal way to add value to the lives of the people on your list and it may lead to them sending it along to other people who might find it valuable. You'll be amazed at the results.
To learn more about this topic, make sure to listen to my conversation with Nathan Barry, the CEO of Convertkit. He has some really interesting insights on how to become successful with email marketing.
Resources Mentioned: | |||
| Using Strategic Partners to Grow Your Business and Deepen Relationships | 24 Nov 2022 | 00:05:23 | |
In these episodes, we have been talking about how to use the Targeted with Scale method to meet new people and develop new relationships. In this episode of Real Relationships Real Revenue, we are talking about a method called Strategic Partners. These are people in your circle that are noncompetitive that you can utilize to help you meet new people and deepen relationships.
Topics We Cover in This Episode:
Don't go too fast with this method. The key is to go slow. Start with just one partnership. Engage in the conversation and find out how you can help each other in introductory and non-introductory ways. Really take the time to build that trust and it will pay off big time in the long run.
To learn more about this topic, listen to this conversation with Dorie Clark who has great tips on optimizing for interest. She brings so much great energy and I think you'll really enjoy it.
Resources Mentioned: Listen to my conversation with Dorie Clark
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| What Value Groups Are and Why They Are So Powerful for Building Relationships | 23 Nov 2022 | 00:07:46 | |
In these episodes, we are talking about using the Targeted with Scale method to meet new people and create new relationships. In this episode of Real Relationships Real Revenue, I'm sharing how you can use value groups to build relationships. These are different from in-person forums. The topics are important but they are secondary to relationships.
Topics We Cover in This Episode:
As the person that puts the value group together, everyone will look up to you and you'll be viewed on a much higher level. You get to choose who to include and who to build relationships with. This type of event leads with networks or relationships and it's incredibly powerful.
If you want to learn more about value groups, make sure to listen to my conversation with Sandy Lutton. She tells the story of how she won a great relationship advantage with her value group.
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| Using In-Person Forums to Meet New People | 22 Nov 2022 | 00:07:17 | |
In this episode of Real Relationships Real Revenue, we are talking about in-person forums or what some people call roundtables. They're basically one-time events that are in-person. Getting people together to talk about a topic is going to forever be a great way to meet new people and build new relationships.
Topics We Cover in This Episode:
You want people that you already know and people that you don't know. That's what makes this a great lead-generation technique and something that fosters new relationships. Get people to come to your event, orchestrate conversations, and then make sure to follow up. The magic is in the follow-ups.
If you want to learn more about roundtables, make sure to check out this conversation with Craig Budner. He has an incredible way of explaining it all and I think you'll really enjoy it.
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| Using the "Targeted with Scale" Method to Grow Your Relationships | 21 Nov 2022 | 00:04:01 | |
In the last set of episodes, we talked about growing your relationships in a targeted way. In this set, we are talking about how you can do it in a way that we call Targeted with Scale. That's because this blends scaled methods. In this episode of Real Relationships Real Revenue, I'm covering the mindset around developing new relationships or rekindling ones that have gone dormant.
Topics We Cover in This Episode:
In the coming episodes, I will cover the different ways you can use this method. Don't fall into the trap of thinking that you can't meet new people or that you can't do it in a targeted and scalable way. I'm going to show you exactly how to do it in these next few episodes.
If you want a resource that goes into a lot more detail about how to meet people that you haven't met yet, make sure to check out chapter six of The Snowball System.
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| Top Methods and Techniques for Making Targeted New Relationships | 19 Nov 2022 | 00:30:56 | |
How do you meet new people in a very targeted way? This week on Real Relationships Real Revenue, we are going to be diving deep into this topic. Making new relationships is really important for anybody, regardless of who you are. You can get introduced to anyone you want to meet if you approach it the right way. In this episode, we cover turning personal relationships into commercial relationships, getting referrals, asking for help, and interviewing others.
Topics We Cover in This Episode:
There are a million creative ways you can offer value based on the person you're wanting to meet. Don't be afraid to dive in and try these out. You may end up being surprised by the results because these are really powerful methods.
Utilizing these techniques will drastically improve your chances of success, and not only will you meet the exact people that you want to, but you'll deepen those relationships and grow your book of business and career.
Resources Mentioned: Listen to my conversation with Josh Kaufman Listen to my conversation with Marissa King about referrals Listen to my conversation with Marissa King about asking for help | |||
| How to Be a 10x Top Performer | 11 Jun 2024 | 00:06:55 | |
Get a copy of your GrowBIG Playbook today!
In this solo episode of Real Relationships Real Revenue, I'm sharing another short, sharp, and insightful solo episode. I'm discussing a startling fact that can be a big unlock for many of you. While writing my upcoming book, Give to Grow, I stumbled upon some fascinating insights about top performers and what sets them apart. Tune in to find out how a simple shift in mindset and strategy can elevate your business and career so that you too can be a top performer.
Topics We Cover in This Episode:
Remember, the secret to becoming a top performer lies in making more offers of helpfulness and strategically leveraging your time and team.
Don't forget to check out our free training course at GiveToGrow.info! It's our investment in your success so you can grow.
If you like what you heard and want to learn more, make sure to pre-order Give to Grow now!
Resources Mentioned: Check out the free Give To Grow training Pre-order your copy of Give to Grow Get a copy of your GrowBIG Playbook
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| How to Meet and Form Meaningful Relationships with the "Interviewing Others" Method | 18 Nov 2022 | 00:05:47 | |
This is the final episode about how you can get introduced to the people you want to with the Targeted Method. In this episode of Real Relationships Real Revenue, I'm covering how powerful it can be to interview someone as a way to meet them. This is called the Interviewing Others Method and it is really powerful and simple.
Topics We Cover in This Episode:
This isn't a difficult method to understand - it's actually really simple. You want to find a reason and platform for the interview and make it meaningful. This is an excellent way to get in front of those people that you really want to meet. With it, you'll also get several touch points so that you can deepen the relationship and show them that you're human first and hirable second.
If you want more practical examples of what this method is and how it works, make sure to check out my conversation with James Barclay. He did a great job explaining it.
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| How to Use the "Ask For Help" Technique | 17 Nov 2022 | 00:05:49 | |
This week, we have been covering how you can get introduced to anyone you want using the Targeted Method. In this episode of Real Relationships Real Revenue, I'm giving another way of how you can make this happen. It's called the "Ask For Help" technique. This method has been around for a while and it is a great way to meet new people and create new relationships.
Topics We Cover in This Episode:
When you think of asking for help in a way that helps you and helps the new person, you are much more likely to get a yes. Don't falter before you even get out of the gate. You're going to be surprised by this method because it works really well.
In the last episode, I linked to Marissa King, and in this one, I want to link to a conversation with her again so that you can check out where she talks about why asking for help is a relationship-deepener. It's really good and I think you'll really enjoy it.
Resources Mentioned: | |||
| How to Ask for Referrals the Right Way | 16 Nov 2022 | 00:07:31 | |
We've been covering how you can get introduced to someone you want to meet in a very targeted way. In this episode of Real Relationships Real Revenue, we are diving into the topic of referrals. Referrals have always been around, it's one of the classic ways to meet someone new. Referrals work best when it is ridiculously clear how this introduction is a win for everybody.
Topics We Cover in This Episode:
Try not to lean on your clients to make an introduction. You can actually harm your relationships if you do this the wrong way. You don't want to make it all about you. You want to make referrals a win for everyone involved.
If you want to dive deeper into the topic of asking for referrals, make sure to check out my conversation with Marissa King. She talks about leveraging your social networks for referrals and I think you'll find a lot of value in our conversation.
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| The Friends to Clients Method: How to Make Your Personal Relationships Commercial | 15 Nov 2022 | 00:07:13 | |
This week we're talking all about meeting new people that can help you grow your book of business and achieve your goals. In this episode of Real Relationships Real Revenue, we're talking about how you can develop a business relationship with someone that you have an existing personal relationship with. Many people have mental blocks around these types of relationships, but it's important to change your mindset because it's a disservice to your friends if you can help them but don't offer to.
Topics We Cover in This Episode:
If you have commercial solutions that could help a person out in their organization, you are harming them by not bringing it up or not helping them to the fullest extent. So it's important to get rid of the barrier making you believe that you can't help them commercially. The key is to not hesitate to offer, don't try to sell anything, and make it really easy for them to opt-out.
To dive more into this topic, check out my interview with Josh Kaufman. He talks a lot about trust and I think it's a great addition to this episode so make sure to check it out.
Resources Mentioned: | |||
| Making Targeted New Relationships | 14 Nov 2022 | 00:05:17 | |
How do you meet new people in a very targeted way? This week on Real Relationships Real Revenue, we are going to be diving deep into this topic. Making new relationships is really important for anybody, regardless of who you are. You can get introduced to anyone you want to meet if you offer enough personalized value and if that value is communicated in an individualized and trustworthy way.
Topics We Cover in This Episode:
There's a million creative ways you can offer value based on the person you're wanting to meet. In the next episode, I'm covering what to do if you know the person personally but you don't know them commercially. That way, you can get on those terms with them and potentially work with them in the future.
In The Snowball System, we go over topics similar to this and it really focuses on meeting new people, sales, and marketing. Particularly, we go deep into this topic in chapter six so be sure to check it out.
Resources Mentioned: | |||
| How to Use the MIT Process to Increase Your Business Success | 12 Nov 2022 | 00:32:26 | |
In this episode of Real Relationships Real Revenue, I'm diving into the topic of business development habits and how you can create better habits for yourself with the MIT, or Most Important Things, process. I'm covering why you need to make it a priority, why you need to review your opportunities and relationships lists often, how to choose three actions to take each week for BD, and how to pre-plan your failure for more success.
Topics We Cover in This Episode:
The key here is consistency. By staying consistent with this method, reviewing your lists, and picking your three most important things every week and getting them done, you will create unstoppable momentum.
You'll soon find that this process is a game-changer. You'll always be moving your opportunities and relationships forward which will lead to more success in the long run. Try it out, you won't be disappointed with the results.
Resources Mentioned: Check out my conversation with James Clear Listen to my conversation with Brian Caffarelli Listen to my conversation with Bill Ruprecht Check out Teresa Amabile's TED Talk Listen to my conversation with Cyril Peupion
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| Pre-planning Your Failure for Increased Success in the MIT Process | 11 Nov 2022 | 00:07:52 | |
In 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:
There is a certain positivity in negativity. By brainstorming the things that could go wrong, you can pre-plan for your failure and be ready to overcome those obstacles. This will help you develop those BD habits and find more success. Sprinkle these habits out. A little bit goes a long way when you're doing it over time.
To learn more about the power of habits and how you can pull discipline into everything you do, make sure to tune into my conversation with Cyril Peupion. This interview covers more than just business development and I think you'll find it really useful.
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| How to Create Unstoppable Momentum Using the BIG Method | 10 Nov 2022 | 00:09:00 | |
In 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:
The key here is consistency. By staying consistent with this method and picking your three most important things every week and getting them done, you will create unstoppable momentum. It's a game-changer. You'll always be moving your opportunities and relationships forward which will lead to more success.
To go deeper into this topic, check out Teresa Amabile's TED Talk. She has some really great tips and advice that I think you'll enjoy.
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| Why You Need to Be Revisiting Your Relationship List Weekly | 09 Nov 2022 | 00:05:44 | |
In 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:
This whole process only takes about 15 minutes of your time weekly. You'll do this right after you take a look at your opportunity list. Avoid making your relationship list and then forgetting about it. It's really easy to do but you have to look at it quickly every week so that you can keep those relationships strong.
If you want to learn more about relationships, make sure to check out my conversation with Bill Ruprecht. We dove into the topic of relationship discipline and I think you'll find it fascinating.
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| The First Thing You Need To Do When It Comes To Business Development Habits | 08 Nov 2022 | 00:04:31 | |
In 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:
So think about who you're going to be seeing in the next week and use these tips to find out the next thing you can do to move your business forward incrementally based on your opportunity list.
If you want to learn more about moving things forward incrementally over time, make sure to listen to my interview with Brian Caffarelli. It's a really great episode to listen to if you are ready to go deeper on this topic.
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| The Two Mindsets You Need to Succeed | 04 Jun 2024 | 00:08:13 | |
Get a copy of your GrowBIG Playbook today!
In this episode of Real Relationships Real Revenue, I'm sharing a short and sharp solo episode on the number one insight I've seen over the last several years that our clients are loving. I'm diving into the pivotal mindsets and strategies necessary for balancing the distinct phases of winning and doing the work. I'm also sharing how you can effectively transition between these modes to enhance your relationship development and ultimately, your success.
Topics We Cover in This Episode:
I hope this episode was a big unlock for you and provided valuable insight to help you navigate the balance between winning and doing the work. These transitions are crucial to relationship development and success!
We have a free training course over at GiveToGrow.info that we've built that surrounds the book that will help you unlock your next level of success. Check it out!
If you like what you heard and want to learn more, make sure to pre-order Give to Grow now!
Resources Mentioned: Check out the free Give To Grow training Pre-order your copy of Give to Grow Get a copy of your GrowBIG Playbook
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| The Mindset of Business Development Habits | 07 Nov 2022 | 00:05:57 | |
In 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:
Don't wait until you're not busy to make time for business development. Remember, people value your time more when you're busy. You're more scarce and people want more of what there is less of. When you offer your time when you're busy, it has more heft than when you're not. You want to think about BD and delivery, not BD or delivery.
If you want to learn how you can have better business development habits, make sure to check out my conversation with James Clear. We talked about atomic habits and I think you're really going to enjoy this interview.
Resources Mentioned: | |||
| Groundbreaking Tips for Client Planning | 05 Nov 2022 | 00:40:02 | |
This 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 most important thing for you to remember when it comes to client planning is to look forward. Don't spend all of your time looking into the past and examining what did or didn't work. Give it ten minutes and then switch to your future vision. It's the only thing you can control.
These tips and strategies will help you look at the current situation, plan for the future, come up with effective strategies, take the necessary tactical steps, and manage everything ongoing. If you implement these tips, you are sure to find more success.
Resources Mentioned: Learn more about the status quo bias Check out my conversation with Michael Hyatt Check out my conversation with Jane Allen | |||
| Agile Sprints, Looking Forward, and Focusing On Strategy | 04 Nov 2022 | 00:08:08 | |
This 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:
Don't get caught up in focusing on the tactical aspects, you want to relate everything in your meetings back to the overall strategy and ongoing agile sprints to reach your goals. It's so important that you don't forget to celebrate those wins as well because the happiest and most productive people are the ones that celebrate incremental progress.
To dive into this topic more and learn about measuring success, check out this Winning More PDF we wrote about how to roll out your training and have more success in major organizations. If you run big client teams or are a big part of an organization, you're going to want to check it out.
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| Creating Your To-Do List, To-Don't List, and Saying No Nicely | 03 Nov 2022 | 00:08:06 | |
In 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:
These tactical steps covered in this episode are so important. This idea of being able to say no in a nice way that retains the relationship shows empathy, but also is very crystal clear on what you can and can't do with math, numbers, and logic. If you want to learn more about how to say no nicely, check out this video. It's incredibly powerful and important when it comes to client planning.
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| How to Create Strategies That Everyone Will Buy Into | 02 Nov 2022 | 00:07:12 | |
In 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:
The trap you need to avoid is having too many or too few strategies for your team. Three is the optimal amount to have. Do them in a way that people will remember using literary techniques. Remember, people buy into what they help create, so your client team is buying into these strategies when they help create them, themselves.
If you are interested in learning more about thinking about a vision, I recommend you check out my conversation with Jane Allen. It's really inspirational and I think you'll enjoy it.
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| The Rock-Solid First Step To Client Planning | 01 Nov 2022 | 00:10:06 | |
In 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:
This will help you avoid the trap of being way too focused on the past. We'll blitz through all of the science that we talked about in the last episode and get you clear on where you're at today and where you want to be in the future. The future vision conversation is the most important part.
If you are interested in crafting a vision for anything, make sure to check out my conversation with Michael Hyatt. We talked about some really interesting ways to craft a vision for yourself or your organization.
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| The Three Scientific Headwinds Against You When It Comes to Retention and Growth | 31 Oct 2022 | 00:07:11 | |
This 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:
We're probably biased toward staying where we are at or even shrinking, but we need to be thinking about how we can be bringing new experts, new activities, and new solutions to our clients in a way that is helpful and proactive.
To learn more about the status quo bias, make sure to check out the Wikipedia page on it. It is very interesting and it might be a great thing to share with your team.
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| How to Wow Your Clients During Business Development Meetings with Dynamic Meeting Prep | 29 Oct 2022 | 00:30:19 | |
This 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:
It's so important to prepare for these meetings ahead of time. Don't fall into the trap of not preparing in advance for anything that might come up. You don't want to practice what to say, you want to prepare for flexibility.
There are so many things that could happen in your meeting so you want to think about those different scenarios and segments of the meetings and what you do in each one. Make sure you have one goal only and use a cliffhanger to create excitement for your next meeting. These simple steps will drastically increase your chances of success.
Resources Mentioned: Listen to my conversation with Linda Klein Check out the study by Dr. Edwin Locke Listen to my conversation with Tyler Sweatt | |||
| How to Create a Cliffhanger Between Your Business Development Meetings | 28 Oct 2022 | 00:08:14 | |
In 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:
Don't assume that just because you got the meeting then you're all set. You want to add that cliffhanger because that's going to give you the opportunity to get the person excited for their next meeting with you. Without that cliffhanger or intrinsic curiosity, there's a higher chance that the meeting won't occur.
If you want to learn more about this, I recommend you check out this study. It says that when you show uncertainty about what will happen, you build more trust with the person you're communicating with while also building curiosity.
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| How to Go into Business Meetings Fully Prepared No Matter What Comes Up | 27 Oct 2022 | 00:06:28 | |
In 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.
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Business development meetings rarely go the way you expect them to. They may want to talk about something different than you do, the meeting could go long, they could want to introduce you to people, etc. There are so many things that could come up and you want to be prepared. Really think it through so that you can have more successful meetings.
If you want to learn more about negative visualization and how it can help you succeed, make sure to check out what Ryan Holiday has to say about it all. It is really interesting and I think you'll enjoy it.
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| The Generous Leader: How Vulnerability and Authenticity Can Drive Deeper Connections with Generous Leadership Expert Joe Davis | 28 May 2024 | 00:48:24 | |
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How can we drive growth and lead teams with generosity in a way that feels great? In this episode of Real Relationships Real Revenue, I sat down with the generous leader himself, Joe Davis. He's here to talk about his book The Generous Leader and how we can learn to embrace vulnerability, authenticity, and generosity to become better leaders and create deeper relationships.
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A generous leader starts a ripple through their organization that changes the way we engage with one another. So take the time this week to reach out to your teammates and tell them how much they mean to you and how much you appreciate them. By doing your own generous act and letting people know you care about them, it will create a ripple that is bigger than yourself.
I hope you enjoyed this conversation with Joe! To learn more about being a generous leader, make sure to get a copy of his book and connect with him on LinkedIn.
Resources Mentioned: Get your copy of the Grow Big Playbook Pre-Order Give to Grow on Amazon
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| What It Means to Frame Your Meetings and Why It's So Important | 26 Oct 2022 | 00:06:13 | |
We'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.
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Avoid not framing your meeting. Many people feel intimidated or hesitant about doing this, but if you don't state your intent, the other side is probably wondering why they are there. By framing your meeting, you're sharing the goal of your interaction in a way that shows a clear benefit to the person you're meeting with.
If you want to learn more about the concept of dynamic meeting prep and framing your meetings, make sure to tune in to my conversation with Tyler Sweatt. He has a really unique way of framing things and he is excellent at beginning his meetings.
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| Why You Should Only Have One Goal at Your Client Meetings | 25 Oct 2022 | 00:04:59 | |
In 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.
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Try to avoid having too many goals in your meetings. The idea of only having one goal is so important because it centers your mind on the most important thing. By creating that one goal and writing it down, you're in a really great place.
If you want to learn more about the research behind goal setting, check out this study by Dr. Edwin Locke. It's really interesting and I think you'll enjoy it.
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| Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings | 24 Oct 2022 | 00:05:09 | |
This 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.
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It's so important to prepare for these meetings ahead of time. Don't fall into the trap of not preparing in advance. You don't want to practice what to say, you want to prepare for flexibility. There are so many things that could happen in your meeting so you want to think about those different scenarios and segments of the meetings and what you do in each one.
If you want to learn more about dynamic meeting preparation, make sure to check out my interview with Linda Klein. The way she prepares and communicates is fantastic so I think you're really going to enjoy this interview.
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| What to Do When Things Go Wrong with the Give to Get Technique | 21 Oct 2022 | 00:06:28 | |
If 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.
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You want to be ridiculously simple on what the next step is in working with you. If you get a no, make sure you have a fallback position because this is the perfect time to ask for it. It's a smaller and easier option to say yes to and it gets you started contractually.
Make sure you're thinking about the end of the conversation with a lot of precision. Approach it with this stuff in mind and you have a much higher chance of success.
If you want to learn more about Freedman's research on commitment and consistency, you can check out the article.
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| Using the Science of Commitment to Increase Your Chances of Success | 20 Oct 2022 | 00:10:35 | |
If 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:
You want to be ridiculously simple on what the next step is in working with you. If you get a no, make sure you have a fallback position because this is the perfect time to ask for it. It's a smaller and easier option to say yes to and it gets you started contractually.
Make sure you're thinking about the end of the conversation with a lot of precision. Approach it with this stuff in mind and you have a much higher chance of success.
If you want to learn more about Freedman's research on commitment and consistency, you can check out the article.
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| The Six Levers of Influence | 19 Oct 2022 | 00:16:08 | |
This 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.
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A great Give to Get is like a sidewalk; it leads to one destination. Don't assume that every investment is the same because they are not. As you think about your investments and your Give to Gets and the way you design them, consider these levers of influence. That will determine your flow-through rates and your success.
If you want to learn more about the six levers of influence, check out this link. You can also check out Dr. Cialdini's book.
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| How to Determine the Size of Your "Give to Get" | 18 Oct 2022 | 00:06:41 | |
In 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.
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Try not to give away too much or not give away enough. You want to think of the level of investment first. Then, come up with something that is low-cost for you, adds value to your client, cuts them off, and leads them to the next step of working with you. Everyone wins with this approach.
If you want to go deeper into this topic, make sure to check out my conversation with Andrew Cogar. He uses Give to Gets across his entire organization and they are growing like crazy.
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| Give To Get: The Trick To Increasing Your Conversions | 17 Oct 2022 | 00:05:39 | |
This 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.
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When you get your Give to Gets down to a science so they work efficiently, you can start seeing a 50-90% conversion rate to paid work. Your clients will love it because you're solving a problem for them.
The trick is to go into each meeting with some idea of how you can be helpful to your client. You want to roll up your sleeves and start showing them what you can do - you'll be amazed at the results.
Make sure to check out my book The Snowball System. Chapter 5 is all about the idea of Give to Get and I think you'll really enjoy it.
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| Increasing Your Likeability and Deepening Relationships by Adding Value Consistently | 15 Oct 2022 | 00:34:07 | |
In 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.
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Don't be afraid to become a collector of assets and really dive into adding value to your first among equals. Come up with a system to track the ways in which you are adding value and don't make the mistake I see so many people make and give up too soon.
Studies show that people like you more when they see or interact with you often and they feel like they are helping you in some way. By creating systems to consistently reach out to people at the proper cadence and add value in unexpected and unpaid ways, you are sure to win and deepen that relationship. Remember, you don't win when you get a reply, you win by simply offering the value. If you do this, you will be amazed at the results.
Resources Mentioned: Read more about the Mere Exposure Effect Listen to my conversation with Ron Friedman Listen to my conversation with Marissa King Listen to my conversation with Dr. Ivan Misner Listen to my conversation with Ron Friedman about tracking things | |||
| Measure What You Can Control | 14 Oct 2022 | 00:06:39 | |
This 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.
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Don't make the mistake of thinking that you win when they reply back and say it was valuable. You win when you offer the value. This is so important but most people quit too soon. If you're being authentic and offering value in unique ways, that will be received well the vast majority of the time. You will win and deepen the relationship.
If you want to go even deeper, make sure to check out my conversation with Ron Friedman linked below. We talked about how to hack your own habits by tracking things and I think you'll really enjoy that conversation.
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| Speak with Impact: Strategies for Effective Communication with Expert Communicator Vinca LaFleur | 21 May 2024 | 01:04:40 | |
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In this episode of Real Relationships Real Revenue, join me as I delve into the world of effective communication with Vinca LaFleur, a seasoned speechwriter who wrote speeches for a former American president. From her experiences in the Clinton Administration to founding her own company, West Wing Writers, Vinca has mastered the art of crafting compelling communications for senior leaders. I'm excited to have her on the show today to talk about how you can structure your communication. From one-time speeches to long-term campaigns, Vinca shares invaluable insights and practical tips to help you refine your messaging skills and captivate your audience.
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I hope you are able to use these fantastic tips from Vinca to enhance your communication skills and foster genuine connections in both your personal and professional life today!
If you want to learn more from Vinca, make sure to check out the West Wing Writers website or you can get in touch with her at lafleur@westwingwriters.com.
Resources Mentioned: Visit the West Wing Writers' website Get in touch with Vinca: lafleur@westwingwriters.com Listen to my conversation with Todd Henry
Get your copy of the Grow Big Playbook Pre-Order Give to Grow on Amazon
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| The Proper Cadence of Outreach | 13 Oct 2022 | 00:06:15 | |
In 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.
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Having systems when it comes to your monthly reach-outs is so important. You need to make sure that you don't forget to add value each month. You can do this by setting reminders for yourself so you can manage your relationships like a project. If you want to learn more about this, I highly recommend you check out my conversation with Dr. Ivan Misner. He is a genius when it comes to networking and relationship building and we had an excellent conversation that I think you'll find really interesting.
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| How to Add Value by Asking for Help | 12 Oct 2022 | 00:08:02 | |
In 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.
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Never hesitate when it comes to asking for help. The science is there, it makes you much more likeable to the person you are connecting with. So find a way to do it. Challenge yourself to do this over the next couple of weeks and you'll be amazed at the results. It's one of those things that most people don't do but it's really powerful when you do.
If you're interested in learning more about this, make sure to check out my conversation with Marissa King. She throws down some amazing advice for asking for help and gives even more robust advice than I do here so you don't want to miss it.
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| How to Become a Collector of Assets | 11 Oct 2022 | 00:07:57 | |
In 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.
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The idea of becoming a collector, having an asset list, and making it as frictionless as possible is super powerful. It doesn't have to be a complicated system, you can copy and paste things into your notes app or OneNote. The important thing is to just get started. The more assets you have, the more value you can give to other people.
If you are interested in learning more about this topic, tune in to my conversation with Ron Friedman at the link below. He had a lot of really interesting things to say and I know you'll enjoy it.
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