Mike Lander

has negotiated hundreds of deals over the last 24 years, worth well in excess of £450m. He has been a procurement director for a private equity-backed portfolio company, which is now worth $1bn. Mike is a managing partner at one of the UK's largest Procurement Consultancies, selling businesses for large, 7-figure sums. He raised £6m of debt financing to fund the acquisition and growth of a professional services and education business and has provided negotiation support to clients that has helped them deliver gross margins of over 65%.

Mike negotiated the restructuring of £4m of creditors as part of a corporate turnaround, resulting in all creditors being paid out in full. More recently, he sold a high-growth SEN school's business for a large 7-figure sum and delivered procurement savings of over £5m.

Boost Your Sales Rate by Upgrading Your Negotiation Skills

If you want to learn anything at all about the impact of increasing the quality of your negotiation skills, THIS is the episode for you. Expert, life-long negotiator Mike Lander shares his wisdom with host Jim Schubert on this episode of Agents Growth Academy, where they discuss the power of the inquisitive mind on your memory recall, how likening yourself to an annoying toddler can increase your sales rate, and how their learning model will naturally secure a better negotiation every time.
Anyone can become a better negotiator by doing one simple thing: prepare.

3 Key Takeaways

  • There are three ways that you can build professional trust with people and it isn’t sitting for coffee and quizzing their favorite color.
  • ​The inquisitive mind holds more power to recall and implement knowledge than it is given credit for. Use Mike’s model and see it for yourself.
  • ​Preparation, preparation, preparation! This is 80% of a successful negotiation.

Listen To The Full Episode Below

CUSTOM JAVASCRIPT / HTML

Episode Show Notes

[0:45] Go to agentsgrowthacademy.com/value for a cheat sheet on how you can give before you get!

[1:50] Jim introduces today’s guest

[4:00] Mike explains how he negotiated his way into Pat Flynn’s Podcast

[7:10] The pivotal moment in his career that showed him he wanted to negotiate for his job

[11:00] Mike explains to Jim what a Higglebook is and why it is important in negotiations

Think about negotiations in terms of accountability; is this deal fulfilling our agreed expectations?

[15:30] Good negotiations do not have emotions involved

[18:20] Mike offers his advice on 3 options for agents dealing with difficult carrier negotiations

[24:10] Mike talks about the learning model and why it is important for AGA’s audience, specifically

[28:10] Mike briefly breaks down the four steps found within the Higgle negotiation method

[31:40] You can get a hold of this method if you’d like to go in deeper by buying the book

[32:15] Mike answers AGA’s rapid-fire round of questions

[40:30] One final piece of advice that Mike would leave with listeners of AGA


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