Getting Naked Is Good For Business
Showing up naked for your next appointment may not be the best plan, but according to Patrick Lencioni’s book, Getting Naked, being real, honest, and VULNERABLE with your clients may be the very best thing you can do to build relationships and there by grow your business.
We have all had that experience of being ‘sold’ by someone who just wanted to close the sale and was clearly more focused on the paycheck than they were actually helping us. It’s no surprise that no one likes this. If your approach with clients is to just ‘get it done’ without any regard to them as people, chances are your business is struggling. You may be bringing in the business, but the relationships are tense and you rarely get referrals from clients.
Here are some of the principles that are discussed in In Getting Naked:
~ Always consult instead of sell:Engage your client. Ask them questions. Be there to help. Don’t show up with a generic predetermined conclusion of what they need. Take the time to help them from the very beginning.
~ Give away the business: Contrary to what some people believe, you will NOT loose business by doing this. Focus on helping people from the very beginning. They will trust you more and respect your opinions and THAT is what will win you the business long term. Information is no knowledge. Even though you gave them information up front, they will still need help to implement it which is when they will hire you.
~ Tell the kind truth:Your clients want you to tell them the truth. It may not be what they want to hear, but if you can phrase it in a kind (note: this does not mean half assed and ineffective) way, they will appreciate it and respect you that much more.
~ Ask dumb questions:You don’t have to know it all. Don’t be afraid to ask for clarification along the way. Your client will appreciate that you care about them and chances are there is someone else who has the same question, but is just afraid to ask.
There are many others in the book that are fantastic. It is a quick read and packed with insights. Definitely a book worth putting on your fall reading list. Enjoy!
Signup to receive Nicole's blog posts via email weekly:
Other Posts
Bet On Yourself VS The Market
Last week I shared how the end of August is a weird time – wanting to savor summer, while also shifting back into work mode. Turns out I’m not the only one this happens to! Thank you for all of the notes and feedback. I’ve found that when I’m not taking action, I spend WAY…
I Used To Dread The Last 2 Weeks Of August
Thirty years in real estate has taught me a lot of things. One of the best is this: I can finally see my own patterns. Like the one where I get twitchy every year mid-August. Part of me wants summer to stretch on forever. Part of me is itching for routine, order, and the satisfaction…
Beliefs = Actions = Results – It Matters Where You Start
August is an interesting month for me. I’m savoring the relaxed pace of summer, while also starting to think about Fall and shifting back into work mode. With a shift in focus I naturally start wondering what will happen. Will I be busy? Where will my clients come from? Will they be buyers or sellers?…
What Do You LOVE About Your Business?
I’m back!!! There’s been a lot going on lately, (more on that in a later post) and it’s been a few weeks since I’ve sent you a note. Needless to say, I’ve missed you! I’ve been moving through a lot of ‘life’ lately, and there’s been a common thread in my business that has surprised…
How Do You Want Summer To Feel?
Summer is often a season of expectations not meeting reality. I used to think my perfect summer meant iced tea on the patio while reading every day. For the record, that’s never happened. And for a while, I felt bad about it — like I was missing out, like I was doing summer wrong. Until…
You’re Not Behind, There Are Infinite Options
Your in box is about to fill up with emails about us being 1/2 through the year. You know – the ones that ask if you’re on track with your goals, and offer a solution to whip you into shape for the next 6 months. If you are having a great year – I celebrate…
Letting Go Of The Hustle Sounds Great, But You’ve Got a Business To Run
To be clear, I am 100% for less hustle, more flow, manifesting, receiving, regulating my nervous system, and letting things be easier. But somewhere between: “That sounds amazing” and “I’m a real estate agent – I need to generate clients and sell houses to earn an income” Things can get confusing. Because no matter how…
The Beauty of Not Doing It Alone
Thank you for being part of this community! I learned something beautiful and powerful last week. It was vulnerable to post about recalibrating, and being in the messy middle of grieving. Yet the conversations, emails, texts and notes have meant to much. To know that we are not alone is one of the greatest gifts…
Recalibrate In a Business That Runs 24/7
It happens to me every year about this time. The need to recalibrate. In a business that can run 24/7 – it’s easy to look up one day and realize, your batteries are drained and there’s no break in sight. Side note – It doesn’t have to be a 24/7 thing, but that’s a topic…
It’s Okay For Things To Be Different
I often find myself comparing things. I compare my business this year to years past.I compare my health and fitness to where I was 10 years ago.I compare how I show up and experience different life events. On the one hand – it makes perfect sense. Our brains crave predictability. It calms our nervous system.…