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The CRE Colonoscopy Approach to Prospecting

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Well, if this subject line doesn’t get your attention, I don’t know what would. I bet you clicked this wondering what this latest scribe was going to be about. Is it cleaning house, searching targeted prospects, or maybe dealing with crappy clients? OK, no more juvenile poop jokes, I promise.

In all seriousness, earlier today I had my 4th colonoscopy – and yes, I am only 53. I wrote about this in my last blog to share with our middle-aged audience how easy and how imperative it is for everyone to take this stuff seriously. As noted, approximately 140,000 people are diagnosed with colon cancer in the U.S. and over 50,000 people die from it annually. It is the second leading cancer killer in the nation, yet it is 90 percent preventable and 90 percent treatable if detected early. So again, get it done.

Today I want to share with you the invaluable practices I experienced during my visit to UNC Hospital this morning (and yes, I did wear one of my many Duke shirts), and how these practices are directly applicable to your commercial real estate business. How I was treated, processed, and handled – is exactly how we should handle all our prospects and clients.

[Tweet “”Fact Questions are easy openers for you and your prospects, plus it shows you did your homework and are prepared””]

• The registration process – During check in I was asked a series of close ended question. Simply verifying who I was and why I was there. These “fact questions” are easy openers for you and your prospects, plus it shows you did your homework and are prepared. This gave me peace of mind from the start, just as you should with your prospects.

• The pre-procedure process – This is where my comfort level really soared. Every team member asked me seemingly dozens of both closed ended and open ended questions, as well as explained their role in the process. From the nurses to the residents, the anesthesiologist and my doctor – all made it clear to me that not only did they have a full understanding of my history, but they had a solution for my issues. As you move your prospects through the process, it’s the questions you ask, as much as the answers you give that will separate you from the other candidates they may be interviewing.

• The procedure itself – Ok, I really can’t tell you about the procedure itself, as once I was rolled into a separate room – all I remember is Carol the anesthesiologist making a joke about United Airlines. Next thing I knew, I was hearing my wife’s soft voice attempting to wake me up. However, it’s fair to assume each team member fulfilled their role during the procedure and did what they needed to do. Or at least I hope so!

• The post procedure process – Shortly after awaking, my doctor visited with my wife and me – and went over the process, presenting their findings and suggestions for moving forward. This is where he went into “Solution” mode. When you are closing your prospect, it is critical that you articulate your customized solution for the prospect to achieve their goals. You have asked the closed-ended and open-ended questions, you have demonstrated your expertise, but now you must provide your client with a solution that tells them you are the only service provider that can provide the solution they are seeking. My doctor gave us detailed notes, (even pictures!) and before we even made it home – prescriptions were ready at the pharmacist, notes were uploaded to my patient portal, and a follow up was already scheduled. It was clear how we were going to proceed. What you do after the prospect call, or meeting is just as important in determining if you get hired.

[Tweet “”When you are closing your prospect, it is critical that you articulate your customized solution for the prospect to achieve their goals””]

For me, the news was good. My late father was a colon cancer survivor, so I am told I will need to do this every three years. No signs of any cancer or worsening of a chronic stomach issue I have been dealing with for years. Despite the fact this Duke boy was being treated at UNC, it was a great experience – and I am certainly going to “hire” this UNC doctor going forward (even if it means once again wearing a Carolina Blue gown). Please take these prospecting steps to heart. They will win you more business. More so, regardless of your age – understand the benefits of getting a colonoscopy; it may just win you another 30 or 40 years.

If you are interested in only speaking with qualified prospects, and no longer wasting your time chasing those who will never make a decision or those that do not value your time, click below for our free download!


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