What do great business developers actually do differently and how can leaders support that growth across all personality types?

In this episode, we unpack the habits, mindsets, and systems that set top performers apart, especially in professions like financial planning, where the old-school “sales” approach doesn’t always fit.

Whether you’re outgoing, introverted, analytical, or empathetic, this conversation will help you reframe business development as a skill anyone can learn, when the right support is in place.

You’ll learn why solving problems (not pushing products) is the key to long-term success, how to use client language to connect more effectively, and why follow-up systems matter just as much as charisma.

We also dive into the importance of blocking time for outreach, creating emotional distance in sales conversations, and the power of lifelong learning.

Kristin shares:

• Business development is a learned skill.
• Different personalities can succeed in BD.
• Follow-up is where growth happens.
• Lead with client pain points, not features.
• Block time for focused outreach.
• Build templates to avoid overthinking.
• Sales is solving problems with empathy.
• Match your message to your audience.
• Leaders must support diverse BD styles.
• Lifelong learning is a business developer’s edge.

Resources:

• Business Development Ecosystem Map

Connect with Kristin Harad:

• LinkedIn: Kristin Harad, CFP®
• FullAdvisorCoaching.com
• X: KristinHarad
• Email: [email protected] 
• Schedule a Conversation with Kristin