About this episode
Christopher Buell, who built and sold a non-emergency transportation company in Phoenix, Arizona and now runs NEMT Solutions Center, opened a second operation in Little Rock and booked exactly zero trips for two and a half months. His fix is a sequence he calls the yes snowball: get past the switchboard to case management, ask permission to send an email, ask permission to follow up, then ask permission to drop off brochures. One California client followed his advice, paid drivers 18 dollars an hour to sit four afternoon hours waiting on hospital discharges, and Buell says it produced roughly 25,000 dollars in three months.
Key takeaways
- Practice where it costs nothing. Buell tells beginners to make their first sales calls on facilities in the part of town they do not want trips from, so the fumbling happens on throwaway prospects.
- A prospect list Buell builds for a client runs no less than a thousand private pay targets plus a broker list, because he refuses to prejudge where the revenue comes from.
- He asked a Los Angeles case manager how often a transportation rep stops by with brochures. The answer was probably zero, in a market he jokes has 10,000 competitors.
- Buell splits the day by who is available: patients and sales calls while facilities answer the phone, broker credentialing paperwork at night.
- He turns away the smallest operators. One or two vans should be selling for themselves; his ideal client runs five or six and wants the gatekeeper work handed off.
Chapters
- 0:00 Introduction
- 1:28 Chris's experiences
- 7:47 How Chris sells
- 12:50 Insights on selling
- 17:07 Client story
- 20:47 The key part of selling
- 26:00 Anyone can sell
- 27:59 Run Bambi Run!
