Join us for an insightful exploration of the art of influencing people internally within organizations. In this episode, we are thrilled to welcome Sabine Gedeon, an esteemed executive advisor and speaker, as we dissect the concept of relational authority and its crucial role in building internal influence. Sabine emphasizes that mindset is 80% of success and highlights the significance of understanding your audience by stepping into their shoes. We uncover the challenges faced in internal negotiations, particularly in sales and HR, and the importance of aligning internal support to meet client needs. Discover how behaviors, attitudes, and techniques, encapsulated in the acronym BAT, are essential to enhancing influence and achieving success within an organization.

Listen in as we emphasize the importance of preparation and strategic relationship-building to effectively influence stakeholders. By identifying key individuals who may challenge or support a proposed change, you can tailor your approach to align with their priorities. We discuss the use of tools like DISC to understand team members' perspectives and the impact of consistent behavior in building credibility and trust over time. Learn how nurturing internal networks and maintaining a reputation for thoroughness can significantly enhance your ability to gain support for initiatives. This episode provides actionable insights for overcoming resistance and achieving success by mastering the art of internal influence.

(00:02) Influencing People Internally
(10:22) Preparing to Influence Internally

(00:02) Influencing People Internally

This chapter explores the essential components of relational authority and the power to influence people internally within organizations. Joined by Sabine Gedeon, an executive advisor and speaker, we examine the critical role of mindset in successful influence. We discuss how understanding your audience and preparing for conversations by stepping into their shoes is vital for building influence. Sabine emphasizes that mindset constitutes 80% of success, and having the right attitude is crucial before any strategic execution. The conversation highlights the challenges people face in internal negotiations, especially in sales and HR, and the importance of aligning internal support to meet client needs. The focus is on behaviors, attitudes, and techniques, as embodied in the acronym BAT, and how these elements contribute to improving one's influence and success within an organization.

(10:22) Preparing to Influence Internally

This chapter explores the importance of preparation and strategic relationship-building in influencing stakeholders within an organization. I discuss the necessity of identifying key individuals who might challenge or support a proposed change, and how to align them with your goals. By understanding the perspectives of different team members, especially through tools like DISC, you can tailor your approach to address their priorities effectively. I also emphasize the significance of consistent behavior in building credibility and trust over time. By nurturing internal networks and maintaining a reputation for thoroughness, you can significantly enhance your ability to gain support for initiatives, making it clear that preparation is key to overcoming resistance and achieving success.

Join us for an insightful conversation with Daniel Rosen from Renovo Financial as we explore the concept of the success triangle—attitudes, behaviors, and techniques—in scaling businesses. Daniel shares his remarkable journey, highlighting Renovo's impressive 10x expansion of its sales team and 40x business growth over the past six years. Discover the pivotal role of mindset and the "adult-adult" approach in building enduring relationships within the commoditized lending industry. Daniel emphasizes the significance of "slowing down to speed up," a principle that has shaped Renovo's success in cultivating genuine business partnerships and mutual growth.

We also discuss the importance of building long-term client relationships by prioritizing a local, client-centric approach in the real estate lending business. Learn how understanding clients' business journeys and challenges leads to stronger partnerships and a referral-based business model. Additionally, we explore effective hiring and onboarding strategies that have distinguished Renovo, especially during the challenges of COVID-19. By setting clear expectations and rigorous training, Renovo has cultivated a team of top producers who thrive in a supportive environment. Daniel's experiences and insights provide a comprehensive look at fostering genuine connections and a structured approach to success.

(00:02) Success Triangle
(10:32) Building Long-Term Client Relationships
(18:18) Effective Hiring and Onboarding Processes

(00:02) Success Triangle

This chapter features a conversation with Daniel Rosen from Renovo Financial, highlighting his journey and the impressive growth of his company. We explore the significance of the success triangle—attitudes, behaviors, and techniques—in scaling businesses, as evidenced by Renovo's remarkable 10x sales team expansion and 40x business growth over six years. Daniel emphasizes the importance of mindset, particularly the "adult-adult" approach in building lasting relationships in a commoditized lending industry. We reflect on a pivotal moment when Daniel first reached out for sales training, underscoring the value of slowing down to speed up, and how this principle has shaped Renovo's relationship-driven success. Through this lens, Daniel's insights reveal how fostering genuine business partnerships contributes to mutual growth and success.

(10:32) Building Long-Term Client Relationships

This chapter focuses on the importance of building genuine relationships in the real estate lending business by prioritizing a local, client-centric approach. We explore how understanding a client's overall business journey and challenges leads to stronger, long-term partnerships rather than just focusing on individual deals. Emphasizing the mantra "slow down to speed up," we highlight the benefits of investing time to understand clients' needs and making informed decisions on fit and alignment. By prioritizing relationship-building, we aim to transform sales strategies into a referral-based business model that drives sustained growth. Through personal experiences and insights, we underscore how this approach has led to significant increases in loan processing volumes, illustrating the power of a well-cultivated, client-focused sales process.

(18:18) Effective Hiring and Onboarding Processes

This chapter explores the innovative hiring and onboarding strategies that have set a company apart, particularly during the challenges of COVID-19 when operations expanded nationwide. By emphasizing the importance of having a clear process and identifying the right candidate profile, I highlight how this approach mirrors effective prospecting techniques. The conversation underscores the necessity of transparency in setting expectations, where the upfront communication of challenges and rigorous training requirements becomes crucial. This method not only avoids overselling the job but also prepares candidates for the demanding nature of the role. We also discuss the implementation of techniques like upfront contracts and role-playing, alongside regular accountability meetings, which ensure new hires are equipped and ready to succeed. The outcome of this meticulous process is a team of top producers who thrive under the company's supportive and structured environment.