“…I was behind the 8-ball… before I had even gotten started on my ‘sales pitch…’

Image result for caricature : behind the 8 ballKnow your product. Know his product. At your SERVICE!   I was recently talking to a potential client who was interested in a building that I had for lease. He wanted to start a new business that was, in part, similar to his existing business, and thought my space and location were superb, but cost twice as much as my competition. I was behind the 8-ball… before I had even gotten started on my ‘sales pitch.’

I felt I had a fair chance of getting him to “sign-on-the-dotted-line”… but I needed to know how I could persuade him to rent my space over the other space that he was considering… which, BTW…was just a few blocks away, at 50% less money. So…I did my homework, and determined exactly how many units he would have to sell EXTRA… each day… to pay for my building vs the competition.

After gathering some production and cost information from him… I determined that he had to sell 1250 units, EXTRA per month, in order to justify my building. At $3 per unit, he would have to sell an additional $3750.00 worth of his product each month to pay the extra rent. Could he do that, was the question? He had told me earlier that each customer, on average, would buy 3 units per visit. That would mean that he’d have to have 416 people each month, extra… or about 21 additional people per day, buying 63 units.

So, I visited with him, and explained my theory of HOW he could afford my building over the competition; and asked him if he thought he could generate the “extra business” necessary to pay the additional rental expense. He nearly “shouted at me,” that he was positive that he could.

The point… is this: We often have to study the business of our clients, and our competition… in order to “be of service.” But, remember, we are not just serving their interest, but our own; and ultimately… we are serving God.   In order to serve God… we can do this… by serving His people.   It is our job to understand the expectations that God has in store for us.   When we ‘serve Him first’… our client’s next…and then, lastly… ourselves… we are destined to get everybody signed on the ‘dotted-line.’

In Hebrews 6:10, we are told… God is not unjust; he will not forget your work and the love you have shown him as you have helped his people and continue to help them.


About Charles Brooks

who is originally from Miami, Fla., moved to SC, holds two degrees from the University of SC. His business background is primarily in Real Estate Development (Motels, Hotel, Office Buildings, Restaurants, Residential) and Business Consulting. He currently is Managing Director of Brooks, Baker, Lehman & Kohlhepp - Investors in Real Estate and Mining, and has other business interests under the umbrella of Brooks Properties. FULL-TIME-MINISTRY: Fully engaged in spreading the Gospel of Our Lord Jesus Christ, with an emphasis on the Business Community.


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