461 episodes

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.

Real Relationships Real Revenue - Video Edition Mo Bunnell

    • Business
    • 4.9 • 27 Ratings

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required.

    • video
    Seven Steps to Raving Fans

    Seven Steps to Raving Fans

    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

    • 9 min
    • video
    How To Get Strategic About Your Most Important Relationships

    How To Get Strategic About Your Most Important Relationships

    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

    • 6 min
    • video
    How to Build Deeper Relationships Using the Five Keys to Likeability

    How to Build Deeper Relationships Using the Five Keys to Likeability

    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

    • 7 min
    • video
    How to Confidently Deliver Your Pricing in a Way That Is Compelling for Clients

    How to Confidently Deliver Your Pricing in a Way That Is Compelling for Clients

    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

    • 38 min
    • video
    The Secret to Getting Clients That Aren’t Sure Exactly What They Want

    The Secret to Getting Clients That Aren’t Sure Exactly What They Want

    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

    • 9 min
    • video
    Everything Costs Something: The Key To Healthy Negotiations

    Everything Costs Something: The Key To Healthy Negotiations

    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

    • 8 min

Customer Reviews

4.9 out of 5
27 Ratings

27 Ratings

CGAMDG ,

BD Jedi

Mo is the Jedi of professional services business development. He has tremendous knowledge and wisdom and shares it in a compelling and caring manner and he has many professionals and firms, including mine. When Mo says something, it’s worth listening to. His Snowball System book is the manual and this podcast is the needed continuous bite size nuggets.

Kyle Farris ,

Mo is a Great Conversationalist

Mo has great facilitation skills that come out fantastically in the interview context. He has a way of provoking information from his guest, synthesizing it with his expertise, and offering keen insights to help just about anyone take themselves to the next level. I look forward to future episodes!

davidmoldawer ,

Fascinating conversation

Really enjoyed the first episode. Great production value, great guest, fascinating conversation about the habits and mindset of high performers. Looking forward to see the rest of the series!

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