Mo shares his insights from the habits of Nancy Duarte.

• Empathy was the common thread found through all the content of Nancy’s interview. When it comes to a first meeting, whether that’s meeting someone for the first time or with a new offering, most people start off with the intent of talking about themselves, and one of the biggest transformations Mo sees with his clients is to turn that around.
• If we are truly thinking with empathy, our mind is not thinking about closing the deal. We’re trying to be helpful and get the client excited about getting our help.
• Follow-ups like a give-to-get, video training, or books are great investments in the potential client’s success.
• Follow-ups come in four main forms; technical, procedural, relational, and big ideas. Those four touch on the four ways that people think, and good follow-ups generally span all four and are framed in a way that gets the client excited.
• Great relationships turn to commercial success over time. The problem comes in when you are going into a meeting trying to sell, because then you are less likely to be listening with empathy and securing the follow ups you want.
• Story is the most memorable way of communication. When people are listening to a story, research shows that the areas of the brain light up in a way that mirrors the story.
• If you tell your stories in the right way, you’re connecting with your audience in an empathic way where you are both feeling the same things at the same moment.
• Get great at your origin story, a product story, and a client story. Deliberately practice them and hone your story telling skill. Build a list of the kinds of stories that you would like to use to connect with clients.
• We communicate best with stories that involve you and another party. Your ‘We’ story allows you to harness empathy and allows the audience to come along the ride with you in a way they can identify with.
• Empathy is the key to successful business development. It’s essentially about always serving other people, being proactive, and helping your clients succeed.
• The more you help others achieve their goals, the more of your goals you can achieve.

Mentioned in this Episode:

GrowBIGPlaybook.com

duarte.com

duarte.com/nancy