Power Partners, Profiles And People

Super-successful business professionals continuously brag about their networks. “It’s not what you know, it’s who you know” is an oldie but goodie among business people. However, in the trenches of commerce, it is actually less who you know, but who knows you! Regardless of how great an opening line draws prospects into conversation, the technique is inferior to a professional seeing you across a real, or virtual room, then summon the courage to connect with, “Do you remember when we met that time…?” A positive reputation that precedes any professional creates a more valuable connection, every time! After that type of warm lead, the next most effective options are Power Partners. So, who are these professionals who utilize their power to transfer their superior credibility instantly to a trusted colleague? 


Power Partners independently rely on specific skills so that they can credibly facilitate revenue-producing introductions with their connections. The big boss who knows everyone in town within a certain industry may have incredible professional resources. For example, that individual may belong to the right clubs, or may regularly present before industry groups, or has been published in business periodicals and blogs. However, that notoriety does not guarantee transfering to new revenue. Unless that leader intentionally introduces and connects their team members to specific influencers, opportunities and resources, that leader fails the Power Partner test. 

Power Partners earn their title by consistently sharing skills, access, and influence! In identifying the profile for a successful Power Partner, the seeker must know exactly what problem that he or she wants to solve. A sales professional that seeks help with new prospects needs to connect with a Power Partner that has significant reach to contacts in that industry with buying authority. If the power seeker needs a relationship with someone of influence and reputation, the best connection is not necessarily with a rainmaker. The successful connection for that profile can be a leader, or subject matter expert. Productivity does not automatically equate with recognition. Significant influencers can often be valuable because their strength is in knowledge, and not necessarily people. 


The other type of Power Partner involves strong relationships with people. Regardless of the organization’s function, identify the responsible individual for ensuring that the entity operates. For example, in heavy sales-oriented environments, a sensational sales professional can enjoy greater pay than their manager, and sometimes the manager’s manager. Such organizations often reward excessive growth and consequently compensate those biggest contributors. In that case a Power Partner may be a contributor with a free agent mindset. As long as that professional is recognized for producing, then she accepts the rewards of continued productivity. That individual’s contribution depends on satisfied recurring customers. Consequently, they need to be compensated as such. This Power Partner’s contribution is primarily connecting solutions to buyers. 

For this Power Partner, closing the transaction is key. Professionals that resonate well with this type of Power Partner knows where opportunities reside either inside an organization or among competitors. They emphasize positioning themselves to deal in information, so that they can be valuable to trusting colleagues and superiors. In short, the Power Partner that emphasizes people is typically a great contributor because the marketplace rewards their teambuilding skills to solve specific industry problems. Any referrals in those circles encourages another’s ability similarly to emphasize teambuilding. Their strongest attribute involve dazzling individuals more than the organization.


Ultimately personalities dictate success. Furthermore, successful personalities must be in environments where their skills are maximally valued. In determining Power Partners, the individual professional must determine whether their personal interests are best served upon dominating a specific customer profile, or by connecting with certain organizational leaders. For the professional accessing Power Partners, the eventual solution must be clear. The high performance routines of Power Partners cannot afford to dampen their brand and productivity operating outside of their strength. On the other hand, for the professional that aligns with certain business profiles, success requires staying in that lane. Ultimately, upon correctly discerning between profile or people, Power Partners must position other business professionals to achieve satisfying and professionally successful results so that they will reciprocate. 

By Glenn W Hunter 

Managing Director, Hunter And Beyond, LLC 

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My Story Speaks For Me

James “Dat Yoga Dude” Woods, a local yoga instructor and life coach, posts an inspirational video, “15 Seconds of Freedom” every morning for his Instagram followers. This daily message reinforces that he cares enough about personal improvement such that he gives away his expertise first thing in the morning. The video clip shows him delivering his content between O-Dark-Thirty and daybreak. Chronologically the time is about the same. Most importantly, his followers, fans, and clients are reminded that he cares! Genuinely caring about the emotional and physical well-being of others is at the core of “Dat Yoga Dude’s” personal story.


As a small businessman delivering a personal service that targets individuals and groups, James recognizes the priority of communicating consistent messages that engage individuals in his target market.  His consistent message directly reflects his effective branding because every interaction and experience aligns with one consistent message. “Dat Yoga Dude” cares for individuals’ physical and emotional well-being! Realizing that a brand is what a business communicates when no representative is in the room, consistency is essential. Not just consistency in the message, but in the way customers interact with the business. Successfully executing this approach depends directly on the service provider. Whether service delivery happens in a morning group at a community center, or with an individual in her office during lunch, each interaction demonstrates a consistent message that every client values.

Reflecting a broader landscape through example, Apple executes a branding strategy that connects emotionally because their technology seems to adapt to the individual user. In reality, Apple’s starting point is establishing how an Apple product’s experience makes the customer feel. The Apple brand projects lifestyle, imagination, regained liberty, innovation, and power-to-the-people through technology. All these different facets of individual experiences magically appear for various profiles of Apple fanatics. Ultimately, the brand connects broadly such that the customer is happy with their individual experience, or at least happy with the perception that they have cooler technology than their peers. Vanity contributes to the premium price!


After establishing connectivity, more personal engagement continues with scoring more social points. The idea is to give such that multiple types of customer connect, then enjoy what they get! Think about watching a movie on Netflix. Netflix may be offering exclusivity for its content, all-you-can-eat pricing, and convenience (pause the movie, get your popcorn out the microwave, return, and resume watching the movie). A good provider regularly reminds customers about the benefits they get. The ability to watch a movie, take a restroom break and return to the movie exactly where you left off is pretty routine until you compare it to an old theater experience where encountering a line in the restroom is highly likely. 

Connectivity without the ask is like an incredible dinner party without a main course. Recognize that big dinner parties typically include a main course. Successful sales professionals typically invest time in relationships so that relatively inexpensive favors are routinely available for prospects and customers that covet them. Give-Give-Ask reveals itself every time an experience is available for the individual that is rare for the masses. The representative who gives access to that experience has facilitated an engagement that creates a memorable, connective moment. The point is not the event where the seller provides tickets, in order to show kindness. That is just one give. It is the tickets that the prospect gets that he can pass to his teenager who is having difficulties connecting with Dad. The provider just gave his prospect an opportunity to demonstrate his affection for his troubled child. That is actually two “gives” in the same gesture. Once the prospect acknowledges the family relationship’s improvement, then the opportunity to ask for the business is wide open.


My Story Speaks For Me: Recognize that the story must be crafted intentionally. It must connect emotionally. Furthemore, it needs to move to a specific climax! Shopping around for a vehicle can have many emotional ups and downs. But upon selecting the Mercedes-Benz that has been the object of your lust, the owner does not just drive it. The owner tells their friends about the entire experience and the climactic conclusion that ended with the victorious purchase. Aligning with brands that reflect the consumers persona is the ultimate in making purchasing decisions. The story ultimately provides the emotional satisfaction that makes the purchase experience memorable. The brand perpetuates itself as a result of repeated sets of similar experiences. The provider grows and succeeds. The brand continues to tell its story.

By Glenn W Hunter

Managing Director, Hunter and Beyond LLC

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BYOB – Bring Your Own Blog/ Bring Your Own Beverage/ Bring Your Own Best Idea

WELCOME to our community of bloggers, storytellers, authors & content providers!!!

BYOB has come together as a workshop to provide a safe place to bring your writing ideas to other bloggers who want a little more insight and courage to get their personal masterpieces into the universe.

BYOB is a virtual community where bloggers gather monthly on the third Friday to exchange ideas and polish their written contributions to the world. Experienced bloggers, published authors, and aspiring writers all come together to share ideas and processes to get their brilliant ideas into the marketplace!

Whether you seek affirmation, storytelling tips, a nurturing creative outlet, or a nudge to press “Publish”, BYOB will encourage you to get your best content circulating. You do not have to write a bestseller, you just have to be posted! Join us as we provide confidence and support in getting your best content exposed to the world!!

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No Coffee Networking

Networking in the New Normal no longer requires a cup of coffee. Some old school, 20th Century business professionals may still drink coffee during Zoom meetings. Even if they prominently display their favorite coffee mug which has guaranteed icebreaking small talk over the years, the tiny panel size in large virtual gatherings limits the tchotchke from even being noticeable. Without coffee or overt framed awards being the focal point of connecting, these antiquated power networkers now must resort to unfamiliar innovation! Beware, younger go-getters now have the advantage in manipulating connective experiences through small screens. Their successful social lives literally depend on it!


Fundamentally, people still do business with people. Yes, branding has become more effective in communicating likeable traits and presenting trusting images. Still, interpersonal engagement anthropologically retains an advantage in establishing personal connection. Like and trust still matter. Furthermore, engagement flourishes when it comes to communicating commonality regardless of the medium. People still prefer to connect with people they personally like! Understand that any contact who tells a more recent funny story about a favorite, eccentric entrepreneurship professor from their common business school, even through a tiny screen, has the advantage! Deal with it.

Still, most professionals have profiles, references, and virtual endorsements that can be quickly located and vetted. Literally, a potential contact cannot keep a lie for long about attending a university with a common connection. In the New Normal professional footprints are conveniently available in constantly expanding interconnected virtual environments. Credible and verifiable relationships consistently remain at a premium. Business remains primarily people to people, or at least profile to profile. An emotional connection still must be made. At some point in the engagement like and trust still becomes a major factor. It is difficult to believe that anyone currently feels comfortable doing a deal with someone who’s online profile projects a questionable feeling of illegitimacy.

Super Sensory Intuition

Do they feel right? Can they be trusted? What does their employer’s branding feel like? Beyond their website text, are their brand images consistent? Imagine a website where gray-haired business leaders are prevalently displayed, yet every time a Zoom call occurs, the other side looks like a hacky-sack game will break out at any moment. Legitimate suspicions can understandably arise. Pay attention to the details. At best the business’ branding is inconsistent. At worst, they are lying!

Nevertheless, realize that young talent can be superior in innovation and performance. Age does not necessarily equate with wisdom. Likewise, youth does not necessarily equate with creativity. Cross reference any perceived inconsistent signals. Ask questions about culture and experience to be certain that satisfactory skills exist across the screen. Press references for clear examples of superior service. In the New Normal, huge decisions are unfortunately made with less tangible evidence. Fewer chances to meet over coffee equates to higher levels of examination whenever interactivity does occur.


Ultimately, a decision emerges. Intellect, experience, appearance are all subjective factors. Can the other side deliver? Is this really a legitimate concern? Business success is fundamentally built upon getting those questions right! When it is ultimately time to make a business decision, no amount of coffee meetings will make that decision a slam dunk. Either trust or do not. Then act. Whether it is relationships, intuition, references, metrics, surveys, or pedigrees, the point person’s skills will be on display upon making the final business decision. Choose wisely, or analytically. Just realize that upon making the decision, the organization owns the consequences. It may still be a good idea to have a cup of coffee before delivering the final answer.

By Glenn W Hunter

Managing Director of Hunter And Beyond, LLC

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Distant Business Engagement

What exactly does shutting down the economy really mean? Business continues to transact simply because people still have money which they choose to spend for goods and services. Nothing about that sounds like shutting down. The wheels of commerce continue to turn. Oddly, a clear example of business progress through distance exists in the education system. Whether learning is virtual, in classrooms, or blended, paid teachers continue to deliver lessons and students continue to get grades. The successful educators exercise discipline and an adaptive attitude. Others are less focused. Too many students take advantage of a gracious environment by doing the minimal activities. Yet, diligent students that work hard at learning have less competition for success. The road to excellence presently has less traffic.  

Adapt Or Die 

Likewise, businesses continue to innovate. The current economic cycle offers singular opportunities to pivot. Businesses continue to buy and sell goods and services. They engage customers regardless of location. Amazon trucks continue to dominate the highways. Purchases still occur in environments and with items that deliver tangible value. Front door delivery really is an attractive value-add for purchases. Several successful retailers daily take full advantage of executing that competitive advantage. Meanwhile, businesses that reminisce about the good-old-days of business continue to struggle. Know your market and dominate it! Or at least, secure a disproportionate share of the market by filling a specific, niche need. 


Identify advantages of thriving in the current business environment. Geography no longer limits. Distance can be managed, as long as engagement is prevalent! To compete in a virtual world, the key is to communicate, transact and deliver. Proximity as an advantage has given way to the ability to engage and fulfill. This emerging model remains faithful to basic sales processes. Identify where value exists such that the marketplace will reward, then pivot into that marketplace. Waiting for customers to enter your athletic shoe store to purchase sneakers that they can find anywhere is no longer sustainable. The local mall’s sneaker store is disadvantaged by lack of convenience and most likely price, due to high overhead. Compete with benefits that current consumers value. Convenience, delivery, simple return policies are very much in favor. Deploying those advantages regardless of your business model improves engagement. 


Distant Engagement means that business can be transacted without physical interaction. By embracing the ease of virtual transactions, a competitive advantage emerges as a result of easy delivery and customer convenience. Like the student connecting with the teacher for better learning, he or she has an advantage by being available to the source delivering the educational service, also known as the lesson. Communication is now available whether by text, learning management system, or video chat. The service provider, i.e. teacher, is ready to communicate intelligently across multiple media. For students who want a better deal, i.e. grades, then try connecting with the teacher in a medium where the teacher is comfortable. Are video chats available? Nevertheless, make the transaction easier for everyone involved in order to maximize value. The power remains with the customer/ student. 


Distant Engagement means sales professionals meet customers wherever they are. If prospects prefer to communicate via Zoom, then connect with them through that medium. If multiple prospects can get on a single call simultaneously without compromising competitive positioning, then by all means do it. Operating more efficiently is always a competitive advantage. If your networking time can be leveraged via video conference or conference call, then master that interaction. The economy perseveres in a virtual, low-touch environment because sales efforts from extra-large conglomerates, as well as small enterprises, continue to thrive because prosperous operations embrace connecting with prospects and consummating transactions with customers who have never physically connected. Distant Engagement reinforces trust considering that any party often does not know, nor care, if others are in an office tower or someone’s child’s former bedroom. Ultimately, businesses will engage, agree, then deliver, or they will not. 

By Glenn W Hunter 

Managing Director, Hunter And Beyond, LLC. 

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , , | 4 Comments

Slaughterhouse Marketing

Inspectors review quality of beef.

Who loves steaks? Who knows the connection between creating them and marketing? Slaughterhouses are where the connection starts. They are violent, bloody, messy places that create enormous value upon faithfully executing their strategy. A slaughterhouse’s success requires maximizing usage of every animal component. First, realize that creating value can be messy. Death and destruction of farm animals is necessary for consumers to enjoy the finest steaks and most succulent ribs. Furthermore, slaughterhouses maximize profits when animal parts transform into succulent cuts of meat, as well as into hamburger. Ultimately, they can be unpleasant and dangerous, which oddly sounds like business development processes in competitive marketplaces. 


Effective marketing is fundamentally communication with a business purpose. In other words, marketing is getting a business idea from one place to another. Regardless of the medium, the tool, or the strategy, ultimately benefits are communicated leading to a good or service exchanging hands for money. Communicating both practical and emotional benefits is at the core of maximizing value regardless of the business.  Consistent messaging is absolutely required for any customer to trust a seller. Only then can the opportunity for repeat business emerge. Effective messaging must match the end user’s expectations and experiences. Whether the business emphasizes the product’s emotion, its value, or its taste, the experience must remain consistent to maximize revenue. Translating the slaughterhouse metaphor to a commercial transaction, every part of the sales transaction has value. The successful sales maximize value regarding attributes that the customer prioritizes. Most importantly, the customer is delighted with the expectation and the execution of the transaction. Great selling emphasizes that delight! 


While the butchered animal communicates value for customers who anticipate eating it, additional business communication emerges. Branding represents what your good or services says in the product’s absence. Recognize that a butchered cow’s shoulder is communicating a significantly different set of dining expectations than the tri-tip. In the slaughterhouse, two cows may go to slaughter simultaneously. Nevertheless, they may be preparing for very different destinations. Not all beef is created equal. On behalf of the consumer, butchered cows may have very different experiences based on pedigree and attributes. Nevertheless, all pieces and components must contribute somehow to the overall value offering of the butchered animal. The branding that communicates pricing may have more to do with who buys the pieces of meat, as much as the pedigree that sired it. The slaughterhouse may have different pieces going to different butcher shops and restaurants. Ultimately, the brand dictates the tangible value according to its positioning for buyers. 


Slaughterhouse marketing makes sense because it emphasizes maximizing value! Ultimately, the value drivers are the details that communicate to a customer what pedigree or cut will indicate superior quality to benefit customer experiences. A reputation for cleanliness, precision, and quality commands more customers’ willingness to pay premium prices for the final product. Slaughterhouse marketing achieves value goals because it delivers value to customers across several niches. From ground beef to filet mignon, multiple price points reflect the same raw materials and manufacturing facility. Slaughterhouse marketing works because differences in production yield segmented pricing for outputs. Coordinated communication efforts leads to cost-efficient marketing tactics creating segmented products across multiple price points. Profits are maximized! What can be more tasty than that for a business leader? 

By Glenn W Hunter 

Managing Director, Hunter and Beyond, LLC 

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Who Has Seen My Rug?

The question screams of some poor guy looking for his toupee. However, a wealthy man, physically identical to the first guy, making the exact same statement, may have a completely different meaning. Now that money has entered the picture, “Who has seen my rug?” can easily suggest “Pay attention to my wealth!” A person of great taste and stature may showcase his prized rug on a wall, or on a floor. This tycoon may likely place the rug where it can attract attention by being explicitly visible, or discreetly placed in a location where it is a privilege to be in its presence. Either way, this rug occupies a position of tremendous personal value. 


Opulence typically means the physical manifestation of acquired wealth. Whether the conclusion refers to hard work or good fortune, demonstrating wealth in our society is regarded positively. The demonstrated wealth results either from profitable efforts or fortuitous timing. Still, the rug represents the fact that regardless of the process, the victor enjoys the spoils. The implication remains that the owner earned the prize and now victoriously gets to display his superiority.  

However, the trouble with acquiring prized possessions is that they must be maintained. A gentleman’s hairpiece needs to continue looking natural. An elaborate floor covering must continuously appear immaculate. The challenge of opulence is sustaining the appearance of significant means. Appearances matter. Expensive trophies are to be maintained and displayed. Prized physical appearances abide by the same rules. Vanity is valued and comes with a price. The price of opulence is maintenance. The good life demands it. The victorious consumer must provide it. 


Another component of fortune building involves confidence. Beyond savviness to recognize fortuitous opportunities, the unyielding belief in winning is essential. Appearances are not everything, but certain advantages coincide with a positive physical presentation. Often attractive people are more likely to be perceived as trustworthy. Stylish accessories reflect another way to differentiate someone through a more positive reality. Clearly, at some point the attractive person must perform, but often that is after they have benefitted from a head start. Taking that point to the next logical step, the individual who appears to have the trappings of success through possessions or accessories, enjoys advantages extended to them. 

From a business perspective the implication is that prizes are earned. Even when advantages result from unrelated external forces, the winner has the prize now. In maintaining that air, the ability to replicate success becomes essential to sustained excellence. Beyond the conquest the associated expression of dominating the domain carries value. Storytelling is an essential part of any conquest. The ability to intrigue the audience with tales of personal superiority goes a long way in reinforcing excellence. What good is it to make a fortune without sharing just enough facts to make the conquest curious and desirable? Who has seen my rug? Demonstrate it under the proper circumstances so that advantages emerge. The highly valued rug reminds everyone of the associated sucess. 


Between incredible accomplishments and resultant stories, the images of superiority must be present and visible. The robust hair that replaces the thinning hairline screams superior confidence. Even if the replacement is evident, that alpha dog has demonstrated dominance by courageously displaying it. Likewise, the ancient rug in the middle of the great room is a similar testament to domination. It must be properly maintained and displayed to maximize psychic value. Such audacious displays represent the spoils of victory. The key is to ensure that the display remains as pristine as the memory of the conquest! It is essential to present a visible and immaculate rug. 

By Glenn W Hunter
Managing Director, Hunter And Beyond, LLC

Guest Client: Rug Masters
(909) 406-8284

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Execution Prevails

Photo by Andrea Piacquadio on Pexels.com

Business professionals congregate less. Are these professionals deciding to face corporate firing squads in the new normal? Unemployment is running high and bank accounts are getting low. Yet, working professionals tend to choose breathing. Whether the economy is booming or sliding, the successful business professional finds a way to connect with prospects, customers, networking contacts, or someone with an opportunity! Yet, business professionals congregate less. This reality only makes sense when congregating means face-to-face interactions. Execution is not “Death of A Salesman”. Execution demands adhering to proven business growth fundamentals regardless of the environment. In transacting business during any economic environment, value carries the day. Execute or starve!

Successful business professionals find ways to execute their objectives and find their rewards. They prevail because they deliver results. Qualify contacts. Make the connection. Reach out to influencers. Networking may no longer work at a popular watering hole. However, Zoom calls and virtual volunteering are available to enlarge networks connections. In fact, connecting through squares on a laptop is much more efficient upon considering no time is spent driving to a favorite coffee spot prior to standing in line behind the poor, struggling soul that cannot even say “macchiato”.

In addition to the virtual engagement, connectivity benefits from a physical approach with a digital twist. Texting is now embraced by adults. Visual images have been proven to connect with the most ancient curmudgeon. Even, the executive that still has a typewriter in his office, can text just fine when his granddaughter reaches out to him! Create original and compelling messages to connect with the Big Shots. That gets their attention. Tie in some valuable, compelling, industry intelligence and request a call back. Even the most hardened veteran can withstand only so much routine bad news. The point is to present meaningful information in a format that the target wants to receive it. Handwritten notes still have been known to work. Know your prey. Differentiate. Otherwise prepare for another quarter of periodic rejection from prospects that hate emojis, on principle.

Ultimately, the optimist and the pessimist are right! From a business development perspective, overcoming tough times require an unnatural balance of niche specificity, innovation and holding onto the basics. Despite the contradiction, if the task was easy, then no rewards would be available for the exceptional. Even if the product that is for sale is the individual himself, cheerful sales people are more welcome. Informed professionals are still at a premium. Believing in personal capabilities, as well as valuing preparation, will eventually result in positive self-fulfilling prophecies.

The tricky part of confidence is that it cannot be faked. A courage-affirming mantra is permitted. Good habits can definitely align with confidence. However, it is the internal lie, that professionals believe will dupe the market which becomes fatal. Being genuine equates to credibility. “I don’t know, but I am going to find out” is still a legitimate response. But, find out and respond quickly! Then, be bold in the chosen position. Being wrong is manageable as long as facts are distributed quickly and logically. Being slow is the quickest way to challenge your prospect to establish a new, personal best in quickly pushing the delete, then trash buttons with your outreach.

For business professionals who still have jobs, remember it is still called “work”! Efforts are applauded, results are rewarded. Work leads to rewards. If it does not, then performance probably lagged at some point in the value chain. Nevertheless, the key to “execution prevails” is under the doormat of productivity. Fundamentals matter. If your job requires revenue performance, make the calls. If your role is sweeping floors, come ready to mop, just in case. Tomorrow is not promised. But in this environment, mediocre executions promises to lead eventually to not prevailing.

By Glenn W Hunter, Managing Director of Hunter And Beyond, LLC

September 2, 2020 – Posted by Glenn W Hunter | Better BusinessBetter CommunicationBetter Person | Business DevelopmentCommunicationConnectivityCustomerEngagementGrowthMarketingNicheSalesValue | Edit

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Profits In Panels


Who has close, revenue-generating, business contacts that they have only seen from the waist up? A generation ago, relationships developed over the phone; not just business contacts or referral partners, but genuine relationships. The magic is the human connection! So, what is different in the present time? Relationships are potentially aggregated in larger numbers. That is it. In video conferencing the personal connection is established en masse. Interpersonal skills now require maximizing human connections, leading to business transactions, at a much larger scale. So, how does technology facilitate this greater benefit?

New Normal
Organizations routinely have gifted sales professionals with uncanny abilities to connect across social, physical, and psychographic barriers. Connecting with other human beings is a talent that emphasizes listening skills, compassion, patience, and focus. The current reality rewards capabilities where the speed and scope of defined engagements continue accelerating. To keep pace, accomplished communicators in the video conference world, now must establish interpersonal connectivity at a faster rate. Imagine what that skill in a virtual environment means to a personal brand. The individual who now makes eye contact with dozens of people simultaneously has the power to produce at unprecedented rates. Productivity potential is accelerating before us regardless of the economy.

Realizing that current business environments suffer from pandemics, shutdowns, and layoffs, the successful business professional could be moving toward extinction. It is precisely that attitude that has people walking through empty shopping malls for exercise while they reminisce about bygone days of power shopping. The structure remains, but the soul of commerce has literally left the building. Amazon delivers everything! For the successful business professional, connecting with the masses is less critical than connecting with your explicit customer. Niche marketing dominates. Connect with your targeted prospects until they become customers. Then, turn your customers into referral partners. Connect enough of these individuals on the same video call and a marketplace develops for future business.

Classic Engagement
Communication fundamentals remain. Smile with your eyes. Ask thought provoking, open-ended questions; at least until you get to, “So, are you ready to sign the agreement?”. Speak with authority. Read the room; yes, even the virtual room. Create value. Communicate trust and reliability. Keep your word. Amazingly, these fundamentals remain effective because at their core they focus on human engagement! Regardless of the technological tools, people still do business with people. At the very least, people do business with brands. Like and trust remains the core. Both attributes must be clearly communicated.

But, do these old-fashioned business practices still apply? Whether a customer is buying the new hot movie on Netflix, or acquiring an unbelievably affordable condo across time zones, commercial fundamentals remain. Through contracts, reputations, prior experience, or faith in the marketplace, both parties trust and believe that the other party will deliver. These transactions happen daily. Essentially, the wheels of commerce continue to turn. Mass communication is more prevalent with video conferencing and complementary software tools. Furthermore, mastery of these channels conveys a significant business advantage. Controlling the channel absolutely aligns with controlling the message.

Business fundamentals are consistent. Human interaction carries the day. Undoubtedly, dear friends and contacts can now exist in a square on my laptop. Furthermore, that reality means that business can be conducted overlooking a lake, or on a patio. Technology does not make the deal. It helps. The individual embracing human connectivity in innovative ways is the difference maker. Firmly believing that humans want to connect is the secret. Communicate such that the listener is comfortable and trusting. Believe that such comfort starts with familiar tools and environments that dictate success. Effective communication, trust, and execution ultimately matter!

Now excuse me, I have to put on my blazer for this next Zoom call. Is today the day that I actually wear gym shorts that match my blazer and starched white shirt?

By Glenn W Hunter
Managing Director of Hunter And Beyond, LLC



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My Brand New Old Friend

Old friends are simultaneously common and unique. A buddy from the playground, relationships based on college mischief, young mothers crying together at the kindergarten bus on the first day of school all become old friends! Longevity ultimately strengthens these personal relationships. But, when connections evolve into professional relationships, expectations exponentially increase. Then, highly valued results are expected. However, old friends are inherently trustworthy. If trust had been compromised, then they would have parted ways earlier. But, what about new friends? How long does it take for new relationships to earn deep, deep trust that results in substantial business success?


Trust can be tricky. Longstanding partnerships disintegrate over a petty misunderstanding. Absolute trust emerges from a conference Happy Hour that sustains an informal partnership for decades. Whether it is secrets following indiscretions, or fortuitous long-term profits because of an instinctive desire to cooperate, once the experience of opportunity and growth takes hold, the bond can be hard to separate. Accountability is knowing that your colleague will uphold their end of the agreement. Whether the ironclad trust develops over weeks or years, it is hard to separate as long as it performs.

In fact, time becomes less consequential. Trust dominates. Your grad school buddy who left you with the lunch tab 25 years ago is still great for old stories. Yet, that club sandwich and iced tea still does not sit well in your gut for unspoken reasons regardless of how many six figure commissions have been earned. Longevity does not sustain trust. Trust endures on its own. When it is established, it is hard to kill. Once it is gone, it is hard to resurrect. Brand New Old Friends have power because the connection is alive. The relationship endures, as well as the benefits. Brand new relationships can establish power and sustain wealth once results strengthen the foundation.

New Old Friends

Old friends used to mean that an established relationship exists. Such relationships could easily go back decades for seasoned professionals. However, relationships evolve and perform at a much faster rate among younger professionals. In some professional circles, “I Love You” is a common farewell statement, where two generations ago it was a profession of a potential long-term, intimate commitment. From a business development perspective, results drive relationships. Longevity matters. Results matter more! What have you done for me lately? What can you do for me today?

Conversely, such results-driven relationships exert pressure on performance. Two professionals in a networking group may have been college classmates, but continued invitations are still based on the quality of the next connection. Consequently, to maximize value through connectivity and relationships, professionals have to engage intentionally such that connections, referrals and confirmations exchange with minimal friction. Personal relationships need to be connected digitally as well as personally. Monitoring relationships on social media, whether Twitter, Facebook, Instagram, LinkedIn, or more proprietary channels, rely on avenues that capture progress and credible outcomes. Participation in key. Even if all deals do not appear on your feed, your inner circle need to circulate intentionally key contacts experiencing success.


Business success may be fickle, but it does communicate. Once Miss Big Shot begins to be quoted in business periodicals, and her social media images regularly shows her behind podiums at spectacular locations, the evidence that her star has irrefutable. Vacations now coincide with paid speaking engagements. Brand New Old Friends who deliberately raise their profile often benefit from new rapidly forming relationships that reflect their change in fortune. For Old Friends who are encroaching on irrelevance, retrieving prosperity may require locating new opportunities. Find a new leisure location, a more relevant networking group, or a high profile philanthropic opportunity. A Brand New Old Friend is in the marketplace seeking additional connectivity. Be available to deliver that in exchange for newer, more prosperous opportunities.

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

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