I'm excited to sit down with Kristy Ellmer, a senior leader at Boston Consulting Group and co-author of How Change Really Works, to talk about what it actually takes to lead meaningful change inside organizations. Rather than relying on intuition or management trends, Kristy explains how years of research in behavioral science, neuroscience, and real-world transformations led to seven practical principles for increasing the odds of success. We explore why so many change efforts stall, why getting genuine agreement matters more than quick consensus, and how leaders can create the conditions for lasting progress instead of temporary compliance.

Our conversation also moves beyond strategy into the human side of transformation. We discuss why people are more likely to embrace change when they have ownership in shaping it, how leaders can encourage productive disagreement without slowing momentum, and why stories often inspire action more effectively than metrics alone. Whether you're leading a company, managing a team, or guiding clients through change, these ideas offer practical ways to think differently about how people commit to new directions and sustain them over time.

Topics We Cover in This Episode:

• Why "false alignment" creates more problems than open disagreement

• How to know when your team is truly aligned before moving forward

• A simple exercise that exposes hidden assumptions in leadership meetings

• What the "IKEA Effect" teaches us about ownership and commitment

• Why involving more people doesn't always slow a transformation down

• How stories and symbols can motivate people in ways data alone cannot

• The role of healthy debate in building stronger decisions and better execution

• Why successful change is often about designing the process, not just setting the goal

If you're responsible for leading change or influencing others through uncertainty, I think you'll find this conversation incredibly helpful.

Resources Mentioned:

Purchase How Change Really Works: https://a.co/d/08tqzPRZ

Connect with Kristy on LinkedIn: https://www.linkedin.com/in/kristy-r-ellmer-b25b7a23/

Connect with Kristy on Instagram: https://www.instagram.com/kristy_ellmer/

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Free Give to Grow Training and Downloadable Materials: Givetogrow.info

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In this episode, I sit down with Dr. Robert Cialdini, one of the world's foremost researchers on influence and the bestselling author of Influence, to discuss what actually builds trust in relationship-driven business development. Rather than focusing on persuasion tactics, we explore the small, practical behaviors that help experts create stronger client relationships over time—from expressing genuine affinity and finding authentic points of connection to using language that reinforces partnership instead of distance.

We also talk about why human connection often matters more than demonstrating expertise alone. Dr. Cialdini shares research-backed examples on asking for advice instead of opinions, making communication feel more personal, framing conversations around shared goals, and even how admitting a past mistake can strengthen credibility.

Topics We Cover in This Episode:

• Why the principles of liking and unity are foundational to lasting client relationships

• A simple language shift that turns critics into collaborators

• How to find authentic common ground without forcing rapport

• Why humanizing your communication can be more persuasive than emphasizing credentials

• What Warren Buffett's shareholder letters teach about building trust

• How acknowledging a past mistake can make future recommendations more credible

• When framing outcomes as potential losses can be more motivating than highlighting gains

• Practical ways to make emails, conversations, and client interactions feel more personal

If you're looking for practical ways to strengthen trust, communicate more effectively, and build relationships that last, I think you'll find plenty to take away from this conversation.

Resources Mentioned:

Cialdini Free Assessment — cialdini.com

Book: Influence by Robert Cialdini — https://a.co/d/05dd7GPv

Robert Cialdini's other books — https://www.amazon.com/stores/author/B000AP9KKG/

Sign up for Bunnell Idea Group's free AI Business Development tool, GrowBIG AI: growbig.ai

Sign up for Mo's weekly newsletter: GrowBigPlaybook.com

Free Give to Grow Training and Downloadable Materials: Givetogrow.info

Give to Grow Amazon Order Link: https://a.co/d/ec8DTzc

Follow Mo's LinkedIn: https://www.linkedin.com/in/mobunnell/

In this episode, I sit down with former Navy SEAL, leadership expert, and bestselling author Rich Diviney to explore what it really means to perform well in uncertain environments. Drawing from the ideas in his book Masters of Uncertainty, Rich explains why chasing peak performance can actually be the wrong goal for most people and why learning to perform optimally in unpredictable situations matters far more.

We discuss how uncertainty affects decision-making, motivation, relationships, and business development, and how small shifts in focus can help us make progress even when outcomes feel unclear.

If you're leading a business, growing relationships, managing a team, or simply trying to navigate a challenging season, this conversation offers practical ways to stay focused and effective when certainty is nowhere to be found.

Topics We Cover in This Episode:

• Why optimal performance is often more useful than peak performance

• How uncertainty creates stress and what your brain is looking for in difficult situations

• The Duration, Pathway, Outcome (DPO) framework and how it can reduce overwhelm

• Why breaking goals into smaller horizons can improve motivation and follow-through

• How fear, uncertainty, and anxiety interact and what helps reduce their impact

• What attributes reveal about how people show up under pressure

• How high-performing teams adapt leadership responsibilities in real time

• Why trust depends on more than competence and consistency alone

If you're looking for practical ways to navigate uncertainty with more confidence, clarity, and resilience, this episode is for you.

Resources Mentioned:

Listen to Secrets to Thriving Under Pressure with Author and Retired Navy SEAL, Rich Diviney: https://podcasts.apple.com/us/podcast/secrets-to-thriving-under-pressure-with-author-and/id1504330338?i=1000683901565

Connect with Rich: https://learn.theattributes.com/mastering-uncertainty

Sign up for Bunnell Idea Group's free AI Business Development tool, GrowBIG AI: growbig.ai

Sign up for Mo's weekly newsletter: GrowBigPlaybook.com

Free Give to Grow Training and Downloadable Materials: Givetogrow.info

Give to Grow Amazon Order Link: https://a.co/d/ec8DTzc

Follow Mo's LinkedIn: https://www.linkedin.com/in/mobunnell/