Episodes

For any great story, there are three major elements. Based on Joseph Campbell’s work, we know that those three major elements are the Call, the Conflict, and the Conclusion. These elements are all you need to create a great story. In this episode of...

Storytelling is an incredibly powerful tool for business growth. It’s even more important than most people realize. Studies show that when people create a story around facts, it drastically increases the ability of people to remember those...

This week we are diving into how you can use Building Everything Together or the IKEA effect to win over your clients. This means you're going to co-create the proposals, contracts, and the way that you do business with your clients in a way that...

Today is the final video on Building Everything Together. In this episode, I want to share the four things that can go wrong, and what to do about them. Just because things go wrong doesn't mean that you give up. There are things you can do to adjust...

Many people think that they can’t use the IKEA effect with their clients because of their limited access to the decision-makers in the business. It’s important that you don’t think this way. Though your ability to use the IKEA effect in a formal...

Getting the investment right is an important part of working out a deal. In this episode, we will be building on what we talked about in the last couple of episodes about the framework and science behind the IKEA effect. Today, we are diving into...

In the last episode, I talked about engaging your clients using the IKEA effect. In this episode, I’m going to be drilling deeply into the first three incremental yeses you want to get: the goals, the processes, and the team. People buy into what...

This week we are talking about what I like to call “Building Everything Together.” Essentially this is how you’re going to co-create the proposals, the contracts, and the way you’re going to do business with your client. It’s called the IKEA...

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about the importance of creating curiosity. In this episode, we’ll be going through how to leverage it as a useful...

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...

Today we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in the moment. Reliability is important, but sometimes going the extra mile is worth more.    Do things without asking....

First impressions are a very powerful thing. When you first introduce yourself to a new client or prospect, it’s better to avoid simply stating your role within your company or business. Why? It leaves no room for curiosity! There’s no...

In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings!   Today we’ll be talking about:   Ways...

Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business...

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about...

Mo Bunnell reveals the number one skill for creating incredible growth in your career and for deepening relationships in general. Learn the frameworks for asking great questions and how they create a triple win for you and your prospect, the six types...

Research has shown that for commonly used skills, we drastically overestimate our abilities. In one particular study, people’s average percentile ability in the test skill was 12%, but they rated themselves on average at 62%. Asking great questions...

Connection questions are all about lateral thinking and how things fit together. The goal is to use them to get hired, develop trust, and be helpful in general. Examples include: “What other projects or teams might benefit from knowing what we’re...

Future questions ask people to articulate what they think a future should look like. Elevating questions explore the present at a high level. Examples include: “How do you think your CEO sees this fitting in with your overall strategy?”, “What...

Make sure you’re getting the other side to share their personal perspective, something that only they know. Questions focused on the past and the future are great starting places for teasing out that information. Past questions include: “What...

Asking great questions gets you a triple win. The first being it creates an enjoyable experience for the other side. When people share information only they know (self-disclosing information), the pleasure center of their brain lights up. The second...

Mo Bunnell breaks down the Herrmann Brain Dominance Instrument and reveals the key insights into how you can tailor your communication to win with anyone and everyone. Learn about the one thing that analytical thinkers care about more than anything,...

Experimental thinkers are looking for the big picture. You’re going to see clues around themes, outcomes, brand, and vision. They are looking for the right strategic fit. For the work that needs to be done, are you known for that thing? Once you...

For high Relational/Red thinkers, you’re going to hear a lot of questions around trust and connectivity. Relational decision-makers are looking for answers to three questions: Do I trust you personally? Do I trust your team is going to make my team...