Mo asks Warren Shiver: What is your personal definition of business development? Business development is simply about building trust between people. People buy from people, and that still holds true in the age of Zoom. Mo's wife recently started a non-profit focused on equine therapy. and within two months of the launch they were getting incredible amounts donated to the program. This was because Becky had been building relationships with people in the area for 30 years. People are looking for indicators that you do what you're going to say you're going to do. Trust is built over the course of your career, and as you help other people be successful, you build your network and your brand, and that helps to sustain your success. Your first interaction with someone matters. How can you come prepared for your first conversation with someone with questions and fluency? Whatever the next step is, follow up and follow through with a high rate of precision and speed. You can differentiate yourself just by having professional, thorough, and timely follow up. Most people aren't reliable. Reliability starts with being organized. Being able to connect the dots for someone across a number of different relationships is very valuable. Warren uses his Outlook calendar to stay on top of what he needs to get done alongside Hubspot. He also has a Protemoi list of key relationships and opportunities that he keeps front and center along with his calendar, to keep things on track. Mentioned in this Episode: GrowBIGPlaybook.com thebrevetgroup.com