Mo asks Katrina Johnson: What is a business development story that you are particularly proud of? Katrina's story occurred five years ago when she went on a trip to meet a candidate for a President role at a textile manufacturer. Katrina knew she was skeptical, but didn't realize how skeptical. After the candidate was hired, Katrina ended up working with her for the first six months and through her unique knowledge of how that particular organization functioned was able to help considerably. Her relationship with this one skeptical person led to additional relationships and business. To win her over Katrina did three things. She didn't make it about her and take the skepticism personally, she got curious about why she was skeptical and what it could teach her, and she waited for holes to open for her to go deeper. It's easy to take offense from skepticism, but Katrina had to learn early on as a physician that you have to earn respect. You can't look at things from a scientific perspective when you're stuck in your own head. Being curious about the root of the person's skepticism makes it objective and less about you. Being candid with the client and honest about her perspectives was key to building trust and winning the skeptic over. Divorce yourself from the outcome and focus on doing the right thing. Quieting the anxious and emotional part of us can lead to more creativity and effectiveness. Focusing on process instead of outcomes is how you can control that. Mentioned in this Episode: GrowBIGPlaybook.com katrina@kcjconsult.com