E166: DAT:The Most Important Business Development Question You're Not Asking

E166: DAT:The Most Important Business Development Question You're Not Asking

Dr. Jean, The Results Queen® reveals one of the simplest yet most overlooked tools in business development: asking for a date and time. It sounds simple, but this one step is often the difference between a promising conversation and a lost opportunity. Many professionals leave meetings feeling positive, assuming the client will follow up when they're ready. Unfortunately, that's not how most buying decisions work. People get busy, priorities shift, and opportunities quietly disappear. Dr. Jean explains why asking for a follow-up date and time is a critical part of being a facilitator buyer, someone who helps clients move confidently through the decision-making process instead of leaving them to figure it out alone. Using real coaching examples, she walks through practical ways to ask for the next meeting, handle objections, and avoid falling into the dreaded "chase" that so many business developers experience. If you're tired of hearing, "I'll get back to you," only to never hear from the prospect again, this episode is for you. Go Get Results! Contact Dr. Jean here: Website: www.gettingresultswithdrjean.com [http://www.gettingresultswithdrjean.com/] Email: jean@cavemanbrain.com [jean@cavemanbrain.com]

E165: Why The Best Leaders Ask For Help

Dr. Jean, The Results Queen® explores a question that has puzzled her for years: Why do people refuse help, even when they need it? After spending decades helping business owners, executives, and leadership teams achieve better results, Dr. Jean has noticed a surprising pattern. Sometimes the people who need help the most are the quickest to say no. Why? Is it ego? Pride? Fear? A belief that asking for help means weakness? Dr. Jean examines the role of Caveman Brain® in our resistance to accepting support and challenges the idea that successful people achieve greatness entirely on their own. Drawing from examples in business, sports, and entrepreneurship, she explains why every elite performer relies on coaches, mentors, advisors, and supporters along the way. She also shares stories of business owners who declined help and paid a much higher price than they realized. If you've ever struggled to ask for help, receive guidance, or invest in your own growth, this episode may reveal what's really holding you back. Go Get Results! Contact Dr. Jean here: Website: www.gettingresultswithdrjean.com [http://www.gettingresultswithdrjean.com/] Email: jean@cavemanbrain.com [jean@cavemanbrain.com]

E164: The Leadership Responsibility No One Wants to Talk About

Dr. Jean, The Results Queen® delivers a direct message to business owners, founders, visionaries, and leaders who claim they hate business development: it's time to change your mindset. Many business owners believe they can build a successful company while avoiding sales, networking, and relationship building. The reality is that if you're leading a business, business development is part of the job. Dr. Jean shares a conversation with a former pharmacist turned entrepreneur who learned to overcome his discomfort with business development and explains why so many leaders struggle with it in the first place. You'll learn why business development doesn't have to feel pushy, salesy, or aggressive, and how identifying your ideal client can completely transform your experience with growth and networking. Dr. Jean also introduces the concept of finding your "Mimi" clients, the people you genuinely enjoy serving, and explains how focusing on those relationships makes business development far more enjoyable and effective. If you've ever said, "I hate sales" or "I'm not good at networking," this episode will challenge you to think differently. Think about your favorite client. What makes them such a great fit? Why did they hire you? What problem were they trying to solve? Once you understand that, make it your mission to find more people just like them. Because business development becomes much easier when you're talking to people you genuinely want to help. Go Get Results!! Contact Dr. Jean here: Website: www.gettingresultswithdrjean.com [http://www.gettingresultswithdrjean.com/] Email: jean@cavemanbrain.com

E163: What Nearly Cost Me Three-Quarters of My Company

In this episode of Getting Results with Dr. Jean, Dr. Jean shares one of the most personal business lessons of her career and why every organization must treat business development as a company-wide responsibility. Too many professional service firms rely on one or two rainmakers to bring in all the business while everyone else focuses on technical work. It feels safe until something changes. Dr. Jean, The Results Queen® shares the story of what happened when her own company lost nearly three-quarters of its business through client acquisitions, mergers, and graduations. What followed was a difficult but transformational journey that required rebuilding the company from the ground up through disciplined business development. This episode is a powerful reminder that no business is immune to change. Whether you're a lawyer, accountant, financial advisor, consultant, or business owner, the organizations that survive and thrive are the ones that build business development into their culture, not just into one person's job description. If you're waiting until business slows down to focus on growth, you're already behind. Take an honest look at your organization. If your top business developer disappeared tomorrow, what would happen? Would your company continue to grow, or would growth stop overnight? The answer will tell you exactly where you need to invest your time, training, and leadership attention. Go Get Results!! Contact Dr. Jean here: Website: www.gettingresultswithdrjean.com [http://www.gettingresultswithdrjean.com/] Email: jean@cavemanbrain.com

E162: From Hello to Client: Why Every Word Matters in Business Development

Dr. Jean, The Results Queen® shares one of the most important lessons in business development: every word matters. The conversation was inspired by a successful former client who reflected on a key takeaway from Dr. Jean's business development program: the words you choose throughout the sales process can determine whether someone becomes a client or walks away. Many professionals, especially lawyers, accountants, financial advisors, and consultants, rely too heavily on technical expertise when speaking with prospects. The problem? Most buying decisions are not made logically. They're made emotionally. Dr. Jean explains why prospects are looking for trust, confidence, and connection long before they care about technical details. She also shares why scripting conversations, rehearsing key questions, and intentionally choosing your language can dramatically improve your business development results. If you've ever wondered why a seemingly perfect prospect didn't move forward, this episode may reveal exactly where the conversation went off track. Go Get Results!! Contact Dr. Jean here: Website: www.gettingresultswithdrjean.com [http://www.gettingresultswithdrjean.com/] Email: jean@cavemanbrain.com [jean@cavemanbrain.com]