Mo asks Shawn Blanc: How can we use margin and apply it to long-term relationships? Margin exists for relationships. We need to have breathing room in our time, in our money, and in our energy to be able to build relationships. Margin allows us to build and strengthen and grow long-term relationships as well as new ones. People often view the business of business development and sales as an impossible environment to build authentic relationships but it doesn't have to be that way. You can build the relationship first and it can result in additional business, but if not that's okay too. Margin is the foundation for being truly authentic in a relationship. Without it, you will find yourself in meetings because you need the business and it will come across in the conversation. Margin helps us with perspective and allows you to create relationships in the long term. Great business development is about creating a better future for other people. Your core expertise is how you impact people in a positive way and relationship-oriented business development is how you do that. In Shawn's experience, providing a lot of value upfront and being clear about the nature of the relationship is what leads to long-term success. The idea of serving is paramount instead of converting each user to a customer immediately. Having confidence in your ability to help people is the key to turning them into a customer. The imposter syndrome is what prevents people from understanding the value they can actually add to their customer's lives. Pulling people from one side of complexity to the other is immensely valuable. For some people, you need to charge enough money just to get their attention. A big part of your pricing is who your target customer is, and what price you need to charge to deliver your best work. For Shawn, the number is high enough so that the client will take it as seriously as he will. Mentioned in this Episode: GrowBIGPlaybook.com thefocuscourse.com