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.
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!!
For other great reads on winning business, please check out our Dominate Your CRE Summer Bundle.