Win More in Less Time (Interview w/ Todd Duncan)
New York Times bestselling author Todd Duncan (“High-Trust Selling”) joins David Bush to break down the mindset, mechanics, and daily moves of top producers. Learn how to create referral-rich pipelines, convert faster with fewer calls, and lead teams that implement—so you can sell more in less time with less stress. We cover the “Circle of Cash Flow” referral model, the one-question close, cross-selling networks, and a 90-day path to mastery. If you’re ready to trade grind for growth, this is your playbook.
Top Takeaways
Trust is the unfair advantage. Speed to trust—not price or product—drives conversion, retention, and lifetime referrals.
Mastery multiplies results. You don’t need more hours; you need to be better per hour. Move from 1/4 to 3/4 conversions by improving the conversation.
Circle of Cash Flow. Ask, “Who do I know who knows who I need to know?” Turn every happy client into a hub that introduces you to their banker, CPA, attorney, financial advisor, builder, etc. That’s scalable referrals.
The one-question close. Lead with meaning, not minutiae: “What would it mean to you to ____ (buy your first home / achieve X)?” Listen, reflect, and enroll—then qualify. Emotion opens the door; details keep it open.
Sell more with fewer conversations. Four quality new conversations a day can fuel 180–540 wins a year as your mastery and trust rise.
Lead with hope and trust. Your team implements faster when they believe you’re invested in their goals; co-learn (events), then co-implement.
Belief beats busy. Replace implanted/imprinted limits with inspired belief—take small, high-leverage actions that compound.
Events compress time. Shared learning (bring your team) 10x’s implementation—one idea can pay for the trip many times over.
Action Steps (90-Day Mastery Sprint)
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Week 1 – Foundation
Codify your promise: In one sentence, define the outcome you guarantee (e.g., “Help clients achieve X in less time with less stress”).
Map your circles: For your last 25 happy clients, list their connected pros (banker, CPA, attorney, RE agent, HR lead, etc.). Prioritize 10.
Weeks 2–3 – Trust Accelerators
3. Adopt the opener: Start discovery with “What would it mean to you if…?” and pause. Capture exact language; mirror it in proposals.
4. Design your referral ask: At kickoff and at close, set the expectation: “If we deliver a 10/10, will you introduce me to two people who’d value the same outcome?”
Weeks 4–5 – Circle of Cash Flow
5. Warm introductions only: For each of your 10 prioritized contacts, have your client make a three-way email or text intro. No cold calls.
6. Value-first meeting: Offer a 15–20 minute idea (playbook, checklist, or mini-audit) tailored to their outcomes; ask for first-right-of-refusal on relevant opportunities.
Weeks 6–8 – Systemize & Scale
7. Four quality convos/day: Track new-logo or referral-partner conversations; aim for 1–2 conversions daily.
8. Delegate the busywork: Document your pre-meeting, paperwork, and follow-up steps; hand off anything non-selling to an assistant or VA.
Weeks 9–10 – Measure & Improve
9. Score the funnel weekly: Trust created (Y/N), time-to-next step, conversion %, referrals per win. Kill low-yield activities; double down on high-yield intros.
10. Team implementation huddles: 30 minutes each week to review scripts, celebrate wins, and remove blockers. Co-learn, co-do.
Always
Ask fewer, better questions.
Lead with belief; act your way into feeling.
Treat every client as a future salesperson for your brand.
Attend Sales Mastery Event Oct. 14-17 (www.salesmasteryevent.com) use discount code "BDR" for $200 off! Receive a special BOGO, buy one and receive a link to share with a friend, teammate or referral partner for free!