613: Mo Bunnell - Giving To Grow, Falling In Love With Questions, Mastermind Groups, Delaying Gratification, Long-Term Planning, & Investing In Relationships

27:44This one's so powerful, and I'll share a trap to avoid as well because your audience may or may not see it. When we are delivering on something after it's approved, you want to go in with every answer. We should do this. We should do that. Here's my 45-page PowerPoint that documents every single decision we should make in my recommendation to do it. That makes sense. Alternatively, when we're winning the work, if we go in with a 45 PowerPoint with everything we think we should do, we're going to fail because it's punching somebody in the face saying, you didn't think of this. You don't know how to do this.

28:21Only I know how to do it. It's just repulsive. And a lot of times the trap people will fall into is that classic, well, the thing I do works over here, so I'll do it over there. The thing that I do when I'm delivering on the yes is the thing I should do when I'm getting this. Absolutely not true. Again, these are opposites. So the way that you can move somebody to want to work with you on something bigger is not to go in with answers, but go in with questions. What are your priorities? How would you describe that in your words? Let me play that back to you. You need like a dozen, tell me more, tell me more, tell me more.

28:58Really deeply understand what their priorities are. And it's only then that you can suggest a next step that goes in the direction that's mutually beneficial. 100%. This is why I think in the professional sales process, which I think this could apply well beyond just the profession of selling, the discovery phase is so important. And that's what this is. The discovery phase is being curious, asking questions, trying to understand. When I was a sales leader, it was amazing to go on a call with the best of the best salespeople because what they did, they were so good at learning about the people.

29:37and the company and their problems. And they would spend hours and hours, sometimes multiple meetings in that discovery phase. And when the average to below average person would get, they'd so badly just want to start pitching. Oh, we got something for that. Oh, we got something for that. Like instantly the person would say a problem and they're like, we got something for that versus the excellent one would be so much more patient. They would ask a follow-up question. They would listen. They would take some notes. and then eventually they get to the part where they give their recommendation, which may be a proposal or something like that.

30:12But here's after everything we did, here's where I'm seeing could be helpful for you. Like my dad always told me a closer, the closing should not be an exclamation point. It should be the period at the end of a very long sentence. That's what the best closers do. and it sounds sexy and like i'm a closer dude that's not what it's about man it's about listening it's about asking questions about being curious about genuinely getting to know them that's like why i honed in on that part mo and and then saying here's what we think would be most helpful and those people it was like it was so cool but you could tell they genuinely cared they were genuinely curious.

30:57It wasn't an act. It was them just being real. And that's what made them the best. And that's why they consistently overperformed because they cared. And again, I think that's kind of a give to grow style leader and mentality. And the way that you are is like, let's ask questions. Let's learn. Like even before this podcast started, you probably asked me is maybe more questions than any guest ever has to try to understand the audience and understand who could be listening so that you could be helpful for that specific person. That, again, I think all of us would be better suited if we acted that way.

31:34Oh, yes. And this is exactly, you're pointing out the exact difference of if somebody does go in with this full-fledged presentation in a discovery meeting, well, the other side feels sold to. You're throwing spaghetti at the wall. It's just not efficient for anybody and it's not an enjoyable process. So this would be cool. So you're really diving into a chapter in Give to Grow called Fall in Love with Their Problem, which I just love that headline, fall in love with their problem. I'll share another thing on my screen, which is super valuable. This is in like this really cool toolkit that we built is we created this list of 50 plus go to questions that help you with discovery.

32:15And I'll give you a framework and some specific examples. The framework is Diana Tamir has done this killer research. She should be famous. She is in like peer-reviewed literature, but not in the normal world like Adam Gray is. Her stuff's awesome. She hooks functional MRI machines up to people and can tell what part of the brain is firing when they're answering certain types of questions. And what she found is that when people are answering questions, that's called in the literature called self-disclosure information, I think it's SDI, it's something like that, but SDI for sure. It's basically things that only they know is the key.

32:51When we ask questions that make it clear we're asking for something only they know, the pleasure center of the brain fires. Same area the brain that fires when we drink a Red Bull, when we're on stimulants, when we eat a great dessert at a restaurant, like the pleasure center rules the roost, especially for short-term activities. So if we can ask our questions in a certain way, then we're going to light up the pleasure center of the other person's mind. The key here is to learn their priorities and their words. So real tactically, how do you do that? Well, here's some examples on the screen. We can read some of these for audio only listeners.

33:26But every one of these questions is designed to make it clear we want to learn something only they know. How would people feel if you did it the way you'd like? What would your role look like if there were no restrictions on you? Hey, what excites you the most as you look into the future? What has been your most enjoyable work experience that you've had with partners like us? What historic, like real specific stuff, like what historical data do you think we should use to benchmark the future improvements so we can be able to show a big win at the end of this? We got 50 of these, 50 plus of these.

33:58And these are just great thoughts. As people prepare for meetings, they can just pluck these, tweak them a little bit and have some insanely deep discovery calls where the other side is a gonna their pleasure center is firing so they're literally on a high and we're gonna learn two things their priorities and their words to your point then when we make that recommendation it's a hand-in-glove fit first try one go instead of the throw the spaghetti at the wall method which unfortunately a lot of people fall deeply into that trap. So this is all the stuff that you use as you're working to grow your business, I assume.

34:36And I'd love to make you sure like an example. I don't know if you want to name or not name a client, but like maybe their industry or what they do. I'd love to hear like how you actually implement the stuff that you're teaching others to do. Oh, yeah. So we think of. So let's say somebody reads the book, Give to Grow, and they come to us and go, oh, my gosh, our whole team needs this because like 99 % of what we do is these big corporate trainings to teach skills like this at large global entities. So some of the largest Fortune 500 and professional service firms in the world that really want a generosity-driven, authentic approach.

35:11So that's your target. That's one of your targets is you'll be brought in with a large company, and you will teach the give to grow methodology of how they could better serve their clients. That's exactly right. So half our clientele are professional services. You met people that have one foot in a service offering, one foot in business growth. And then about half our clientele are large product or service-based businesses, Fortune 500 companies that have scale and are sort of tired of the manipulative sales tactics and want to do something that's more long-term focused and more authentic. So let's say somebody reads Give to Grow.

35:51It's a senior level leader. We're going to be in all four major airport bookstores, which is exciting. So somebody is going in for some beef jerky. They see Give to Grow. They read it. They start it on a plane. And they like email us like halfway to Albuquerque. Like this book's amazing. It looks like you do training. What do you do? This has already happened a ton of times. The book came out yesterday. It's already happened with some of the advanced copies that were out there. Anyway, what we would want to do is set up a call. And if we had a 30 minute call, I actually want them talking for the first 20 or 23 minutes.

36:23It's that important. I want us talking 15 % of the time and them talking 85 % of the time. In a first call, that's appropriate about them talking roughly 80. What through all the questions we're going to ask about what are their growth goals? If they could wave a magic wand and say, I would like my people to do this, not that. What's the ROI if people can become 1 % better? What's the difference that your CFO would notice on the bottom line if we did things like that? What other programs have you done that have worked and not worked? A bunch of personal perspective questions that would really isolate how we can be helpful.

36:58then what we're doing is we're looking to intersperse this exact phrase. Would it be helpful if we blank? I'm looking for five or six of those in a call, just like what you and I have had on our calls. Like I'm almost fighting to help them instead of them hire us. And so it might be things like, would it be helpful if I send you a document that outlines our whole change management strategy? You can use it for any change management, but it works really well. Yeah, I'd love that. Would it be helpful if we introduce you to an organization, we could name names if we weren't on a podcast, that are elite, like the best in the world of growth that we've helped and played a role in that?

37:36Would it be helpful if we introduce you to your peer at XYZ organization? Well, gosh, you would do that? Yeah, happy to. Here's the big one. Would it be helpful if you sent two or three people to an open workshop we have? I'm going to waive all the fees. It usually costs$5 ,000 a person. let us invest in your success you come to Atlanta I want you to experience how great this is this is on that us would that be helpful yeah when's the next one so I'm looking for five or six ones like that so that they they end the zoom call and they're like I'm getting more support from this organization I haven't hired yet than my other partners I'm spending a lot I want that kind of feeling with all these really meaningful follow-ups you got a 95 if there's fit you got like a 95 chance of winning work and you're not even trying to win work and you're you're kind of in this my i i don't want to speak for you but i will i guess uh you're going to plant seeds always like you're always planting seeds knowing that not all of them will will grow but probably a lot of them will right is if you're just adding value adding value but your whole the i love the mindset because I think this could apply to anybody, though.

38:48The mindset of I'm always planting seeds and I'm always thinking of ways to add value to your life. It's weird how things seem to work out. Just random introductions, random things to help people like you said. Doing things like that. If your default setting is set to what can I do to help them? And you do that basically with everybody you interact in your life. I would probably place a big bet on you to do well. Whatever it is you're doing. Whatever it is, if that is your mentality is I'm going to plant seeds, I'm going to water them, I'm going to help people, I'm going to make introductions, I'm going to give them free resources that we've spent 30 years putting together, whatever it may be.

39:29The chance of you doing well are dramatically high, even though you know there are going to be a number of them where nothing will come from it. You will not see a dime of revenue. It won't work. But if that's your mentality, I like your odds. You got it. And that's where people can get that double exponential curve of growth is that you don't see it right away. A lot of this, especially the network effect, Jane talking with Sue about how great you are at a park because they just talk to each other, realize they both. Delayed gratification again, right? Yeah, exactly. Like a lot of this is invisible, but I'm telling you it works.

40:02Like as a very personal thing, one of the things I do is we drink our own champagne. I do a weekly planning process that takes about 15 minutes. And I pick, there's a specific way to do it, but I picked in the book, but I picked three proactive change agent kind of things I'm going to do the next week, every week, three, three, three, three, three, forever. These are the things that it's not reactive, it's proactive. It has a big potential impact. It's helpful to others and it would likely be helpful to us, but no strings attached. Well, three, three, three. One of the things I do is journal like, how are things going?

40:37What good things happened this week? What bad things happens this week? There's a bunch of research out of Harvard that says people that celebrate incremental progress, Teresa Mable is the core researcher here, people that celebrate incremental progress are not only the happiest, but they're the most successful. So by doing this little weekly ritual, you're just celebrating the little progress you made, you're disconnecting yourself from the outcomes you want, and you do it week over week over week. So here's my point is the last couple of years, Ryan, I have probably, I'll bet in 80 % of my little 15 minute journal entries, I've said something along the lines of, I can't believe how things are speeding up.

41:20I can't believe how our impact's getting bigger. It's stunning to me, the scale that we're impacting the world. Because I'm on this double exponential curve. And man, exponential grows, it starts going vertical at some point. And I feel like that's where we've been at the last couple years where it's almost shocking to think how different it was even a year before, three years before, five years before. Like it's, you're, you're growing quickly, but, but that curve gets steep fast and we're here, um, we're climbing fast and you just have this overwhelming sensation that the world is cheering you on and helping you in massive ways just because of all these seeds, like you talked about that have been planted.

42:04You've heard of pro noia. Have you heard of this? So basically, you believe the world is out to help you be successful. And I like pro-noia, especially when coupled with the idea to constantly look for ways to help others do well. And it just seems like things work out more. But I was thinking, Mo, how this applies to the mid-level leader or not the business owner. And I think, again, from a former sales guy, rep, manager, director, VP, that whole thing over the course of 12 years, it 100 % applies to that person if you're trying to sell something or if you're trying to... Is if you have your prospects or your customer base and your mindset is, what can I do to help them?

42:58What can I do to help them? If you're proactively, I like that, proactively thinking of ways to help them, thinking of things that are outside of just the normal, what some would say, sales process of like, I helped them for free or I did something. Again, yes, some of them will net zero. That's just the way it goes. However, I believe whether it's internally at your place of work or with potential customers, if you are proactively seeking ways to solve their problems, the chances of you crushing your whatever sales quota is go way, way up. I think it's a mindset shift, right, Mo? That's really what it is.

43:40What can I do to help the people in my life? And if I do that, things just seem to go better for everybody. and it's enjoyable, and you wake up and you're having fun. It's fun, exactly. Yeah. I go back and forth on this, okay, when it comes to my business, my life, myself, where sometimes I put out these big, hairy, audacious goals, Jim Collins-esque, and they're results-based. And then other times I think, I just want to focus on the daily process. yeah i i don't really i want to surrender that outcome i just want to focus on this and so i go back and forth where what when it comes to you like for yourself as well as your business like how do you set goals do you set goals what's your process there oh yeah um well you know what i'll show you this i've never shared this at scale before when we're putting it in four-wheel drive we're going off in the woods are you ready let's see it i have this up because um this is kind of a must for youtube i think or we can clip it too but this is i i love that you're ready with visuals to share your screen and you know how to use zoom so well well yeah we do oh my gosh what is this this is man oh man i got inspired by some people you know grant probably grant baldwin and yes um who's amazing at building culture and joel neeb who's a former F-15 fighter pilot instructor and stage four cancer survivor.

45:10He's driving cultural change at scale at VMware. Good friends. And I got inspired and I realized that as we've grown our team, that we didn't have our goals documented in a way. It was like sort of in my head or written down. So what you're looking at is a two-pager and we can describe this for audio. And I feel like there's four major things to grow a business. One is your solution has to be massively differentiated. So when we go into a client, when we go into a client, our materials that we train people, the 50 ,000 people have seen some version of this. They look different. Like they are, like our training materials look unlike and more professional than anything I've ever seen.

45:55That's the solution that's at the bottom of the, this little four-part structure. You want to have your solution really, really differentiated. Then there's three steps that go in a row. I call it pre-BD. Some people call this marketing. Well, actually, everybody calls this marketing. I call it pre-BD because I want it aligned with business development. So pre-business development, how do we have one to many systems where people find out about us and they get so much value, they're predisposed to use us and nobody else. They read Give to Grow. They read Snowball System. They watch our YouTube videos, whatever.

46:27Then we want to have BD. We want to invite them to outreach to us in every single type of pre-BD we have. Then we have very specific questions we ask them. How would you deploy? And how would you make the decision to deploy? And then we've actually documented our six top potential offers of helpfulness. So we like look at this while we're on the call. Hey, would it be helpful if you came to a public training? Hey, would it be helpful if you made introductions to our team or elsewhere? Like we know what those are. And then, like we said, you and I dropped into that BD meeting a little bit ago. I want them talking 80 % of the time.

47:03I want five or six follow-ups. And then when we deliver, so they've hired us at this point, man, I want wow experiences. I want them to expect A +, and we get them A++++, and it all circles back around. So back to goals, I want to have all that documented, and we're always trying to improve each of those four areas as fast as possible. And then we have mapped out the exact impact that we want to have by 1-1-2030 in how many digital downloads have people been impacted by? How many emails have we sent out with articles? How many books have been are in circulation? Like we've mapped this whole thing out.

47:43And then we think of this one last thing. I know I'm going on and on. When we look at the numbers, we actually have somebody in our mind named Julie. And Julie went through our programs years ago as a top tier emerging lawyer. She made an income partner. She was thinking of leaving the practice of law or going in-house because she did not want it. She didn't join, become a lawyer to sell, air quotes. The program was so, GrowBig was so, the training was so transformative. She stayed in law. She got excited. And now she's a major practice leader at even a more elite firm. And we got an email from her like 10 years later, we had lost track.

48:22She sent, she, she found us, she filled out a contact form on the website. Think of the work it takes to do this. She sent us this exact note and you talk about a transformative experience for every number we think about. We think that's another Julie. We got to find other Julie's. We've got to help more people. So I'm rambling a bit. Is this, is this where you wanted to go? I love it, man. Did you have help creating this or is this something that you just know how to do? I made it up because I couldn't find anything else that had this simple model of how to scale a business. How many people on your team?

48:59It's like in the 20 to 30 when you look at all of our internal folks and facilitators and all that. How much of it are you doing versus running the business? How much are you actually on a stage or training or teaching? Or are you mainly the lead business development guy? And then the team goes and fulfills the work. How does that work? Yes, that's down here in this solution box. There's a million ways clients can deploy with us. Because of course, we want that hand in glove fit to meet their goals as we talked about. But what I'm trying to do is more of the multi-year transformational projects, the kind of training programs where they happen every year.

49:36Hey, every year when somebody gets promoted to this level, we income partner, we put them through the training or when they get to account exec, we put them through the training. So I try to stay involved in the more high value things over longer term. The things that are in the millions of dollars, not the hundreds of thousands of dollars, if that makes sense. And then we're trying to use the team for more of the smaller tens of thousand dollars engagement or hundreds of thousands and leverage the team there and try to steer my time to the big on stage stuff and the things that are really, really big over time.

50:06I see Vision 2030, and I have talked with podcast guests about this. And again, I go back and forth because some days I'm like, hey, one foot in front of the next. Be consistent. Get after it. Work, work, work. Good things will come as long as you just keep your eyes on the road in front of you and just don't quit. Just keep going. Here, though, I see a Vision 2030 as if we're going to write this. We're going to try to tell the future, which again, this is for me. I struggle with this. Can you walk me through your idea of why you have this vision 2030? Maybe talk a little bit about what's in it and how like you're trying to go get it.

50:47Yeah, very specifically, this section right here, vision 2030 is what I was really inspired by by Grant Baldwin over at Speaker Lab because he's done this. Their teams literally like read it out loud to each other when they have quarterly meetings. So they all immerse it. here's the idea is that people can live their life in one of three ways. They can either drift, they can either be drifting, be driven or live by design. And I got told this by a good friend of mine. Drift, that's where you keep hustling every day. Every day you answer the emails, you do the things. But I'm in my late fifties now.

51:24Like it's, I have a lot of friends now that have clearly drifted in life. You don't see this when you're in your thirties because everybody seems like they're having fun and doing a thing. But living your life by drift is you can just wake up at an older age and think, this didn't work out the way I want it. Like you've been busy the whole time. You took the kids to soccer practice. You answered the emails. You're on the Zoom meetings, but just didn't quite turn out the way you envisioned. Driven. Driven's the second way. And that's where somebody can hyper emphasize one part of life, but at the detriment of another area of life.

51:58You know, they work so much, they sacrifice their family, it doesn't end well. They believe in triathlon so much that they train 40 hours a week, and it messes up their family life, you know, or they're focused on family, and to the detriment of work. But that's where you concede in one area, but not succeed in another area. The last, the third area is the way to go, and that's design. The only way to live your life with design is to write down where you want to be at some destination in the future. That's what this is at our corporate level. So you'll see what we try to do here, and I've tried to blow it up so people could see if they're on YouTube or whatever, but the idea is you want to like describe in prose what you want the world, what you want your world to look like at some pretty far out destination, something that's close enough, you can see it, but far enough, it's aspirational, five to 10 years.

52:50And then if you match that prose with a very specific numbers, there's a really powerful thing going on in your mind. You can visualize what it feels like and you can see what it's like metric wise. And that's that's a really, really powerful thing. But the first time I really did this in detail is I just hand wrote out a couple paragraphs like it was did it in 10 minutes. but it was a, I forget what year it was like 20, 2008 or something. And I hand wrote out what I wanted things to look like. So it wasn't nearly as complicated as this. I just took five minutes and wrote it out. I looked at that all the time and it incorporated business and family and health and fitness and all the domains of life.

53:34And we, and I, I don't, I can remember distinctly, Ryan, I turned the, I turned the pencil around and I almost erased the numbers like revenue and what our net worth was like and things like that. Because I literally didn't know anybody in my life that had hit that. And I thought it was insurmountable. And I remember, no, I'm going to go for, I got 10 years. I'm going to figure this out. And Ryan, we didn't just hit it in 10 years. We hit that in eight years. And it was like 80 % higher than what I'd written down. Wait, when was this? From 2008 to like 2016 or something like that. Are you okay to share those numbers?

54:12I'm not. I don't I get I get I get it's kind of inspirational man I like you juice me up I know but I'll tell you offline but I don't I don't want to do that because I think it can really come across the wrong way and I just whenever I talk about dollars and cents I I think of the Disney quote we make money to make movies or we make movies we make money to make more movies right the reward yeah Yeah. The reward, I'm not going to push you, but the reward is that you get to keep doing this amazing work, right? That's part of the desire to earn revenue for your company is so you can impact more people.

54:55You get to work with great people. You could hire more people and work with even more great people, which I know is part of that vision, right? Is having more people as part of it and that's where I think it's um that's that's how I feel too with what I get to do is like part of the reward or really for me almost the the all of the reward is that I just get to keep doing this thing like it is so cool it is I'm so grateful that this is actually what you get to do like growing up this wasn't a job this wasn't even a thing and now like it's like you of community like you're killing 100 with the community part i mean these you build these real real relationships with people one of my rules is block out time every week they respond to everybody who listens and i think i love building those relationships i'll never meet almost all of them but to hear how a podcast or a book or a speech that you gave has impacted somebody's life Isn't that the juice, man?

56:00Like that's so cool. And Becky and I talk about this all the time. We don't care if somebody wants to be a hobo or if they want to be CEO, but we're impressed by people living the life they want to live. So many people more in that drift mode that they want X, but they're living Y. And you're somebody I look up to is like, you're living the life you want to live. Just back to you, aren't you impressed by people like Warren Buffett and Betty White and people that like they're like 97 and they're still doing the thing they love like i want to be that person they don't want to retire retirement i guess is fine for some i get it like some you do have to grow up and have a job at times but and by the way you talk about buffett part of what probably keeps them alive is the fact that he is a learning machine and that is inspirational as well as like he's not even really like in the best physical shape he drinks coke eats candy but his brain he's a learning machine he's striving to go to bed a little bit wiser than he was when he woke up just like Charlie Munger did too and I think that's motivating as well I want to work out and stay in shape and all that but I also got to do it with my mind I got to go to bed a little bit wiser and having these types of conversations do that for me man.

57:18So like, this is cool. I know we were right at time, so we got to run, but I do, I saw that like, occasionally you'll go to these offsite masterminds. People had tweeted about these. A few different guys have where you'll go and share. I'm curious, like your, I know this is a little bit of a left-hand turn, but it's also about community and it's about giving to a group of people when you go away. What's your overall mindset on like how to do that well? And how do you show up to add value to people's lives when you do these kind of small mastermind retreats to a cool property with a pool? One of them, I think you're giving a talk when people are in a pool.

57:54I'm just curious what you think about that. Yeah, I think masterminds are one of the most important unlocks to what I've been able to do over the last 10 years. I got invited to one that Sean Blanc does. And that's what opened my eyes to these. And now I'm in five different ones. Wow. Jackie sometimes thinks I'm in the five is four too many, but she's met these people. So here's what a mastermind does. A mastermind, that old saw of you become the five people that you spend the most time around. I don't know if that number's right, but we definitely, the normative nature of the people we interact with the most does become normal.

58:35What do the people around us do? And as you reach a certain level of performance, you're not going to find folks in your, maybe even in your organization or your community, and you got to reach outside of that. If you really want to go to next level performance, that's what a mastermind can do. So of these five, there's three I'll point out. One is Sean's group where we get together in Breckenridge for like three days. And it's very small. It's like eight or ten people. and that one I have learned how to scale more of a b2b business in a b2c way that I never would have learned out without it like the people everybody's from like different companies and do different things they're all creators they're all net givers which is that's a filter that Sean and I would agree on is amazing so that one has helped me scale in ways that we never could have done that helped me get those goals in eight years that I didn't even think were possible in 10, that kind of thing.

59:30I think that group more than anything else exposed me to things I could do there. The second group we put on, which is called mashup and Sean and I liked the, the intimate idea. So we did a bigger one. So we invite 42 at my house. That's the picture you saw in our backyard. We have 12 acres and horses. It's really cool. So it's a perfect venue for this. We have 50 people this year. And we call that mashup, the mastermind of awesome, superhuman, unreal people. And the neat thing about that is I saw how people looked up to Sean for the small group. So, and I wanted, we wanted, we both wanted a bit more of a networking group, a little less content, a little more human to human helpfulness.

1:00:07So we increased that, widened the aperture a little bit. We have mashup. It went so well the first year we're doing it a second year. And that's, and what's important about that is each person ahead of time shares, here's how I can help people and here's where I want help and share that database with everybody beforehand so what they when they arrive Jim sees Josh over in a corner says oh I can help you on this thing I saw your thing I want to talk to you and because everybody's filtered on net giving like there's no hi my name's Mo what do you do like everybody instantaneously knows who they want to go to and it's all based on helpfulness and then the third group is this this crazy group I shouldn't even be in, but it's of elite adventure athletes.

1:00:51And I probably shouldn't be in that one, Ryan, but that one's inspiring from a fitness perspective. I mean, like a couple guys ran the Leadville 100 a couple of weeks ago. We're all cheering them on in a text group. Another guy climbed up Mount McKinley with a paragliding set on his back and was the first person to ever climb up and glide off Mount McKinley. Well, when I was hesitating to run around the neighborhood for five miles on a set. I'm like, this guy just paraglided off Mount McKinley. I can run in the humidity in Atlanta. And I ran a little fast. So anyway, that's a fitness one. So you get the idea.

1:01:25It's about inspiring and building community. And it's just, it's a way to completely unlock a next level of performance. Wow. Love it, man. The book, the most latest book is called Give to Grow, Invest in Relationships to Build Your Business and Your Career. Oh, we both got it here. sweet feels good man really uh excited for you mo i know this thing is going to take all i think this is one it's like it's not going to hit with a splash and then just slowly fade away i feel like it will get better and better and better as far as like sales will go up which is the opposite of most books where they say start strong and then kind of fall apart so i give to grow though invest in relationships to build your business and your career this is awesome man i really appreciate it and i'm certain that this will not be the last time we talk i'd love to continue our dialogue how goes he both progressed, man.

1:02:12I love it. And if people want more that now, we can get give to grow everywhere. Like it's everywhere, but also in all different formats, but also we, we developed a free training class and that's at give to grow.info. All those downloads I show, not the one about our company. I've kept that a little, I try to zoom in, but I've kept that sort of behind the wall because there's some more intimate stuff there. But, but anyway, all those downloads, like the 50 plus go-to questions. There's a team launch guide for people to implement Give2Grow across the team, a secret chapter downloads, the doing versus winning chart.

1:02:45All that's over at Give2Grow.info and people can get it right away. Love it. So good. Drinking your own champagne, right? You're doing it exactly the way you teach others, just giving, giving, giving, planting seeds. Awesome, man. All right, Mo. Thanks so much, man. Look forward to the next one. Thank you. This has been so fun. You're probably the best interviewer I've ever had. So man, I just, this is, this has been a blast. Thanks. Thank you, man. That means a lot. Appreciate it, Mo.

1:03:11It is the end of the podcast club. Thank you for being a member of the end of the podcast club. If you are, send me a note, Ryan at learningleader.com. Let me know what you learned from this great conversation with Mo Bunnell. A few takeaways from my notes. Quote, I wake up every morning looking to help my friends succeed, and some just happen to be clients. I love this way of proactively thinking of ways to add value to others. That is a great way to build a meaningful life and probably a pretty good business too. And then people can live in one of three ways. They can drift, which, you know, stay busy, answer some emails, do what you need to do each day, or they can be driven, which is they hyper emphasize one part of their life, potentially to the detriment of others, or as Mo says, this is the best way by design, write down where you want to be and make a plan to get there.

1:04:11I love that Mo shared the internal document. And you can see this again, if you watch the YouTube, youtube.com slash Ryan Hawk, the internal document that states his 2030 vision, as well as his plan to achieve it. It's a big, big goal. And then celebrate incremental progress. I appreciate that Mo writes in a journal about the growth of himself, his business, and his clients, the people he helps. I think we'd all be better off if we were better at celebrating the incremental progress in our life. And he stated some of the research that Teresa Amabile talks about, which if you are are regularly thinking about progress and growth and documenting that, it leads to a more fulfilling life.

1:05:07Once again, I want to say thank you so much for continuing to spread the message and telling a friend or two, hey, you should listen to this episode of The Learning Leader Show with Mo Bunnell. I think he'll help you become a more effective leader because you continue to do that and you also go to Apple Podcasts and Spotify. You subscribe to the show. You write a thoughtful were you and hopefully rate it five stars by doing all of that you are continually giving me the opportunity to do what i love on a daily basis and for that i will forever be grateful thank you so so much talk to you soon can't wait