Revenue Builders · Why New Leaders Fall Into the 90 Day Trap with Former AAA CEO Bob Darbelnet
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adopted a "presence before plans" approach: meet people before making decisions and let them get to know you first
“Let them present to the team. Let them own things. Let them own the client relationship. Let them present to the team. Let them own the customer journey, big meaty problems. Let them make decisions you'd normally make yourself.”
“I just want you to know how honored I am… today’s meeting is really all about you… the only decision we’ll make is if we have a second meeting… if I can’t help you I’ll tell you”
“Make a list of all the places where people have to make a decision, all the points in time where people have to make a decision, and see is there a way to add value to those decisions”
“I figured, you know what? Let me help broker this meeting. Let me help broker the meeting between what we call the rebels, the COO, who wants to overthrow the HOA group, and the HOA group manager, who does not want to meet.”
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