Get on the plane | Steve Stoute

Key Concepts

• Getting on the Plane: Prioritizing physical presence and demonstrating commitment through significant effort to build relationships and advance ideas.
• Physical Presence: The importance of in-person interaction in fostering trust and demonstrating sincerity.
• Relationship Building: The foundational role of strong relationships in business success.
• Prioritization through Effort: How demonstrating dedication can elevate ideas and secure opportunities.

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The Value of “Getting on the Plane” in Business Development

The core principle discussed centers around a foundational value learned early in the speaker’s entrepreneurial journey: “getting on the plane.” This isn’t a literal instruction to travel constantly, but a metaphor for demonstrating exceptional commitment and prioritizing physical presence in building relationships and pitching ideas. The speaker emphasizes that in the initial stages of building a business, the ability and willingness to travel to meet potential partners or clients – even for brief periods like 15-30 minutes – proved to be a significant differentiator.

Demonstrating Commitment and Building Trust

The speaker explicitly states that this practice wasn’t about the inherent quality of the ideas themselves, but rather the signal it sent. “I can’t tell you how much of a difference maker it’s been in my career,” they claim, highlighting the impact of prioritizing physical presence. This effort conveyed a level of care and importance regarding the dialogue and the potential connection, fostering trust and respect. The act of traveling demonstrated a willingness to invest time and resources, signaling genuine interest beyond a simple phone call or pitch.

Impact on Idea Prioritization and Success

The speaker details two specific ways “getting on the plane” impacted outcomes. First, it could elevate ideas that were initially less compelling. The effort invested in the in-person meeting often sparked a dialogue that evolved the idea into something more viable. Second, and perhaps more crucially, it could prioritize a good idea over a similarly good idea presented by someone else. The speaker directly attributes this to “actually doing the work” to demonstrate commitment. This suggests that in competitive situations, demonstrable effort can outweigh the inherent quality of the idea itself.

The Role of Physical Presence in Real Connection

The underlying argument is that physical presence facilitates a “real way” of connecting. While not explicitly defined, this implies that in-person interaction allows for a deeper understanding of needs, builds rapport more effectively, and conveys sincerity in a way that remote communication cannot. The speaker doesn’t dismiss the value of initial contact via phone, but positions the in-person meeting as a crucial step in solidifying the relationship and advancing the opportunity.

Early Lesson as a “Difference Maker”

The speaker frames this lesson as a key “difference maker” in their early career. This suggests it was a pivotal realization that fundamentally shaped their approach to business development and relationship building. The emphasis on prioritizing effort and physical presence established a core value that contributed to their success.

In conclusion, the primary takeaway is the immense value of demonstrating commitment through significant effort, specifically prioritizing physical presence in initial business interactions. This approach, symbolized by “getting on the plane,” can build trust, elevate ideas, and ultimately prioritize opportunities in a competitive landscape.