Lifescripts for the Self-Employed : What to Say to Get What You Want in Life's Toughest Situations

by Editor: Stephen M. Pollan; Editor: Mark Levine

• ISBN13: 9780028626215
• ISBN10: 0028626214
• Format: Paperback
• Copyright: 1999-03-01
• Publisher: Wiley

Summary

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

Author Biography

Series editor Stephen M. Pollan is the author of fifteen books with Mark Levine, including the Lifescripts series and the best-sellers Die Broke and Live Rich. An attorney, financial consultant, author, and television personality, he was CNBC's on-air financial expert on several shows and is a frequent guest on the Today show and Good Morning America, has appeared twice recently on Oprah, and has written cover stories for New York and Worth magazines. The scripts for these books were written by Pollan and Levine, as well as a number of contributors under their guidance.

Table of Contents

Contributors	vii	(2)
Introduction: The Magic of Lifescripts	ix
PART ONE: LIFESCRIPTS FOR CLIENTS	3	(62)
1. Cold Calling a New Client	3	(4)
2. Breaking Bad News to a Client	7	(4)
3. Refusing a Client's Request	11	(4)
4. Resurrecting a Former Client	15	(4)
5. Dealing with an Irate Client	19	(4)
6. Challenging a Client's Behavior	23	(4)
7. Apologizing to a Client for Your Own Mistake	27	(4)
8. Apologizing to a Client for Another Person's Mistake	31	(4)
9. Pressing a Client to Pay the Bill	35	(4)
10. Telling a Client You've Increased Your Fees	39	(2)
11. Justifying Increased Fees to a Critical Client	41	(6)
12. Renegotiating Your Fee with a Client	47	(4)
13. Explaining Delays to a Client	51	(4)
14. Closing a Deal with a Client	55	(4)
15. Ending the Relationship with a Client	59	(6)
PART TWO: LIFESCRIPTS FOR INVESTORS AND LENDERS	65	(42)
16. Approaching an Institutional Investor	65	(4)
17. Approaching a Family Investor	69	(4)
18. Asking an Institutional Lender for More	73	(4)
19. Asking Institutional Lender to Recast Terms	77	(4)
20. Approaching a Family Lender	81	(4)
21. Asking a Family Lender to Recast Terms	85	(4)
22. Turning Down a Lender's Request for Equity in Your Company	89	(4)
23. Explaining Your Criminal Record to an Investor	93	(4)
24. Inviting a Lender to Become Your Partner	97	(4)
25. Explaining a Prior Bankruptcy to an Investor	101	(6)
PART THREE: LIFESCRIPTS FOR PROFESSIONALS, SUPPLIERS, AND OTHERS	107
26. Renegotiating Your Professional's Overcharge	107	(4)
27. Asking Your Professional to Reduce His or Her Fee	111	(4)
28. Explaining an Understatement of Income to the IRS	115	(4)
29. Explaining an Overstatement of Expenses to the IRS	119	(4)
30. Explaining Your Lack of Good Credit to a Supplier	123	(4)
31. Asking a Supplier for a Consignment Deal	127	(4)
32. Asking a Supplier for a Special Credit Accommodation	131	(4)
33. Turning Down an Employee's Request for Equity in Your Company	135	(4)
34. Asking for Cooperation from a Competitor	139	(4)
35. Inviting a Competitor to Become Your Partner	143	(4)
36. Renegotiating a Lease with Your Landlord	147	(4)
37. Asking Your Landlord for Rent Forbearance	151	(4)
38. Renegotiating a Proposed Insurance Settlement	155