Shame on you if you thought this blog title was anything but professional! Really, do you think your client’s want to see you get naked?  Well, actually they do.

I recently listened to the audio book Getting Naked by Patrick Lencioni.  Lencioni is also the author of the best-selling book The Five Dysfunctions of a Team.  If you haven’t read these books, I highly recommend them, but only after you read my books of course. 🙂

Lencioni’s books are presented in a fable fashion and are both enjoyable as well as insightful.  His Getting Naked story speaks to how we, as sales advisors and/or consultants (which includes you in your role as a CRE broker) could approach our prospects.

The message of Getting Naked, in its simplest form, is that we need to be vulnerable, to open up and to give valuable content (including advise) to our prospects in advance of asking for the business.  For it is when we allow ourselves to show our truest side, we are the most appealing.  Prospects, through this getting naked approach, become more trusting, more respecting and ultimately more eager to work with you.

[Tweet “Be vulnerable, open and give valuable content to your prospects before asking for the business.”]

At the Massimo Group, we provide such an approach with our free consultations.  Do all our prospects sign up for our services?  No.  Likewise, will some of your prospects simply take your information and not engage you? Well yes.  But these are not the prospects for us, nor you to grow your business upon.  And that’s the point.

If you really don’t want to get naked and share valuable content with your prospects, which I can understand, at least get half naked (again keep this professional!) and share some value with them.

If all you do is talk about you and how great you are, I can assure you one thing – it’s going to be a long time until anyone gets naked with you.  Cheese and Crackers – I am talking professionally!!


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!

Recent Posts

RECon 2018 Review – 3 Glaring Negatives

This week I made my annual trek to Las Vegas for the greatest commercial real estate show on earth. ICSC’s RECon 2018 had all the pomp and circumstance as the last 7 years (my consecutive attendance streak), including: the big booths, extravagant parties (shout out to...

The 5 Pillars to Grow a Great CRE Business

When I was running my own commercial real estate firm, I was busy. I would characterize most days as chaotic. Even when I did have a plan for the day, distractions, interruptions, and opportunities would appear from nowhere and knock me off course. I had bought into...

A Simple Yet Powerful CRE Marketing Tool

The following blog post is from HBS Resources President and Massimo Group coach, Blaine Strickland. I am thrilled to share that Blaine has just launched his first book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent. In today’s...

How to Find Your Specialty with 3 Questions

I am continually surprised by Commercial Real Estate brokers who lack a specialty. All top performers in CRE have a specialty. Yet, those mired in mediocrity refuse to hone in on what they can be awesome at doing. In fact, business owners of all kinds often have this...

4 Ways To Make Telephone Prospecting Easy

I once worked with a commercial real estate brokerage manager who said there were two types of people in the world – those that didn’t like to cold call, and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point....

Here’s My Weekly Plan for Maximum Results

With our coaching clients, we implement a productivity program - appropriately termed I.P.A.I.D.™. This process allows them to look back at every day and answer “yes” to the question: “Was I paid today?” I also use this approach in planning for my week. Every Sunday...