1. Getting Naked
Gerardo Rodriguez

2. The Naked Approach
http://www.tablegroup.com/

3. 3 Fears
A Fear of Losing the Business drives a service provider to
protect their client base, business opportunities and revenue
by censoring feedback and avoiding difficult issues. To
Overcome: Give Away the Business, Consult Instead of
Sell, Tell the Kind Truth, Enter the Danger
A Fear of Being Embarrassed impedes a service provider’s
ability to provide open, honest insights because they hold
back their ideas, hide their mistakes and edit themselves to
save face. To Overcome: Ask Dumb Questions, Make
Dumb Suggestions, Celebrate your Mistakes
A Fear of Feeling Inferior challenges a service provider’s
assumption that they must preserve their social standing with
the client at all costs. To Overcome: Honor the Client’s
Work, Make Everything about the Client, Do the Dirty
Work, Take a Bullet

4. My Fears
 Cold Calling
 Fear of being embarrassed: Pride
 Fear of feeling inferior: Ego
 Overcoming Objectives
 Celebrate my mistakes
 Ask dumb questions
 Make everything about the client

5. “People spend most of their lives trying to
avoid awkward and painful situations- which
is why it is no surprise that we are all
susceptible to the three fears that sabotage
client loyalty.”
-Patrick Lencioni

6. 3 Fears
A Fear of Losing the Business drives a service provider to
protect their client base, business opportunities and revenue
by censoring feedback and avoiding difficult issues. To
Overcome: Give Away the Business, Consult Instead of
Sell, Tell the Kind Truth, Enter the Danger
A Fear of Being Embarrassed impedes a service provider’s
ability to provide open, honest insights because they hold
back their ideas, hide their mistakes and edit themselves to
save face. To Overcome: Ask Dumb Questions, Make
Dumb Suggestions, Celebrate your Mistakes
A Fear of Feeling Inferior challenges a service provider’s
assumption that they must preserve their social standing with
the client at all costs. To Overcome: Honor the Client’s
Work, Make Everything about the Client, Do the Dirty
Work, Take a Bullet

7. Fear of Losing the Business
 Large Groups
 Revenue?
 Enter The Danger
 Always Consult Instead Of Sell
 Give Away The Business
 Tell The Kind Truth

8. SACRAMENTO GBS
Business Model

9. Core Aspects of A
Business
Purpose Offerings
Strategies Infrastructure
Operational
Process

10. How Does an Organization
Create, Deliver, and Capture
Value?
The Service
• What Customers Want?
• How They Want It?
• How To Meet These Needs?
• How To Make A Profit?

11. Business Models
Bait & Hook  Offering product at low cost then
charging compensatory recurring
amounts for refills, associated
products or services.
 i.e. Razor (Bait) & Blade (Hook)
Direct Sales
Model
 Marketing and selling products,
directly to consumers away from a
fixed retail location.
 One to one demonstrations &
personal contact arrangements

12. New Business Development
• Cold-Calling • Schedule an
• Referral Appointment
• Canvassing
Lead Prospect
Client Opportunity
• Maintaining • Follow up
the Meetings
Relationship

13. Lead
• Telemarketing v. Our New Decision
Maker
Age Service
•Phone Etiquette
•Opening Pitches Renewal
Date
•Overcoming Objectives
Number of
Cold- Employees
Calling
Broker
Carriers
Offered