In this episode, I sit down with Dr. Robert Cialdini, one of the world's foremost researchers on influence and the bestselling author of Influence, to discuss what actually builds trust in relationship-driven business development. Rather than focusing on persuasion tactics, we explore the small, practical behaviors that help experts create stronger client relationships over time—from expressing genuine affinity and finding authentic points of connection to using language that reinforces partnership instead of distance.

We also talk about why human connection often matters more than demonstrating expertise alone. Dr. Cialdini shares research-backed examples on asking for advice instead of opinions, making communication feel more personal, framing conversations around shared goals, and even how admitting a past mistake can strengthen credibility.

Topics We Cover in This Episode:

• Why the principles of liking and unity are foundational to lasting client relationships

• A simple language shift that turns critics into collaborators

• How to find authentic common ground without forcing rapport

• Why humanizing your communication can be more persuasive than emphasizing credentials

• What Warren Buffett's shareholder letters teach about building trust

• How acknowledging a past mistake can make future recommendations more credible

• When framing outcomes as potential losses can be more motivating than highlighting gains

• Practical ways to make emails, conversations, and client interactions feel more personal

If you're looking for practical ways to strengthen trust, communicate more effectively, and build relationships that last, I think you'll find plenty to take away from this conversation.

Resources Mentioned:

Cialdini Free Assessment — cialdini.com

Book: Influence by Robert Cialdini — https://a.co/d/05dd7GPv

Robert Cialdini's other books — https://www.amazon.com/stores/author/B000AP9KKG/

Sign up for Bunnell Idea Group's free AI Business Development tool, GrowBIG AI: growbig.ai

Sign up for Mo's weekly newsletter: GrowBigPlaybook.com

Free Give to Grow Training and Downloadable Materials: Givetogrow.info

Give to Grow Amazon Order Link: https://a.co/d/ec8DTzc

Follow Mo's LinkedIn: https://www.linkedin.com/in/mobunnell/

In this episode, I sit down with former Navy SEAL, leadership expert, and bestselling author Rich Diviney to explore what it really means to perform well in uncertain environments. Drawing from the ideas in his book Masters of Uncertainty, Rich explains why chasing peak performance can actually be the wrong goal for most people and why learning to perform optimally in unpredictable situations matters far more.

We discuss how uncertainty affects decision-making, motivation, relationships, and business development, and how small shifts in focus can help us make progress even when outcomes feel unclear.

If you're leading a business, growing relationships, managing a team, or simply trying to navigate a challenging season, this conversation offers practical ways to stay focused and effective when certainty is nowhere to be found.

Topics We Cover in This Episode:

• Why optimal performance is often more useful than peak performance

• How uncertainty creates stress and what your brain is looking for in difficult situations

• The Duration, Pathway, Outcome (DPO) framework and how it can reduce overwhelm

• Why breaking goals into smaller horizons can improve motivation and follow-through

• How fear, uncertainty, and anxiety interact and what helps reduce their impact

• What attributes reveal about how people show up under pressure

• How high-performing teams adapt leadership responsibilities in real time

• Why trust depends on more than competence and consistency alone

If you're looking for practical ways to navigate uncertainty with more confidence, clarity, and resilience, this episode is for you.

Resources Mentioned:

Listen to Secrets to Thriving Under Pressure with Author and Retired Navy SEAL, Rich Diviney: https://podcasts.apple.com/us/podcast/secrets-to-thriving-under-pressure-with-author-and/id1504330338?i=1000683901565

Connect with Rich: https://learn.theattributes.com/mastering-uncertainty

Sign up for Bunnell Idea Group's free AI Business Development tool, GrowBIG AI: growbig.ai

Sign up for Mo's weekly newsletter: GrowBigPlaybook.com

Free Give to Grow Training and Downloadable Materials: Givetogrow.info

Give to Grow Amazon Order Link: https://a.co/d/ec8DTzc

Follow Mo's LinkedIn: https://www.linkedin.com/in/mobunnell/

In this episode, I sit down with Melody Wilding to talk about a skill that has become increasingly important in today's matrixed organizations: managing up. But not in the traditional sense of simply keeping your boss informed. We explore what it really means to build influence with decision-makers, stakeholders, and leaders whose priorities, communication styles, and levels of involvement may be very different from your day-to-day contacts. Whether you're navigating internal relationships or working with complex clients, Melody shares practical frameworks for creating alignment, building trust, and increasing your impact without feeling political or inauthentic.

We also discuss how to identify the people who truly influence outcomes, make the most of limited access to senior leaders, and communicate your value in ways that resonate with decision-makers.

Topics We Cover in This Episode:

• Why "managing up" means much more than managing your relationship with a direct supervisor

• How to identify the stakeholders who have the greatest influence over key decisions

• A simple power-mapping framework for navigating complex organizations

• Better questions to ask when trying to understand what decision-makers truly care about

• How to communicate updates in ways that highlight business impact instead of activity

• The role curiosity plays in creating meaningful networking opportunities

• Why involving others in the process often creates stronger buy-in than presenting a polished solution

• How to use brief interactions with senior leaders to build stronger long-term relationships

If you enjoy conversations about influence, business development, leadership, and relationship-building, I think you'll find a lot to consider in this discussion. Be sure to subscribe so you don't miss future episodes, and if you found this conversation valuable, please share it with a colleague or friend who would enjoy it as well.

Resources Mentioned:

Connect with Melody: https://melodywilding.com/

Get Melody's free training, 5 Steps to Speak Like a Senior Leader, here: https://melodywilding.com/training

Sign up for Bunnell Idea Group's free AI Business Development tool, GrowBIG AI: growbig.ai

Sign up for Mo's weekly newsletter: GrowBigPlaybook.com

Free Give to Grow Training and Downloadable Materials: Givetogrow.info

Give to Grow Amazon Order Link: https://a.co/d/ec8DTzc

Follow Mo's LinkedIn: https://www.linkedin.com/in/mobunnell/