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

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

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

5. 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

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

7. 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

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

9. Protocols Phones Questions Handout Materials

10. Quick Survey Experience Expectations

11. The Business Development Tool Kit

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

13. Advertising and Communications Ethics Do Don’t

14. Basic Tools Business Cards Letterhead

15. Basic Tools Web Site Social Media

16. Basic Tools Print Materials

17. Basic Tools Advertising Public Relations

18. Basic Tools Public Appearances

19. Expanding the Tool Kit Events Sponsorships

20. Expanding the Tool Kit Blogs

21. Expanding the Tool Kit Collateral Materials

22. Expanding the Tool Kit RFP/SOQ Communications

23. Best Practices

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

25. Personal Marketing Agenda Goals: CurrentLong-term Yours Clients Referrers

26. Personal Marketing Agenda Define Ideals Clients Referrers

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

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

29. Personal Marketing Agenda FOLLOW THROUGH

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

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

32. Communicating Credentials What You Say vs What They Hear

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

34. Communicating Credentials Synchronizing the Message

35. Communicating Credentials FOLLOW THROUGH

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

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

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

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

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

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

42. Keeping Referral Sources and Clients Close Building Foundational Relationships

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

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

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