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!
2 Responses
Rod, I have always appreciated your candid and thoughtful insights on the Commercial Real Estate Profession. Your experience has lent itself to providing credible information that is not only beneficial to a CRE professional but motivational and inspiring. At least that is my humble opinion. Then again, I have met you in person, so I have something to base this comment on. I look forward to reading your next blog.
Harry, greatly appreciate the kind words. Sorry for the delay in response. I am just getting out of a summer fog and so pumped to be back in full gear!