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

Latest Episodes:

How to Use the Mere Exposure Effect to Add More Value Oct 10, 2022

Show notes

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:

How to Succeed Long-Term by Building Stronger Relationships Oct 08, 2022

Show notes

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

How Being "Other-ish" Will Help You Succeed Long-Term Oct 07, 2022

Show notes

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

How to Add Value to Your Relationships by Utilizing Asset Lists Oct 06, 2022

Show notes

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

Seven Steps to Raving Fans Oct 05, 2022

Show notes

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

How To Get Strategic About Your Most Important Relationships Oct 04, 2022

Show notes

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

How to Build Deeper Relationships Using the Five Keys to Likeability Oct 03, 2022

Show notes

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

How to Confidently Deliver Your Pricing in a Way That Is Compelling for Clients Oct 01, 2022

Show notes

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

The Secret to Getting Clients That Aren't Sure Exactly What They Want Sep 30, 2022

Show notes

In this episode of Real Relationships Real Revenue, we are talking about something that is rarely done with service-based offerings. It's a pro-ninja tip that I think is going to help you a lot in certain situations. I'm sharing why from time to time, you want to provide options for your clients to move forward. When it's clear that there's one offer, you want to go down that road. However, there are times when the client isn't sure how they want to proceed so you'll want to give them a few different options to choose from.

Topics We Cover in This Episode:

When to provide options
The power of three when providing options
The benefits of providing a good, better, and best option

Providing options is a great way to get your client to agree to work with you when they aren't sure what is best for them. Just make sure to avoid providing too many options. Three really is the magic number in this case.

When you use this construct, make it as simple as possible. Make it clear what the value, work, and investment is. You want to get into your consulting mode and make it clear what is the best option for them.

For more tips on talking about money, make sure to check out my conversation with Maria Kelly linked below. It was an excellent conversation and I know you'll enjoy it.

Resources Mentioned:

Listen to my conversation with Maria

Everything Costs Something: The Key To Healthy Negotiations Sep 29, 2022

Show notes

In this episode of Real Relationships Real Revenue, we are talking about the principle that we need to make everything cost something. We all know that there is no such thing as a free lunch. Many times clients will ask for something at a lower rate or they'll ask for something to be thrown in for free. There will be times when you do that. However, in this episode, we are talking about negotiating a specific project and why you should always ask for something in return.

Topics We Cover in This Episode:

Healthy negotiations.
Why everything has to cost something
Why exact prices are trusted more

When your client asks for something, you have to ask for something in return. That is the bottom line. If they call and ask for a favor, take your time and think about what you can ask for in return. You don't want to make it too easy for them. This will help you get farther faster.

It's also important to remember that you'll get more wins by not rounding the number of your price. Keep it exact and you will build more trust and increase your ability to raise prices going forward. Check out the research on why rounded prices should be avoided at the link below!

Resources Mentioned:

Check out the research on why you should use exact prices

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