Danish Nizami  /   October 18, 2019

Win the Business

Selling by Phone 10.0 
2.1 Rain Making Check List
2.2 The Bridge: Lipsey’s 55
2.3 No Scripts Required
2.4 Exercise – RUNS CLEAR & Questioning Techniques
2.5 When to Make the Call

Best Practices for Tenant Rep/Occupier 
3.1 Tenant Rep/Occupier Toolkit – Prospecting
3.2 Tenant Rep/Occupier Toolkit – Research
3.3 Tenant Rep/Occupier Toolkit – The Budget
3.4 Tenant Rep/Occupier Toolkit – Blend & Extend

Best Practices for Landlord Rep/Agency
4.1 Landlord Rep/Agency Toolkit – The Leasing Plan
4.2 Landlord Rep/Agency Toolkit –Leasing by Space
4.3 Landlord Rep/Agency Toolkit – Best in Class Tours
4.4 Landlord Rep/Agency Toolkit – Using Your CRM to Win the Listing

Winning Assignments Through Whiteboarding
5.1 Components of a Discovery Whiteboard Session
5.2 Live Discovery Whiteboarding Session

Presentations that Win 10.0
6.1 The Yellow Brick Road
6.2 Two Models – 5 Step Classic
6.3 The Money Question
6.4 Two Models – 25/75 Yellow Pad
6.5 The Five Touch Points
6.6 It’s Go Time – Presentations Best Practices

Negotiating to Win 10.0
7.1 The State of Negotiating
7.2 Negotiating Tactics: Avoid the Dirty Tricks

Managing Objections 
8.1 Recognizing Objections
8.2 Handling Objections
8.3 Live Exercise – Stump the Chump

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