Cannon Carr Asks Are You Selling or Solving Problems?

<p>Cannon Carr shares the insights he’s learned over the years about why he’s not a sales guy, but loves business development. Learn about the key mindset shift that unlocks the power of business development and makes it something fun, easy, and repeatable, and how to instill simple habits that deepen relationships by being proactively helpful every single week.</p> <p> </p> <p>Mo asks Cannon Carr: When did you realize that business development was great?</p> <ul> <li>There was not one moment, but a story stands out in particular for Cannon. When his father was retiring from the firm he was working at, he told him that he was a great analyst but not a great salesperson, and if he wanted to succeed, he would need to figure that out.</li> <li>When a professional services firm reaches a certain revenue threshold, the same things that got them to that point won’t help grow past it. Simply hiring a rainmaker won’t necessarily solve the problem.</li> <li>You need a broader team working towards business development to tap a broader network to grow a firm.</li> <li>The real mindset shift that unlocks the power of business development is “Are you selling, or are you helping to solve problems?”</li> <li>Take the sales hat off and integrate yourself into your client’s lives. Understand what their problems are, and if you can be alongside them during the inevitable transitions in their life, you can deepen the relationship. It’s about relevancy and solving problems. The sales and referrals will come naturally out of that.</li> <li>Life has transitions that create challenges along the way. Cannon helps his clients with a wealth plan that keeps their legacy and lifestyle intact.</li> </ul> <p> </p> <p>Mo asks Cannon Carr: What is your personal definition of business development?</p> <ul> <li>If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right.</li> <li>For Cannon, business development is about connecting people and ideas. He thi