Mo Bunnell, CEO and Founder of Bunnell Idea Group, breaks down the immense benefits that thinking profiles and psychology can have on your sales process.
Danny:
Okay, let's jump into this awesome episode. I've got Mo Bunnell from Bunnell Idea Group, and I'm super excited to have him here on the show. Mo, thanks so much for joining us today.

Mo:
Yes, I'm excited.

Danny:
It's awesome. So for those who aren't familiar with the famous Mo Bunnell, please tell us a little about yourself and Bunnell Idea Group.

Mo:
Oh, man. Well, I have sort of a weird background.

Danny:
What weird background?

Mo:
Weird yeah, let's start with weird. Is that how you usually stir things up?

Danny:
It's very normal, yes.

Mo:
I went to college to be an actuary. So most people don't know a lot of actuaries but you're starting with pretty geeky stuff right away. And then while I was in school, I also loved the personal side of things too. So I loved being a deep expert in something and I loved being the personal side of things. So I ended up joining a fraternity and being president of my fraternity, in my senior year I got elected homecoming king.

Danny:
Oh, wow.

Mo:
And I'll never forget my actuarial science professor, the guy who led the program, he held up the student newspaper on the week after I got named homecoming king and he said, "You know Mo, the odds of an actuary being named homecoming king are very low." So I always had like one foot in an expertise and one foot in people skills. And I thought that was, it sort of moved to... It sort of led me to where I'm at, where the kind of things I love to do.

Danny:
That's awesome. So what are you doing now? Pursuing actuarial science work?

Mo:
No, but I took all the exams, actuarial exams, but I love helping people with business development, especially experts that have to figure out how to actually bring in business. Sort of one foot in an expertise and one foot in people skills. So that whole thing that started in college, led to finishing the actuarial exams, falling in love with business development at a big consulting firm I worked at, and then about 15 years ago, I left to go off on my own because I'd fallen in love with helping others learn great business development skills.

Danny:
That's awesome. Well, so an actuary who sells right?

Mo:
Yeah.

Danny:
Who would have thought, right? That's awesome, Mo. So well, and so you just recently released this really cool book called "The Snowball System"?

Mo:
Yes.

Danny:
So tell us a little bit about the book.

Mo:
Well, it flows right from what we just talked about. There's so many people out there, they are deep experts in something, and they have to find people to buy it. And maybe they're in manufacturing like a lot of your listeners and watchers or viewers, where an engineer might take 10 years of experience until they know enough about what their business can manufacture before they can actually go out and lead client relationships, lead customer relationships. So those folks that have a deep expertise and also have to find people to purchase it, or purchase those services or goods that's who "The Snowball System" is written for.

Danny:
Well, that's awesome, so I will say, we actually went with Optimum. We went to... well I'll pitch to the audience here. We went to Mo's, we got