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

Latest Episodes:

How to Create Strategies That Everyone Will Buy Into Nov 02, 2022

Show notes

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

The Rock-Solid First Step To Client Planning Nov 01, 2022

Show notes

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

The Three Scientific Headwinds Against You When It Comes to Retention and Growth Oct 31, 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. 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

How to Wow Your Clients During Business Development Meetings with Dynamic Meeting Prep Oct 29, 2022

Show notes

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

How to Create a Cliffhanger Between Your Business Development Meetings Oct 28, 2022

Show notes

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

How to Go into Business Meetings Fully Prepared No Matter What Comes Up Oct 27, 2022

Show notes

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

What It Means to Frame Your Meetings and Why It's So Important Oct 26, 2022

Show notes

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

Why You Should Only Have One Goal at Your Client Meetings Oct 25, 2022

Show notes

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

Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings Oct 24, 2022

Show notes

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

How To Leverage the Give to Get Technique To Increase Your Chances of Success Oct 22, 2022

Show notes

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