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Business Development for Appraisal Professionals

Field-tested strategies, tools, and communication techniques to generate work, build relationships, and enhance your professional services. Explore the comprehensive Business Development Tool Kit.

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Business Development for Appraisal Professionals

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  1. Business Development for Appraisal Professionals Donna L.G. Shaft Principal and Marketing Counsel Professional Business Development

  2. Who is Donna Shaft and what does she know about professional services business development ?

  3. Exploring the Business Development Tool Kit Field-tested tried-and-true materials and strategies, plus social media, websites, testimonials, publications and more.

  4. Creating a “Tailored-to-Succeed” Personal Marketing Agenda Composing a manageable business development plan of daily, weekly, monthly “to-do” actions that generate work, stimulate new contacts and grow current relationships

  5. Communicating Credentials Developing written and verbal means of creating positive impressions that lead to work and productive professional relationships

  6. The Fine Art of Asking for Work How to make your case as the best choice for the job and knowing when to offer your services

  7. Keeping Referral Sources and Clients Close Staying “front of mind” for clients and contacts

  8. Protocols Phones Questions Handout Materials

  9. Quick Survey Experience Expectations

  10. The Business Development Tool Kit

  11. Advertising and Communications Ethics Standards and enforcement in regulated professional services

  12. Advertising and Communications Ethics Do Don’t

  13. Basic Tools Business Cards Letterhead

  14. Basic Tools Web Site Social Media

  15. Basic Tools Print Materials

  16. Basic Tools Advertising Public Relations

  17. Basic Tools Public Appearances

  18. Expanding the Tool Kit Events Sponsorships

  19. Expanding the Tool Kit Blogs

  20. Expanding the Tool Kit Collateral Materials

  21. Expanding the Tool Kit RFP/SOQ Communications

  22. Best Practices

  23. The “Tailored-to-Succeed” Personal Marketing Agenda

  24. Personal Marketing Agenda Goals: Current Long-term Yours Clients Referrers

  25. Personal Marketing Agenda Define Ideals Clients Referrers

  26. Personal Marketing Agenda Assess Current Rosters of Clients and Referral Sources Keep? Grow? Release?

  27. Personal Marketing Agenda Determine Needs Define Strategy Develop/Access Tools

  28. Personal Marketing Agenda FOLLOW THROUGH FOLLOW THROUGH FOLLOW THROUGH

  29. Personal Marketing Agenda Define Success Measure Everything Continuous Adjustment Loop

  30. Communicating Credentials Goal: Developing written and verbal means of creating positive impressions that lead to work and productive, profitable professional relationships

  31. Communicating Credentials What You Say vs What They Hear

  32. Communicating Credentials Personal Ability, Skills and Education vs Differentiation From Other Providers

  33. Communicating Credentials Synchronizing the Message

  34. Communicating Credentials FOLLOW THROUGH FOLLOW THROUGH FOLLOW THROUGH

  35. The Fine Art of Asking for the Work How to make your case as the best choice for the job

  36. The Fine Art of Asking for the Work Direct Approach Indirect Approach

  37. The Fine Art of Asking for the Work Support Materials and Props

  38. The Fine Art of Asking for the Work Conducive Scenarios: Social Introductions Milestones At Opening/At Closing Issue Driven

  39. The Fine Art of Asking for the Work FOLLOW THROUGH FOLLOW THROUGH FOLLOW THROUGH

  40. Keeping Referral Sources and Clients Close Why? Other than the obvious….

  41. Keeping Referral Sources and Clients Close Building Foundational Relationships

  42. Keeping Referral Sources and Clients Close Conducive Scenarios: Social Introductions Milestones At Opening/At Closing Calendaring Contacts

  43. Keeping Referral Sources and Clients Close Measuring Results Continuous Adjustment Loop

  44. Business Development for Appraisal Professionals Donna L.G. Shaft Marketing Counsel www.dlgshaftconsulting.com

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