The Art of Winning Business

How to Win Business

To win business and clients, you must first know what business you are trying to win

Are you going to specialize? If not, why not.Are you going to be a tenant rep specialist or

landlord specialist or pursue all opportunities in your market area?

Do you know who the players are in your market?How are you going to find out who the players are

in your market?How are you going to database, track, etc. who

the players are in your market?Systems are good and simple systems are better

I know who. Now what?

How do you get in touch with the business and clients you are trying to win?Cold calling? Street brokerage? Email blasts?

Newsletters? Mailings? Systems are good and simple systems are better.

What can you do for them that they can’t do for themselves?

Why do they need to know you?What do you know that they do not?What do I do if they aren’t in need of my services?How can you establish yourself as the expert they

are looking for?

I got the meeting. Now, how do I win the business?

Know what you are talking about Know what you are talking about Know what you are talking about Know what you are talking about Listen Listen Listen Listen Listen Listen Listen Know what you are talking about Sales is primarily the ability to get meetings, shut up long

enough to listen to your potential customer, and know what you are talking about

RepeatKBO (Keep Buggering On) until you die