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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Why People Buy: Creating Pull Instead of Pushing with Author Rob Snyder
Season 5 · Episode 141
Tuesday, September 22, 2026 • Duration 42:29
What if selling got easier when you stopped trying so hard to sell? In this episode, I'm joined by Rob Snyder, creator of the PULL framework, to explore a different approach to business development. Instead of pushing products and services toward clients, we talk about creating the conditions where people naturally pull your solution toward them. Rob breaks down the four pieces of PULL and explains why a client having a problem does not necessarily mean they have a reason to buy.
We also talk about how to listen for what clients are actually trying to accomplish, why customer feedback does not always predict buying behavior, and how Rob uses the framework with real businesses and his own AI offering. We even apply the PULL framework to one of my own potential offers. If you're trying to grow your business without constantly feeling like you have to convince people to buy, this conversation offers a completely different way to think about sales.
Topics We Cover in This Episode:
Why having a problem doesn't always create a reason to buy
The four conditions that create PULL
What you may be missing when prospects agree but don't buy
How to listen for what clients are actually trying to accomplish
Why customer feedback can be misleading
How to be proactive without becoming pushy
Why Rob recommends selling an offer before fully building it
The question that can reveal what someone would actually pay to solve
Tune in to rethink the way you approach sales, business development, and creating demand for what you offer.
How to Develop a Follow-Up Mindset and Stop Procrastinating with Leadership Speaker Jon Acuff
Season 5 · Episode 140
Tuesday, September 8, 2026 • Duration 52:14
What if procrastination is costing you business? In this episode, I sit down with Jon Acuff to unpack why smart, capable professionals procrastinate on the things that actually grow their businesses, especially follow-up, relationship building, and business development. We talk about the four traps that keep us stuck, why procrastination isn't just about getting started, and how even quitting can become something we put off.
Jon also shares practical strategies for getting out of your own way, including his "CEO of follow-up" mindset, the power of the Golden Hour, and why shifting from selling to serving can completely change how you approach relationships. We also dig into knowing what to stop doing, choosing the right platforms for your business, and building relationships that lead to long-term revenue.
Topics We Cover in This Episode:
Why your biggest competition might actually be yourself
The hidden ways procrastination shows up in business
Why follow-up gets harder after rejection
How to use your "Golden Hour"
When quitting is actually the right move
Why serving can make selling easier
How to focus on the platforms that actually matter
What it takes to turn relationships into revenue
If you've ever known exactly what you should be doing but still found yourself putting it off, this episode is for you. Tune in and find out what's really getting in your way.
How to Package Your Expertise So Clients Choose You with CEO Creator Amanda Northcutt
Season 5 · Episode 139
Tuesday, August 25, 2026 • Duration 47:46
What if the expertise you've spent decades building could become the engine for more predictable revenue, stronger positioning, and better-fit clients? In this episode, I sit down with Amanda Northcutt, founder and CEO of Level Up Creators, to unpack why so many experts struggle with inconsistent lead flow even when they are exceptional at what they do.
We talk about the "expert trap," why being great at the work is not enough to consistently win the work you actually want, and how personal branding, a clearly defined methodology, and a deep understanding of your ideal client can change the way people see and choose you. Amanda also shares how to extract the expertise that has become second nature, turn it into a repeatable methodology, and use AI to help uncover and codify what may otherwise be difficult to articulate.
Topics We Cover in This Episode:
Why being exceptionally good at your work can actually make it harder to explain what you do
The missing piece between expertise and predictable, recurring revenue
How to uncover the methodology hiding inside your own experience
Why your personal brand may matter more to the buying decision than your company name
What a product ladder can look like, even when you think you only have one service to sell
How to make it easier for the right prospects to say yes
Why the language your clients use may be more valuable than the language you use to describe your work
How AI can help turn years of expertise and conversations into usable intellectual property
If you're an expert, consultant, professional services provider, or business leader who wants to become easier to find, easier to understand, and easier to hire, this is a conversation you don't want to skip.
Resources Mentioned:
Why Most Change Efforts Fail and What to Do Instead with Transformation Expert Kristy Ellmer
Season 5 · Episode 138
Tuesday, August 11, 2026 • Duration 45:44
I'm excited to sit down with Kristy Ellmer, a senior leader at Boston Consulting Group and co-author of How Change Really Works, to talk about what it actually takes to lead meaningful change inside organizations. Rather than relying on intuition or management trends, Kristy explains how years of research in behavioral science, neuroscience, and real-world transformations led to seven practical principles for increasing the odds of success. We explore why so many change efforts stall, why getting genuine agreement matters more than quick consensus, and how leaders can create the conditions for lasting progress instead of temporary compliance.
Our conversation also moves beyond strategy into the human side of transformation. We discuss why people are more likely to embrace change when they have ownership in shaping it, how leaders can encourage productive disagreement without slowing momentum, and why stories often inspire action more effectively than metrics alone. Whether you're leading a company, managing a team, or guiding clients through change, these ideas offer practical ways to think differently about how people commit to new directions and sustain them over time.
Topics We Cover in This Episode:
Why "false alignment" creates more problems than open disagreement
How to know when your team is truly aligned before moving forward
A simple exercise that exposes hidden assumptions in leadership meetings
What the "IKEA Effect" teaches us about ownership and commitment
Why involving more people doesn't always slow a transformation down
How stories and symbols can motivate people in ways data alone cannot
The role of healthy debate in building stronger decisions and better execution
Why successful change is often about designing the process, not just setting the goal
If you're responsible for leading change or influencing others through uncertainty, I think you'll find this conversation incredibly helpful.
The Science of Influence and Relationship Building with Author Dr. Robert Cialdini
Season 5 · Episode 137
Tuesday, July 28, 2026 • Duration 17:29
In this episode, I sit down with Dr. Robert Cialdini, one of the world's foremost researchers on influence and the bestselling author of Influence, to discuss what actually builds trust in relationship-driven business development. Rather than focusing on persuasion tactics, we explore the small, practical behaviors that help experts create stronger client relationships over time—from expressing genuine affinity and finding authentic points of connection to using language that reinforces partnership instead of distance.
We also talk about why human connection often matters more than demonstrating expertise alone. Dr. Cialdini shares research-backed examples on asking for advice instead of opinions, making communication feel more personal, framing conversations around shared goals, and even how admitting a past mistake can strengthen credibility.
Topics We Cover in This Episode:
Why the principles of liking and unity are foundational to lasting client relationships
A simple language shift that turns critics into collaborators
How to find authentic common ground without forcing rapport
Why humanizing your communication can be more persuasive than emphasizing credentials
What Warren Buffett's shareholder letters teach about building trust
How acknowledging a past mistake can make future recommendations more credible
When framing outcomes as potential losses can be more motivating than highlighting gains
Practical ways to make emails, conversations, and client interactions feel more personal
If you're looking for practical ways to strengthen trust, communicate more effectively, and build relationships that last, I think you'll find plenty to take away from this conversation.
Resources Mentioned:
The Navy SEAL Approach to Uncertainty with Author Rich Diviney
Season 5 · Episode 136
Tuesday, July 14, 2026 • Duration 40:35
In this episode, I sit down with former Navy SEAL, leadership expert, and bestselling author Rich Diviney to explore what it really means to perform well in uncertain environments. Drawing from the ideas in his book Masters of Uncertainty, Rich explains why chasing peak performance can actually be the wrong goal for most people and why learning to perform optimally in unpredictable situations matters far more.
We discuss how uncertainty affects decision-making, motivation, relationships, and business development, and how small shifts in focus can help us make progress even when outcomes feel unclear.
If you're leading a business, growing relationships, managing a team, or simply trying to navigate a challenging season, this conversation offers practical ways to stay focused and effective when certainty is nowhere to be found.
Topics We Cover in This Episode:
Why optimal performance is often more useful than peak performance
How uncertainty creates stress and what your brain is looking for in difficult situations
The Duration, Pathway, Outcome (DPO) framework and how it can reduce overwhelm
Why breaking goals into smaller horizons can improve motivation and follow-through
How fear, uncertainty, and anxiety interact and what helps reduce their impact
What attributes reveal about how people show up under pressure
How high-performing teams adapt leadership responsibilities in real time
Why trust depends on more than competence and consistency alone
If you're looking for practical ways to navigate uncertainty with more confidence, clarity, and resilience, this episode is for you.
Resources Mentioned:
Listen to Secrets to Thriving Under Pressure with Author and Retired Navy SEAL, Rich Diviney:
Navigating Power, Visibility, and Influence at Work with Executive Coach Melody Wilding
Season 5 · Episode 135
Tuesday, June 30, 2026 • Duration 45:30
In this episode, I sit down with Melody Wilding to talk about a skill that has become increasingly important in today's matrixed organizations: managing up. But not in the traditional sense of simply keeping your boss informed. We explore what it really means to build influence with decision-makers, stakeholders, and leaders whose priorities, communication styles, and levels of involvement may be very different from your day-to-day contacts. Whether you're navigating internal relationships or working with complex clients, Melody shares practical frameworks for creating alignment, building trust, and increasing your impact without feeling political or inauthentic.
We also discuss how to identify the people who truly influence outcomes, make the most of limited access to senior leaders, and communicate your value in ways that resonate with decision-makers.
Topics We Cover in This Episode:
Why "managing up" means much more than managing your relationship with a direct supervisor
How to identify the stakeholders who have the greatest influence over key decisions
A simple power-mapping framework for navigating complex organizations
Better questions to ask when trying to understand what decision-makers truly care about
How to communicate updates in ways that highlight business impact instead of activity
The role curiosity plays in creating meaningful networking opportunities
Why involving others in the process often creates stronger buy-in than presenting a polished solution
How to use brief interactions with senior leaders to build stronger long-term relationships
If you enjoy conversations about influence, business development, leadership, and relationship-building, I think you'll find a lot to consider in this discussion. Be sure to subscribe so you don't miss future episodes, and if you found this conversation valuable, please share it with a colleague or friend who would enjoy it as well.
Business Development, Failure, and the Art of Trying Again with Author Steve Kamb
Season 5 · Episode 134
Tuesday, June 16, 2026 • Duration 39:25
In this conversation, I sit down with Steve Kamb to explore what it really means to keep moving forward when things don't go according to plan. We talk about why success in business development, leadership, fitness, and creative work often has less to do with having the perfect strategy and more to do with developing the ability to adjust, learn, and make another attempt. Steve shares lessons from stand-up comedy, golf, entrepreneurship, and his own experiences building businesses and writing his latest book, How to Try Again, offering a practical framework for navigating setbacks without getting stuck in them.
A major theme throughout our conversation is the tension between outcome-focused thinking and process-focused action. We discuss Steve's PACT framework, the role of self-compassion after disappointment, why experimentation lowers the stakes of trying something new, and how high performers recover from setbacks more quickly by learning rather than dwelling. Whether you're pursuing new clients, launching a project, building relationships, or simply trying to make progress in an uncertain situation, this episode offers a thoughtful perspective on resilience, adaptation, and the long game of meaningful growth.
Topics We Cover in This Episode:
Why comedians, entrepreneurs, and business developers all rely on repetition more than perfection
How the concept of "pre-accepting any outcome" can reduce anxiety and improve performance
The difference between persistence and continuing to push in the wrong direction
What Steve's PACT framework teaches about responding to setbacks constructively
Why treating challenges as experiments can make change feel more approachable
How curiosity can be more useful than self-criticism when evaluating past failures
What separates people who recover quickly from disappointment from those who stay stuck
Why genuine generosity and relationship-building often outperform transactional networking approaches
The Truth About Money, Happiness, and Wealth Creation with Kit Founder Nathan Barry
Season 5 · Episode 133
Tuesday, June 2, 2026 • Duration 01:06:19
In this episode, I sit down with entrepreneur and Kit founder Nathan Barry to unpack the real relationship between money, impact, leverage, and fulfillment. We talk openly about wealth in a way most people never do, especially in professional services and high performing careers where conversations about money can still feel taboo. Nathan shares why he believes money is simply a tool, how value creation leads to wealth, and why building an audience may be one of the greatest leverage opportunities available today.
We also dive deep into Nathan's upcoming book Ladders of Wealth and the framework behind it. He breaks down the four "ladders" people climb as they move from trading time for money to creating scalable products and equity driven wealth. Along the way, we explore the hidden skills behind making money, the importance of leverage and compounding, and how leaders can create systems that multiply impact over time. Nathan gets candid about his own financial journey, what motivates him now that he's achieved significant wealth, and how he's thinking about raising kids around work, ownership, and generational wealth. This conversation is packed with mindset shifts that completely change how you think about business, success, and the life you're building.
Topics We Cover in This Episode:
Why Nathan believes money actually can buy happiness when used intentionally
The hidden "micro skills" behind learning how to make money
The four ladders people climb on the path to wealth creation
How leverage quietly changes everything in business and life
Why the highest earners often focus more on winning work than doing work
The surprising role compounding plays in careers, relationships, and business growth
How to think differently about equity, ownership, and long term wealth
The mindset shift that helps leaders continue growing even after achieving success
How Great Leaders Build Teams People Never Want to Leave with Author Ron Friedman
Season 5 · Episode 132
Tuesday, May 19, 2026 • Duration 47:27
What if the secret to building a high performing team has almost nothing to do with working harder? In this episode, I sit down with Ron Friedman to unpack the science behind what actually makes teams thrive, innovate, and outperform everyone else. We dive into the surprising myths most leaders still believe about teamwork, productivity, meetings, accountability, and motivation, and why the best teams often operate completely differently than conventional wisdom suggests. From shared goals and peer accountability to creating a culture where people genuinely want to do their best work, this conversation challenged the way I think about leadership at every level.
Topics We Cover in This Episode:
Why some teams accidentally create burnout while others create momentum
The overlooked difference between a "group" and a true team
What elite teams do differently with meetings, focus time, and energy
The hidden reason peer accountability works better than top down pressure
How innovation often comes from mistakes, not perfection
Why shared metrics can completely change team behavior
The surprising connection between meaning, performance, and retention
A simple leadership shift that helps teams improve without micromanagement
If this episode sparked ideas for your own team, leadership style, or business development strategy, make sure to subscribe, leave a review, and share it with someone who leads people. These conversations are designed to help you grow faster, think bigger, and create a career and team culture you're proud of building.
If you've ever found yourself wondering what to do after a missed opportunity, a failed initiative, or a result that didn't match your expectations, I think you'll find this conversation both practical and encouraging. Tune in, subscribe so you never miss an episode, and share it with someone who could benefit from a fresh perspective on learning, adapting, and trying again.
If you want more conversations like this around growth, leadership, business development, and building a meaningful career, make sure you subscribe, leave a review, and share the show with your network. These conversations are designed to help you think bigger, create more impact, and build a life that compounds in every direction.
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