Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career

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: What targeted with scale means What I love about this method What in-person forums look like What to discuss at these events Using scarcity for your event The importance of following up What value groups are How to create a value group Examples of strategic partners How to utilize a strategic partnership How to use email marketing as a lead generation tactic Why this method is so effective Ways to tackle email marketing 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 Listen to my conversation with Dorie Clark Listen to my conversation with Nathan Barry

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: How to use email marketing as a lead generation tactic Why this method is so effective Ways to tackle email marketing 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: Listen to my conversation with Nathan Barry

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: Examples of strategic partners How to utilize a strategic partnership 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

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: What value groups are How to create a value group 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. Resources Mentioned: Listen to my conversation with Sandy Lutton

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: What in-person forums look like What to discuss at these events Using scarcity for your event The importance of following up 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. Resources Mentioned: Listen to my conversation with Craig Budner

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: What targeted with scale means What I love about this method 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. Resources Mentioned: Read chapter 6 of The Snowball System

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: The importance of establishing new relationships How to meet anyone you want to Why people want personal and commercial relationships How to broach the topic The importance of making it easy to opt-out The power of referrals The proper way to ask for referrals How to use the Asking for Help technique The success rate for this technique What the Interviewing Others method is How to find the right platform to use Why this method works 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: Check out The Snowball System 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 Listen to my conversation with James Barclay

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: The importance of establishing new relationships How to meet anyone you want to Why people want personal and commercial relationships How to broach the topic The importance of making it easy to opt-out The power of referrals The proper way to ask for referrals How to use the Asking for Help technique The success rate for this technique What the Interviewing Others method is How to find the right platform to use Why this method works 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: Check out The Snowball System 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 Listen to my conversation with James Barclay

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: What this method is How to find the right platform to use Why this method works 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. Resources Mentioned: Listen to my conversation with James Barclay

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: How to use this technique The success rate for this technique 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: Listen to my conversation with Marissa King

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: The power of referrals The proper way to ask for referrals 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. Resources Mentioned: Listen to my conversation with Marissa King

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: Why people want personal and commercial relationships How to broach the topic The importance of making it easy to opt-out 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: Listen to my conversation with Josh Kaufman

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: The importance of establishing new relationships How to meet anyone you want to 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: Check out The Snowball System

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: Why business development is so important How to incorporate it into your business Why scarcity is a good thing in your business 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 forward incrementally Continuously evaluating your First Among Equals list Deciding if you have a way that you can invest in them weekly Why it's important to keep your relationship list visible What BIG stands for How to use this method to move your business forward Writing down the things that get you stuck How to brainstorm ways to overcome those obstacles 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

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: Writing down the things that get you stuck How to brainstorm ways to overcome those obstacles 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. Resources Mentioned: Listen to my conversation with Cyril Peupion

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: What BIG stands for How to use this method to move your business forward 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. Resources Mentioned: Check out Teresa Amabile's TED Talk

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: Continuously evaluating your First Among Equals list Deciding if you have a way that you can invest in them weekly Why it's important to keep your relationship list visible 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. Resources Mentioned: Listen to my conversation with Bill Ruprecht

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: 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 forward incrementally 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. Resources Mentioned: Listen to my conversation with Brian Caffarelli

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: Why business development is so important How to incorporate it into your business Why scarcity is a good thing in your business 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: Check out my conversation with James Clear

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 biggest mistakes we see with client planning Anchoring and the status quo bias Earned dogmatism Self-enhancement bias Why you need to be looking toward the future Questions to ask yourself about your clients Future vision Why you should focus on the top three things Using mnemonic devices, alliteration, or rhyming Creating your to-do list Creating your to-don't list The say no nicely model Thinking about business development meetings as agile sprints Spending time in the meeting looking forward Tying everything back to the strategy Celebrating incremental progress 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 Watch the video on saying no nicely Check out the Winning More PDF

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: 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 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. Resources Mentioned: Check out the Winning More PDF

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: 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 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. Resources Mentioned: Watch the video on saying no nicely

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: Why you should focus on the top three things Using mnemonic devices, alliteration, or rhyming 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. Resources Mentioned: Check out my conversation with Jane Allen

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: Why you need to be looking toward the future Questions to ask yourself about your clients Future vision 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. Resources Mentioned: Check out my conversation with Michael Hyatt

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: The biggest mistakes we see with client planning Anchoring and the status quo bias Earned dogmatism Self-enhancement bias 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. Resources Mentioned: Learn more about the status quo bias

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: How to think about client meetings Preparing for different scenarios Why you shouldn't have multiple goals The reason why only one goal benefits you more Why framing your meetings is so important How to frame your meeting How the framing engages the other side Why you should be ready for anything Negative visualization and planning for things that go wrong Why curiosity is an intrinsic motivator How to use cliffhangers between meetings 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 Learn more about negative visualization from Ryan Holiday Check out the study on uncertainty

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: Why curiosity is an intrinsic motivator How to use cliffhangers between meetings 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. Resources Mentioned: Check out the study on uncertainty

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. 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 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. Resources Mentioned: Learn more about negative visualization from Ryan Holiday

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. 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 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. Resources Mentioned: Listen to my conversation with Tyler Sweatt

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. 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 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. Resources Mentioned: Check out the study by Dr. Edwin Locke

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. 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 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. Resources Mentioned: Listen to my conversation with Linda Klein

This 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 convert to more sales Determining the size of your Give to Get Why you should scale it up or down Types of Give to Gets you can offer Likeability Reciprocity Scarcity Authority Social Proof Commitment 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" Why you shouldn't make your Give to Get too small or too big Making the end of the meeting clear Having the right people in the room 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, and you'll be amazed at the results. These episodes are designed to tell you how to make the right investments, who to make them with, how to frame them, and how to actually design and execute the meeting so that you have the highest chance of success. If you start using these tips, I know you'll be happy with the outcome. Resources Mentioned: Check out The Snowball System Listen to my interview with Andrew Cogar Learn more about the levers of influence Get Dr. Cialdini's book Check out Freedman's research Listen to my conversation with Mike Deimler

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: 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" 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. Resources Mentioned: Check out Freedman's research

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: 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" 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. Resources Mentioned: Check out Freedman's research

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. Topics We Cover in This Episode: Likeability Reciprocity Scarcity Authority Social Proof Commitment 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. Resources Mentioned: Learn more about the levers of influence Get Dr. Cialdini's book

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. Topics We Cover in This Episode: Determining the size of your Give to Get Why you should scale it up or down Types of Give to Gets you can offer 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. Resources Mentioned: Listen to my interview with Andrew Cogar

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. 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 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. Resources Mentioned: Check out The Snowball System

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. Topics We Cover in This Episode: The Mere Exposure Effect Likability and frequency matter The importance of having systems for outreach Systems for collecting interesting things Creating an asset list Places to store your assets Why you shouldn't hesitate to ask for help How the act of helping correlates with likeability Ways to ask for help or advice Why monthly is the perfect cadence for outreach How to add value each month Setting reminders How to disconnect from the outcome Adding value without expecting anything in return How to track what you can control 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

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. 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 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. Resources Mentioned: Listen to my conversation with Ron Friedman

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. 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 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. Resources Mentioned: Listen to my conversation with Dr. Ivan Misner

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. 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 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. Resources Mentioned: Listen to my conversation with Marissa King

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. 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 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. Resources Mentioned: Listen to my conversation with Ron Friedman

In 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 Effect Likeability and frequency matter The importance of having systems for outreach It's important that you create a system of outreach to identify the most important people you want to have relationships with and reach out to them. You don't want to just wait for life to send people your way, you want to take control of your relationships so that you can add the most value. Think about how you can use the Mere Exposure Effect and have some kind of unexpected, unpaid outreach where you're really helpful to somebody. If you're interested in learning more about the Mere Exposure Effect, make sure to check out the Wikipedia page I linked below. It has a lot of interesting information on it. Resources Mentioned: Read more about the Mere Exposure Effect

This 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 Uniqueness The importance of writing down your most important relationships The types of people you have relationships with Adding value to the lives of people you have relationships with Targets Acquaintances Curious Skeptics New clients Solid working relationships Loyal clients Raving fans Adding value in the commercial sense Adding value in non-paid ways Tips for creating an asset list 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" Don't underestimate the power of good relationships. Building strong relationships, adding value, and creating raving fans will be a game-changer for your career. You have to avoid thinking in the short term and focusing on money. It's when we are selfish that we get stuck. So take the time and focus on what others need and how you can add value to their lives. When you focus on the path that allows your long-term relationships to flourish, you will always win. Resources Mentioned: Check out BD Habits Check out my conversation with Sandy Lutton Listen to my conversation with Mark Harris Listen to my conversation with James Barclay Listen to my conversation with Vanessa Van Edwards

In 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 focus on the path that allows your long-term relationships to flourish, you will always win. You have to avoid thinking in the short term and focusing on money. It's when we are selfish that we get stuck. Instead, try to always be thinking of others. By doing this, you'll win the long-term game and the short-term game too. For more on relationships, check out my conversation with Vanessa Van Edwards. She is a relationship genius and we talked a lot in this episode about how to be more likable, other-ish, and relationships-focused. Resources Mentioned: Listen to my conversation with Vanessa Van Edwards

In 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 relationship with and understand their goals and what's important to them. Become a collector of things that you find interesting. Create an asset list by finding articles that you find interesting and saving the URL's somewhere on your phone. You can use this to add value to people's lives over time. If you're interested in learning more about this, check out my conversation with James Barclay. He shares how he uses first among equals relationships and asset lists along with so much more. Resources Mentioned: Listen to my conversation with James Barclay

This 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 business can be a game-changer. They're almost like a fractional salesperson for you. If you have raving fans out on the marketplace saying that what you do is great, it could have a massive impact on your business. One of my favorite people that have worked in this framework is Mark Harris. I interviewed him and he talked about how he thinks about relationships and how he's always thinking about the other person that he's calling on and how he can add immense value to them. Make sure to check it out. Resources Mentioned: Listen to my conversation with Mark Harris

Strong 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: The importance of writing down your most important relationships The types of people you have relationships with Adding value to the lives of people you have relationships with Everyone is important, but with your list, you've got some first among equals. Don't skip writing these down. It is so incredibly important that you make this strategic. Like any project, if you want to get good at it, you've got to write stuff down. For more on deepening relationships, make sure you check out my conversation with Sandy Lutton. She's one of the most interesting people I have ever met and in this conversation, we talked about how she thinks about relationships. I know you'll really like it so make sure to check it out. Resources Mentioned: Check out my conversation with Sandy Lutton

This 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 thinking that likeability is innate. It's not! It's a learnable skill and you can get better at it. You can take these tips and dial up your likeability for your most important relationships. Make sure to check out this free mini-course called BD Habits. This will help you dig way deeper into how to create a system to manage your opportunities, manage your relationships, and manage yourself. Resources Mentioned: Check out BD Habits

In 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 experiences The importance of speaking with confidence about money What the value anchor is Why estimates are fine when talking with clients What the price anchor is Setting your price anchor at a rate that will keep you in the game 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 confidence when people think you're expensive Healthy negotiations. Why everything has to cost something Why exact prices are trusted more When to provide options The power of three when providing options The benefits of providing a good, better, and best option Many people wilt when it comes to the money conversation, but it's so important that you're engaged and confident when you talk about money and how great your work is. Own your pricing. Get aligned. If you share how great you are and you have high pricing, it all makes sense. It is a wonderful compliment when someone says that you are expensive. That is actually a vote of confidence. Resources Mentioned: Read the Baumeister study Check out Galinsky's research on price offers as anchors Check out Conley's research on pricing Check out the research on why you should use exact prices Listen to my conversation with Maria