Description

Connect With Chaz

Mo Bunnell has trained tens of thousands of professionals in about 800 organizations, and he says the generous seller has a higher close rate than the pushy one, even in the short term.

If you were taught to pressure prospects into signing today, this episode shows you a better way to win the work.

Mo is the author of Give to Grow and founder of Bunnell Idea Group. He is a former actuary who thinks in expected value. In this conversation with Chaz Wolfe, Mo explains why strategic givers outperform takers and matchers, and why top performers make more offers of helpfulness.

You will learn how to fall in love with a client's problem, the phrase that moves a prospect to a next step, and why winning the work is a different skill than doing the work.

Key Takeaways

• Research found givers were both the most and least successful. The successful ones know what to say yes and no to, and size each gift to the expected value.
• Fall in love with their problem before you pitch your solution. Play their priorities back in their words until they say, "That's it."
• Then give them a taste of working with you. The phrase is "Would it be helpful if..." A one-hour working session is easy to say yes to and leads to the proposal.
• Offer good, better and best options. People buy into what they help create.
• Be the advisor, not the slimy salesperson. Pressure makes people push back. Teaching makes them lean in.
• Top performers make more offers of helpfulness. Mo aims for about six offers in a 30-minute call to get three or four accepted.
• Doing the work does not make you better at winning the work. Treat business growth as its own skill and document what works.

Chapters

00:00 Generosity as Mo Bunnell's Greatest Success

02:00 The Laid Off CMO Who Never Forgot

06:32 Strategic Givers vs Takers and Matchers

09:59 How Generosity Applies to Family

15:43 Build Your Protomoy List of Key Relationships

18:12 Why He Wrote Give to Grow

21:42 Fall in Love With Their Problem

26:04 Give Them a Taste of Working With You

28:00 The Phrase Would It Be Helpful If

30:48 Two Contractors, One Clear Winner

35:00 Be the Advisor, Not the Salesperson

38:15 Why Generous Sellers Close More Deals

45:35 Why Top Performers Make More Offers

48:03 Count Your Offers of Helpfulness

52:46 Learn the Skill of Winning Work

Make More Money. Work Less. Win At Home.

If you're a contractor business owner doing $1M+ and you feel stuck in the day-to-day, we built GTK for you.

Through peer mastermind and 1:1 coaching, we help you:

• increase profit
• install real systems
• build a team that runs the business
• get your time back

Get the free Owner Time Audit at gatheringthekings.com/timeaudit. It is a simple worksheet that shows you where your week really goes. We email it to you as a PDF within minutes.

Connect with Mo Bunnell (Guest):

• Facebook: https://www.facebook.com/mo.bunnell
• LinkedIn: https://www.linkedin.com/in/mobunnell/
• Youtube: https://www.youtube.com/@MoBunnell1
• Website: https://bunnellideagroup.com/givetogrow/
• Website: https://bunnellideagroup.com/

Connect with Chaz Wolfe (Host):

Website

Facebook

Instagram

LinkedIn

YouTube

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