Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Business Development Strategy

Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System?

• Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the continued growth of his organization.
• When you have 90 offices over 40 countries is an enormous task. Bill recalls a meeting with a number of executives at Sotheby's along with Mo where it became very clear how some people struggled with the process of articulating value, even those who had been in the business for 30 years.
• Every business believes they are unique so they often believe a system of business development couldn’t possibly apply to them. But once they realize that almost everybody runs into the same problems and barriers, they see the value of a disciplined approach to relationships.
• The default assumption that most people make is that business development is not a learnable skill. That some people are just born with it and that assumption prevents them from seeing the possibilities.
• Bill is a born introvert and a learned extrovert. Giving speeches and connecting with people didn’t come naturally to him.
• Being a salesman is something to be proud of because it means you’re being an advocate for whatever you’re walking into the room and trying to do.

Mo asks Cyril Peupion: What is your favorite science, step, or story from the GrowBIG Training or Snowball System?

• The overall mindset of the Snowball Training is what stands out for Cyril. Going from selling to serving and being proud of the value that you are bringing to your clients is pivotal.
• Cyril also appreciates the concept of nurturing raving fans and uses the strategy to make sure he’s always working on the most important relationships associated with his business.
• There is a strong link between performance and joy.
• People value what they help to create. Cyril noticed that the clients that contribute to the work in more of a partnership style relationship usually value the work more.
• Without the mindset shift of going from selling to helping, you will never achieve your true potential in your career.
• “The secret of living is giving.” -Winston Churchill
• When you understand the giving mindset, it will change the way you look at business and life.
• When planning your ideal work for business development, relationship building with your raving fans and developing yourself and your team, are the things that will have the most significant long-term impact. How much time each day do you need to protect to get those done each day?
• The rule is that you can move this meeting time with yourself around, but you can’t delete it.
• Business development is often composed of a lot of little tasks. Cyril uses the Outlook Task tool to categorize emails and tasks he needs to address during the time he’s set aside each day to focus on business development.
• Your calendar should be filled with Meetings With Yourself and you should respect them as much as you do meetings with other people.
• You say no all the time. When you say yes to something, you are saying no to everything else, whether you are conscious of that or not.
• When someone asks you to do something, pause and run through the “Hell Ya/No” framework.

Mo asks Katrina Johnson: What is your favorite business development strategy from the Snowball System or GrowBIG training?

• Instead of a favorite, Katrina wants to emphasize one strategy that often goes unrecognized for how important it is, which is targeting.
• Targeting is critical to business development and as a student of minimalism, Katrina is always thinking about trade-offs. Minimalists understand trade-offs as an inherent part of life, but instead of thinking about what needs to be sacrificed, it’s more about what to double down on.
• The subconscious emotional layer is what makes targeting tricky. We are evolutionarily primed to avoid loss and are naturally averse to subtraction.
• We only have so much time in our life. We can’t just take on more, we have to target and figure out what are the things to go big on and what to let go of.
• Mo had a similar experience with the training GrowBIG. Every time he refined his method and message and who he wanted to serve by letting go of certain markets, it was a terrifying change but resulted in incredible growth over time.
• Working with a small niche can be scary, but it often leads to greater success as your effort is more refined and focused within your skillsett.
• When Katrina is doing her job well, she’s often not operating at the forefront. In an ideal world, her clients are getting better and she eventually works herself out of a job.
• When someone comes to Katrina with a referral that isn’t within her core focus, she always sets up a call with the person and leverages her own referral network to help that person. She always circles back to the person that refers them to let them know they’ve been taken care of.

Mentioned in this Episode:

GrowBIGPlaybook.com

wslb.com

katrina@kcjconsult.com