How to CALL Your Way to 10+ Facility Contracts

​https://riverside.com/studio/james-odonnells-studio-dqs6I

Christopher has booked hundreds of meetings and gotten tens of thousands of NEMT trips from healthcare facilities. Learn the exact step-by-step approach he uses.

Host: James – Cofounder, Duet

​Guest: Christopher Buell – Owner, NEMT Alliance

We'll cover practical topics like:

1) Who to call and why
Which facility types are the best targets for NEMT services, how to prioritize them, and what each one actually needs from a transport provider.

2) How to get past the gatekeeper: the cold calling script
Who to ask for, what to say in the first 15 seconds, how to handle objections, and how to land an in-person meeting rather than trying to sell on the call.

3) Why to STOP telling facilities to sign a contract
How to frame the relationship with a facility so it feels like a partnership rather than a sales transaction, and why that reframe changes the close rate.

​4) The in-person visit: what to bring, what to say, and how to be memorable
How to present your service, what materials or leave-behinds to bring (service agreements, one-pagers, awards/credibility pieces), and how to differentiate yourself from the other NEMT providers calling the same facility.

​5) Closing the contract
How and when to follow-up, the gap between a good meeting and a signed deal, and how to overcome the most common sticking points.

6) Building credibility before picking up the phone
How newer NEMT companies can build social proof and trust signals: awards, testimonials, professional branding, and how those tools feed directly into sales success.

7) Avoiding the broker trap: why facility contracts are worth the hassle
The economics of broker-based trips vs. direct facility contracts, why diversifying revenue matters, and the mindset shift NEMT owners need to make to invest time in outbound sales.