Client Discovery & Needs Analysis

At The Lipsey Company, we firmly believe that discovering your client’s needs is the first step to forming a meaningful business relationship. That’s why we believe it’s so important to conduct a thorough needs analysis for each client and prospect. The substance of this conversation will become your true north, guiding you through each interaction from presentation to proposal to close.

This module, covers both the research and relationship building it takes to do a thorough needs analysis. It includes:

  • Doing your homework- How to research prospects
  • Conducting a thorough needs analysis
  • 8 considerations in assessing a client’s needs
  • Identifying clients’ priorities
  • The best questions to ask prospects

With more than 35 years of experience, The Lipsey Company has unparalleled insight into the commercial real estate industry. Our clients include some of the world’s largest multinational firms such as CBRE, Jones Lang LaSalle, and Colliers International. Our trusted approach has helped hundreds of brokers center their presentations and proposals on their client’s needs. Let our experienced, practical advice help you to rise above your competition and win more deals.