Mo shares his insights from the habits of Todd Henry. Long scale creativity is a process, just like business development. The Snowball System and the Grow Big Training are a creative synthesis of the business development practices that have been shown to work across industries and time. Any kind of long-term sustainable work, whether that's growing a business or learning a language, takes a long time to get there. As soon as you realize that, you can identify the process behind it. Anybody who is great at something has both learned it and earned it by developing a process around it. "You can't wait for inspiration, you have to go after it with a club." -Jack London You should walk into your first meeting with someone with a hypothesis as to what's going on, but lead with broad questions. Ask enough questions about the prospect's situation until you can articulate back their problem to them better than they can describe it themselves. By asking questions first, you get a triple win. Good questions light up the pleasure center of the other person's mind, you are going to learn their priorities in their words, and the more self-disclosing information they give you, the more they like you. You have a higher chance of getting the yes at the end by starting with great questions at the beginning. A simple tactic you can use to take your business development efforts to the next level is the head-to-head. Find someone who is moving in the same general direction you are and schedule a 30 minute meeting once a month to share what each of you has learned since your last meeting. Build in an element of accountability to stay committed and maintain momentum. As you share your three big things that you plan to accomplish, you will start to notice ways that you can be helpful to each other. Business development is a project that never ends. It's a process, like creativity, and if you want to grow your business, you need to focus on it and have a system to make it happen each week. Mentioned in this Episode: GrowBIGPlaybook.com toddhenry.com