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

Latest Episodes:

Making Targeted New Relationships Nov 14, 2022

Show notes

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

How to Use the MIT Process to Increase Your Business Success Nov 12, 2022

Show notes

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

Pre-planning Your Failure for Increased Success in the MIT Process Nov 11, 2022

Show notes

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

How to Create Unstoppable Momentum Using the BIG Method Nov 10, 2022

Show notes

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

Why You Need to Be Revisiting Your Relationship List Weekly Nov 09, 2022

Show notes

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

The First Thing You Need To Do When It Comes To Business Development Habits Nov 08, 2022

Show notes

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

The Mindset of Business Development Habits Nov 07, 2022

Show notes

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

Groundbreaking Tips for Client Planning Nov 05, 2022

Show notes

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

Agile Sprints, Looking Forward, and Focusing On Strategy Nov 04, 2022

Show notes

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

Creating Your To-Do List, To-Don't List, and Saying No Nicely Nov 03, 2022

Show notes

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