The Science of Business Development

Discover the secrets to sales as Greg DeKalb and Alan Stern share insights and wisdom on The Science of Business Development Podcast. With a background spanning from selling cars to owning a DJ company, Alan's journey is a testament to the power of perseverance and adaptability in the ever-changing landscape of business.

As Greg guides the conversation, we're treated to a feast of actionable strategies and thought-provoking ideas. Alan's innovative methodology, aptly named the HEAT method, is unveiled before our eyes, promising a strategic approach to marketing without breaking the bank.

But what truly sets this episode apart is its emphasis on the human element of business. Alan's words resonate deeply as he shares, "People don't buy from brands. They buy from people who represent brands." In a world inundated with advertisements, the key lies in forging genuine connections and building trust.

As Alan delves into the four pillars of the HEAT method – humor, education, adding value, and trust – you can't help but feel empowered to apply these principles to your own business endeavors. "When your marketing goes cold, drop some heat," he quips, encapsulating the essence of his revolutionary approach.

But amidst all the strategies and tactics, it's the human stories that shine through the brightest. Alan's passion for helping others succeed is palpable in every word, as he shares his journey from humble beginnings to entrepreneurial success. His authenticity and vulnerability serve as a beacon of hope for aspiring business owners everywhere.

The episode serves as a masterclass in business development, offering a potent blend of inspiration, wisdom, and practical advice. As Greg and Alan remind us, success in business is not just about numbers and strategies – it's about forging genuine connections and staying true to your values.

As you embark on your own entrepreneurial journey, remember the lessons imparted by Greg and Alan. Embrace the power of humor, educate yourself relentlessly, add value to others, and above all, build trust through authenticity and integrity. With their guidance, success is within reach.

In a recent episode of The Science of Business Development, Stephanie Welter, from Keller Williams Success Real, interviews Rebekah Carlson from Carlson Integrated.

Carlson's firm specializes in marketing and is also a commercial real estate brokerage. Welter is curious about the structure of Carlson's business and asks how she ended up combining both aspects.Carlson explains that she got licensed in real estate when she first started in the industry as a way to learn the vernacular of the business.

However, when she left her old in-house company, they told her to take her license with her. Carlson then had to take managing broker classes so that she could have her license hung by herself.

Over time, her marketing business grew, but she also began to have colleagues and friends who asked to hang their license with her. These were people who had licensing but were not utilizing it as part of their primary career, and they wanted to have a managing broker who understood that they were not going to be generating leads.

As Carlson's brokerage business grew, she provided opportunities for education, mentoring, and learning, particularly in the commercial real estate business.

While Carlson's primary focus is on marketing, she recognizes the importance of storytelling in business development. She came from the investment side of the commercial real estate world and was the director of marketing and business development for a company that acquired shopping centers and parking structures across the country.

She recognized that no one can do business with someone they don't know about, and she loved the growth that they were able to experience when they raised investment funds.

Carlson's experience in building a business from the inside and her knowledge of the investment side of the commercial real estate world has helped her combine her marketing expertise with her commercial real estate brokerage business. She also recognizes that relationships are a significant aspect of any business, and one should not lose family in real estate but grow it.

Rebekah Carlson's unique combination of marketing and commercial real estate brokerage businesses has resulted in an unintentional growth pattern, but she has taken advantage of this growth to provide opportunities for education, mentoring, and learning in the commercial real estate business. Carlson's experience in building businesses from the inside has also helped her to recognize the importance of storytelling in business development and the value of growing relationships in the industry.

Before being acquired by Capgemini, Rich Lyons was the Founder and CEO of Lyons Consulting Group. He joins on The Science of Business Development to share his story and the wisdom he's attained along the way.

With a bachelor of science in Electrical engineering from Michigan and an MBA from Kelloggs, Rich shares some insight on the science behind getting started in sales.

"No one wants to do dials on Friday afternoon. So if you want to avoid that, you front load your week. Do them earlier in the week. It's no magic. If you don't have them done, then you better be dialing on Saturday and dial on Sunday.

When you set your floors, you can have stretch goals, but make it every week. To me that's the science of at least getting started."

Tune in more to hear Rich's journey from sales manager, to sales employee and eventually founder of his own company.