Lifescripts for the Self-Employed by Pollan, Stephen M.; Levine, Mark;

Short description:

Lifesecripts for the Self-Employed, written especially for those who are self-employed, provides dialogues for the difficult discussions this group is likely to face. Each lifescript features a flowchart with openings and rejoinders to a variety of potential responses.

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Long description:

Lifesecripts for the Self-Employed, written especially for those who are self-employed, provides dialogues for the difficult discussions this group is likely to face. Each lifescript features a flowchart with openings and rejoinders to a variety of potential responses. There are also pointers on proper attitude, timing, preparation, and behavior, as well as a summary of key points and a list of possible adaptations.

Lifescripts for the Self-Employed covers scripts dealing with clients, investors, lenders, professionals, and suppliers, including:

• Breaking Bad News to a Client
  
• Cold Calling a New Client
  
• Approaching a Family Lender
  
• Explaining a Prior Bankruptcy
  
• Asking Your Professional to Reduce His Fee
  
• Explaining an Overstatement of Expenses to the IRS
  
• Closing a Deal
  
• Renegotiating a Lease with Your Landlord
  

Excerpt from Lifescripts for the Self-Employed: 7. Apologizing to a Client for Your Own Mistake Icebreaker: I've made a miscalculation that has created a problem for you. I have what I believe is a solution, but first I need to apologize to you. When I was scheduling your project I failed to take into account that there were two religious holidays that fell during the time I'd set aside for printing. We're not going to be able to meet the schedule I'd laid out for you. Accepting: I'm not happy about this, but I admire your candor. I want you to know I expect special help from you. Now what's your plan? Angry: I can't believe you could have been so stupid and negligent. What were you thinking? Weren't you paying attention? What's wrong with you? Lifesecripts for the Self-Employed, written especially for those who are self-employed, provides dialogues for the difficult discussions this group is likely to face. Each lifescript features a flowchart with openings and rejoinders to a variety of potential responses. There are also pointers on proper attitude, timing, preparation, and behavior, as well as a summary of key points and a list of possible adaptations. Lifescripts for the Self-Employed covers scripts dealing with clients, investors, lenders, professionals, and suppliers, including: Breaking Bad News to a Client ? Cold Calling a New Client ? Approaching a Family Lender ? Explaining a Prior Bankruptcy ? Asking Your Professional to Reduce His Fee ? Explaining an Overstatement of Expenses to the IRS ? Closing a Deal ? Renegotiating a Lease with Your Landlord The original Lifescripts: What to Say to Get What You Want in 101 of Life's. Toughest Situations was widely hailed as a groundbreaking title that offered effective advice to people faced with dreaded or sticky situations. By providing dialogues with the exact words to use in a variety of difficult encounters, Lifescripts replaces fear and trepidation with the assurance of success. Look for the other books in the Lifescripts series, including Lifescripts, Lifescripts for Employees, and Lifescripts for Managers. Visit us online at www.mgr.com

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Table of Contents:

Contributors.

Introduction: The Magic of Lifescripts.

PART ONE: Lifescripts for Clients.

1. Cold Calling a New Client.

2. Breaking Bad News to a Client.

3. Refusing a Client's Request.

4. Resurrecting a Former Client.

5. Dealing with an Irate Client.

6. Challenging a Client's Behavior.

7. Apologizing to a Client for Your Own Mistake.

8. Apologizing to a Client for Another Person's Mistake.

9. Pressing a Client to Pay the Bill.

10. Telling a Client You've Increased Your Fees.

11. Justifying Increased Fees to a Critical Client.

12. Renegotiating Your Fee with a Client.

13. Explaining Delays to a Client.

14. Closing a Deal with a Client.

15. Ending the Relationship with a Client.

PART TWO: Lifescripts for Investors and Lenders.

16. Approaching an Institutional Investor.

17. Approaching a Family Investor.

18. Asking an Institutional Lender for More.

19. Asking Institutional Lender to Recast Terms.

20. Approaching a Family Lender.

21. Asking a Family Lender to Recast Terms.

22. Turning Down a Lender's Request for Equity in Your Company.

23. Explaining Your Criminal Record to an Investor.

24. Inviting a Lender to Become Your Partner.

25. Explaining a Prior Bankruptcy to an Investor.

PART THREE: Lifescripts for Professionals, Suppliers, and Others.

26. Renegotiating Your Professional's Overcharge.

27. Asking Your Professional to Reduce His or Her Fee.

28. Explaining an Understatement of Income to the IRS.

29. Explaining an Overstatement of Expenses to the IRS.

30. Explaining Your Lack of Good Credit to a Supplier.

31. Asking a Supplier for a Consignment Deal.

32. Asking a Supplier for a Special Credit Accommodation.

33. Turning Down an Employee's Request for Equity in Your Company.

34. Asking for Cooperation from a Competitor.

35. Inviting a Competitor to Become Your Partner.

36. Renegotiating a Lease with Your Landlord.

37. Asking Your Landlord for Rent Forbearance.

38. Renegotiating a Proposed Insurance Settlement.

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