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A Strange Environment

A Strange Environment. Different but not unprecedented Different requires different Different isn’t always better but… Better is always different You can’t be better by being the same. In This Session. Working for YOUR OWN business Minimizing turn-downs

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A Strange Environment

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  1. A Strange Environment • Different but not unprecedented • Different requires different • Different isn’t always better but… • Better is always different • You can’t be better by being the same

  2. In This Session • Working for YOUR OWN business • Minimizing turn-downs • 3 Myths of vendor oriented marketing

  3. Working for YOUR Business • Time is your asset • Your most valuable metric • You have as much as anyone • You’re not getting any more of it • Look for prospects who leverage your time • Avoid prospects who use your process

  4. Value vs. Process • Process is how I do what I do for you • It is measured by the resources you bring to the job • The more process used, the cheaper you appear • Value is the impact what you do has your customer’s business • It is never measured in terms of your business • The more value perceived, the less your cost is considered

  5. Working for YOUR Business • Control what you work on • Define your own prospects • Don't take someone else's definition

  6. How You See Your Business Matters Most brokers see their business as finding funding for the transactions they've got. The key to being more productive is to see your business as finding transactions for the funding you've got.

  7. Control process • Funding first • Get credit info before working

  8. Understand funder's appetite • Ask for profiles • Submit prospecting plans • Work together

  9. Minimizing Turndowns • Focused prospecting • Pre-qualified • Pre-funded

  10. Myths of vendor marketing • Vendors are where the sales are • Vendors are looking for sales • Vendors leverage your efforts • Vendors use your process • Vendor business is pre-sold • Terms are pre-fixed

  11. Truths of vendor marketing • As good as their worst salesperson • 80/20 Rule • Their sale may not be yours • Vendors absorb time • Use process/resources

  12. Anyone can: min standards • What more can you do • Effect their process • Open new doors • Develop/provide sales tools

  13. Selling value: what I add to you • The more value I perceive the more I'm willing to invest

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