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The Trust Economy · What is Business Development?

0:02
Speaker 1: Hello BD pros, and welcome to the BD Podcast, the
0:07
Speaker 1: official podcast of the Global Business Development Association. Now, folks,
0:12
Speaker 1: have you noticed something is happening in business that most
0:16
Speaker 1: people can feel, but very few can explain. You can
0:21
Speaker 1: be doing everything right and things begin to move faster,
0:24
Speaker 1: connect more easily, and open in ways that feel natural.
0:29
Speaker 1: Decisions become clearer, Momentum starts to build, the opportunities begin
0:33
Speaker 1: to align, and at the center of all of that,
0:38
Speaker 1: of all of that is trust. And today we're going
0:42
Speaker 1: to talk about trust with a brand new book. It's
0:46
Speaker 1: from our guest, doctor Richard Ka. The book is called
0:50
Speaker 1: The Trust Economy. But before we dive into that book,
0:54
Speaker 1: let's dive into another book that talks a lot about trust.
0:58
Speaker 1: And this is the Business Development Body of Knowledge. This
1:02
Speaker 1: is the universal guide to business development, our professions, tactics, operations,
1:08
Speaker 1: and strategy. To help you advance in the business development profession.
1:14
Speaker 1: Just go to the Global Business Development Association website to
1:18
Speaker 1: find the link to purchase the book on Amazon. And
1:22
Speaker 1: once you've read the book, then you can take the
1:24
Speaker 1: Business Development Professional certification. And all of the information about
1:30
Speaker 1: how to get certified is on our website at GBD
1:34
Speaker 1: Association dot Org. Okay, now, let's talk about this new book.
1:40
Speaker 1: It's called The Trust Economy, and The Trust Economy is
1:46
Speaker 1: written by doctor Richard Ka and it refeels what is
1:49
Speaker 1: actually driving outcomes intoday's marketplace and how trust becomes the
1:55
Speaker 1: force behind influence, credibility, and sustain excess. Now, doctor Richard
2:02
Speaker 1: Kay is best known for working with entrepreneurs to help
2:05
Speaker 1: accelerate the growth of their businesses, and for nearly twenty
2:08
Speaker 1: four years he's assisted people improved their bottom line from
2:12
Speaker 1: early stage to well into revenue. He's worked with them all. Now,
2:18
Speaker 1: once you get your copy of the book, here's what
2:20
Speaker 1: you'll find inside. You'll learn how to trust Trust shapes
2:24
Speaker 1: decisions long before logic is ever considered, and why pricing, loyalty,
2:30
Speaker 1: and opportunity expand in the presence of trust, and why
2:35
Speaker 1: some people and businesses move forward quickly and effortlessly. And
2:40
Speaker 1: a lot more is packed into this wonderful book that
2:44
Speaker 1: starts with this solid foundation of trust. So, folks, let's
2:49
Speaker 1: give a nice warm welcome to our guest today, doctor
2:52
Speaker 1: Richard Kay. Richard, welcome to the show.
2:55
Speaker 2: Thanks Tony, I'm going to hire you as my marketing guy.
3:00
Speaker 3: We well, thank you.
3:02
Speaker 1: You know, all business developers, we know a little bit
3:04
Speaker 1: about marketing. Yeah, and you know that fundamental foundation to
3:10
Speaker 1: all business development and marketing sales. You name it across
3:14
Speaker 1: the entire customer journey is trust, and we talk a
3:17
Speaker 1: lot about it in one of the very first chapters
3:20
Speaker 1: of the Business Development Body of Knowledge. So I'm so
3:23
Speaker 1: excited to have you on the show to really dig
3:26
Speaker 1: deep into trust, what it is, how we can generate it,
3:30
Speaker 1: and how we can use and establish crow trust to
3:34
Speaker 1: really grow our businesses. But first, Richard, could you tell
3:37
Speaker 1: folks a little bit about how you entered the business
3:39
Speaker 1: development profession and why you wrote the book.
3:43
Speaker 2: Well, it's two different yet co joined stories. Tony. When
3:48
Speaker 2: I moved from from New York to San Diego to
3:51
Speaker 2: start a chiropractic practice, I was a new kid on
3:54
Speaker 2: the block. I knew nobody. I knew nothing. Well, I
3:57
Speaker 2: just graduated chiropractic college. Daughter knew everything. Of course, there
4:02
Speaker 2: were three hundred chiropractors in town. Tony. We're all in
4:07
Speaker 2: busy fields. We're all very crowded fields. How do you
4:11
Speaker 2: grow let all start a new business? Well, I learned
4:15
Speaker 2: about publicity really fast. I got myself invited to be
4:19
Speaker 2: a guest on Sun Up San Diego, the morning television
4:22
Speaker 2: talk show in San Diego. Then I got an article
4:26
Speaker 2: in the San Diego Tribune. My visibility is going up.
4:30
Speaker 2: We talked about visibility and influence. Then I got an
4:34
Speaker 2: article in the Los Angeles Times. Visibility is going even higher, Tony.
4:40
Speaker 2: You know, we all know the expression it's not what
4:42
Speaker 2: you know, it's who you know. You know that expression. Yes, okay,
4:45
Speaker 2: let's take that exponentially higher. It's who knows you or
4:49
Speaker 2: who knows of you. I got a phone call one
4:52
Speaker 2: day the essences the lady identifies or she asked me,
4:56
Speaker 2: who were you? I said, a minute, you called me.
4:59
Speaker 2: She we played around a little bit. She identifies herself
5:03
Speaker 2: as the producer of the ABC News in San Diego.
5:07
Speaker 2: She didn't know me, but she knew of me. I'm
5:10
Speaker 2: seeing your name. I'm hearing your name around town. About
5:13
Speaker 2: a month later, I had an ABC phone crow my office.
5:16
Speaker 2: My visibility is going up. We'll tie this into trust
5:20
Speaker 2: in just a moment. Shortly after that, excuse me, I
5:25
Speaker 2: had a similar phone call. The young lady identifies herself
5:29
Speaker 2: as the producer of PBS. Who are you, I'm seeing you, etc.
5:34
Speaker 2: Shortly after that, I had a PBS film crew in
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Speaker 2: my office. My visibility is now really high. Well, what
5:39
Speaker 2: has this got to do with trust? At the time,
5:41
Speaker 2: I was the most visible, literally visible, because I was
5:45
Speaker 2: on television, PBS, ABC, newspapers, visible chiropractor in town Tony.
5:51
Speaker 2: If you see someone on the news, if you see
5:54
Speaker 2: someone in newspapers, if you see them on ABC, PBS,
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Speaker 2: what's your perspective of that person? Do you feel about that?
6:02
Speaker 3: Well? I feel that they're high authority, high trust.
6:07
Speaker 2: Because someone is talking about them. And there's a distinction
6:12
Speaker 2: between PR public relations, you send that press releases, you
6:16
Speaker 2: hire someone that's you talking about you, when you've got
6:19
Speaker 2: somebody else bragging on you talking about how wonderful you are.
6:24
Speaker 2: The awareness is one of I have more trust in
6:27
Speaker 2: that person because somebody else has already vetted them for me.
6:31
Speaker 2: So that was my foray into this whole business part.
6:36
Speaker 2: Before chiropractic, I was electronics engineer. Made to shift and
6:40
Speaker 2: began to understand human nature as a chiropractor, working directly
6:45
Speaker 2: with people, having a richer deeper understanding of the human
6:50
Speaker 2: nature and who they trust. I mean, there's an implicit
6:53
Speaker 2: trust or maybe waning these days when someone has a
6:57
Speaker 2: title doctor. You know, we used to really trust that.
7:00
Speaker 2: The culture is shifted that but by and large we
7:03
Speaker 2: trust people not an authority, but in an incredibility space,
7:09
Speaker 2: meaning having a best selling book, et cetera, et cetera.
7:12
Speaker 2: Makes sense.
7:13
Speaker 3: Yes, yes, absolutely absolutely, So.
7:17
Speaker 2: That's how we that's the background of how we get
7:20
Speaker 2: here today. Then, yeah, well go ahead.
7:24
Speaker 3: I liked how you walked us through that story.
7:27
Speaker 1: I also like how you walked us into the fundamental
7:30
Speaker 1: definition of business development and the textbook definition in the
7:34
Speaker 1: Business Development Body of Knowledge right there in the beginning pages,
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Speaker 1: is business development is customer and community advocacy that creates
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Speaker 1: corporate growth. And that advocacy is earn through trust.
7:49
Speaker 3: We deliver value.
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Speaker 1: We create trust with our customers by advocating for them.
7:55
Speaker 1: And it's a double entendre because that definition also means
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Speaker 1: that once you earn that trust, they advocate for you.
8:02
Speaker 1: And that's exactly what you're talking about.
8:04
Speaker 2: Yes, And the book talks about the transition from a suspect.
8:08
Speaker 2: Anyone is a suspect for anybody's business, then they become
8:13
Speaker 2: a prospect. That's someone you are now engaged in conversation
8:16
Speaker 2: with and then I make a distinction in the book
8:18
Speaker 2: between a customer and a client. What's a customer? A
8:23
Speaker 2: customer is someone you go to the gas station, you
8:25
Speaker 2: go to the supermarket, or today you've got loyalty coupons.
8:28
Speaker 2: But you go someplace, you get a product or service,
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Speaker 2: you pay the money and it's done. What's a client?
8:36
Speaker 2: You cultivate that person so they become a Well, let's
8:41
Speaker 2: go to the next step and then we'll come back.
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Speaker 2: A raving fan, which is what you suggested. You want
8:46
Speaker 2: them to go out and advocate for you. How do
8:49
Speaker 2: you do that? If they trust you? It's no longer hey,
8:54
Speaker 2: you got to go check out what Tony does. No,
8:56
Speaker 2: it's you must do work with Tony. That's where your
9:00
Speaker 2: business drives when your clients become raving fans.
9:05
Speaker 1: Makes sense, yes, yeah, it makes tremendous sense. And folks, again,
9:08
Speaker 1: if you're just listening in, we're showing on the visuals
9:11
Speaker 1: here for the podcast. The name of the book is
9:13
Speaker 1: called The Trust Economy. It's available on Amazon, you can
9:16
Speaker 1: grab your copy. It's just published in May, and we're
9:20
Speaker 1: with the author, doctor Richard Kay and Richard so let's
9:25
Speaker 1: talk through your top takeaway. Your number one takeaway from
9:29
Speaker 1: the book that foundation that you would like to set
9:32
Speaker 1: with everybody.
9:33
Speaker 2: Great question, but let's go. If you go to the
9:35
Speaker 2: trusteconomybook dot com, you see more of the essence of
9:40
Speaker 2: the book. Yeah, you can find it on Amazon. It's there.
9:43
Speaker 2: You see more of the essence of the book. What's
9:45
Speaker 2: the biggest takeaway? Everyone knows many people know the expression,
9:49
Speaker 2: we do business with people we know, love and trust.
9:52
Speaker 2: We want to have a relationship. The transactional economy worked
9:59
Speaker 2: for decades. It ain't there anymore. You know, you pay
10:02
Speaker 2: your money and you're done, and we all know that
10:05
Speaker 2: kind of business. The takeaway is you can do more
10:10
Speaker 2: for more people when you generate more revenue. And how
10:14
Speaker 2: do you do that? By building a better business and
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Speaker 2: serving more people, you can do more from a place
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Speaker 2: of abundance, Tony than you can from a place of scarcity.
10:23
Speaker 2: Most people are in business yet because they love what
10:26
Speaker 2: they do and they want to serve more people. How
10:30
Speaker 2: do you do that? Serve more people, get them to
10:33
Speaker 2: understand where your heart and soul is that it's we
10:39
Speaker 2: all know people who are so thirsty and so hungry
10:42
Speaker 2: that they'll take your money. No matter what you've dealt
10:44
Speaker 2: with those people, we all have show up in a
10:48
Speaker 2: place of service. And so the bottom line, serve more,
10:54
Speaker 2: you generate more revenue. You can serve more people and
10:57
Speaker 2: have a better quality of life and a financial basis,
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Speaker 2: you can take better care of yourself and your family.
11:03
Speaker 3: Yeah.
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Speaker 1: Yeah, that start with that foundation of abundance, that position
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Speaker 1: of abundance, give freely, give your value to folks and
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Speaker 1: serve them that service mindset of helping your community, and
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Speaker 1: whether that's prospects suspects as you say, or your existing clients,
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Speaker 1: it all comes from a position of selfless service and
11:26
Speaker 1: in giving we gain so much. And I think that's
11:30
Speaker 1: such a profound starting point because it's very easy to
11:36
Speaker 1: get into this profession of business development with a scarcity mindset.
11:42
Speaker 1: And as your background, you know very clearly the impact
11:50
Speaker 1: of stress on the human body, the human mind. And
11:55
Speaker 1: when we are in this profession, we have a quota,
11:57
Speaker 1: we have a number to carry. We have to bring
11:59
Speaker 1: in revenue into the business. And whether you're in the
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Speaker 1: business development profession or an entrepreneur, you experience it. They're
12:06
Speaker 1: stress there and there are two ways you can respond
12:09
Speaker 1: to that stress. You can either let it eat you
12:13
Speaker 1: and manifest more stress, more anxiety within your mind and
12:17
Speaker 1: your body, or you can position from a standpoint of abundance. Now,
12:21
Speaker 1: it's not to be a Pollyanna and think, well, everything's
12:23
Speaker 1: going to work out, no problem, I'll just show up
12:26
Speaker 1: and magic will happen. No, you have to put in
12:28
Speaker 1: the reps and the sets. But doing that from a
12:31
Speaker 1: position of there are billions of people in the world.
12:35
Speaker 1: You know, if I just capture one percent of that,
12:41
Speaker 1: I'm a bazillionaire. So, you know, having that mindset and
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Speaker 1: this abundance orientation just giving away freely. You know, when
12:51
Speaker 1: you're in that scarcity mindset, you really want to hold
12:53
Speaker 1: on tight. And when doing that, you know you're holding
12:57
Speaker 1: onto information. You're worried about competitors. Look, if you're really good,
13:01
Speaker 1: competitors won't even be able to touch you, you know.
13:05
Speaker 1: So I think this is just such a strong way
13:09
Speaker 1: to start the book and start your day in business development,
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Speaker 1: every day is from this position of abundance. All right, Richard,
13:17
Speaker 1: this is really exciting. I like where you're heading with things.
13:21
Speaker 1: And again, folks were talking about Richard's new book. It's
13:25
Speaker 1: called The Trust economy, and so Richard, let's dive into
13:29
Speaker 1: key takeaway number two from your book.
13:32
Speaker 2: Show up, show up, show up, over under promise, and
13:38
Speaker 2: over deliver. We have all dealt with people who have promised, promise, promise,
13:47
Speaker 2: and it's like, where's the deliverables? Whether it's a lousy
13:51
Speaker 2: product or miserable service, people will today on social del
13:57
Speaker 2: teriator pieces. You want people to go out and I
14:01
Speaker 2: revert back to raving fans. So they say you got
14:05
Speaker 2: to work with Tony. This is not a maybe you
14:08
Speaker 2: got Let me give you another example creating raving fans.
14:11
Speaker 2: This is one of the things we do. You may
14:13
Speaker 2: not know the magazine, but you sure know that guy. Okay,
14:17
Speaker 2: what if you were to be featured on the other side,
14:20
Speaker 2: would this raise trust in the community and the prospects
14:25
Speaker 2: out there? And what if you were to have a
14:28
Speaker 2: feature article. Half the magazine runs one way, half the
14:32
Speaker 2: magazine runs the other. And you have a feature article
14:36
Speaker 2: and you put this stuff out on your social you
14:39
Speaker 2: put it in your emails. It's teasers. It's all about
14:43
Speaker 2: building trust. If these magazines and we have access to
14:48
Speaker 2: over twenty different big city media metropolitan magazines, and they
14:54
Speaker 2: read about you and they're or they see you on ABC,
14:57
Speaker 2: or they see you on the Nazar Jumbo Toronto, or
15:01
Speaker 2: they see you interviewed at a Nasdek studio. It raises
15:05
Speaker 2: the level of trust. Your goal is to give your
15:10
Speaker 2: product or services, and I don't mean freely, but you
15:13
Speaker 2: serve people and help them improve the quality of their lives.
15:18
Speaker 2: So the second takeaway, as it would be, is get
15:21
Speaker 2: yourself in the media. How do you do that? Well,
15:23
Speaker 2: just happens to be something that we do. You can't
15:27
Speaker 2: call a local television station and say I got a
15:30
Speaker 2: great story I want to beyond. Does it happen? Yeah?
15:33
Speaker 2: When you have the right contacts and resources and connections
15:38
Speaker 2: and use them in a positive way, Tony, you get
15:42
Speaker 2: these features. We've had countless people featured here, countless people
15:47
Speaker 2: featured on television. Yeah, what do you see, Tony, same
15:52
Speaker 2: kind of question. If you saw someone interviewed on ABC,
15:57
Speaker 2: whether you saw it or not live, but you saw
15:59
Speaker 2: it on their website or on their social pitche what's
16:03
Speaker 2: your impression, what's your feeling about that person in that
16:07
Speaker 2: business space?
16:09
Speaker 3: Well, then they're authority.
16:10
Speaker 1: They're an authority on that vertical, that space, that business area, and.
16:16
Speaker 2: Are you more inclined to do business with that person
16:19
Speaker 2: than someone who just says, hey, I'm really good at
16:22
Speaker 2: what I do. So yeah, and if you want to
16:26
Speaker 2: know how to get on this stuff, that's one of
16:29
Speaker 2: the myriad things we do. Talk about publicity dot com.
16:33
Speaker 2: Talk about publicity dot com takes you to my calendar,
16:36
Speaker 2: set up a call. Let's explore how you can go
16:39
Speaker 2: from invisible to a headliner. That's where people trust. So
16:44
Speaker 2: the second takeaway Tony's visibility get out into the world
16:48
Speaker 2: in a positive sense.
16:50
Speaker 3: Yeah, I like that.
16:51
Speaker 1: And again, folks, we're talking about the trust economy. And
16:55
Speaker 1: Richard just shared with us his key takeaway number two
16:58
Speaker 1: showing up and that means being visible and visible also
17:04
Speaker 1: in the right places, those high authority channels like the
17:09
Speaker 1: news media, well established media, and being present in those
17:15
Speaker 1: where people can automatically assign authority value to you by
17:20
Speaker 1: simply showing up in the right places. And Richard, can
17:25
Speaker 1: we move right into topic area and key takeaway number
17:29
Speaker 1: three and hopefully this is an area where you can
17:32
Speaker 1: you have me in suspense here, Richard, I want to
17:35
Speaker 1: know how do you get on these these high powered shows,
17:39
Speaker 1: in these high powered magazines like you just shared with us,
17:43
Speaker 1: Can you can you give us a taste of what
17:45
Speaker 1: that might look like.
17:47
Speaker 3: In your key takeaway number three.
17:49
Speaker 2: Because of our connections and resources, Tony, people come to us,
17:54
Speaker 2: and I don't mean prospects and clients. I mean the
17:57
Speaker 2: media comes to us. Depending on when you see this,
18:02
Speaker 2: when it's aired, I've got just send an email out.
18:05
Speaker 2: We've got magazines looking for women leaders, people who are
18:09
Speaker 2: international speakers, They've been on stages. They come to us,
18:12
Speaker 2: say we're doing a special on this and these runs
18:17
Speaker 2: serially they keep coming Why because we give them good stuff.
18:22
Speaker 2: They want to fulfill their client's needs, their audience needs,
18:26
Speaker 2: keep them happy. Same thing with a couple of ABC
18:30
Speaker 2: Networks outlets. They come to us. So again, if you
18:34
Speaker 2: want to explore this, talk about publicity dot com and
18:39
Speaker 2: go to Richard k R I C H A R
18:41
Speaker 2: d ka ye dot com and you see some of
18:45
Speaker 2: the things that you can accomplish. And Tony, as long
18:49
Speaker 2: as we're talking about stuff, everybody needs publicity. That's not true.
18:55
Speaker 2: If you want to grow exponentially, you need publicity. And
19:00
Speaker 2: if you have anything, I don't care if it's a
19:02
Speaker 2: local kowanas or rotary club or a town hall that
19:05
Speaker 2: you've spoken at. You want to leverage that. Richard K
19:10
Speaker 2: R I C H A R. D Kaye dot com
19:15
Speaker 2: forward slash leverage. It'll tell you a couple of different
19:19
Speaker 2: ways to leverage everything you've got. And that's a takeaway,
19:23
Speaker 2: Tony is leverage. We'll get you on red carpet events.
19:27
Speaker 2: I've got an event in December in Beverly Hills and
19:32
Speaker 2: we have people like Lisa Nichols coming back, David Meltzon.
19:37
Speaker 2: Now you may not know the name David Meltzer, but
19:39
Speaker 2: you've probably seen or at least heard of the movie
19:42
Speaker 2: Jerry Maguire. Show me the money that was filmed about
19:46
Speaker 2: Jerry in his office. These are the kinds of people
19:49
Speaker 2: imagine being on a red carpet with them, getting pictures
19:52
Speaker 2: taken with them. That's and releasing books. We release, We
19:58
Speaker 2: guarantee best selling books. How when we release and we
20:02
Speaker 2: got a captive audience of hundreds of people literally physically
20:05
Speaker 2: in December and we introduced the book, Hey go buy
20:09
Speaker 2: this book, instant bestseller. But let me talk about leverage
20:13
Speaker 2: for a moment. Got a moment for that, Tony was
20:16
Speaker 2: still got a few minutes. Okay, when you have a
20:20
Speaker 2: credential or an award, and we can't see it because
20:23
Speaker 2: of the scope with a camera. But back there on
20:25
Speaker 2: the wall is a certificate. One day, I got a
20:28
Speaker 2: phone call says, doctor K you've been awarded the White
20:31
Speaker 2: House Presidential Lifetime Achievement Award. This was several years ago, Tony,
20:36
Speaker 2: I don't even know I had been nominated. Has it
20:40
Speaker 2: made me any money? Zero? It's not about that. But
20:44
Speaker 2: it's leverage. That's my email signature recipient of the White
20:48
Speaker 2: House President's Lifetime Achievement Award. It says someone noticed what
20:53
Speaker 2: this guy was doing. That's five thousand hours of community
20:56
Speaker 2: service in this case to entrepreneurs. So anything I go
21:01
Speaker 2: back to, anything you've got, you have got to leverage.
21:04
Speaker 2: Make it part of your email signature. You got a
21:06
Speaker 2: best selling book, make that part of your email signature.
21:10
Speaker 2: And best selling books help you rise above the rest
21:13
Speaker 2: of the crowd.
21:16
Speaker 1: Yeah, okay, So let me piece all these elements together,
21:20
Speaker 1: because you really gave us some exciting foundations but also
21:27
Speaker 1: an understanding of how we can build that authority in
21:31
Speaker 1: the right channels. So step one, and the key takeaway
21:36
Speaker 1: number one was operate from a position of abundance, not scarcity,
21:42
Speaker 1: and give your value away freely, so eventually you have suspects, prospects,
21:49
Speaker 1: customers all becoming raving fans of yours and telling people, hey,
21:54
Speaker 1: you need to work with doctor Richard K. The second
21:58
Speaker 1: key takeaway was showing up and showing up in the
22:03
Speaker 1: right places and establishing authority in those right places, whether
22:09
Speaker 1: it's TV news outlets, whether it's magazines, and maybe maybe
22:14
Speaker 1: it's even the red carpet. And then, you know, I
22:17
Speaker 1: also like how you emphasize, Richard, that everybody needs a promoter.
22:23
Speaker 1: Everybody needs somebody that will promote them.
22:27
Speaker 3: And I'm guilty of this problem. I know a lot
22:30
Speaker 3: of people are.
22:31
Speaker 1: You know, when it comes to writing your resume and
22:33
Speaker 1: when it comes to promoting yourself, a lot of people
22:36
Speaker 1: do a horrible job of it, especially those that are
22:39
Speaker 1: not natural narcissists. We generally struggle with talking about ourselves.
22:46
Speaker 1: And so when you have a promoter that's out there,
22:49
Speaker 1: publicist if you will, that's really excited about you and
22:53
Speaker 1: getting you into the right limelight, that is so crdul
22:59
Speaker 1: and knowing how to pitch who you are versus other
23:03
Speaker 1: competitors so priceless to have somebody out there that's in
23:08
Speaker 1: your corner, that's really out there advocating. And then I
23:12
Speaker 1: think the third key takeaway here, Richard, was how you
23:17
Speaker 1: emphasize that. Yeah, Look, you could send in press releases
23:22
Speaker 1: all day long to journalists and news outlets. They are
23:26
Speaker 1: getting in and dated by those things. And I think,
23:32
Speaker 1: and correct me if I'm wrong. A lot of the journalists,
23:35
Speaker 1: a lot of the producers for news programs and other outlets,
23:39
Speaker 1: other channels, they really have their go to folks, their
23:44
Speaker 1: sources that have multiple connections like you, Richard, that across
23:49
Speaker 1: multiple verticals.
23:50
Speaker 3: It's the easy button for them.
23:52
Speaker 1: Look, they're busy, they have deadlines to meet, and they
23:56
Speaker 1: have topics that are popping up every day, and they
24:00
Speaker 1: are driven by key topics that are in that news
24:03
Speaker 1: cycle and those coming go within minutes, hours, maybe days
24:08
Speaker 1: if you're lucky. And so they are under tremendous pressure
24:13
Speaker 1: to find the best authorities to be in their magazines,
24:17
Speaker 1: their newspapers in front of their cameras. And that's when
24:20
Speaker 1: they go to folks like you, Richard, right, who know
24:24
Speaker 1: folks across multiple verticals where you can say, Okay, I've
24:26
Speaker 1: got a guy, I've got a fantastic woman. We're gonna
24:29
Speaker 1: you're doing a whole special on women and leadership.
24:31
Speaker 3: Great. I have three of them right here, and that's
24:34
Speaker 3: the easy button for them.
24:35
Speaker 2: Right, Tony, you are so right on. We all have
24:39
Speaker 2: our go to people. Our job and it should be
24:43
Speaker 2: your job too, ladies and gentlemen, is wherever you're pitching serving.
24:47
Speaker 2: Make it easy for people. Make it so easy because
24:51
Speaker 2: in today's culture, we are a one click away from
24:53
Speaker 2: next you want to. For example, I was on another
24:58
Speaker 2: podcast and I didn't get material. I said, oh we
25:01
Speaker 2: sent it last week. No, no, send it again, so
25:03
Speaker 2: they don't have to go, you know, looking through stuff.
25:07
Speaker 2: Make it so easy that people fall in love. Hey this,
25:11
Speaker 2: I love working with you because it's so easy. So yeah,
25:14
Speaker 2: and it's showing up. Make it easy, and you have
25:17
Speaker 2: your go to people. We all do so. Yeah. I
25:21
Speaker 2: hadn't edited that, but you did as beautiful, Tony.
25:23
Speaker 1: Thank you well, thank you Richard, and again, folks, Richard's
25:28
Speaker 1: newest book is The Trust Economy. You can get access
25:33
Speaker 1: to that on Amazon and you can look and search
25:37
Speaker 1: under Richard K or doctor Richard K. Richard, can you
25:42
Speaker 1: tell folks how they can connect with you? I know
25:44
Speaker 1: you mentioned a couple of websites, but folks are probably
25:47
Speaker 1: listening to this and they tried to write it down
25:50
Speaker 1: really quickly. But let's give them a chance to once
25:53
Speaker 1: again understand how they connect with you follow your work.
25:57
Speaker 2: The easiest way is let's have a conversation. Let's be real,
26:01
Speaker 2: not artificial. Talk about publicity dot com. All one word,
26:06
Speaker 2: talk about publicity dot com. Richard K R I, C
26:11
Speaker 2: H A R D KA y E dot com. If
26:14
Speaker 2: you want to see what is in store for you.
26:17
Speaker 2: Easiest way, let's have a call. Let's make it real.
26:20
Speaker 1: Well, doctor Richard K. You've been so abundant in sharing
26:24
Speaker 1: your value with us today. Can't wait to have you
26:27
Speaker 1: back on the show sometime again soon. Thank you so
26:30
Speaker 1: much for everything that you do for the business development profession.
26:34
Speaker 2: Thank you, Tony.
26:37
Speaker 3: Thank you for listening to the Business Development Podcast.
26:41
Speaker 2: Join our free community of corporate partners and business development
26:45
Speaker 2: professionals advancing the art, science, and ethics of the business
26:50
Speaker 2: development profession at GBD Association dot org.