A: My name’s Bob.

B: My name’s Dave.

A:  Nice to meet you.

B: It’s nice to meet you, too.

A: There’s a lot of people here.

B: I didn’t know it would be this crowded.

A: Everyone wants to improve their networking.

B: I think this seminar will help everyone.

A: Here’s my business card.

B: Allow me to give you mine.

A: We’re both in magazine publishing!

B: Small world, isn’t it?

2.

A: My name is Bob Smith.

B: My name is Dave Brown.

A: It’s nice to meet you.

B: It’s nice meeting you, too.

A: A lot of people are here, aren’t there?

B: Who knew it would be this crowded?

A: Who knew networking was such a popular topic?

B: I’m sure it’ll help a lot of people.

A: Let me give you my card.

B: And here’s mine.

A: You’re in magazine publishing, too!

B: It’s a small world!

3.

A: Hi, my name is Bob.

B: Hi, my name is Dave.

A: It’s a pleasure to meet you.

B: Right back at you.

A: Who knew this many people would come to this seminar?

B: It’s standing room only.

A: Networking is a priority for everyone nowadays.

B: This huge crowd just proves that everyone values it.

A: Let me give you my business card.

B: Sure, and here’s my card.

A: We both publish magazines!

B: Isn’t that a coincidence?

1.

A: I need to become a good networker.

B: There are basic things you need to do.

A: Should I be different from others?

B: Yes, you should stand out in a good way.

A: Should I be able to describe myself impressively?

B: Yes, you should be able to impress someone within 30 seconds.

A: Should I help others?

B: Yes, because when you help others, you help yourself.

A: Should I have a good reputation?

B: Yes, people should know that you have a good reputation.

A: Should I follow up on referrals?

B: Yes, always follow up on referrals.

2.

A: I need to improve my networking skills.

B: There are basic skills you need to learn.

A: Should I differentiate myself?

B: Yes, you should have a skill that few others have.

A: Should I be able to talk well about myself?

B: Yes, you should be able to impress people when you talk about yourself.

A: Should I go out of my way to help people?

B: Yes, because what goes around comes around.

A: Should I nurture my reputation?

B: Don’t ever do anything that might harm your reputation.

A: Should I follow up when I get referrals?

B: Of course, because a referral might change your life.

3.

A: I think my networking skills need improvement.

B: Everybody needs to improve those skills.

A: Do I need to stand out in a crowd?

B: Yes, there must be something about you that people can admire.

A: Do I need to impress people just by talking to them?

B: Yes, especially when you talk about yourself and your skills.

A: Should I spend time helping others?

B: Yes, many good things will happen to you when you help others.

A: Should I do things to enhance my reputation?

B: You should be trustworthy, honest, and reliable at all times.

A: Are referrals important to follow up on?

B: Yes, because you never know which referral can improve your business success.

1.

A: How much for this restaurant?

B: I want $300,000 for the key money.

A: How much is the rent?

B: I want $15,000 a month for the first year.

A: How much is the annual increase?

B: The annual increase is 3 percent.

A: Does the key money include the inventory?

B: No, it doesn’t include the inventory.

A: Will you take $14,000 a month for rent?

B: I have to think about that.

A: How about lowering the annual increase?

B: I could lower it to 2 percent.

2.

A: How much do you want for this restaurant?

B: The key money alone is $300,000.

A: What are you asking for rent?

B: Rent will start at $15,000 for the first year.

A: What’s the annual increase?

B: That will be 3 percent a year.

A: Is inventory included in the key money?

B: No, you have to pay separately for the inventory.

A: Would you accept $14,000 for rent?

B: Let me think about it.

A: Would you lower the annual increase?

B: I could lower it by 1 percent.

3.

A: What’s the price for this restaurant?

B: Just the key money by itself is $300,000.

A: How about the monthly rent?

B: That’s $15,000 for the first year.

A: What about the annual increase?

B: That’s 3 percent every year.

A: Am I getting the inventory with my key money?

B: No, you have to pay extra for the inventory.

A: Can I offer you $14,000 a month?

B: That’s a possibility.

A: Are you firm about the 3 percent increase?

B: I’m flexible enough to drop it to 2 percent.

1.

A: How much is the annual rent increase?

B: The standard amount in NYC is 3 percent.

A: You mean that’s a common amount.

B: I mean it’s the standard amount.

A: Where does 3 percent come from?

B: They tie it to the cost of living index.

A: But that varies every year.

B: It varies, but it averages out to 3 percent.

A: Well, 3 percent is a bit too much.

B: What would you be willing to pay?

A: I’d be comfortable with 1.5 percent.

B: I’d be comfortable with 2 percent.

2.

A: What is the annual rent increase?

B: Three percent is the standard amount in NYC.

A: Don’t you mean the common amount?

B: It’s more standard than common.

A: How do they arrive at 3 percent?

B: It’s tied to the cost of living index.

A: But the index changes yearly.

B: It does, but the average is still 3 percent.

A: I don’t want to pay 3 percent.

B: What do you want to pay?

A: I want to pay 1.5 percent.

B: I want no less than 2 percent.

3.

A: What’s the yearly rent increase?

B: The standard amount is 3 percent in NYC.

A: I think that’s more like the common amount.

B: No, it’s the standard amount, not the common amount.

A: Where’d the 3 percent figure come from?

B: It’s tied to the yearly cost of living index.

A: But the index isn’t 3 percent every year.

B: Yes, but it averages out to 3 percent yearly.

A: I’m not comfortable with 3 percent.

B: What are you comfortable with?

A: I can live with 1.5 percent.

B: I can’t live with less than 2 percent.

1.

A: Your restaurant has a dirty kitchen.

B: Well, we cleaned that situation up.

A: You got 17 citations for kitchen problems from the last inspector.

B: Those problems have been taken care of.

A: Do you have paperwork to prove that?

B: We can call the inspector to visit us again.

A: You have to post the letter B instead of the letter A on your window.

B: When the inspector returns, we’ll be able to put an ‘A’ on our window.

A: But meanwhile, customers see the letter B, which reduces the value of this restaurant.

B: So, you want to offer me less money?

A: I think the letter B reduces the value of the restaurant by 25 percent.

B: Well, I’ll take 10 percent less, but that’s it.

2.

A: The kitchen in this restaurant is dirty.

B: It used to be dirty, but now it’s clean.

A: The health inspector gave the kitchen 17 citations.

B: We’ve taken care of those problems.

A: Can you show me paperwork on that?

B: I’ll call the inspector to visit again.

A: But meanwhile, the letter B is on the outside window.

B: After the next inspection, we’ll have an ‘A’ on the window.

A: But right now, customers don’t enter because they see ‘B’ on the window.

B: You think that’s hurting sales and value?

A: I think the letter B makes the restaurant 25 percent less valuable.

B: Well, I think it’s only 10 percent less valuable.

3.

A: There are many problems with the kitchen in your restaurant.

B: Those were temporary problems that are now nonexistent.

A: The health inspector cited you for 17 kitchen violations.

B: All those violations are cleaned up.

A: Is there any paperwork to support your claim?

B: No, but I can get the inspector back out here to support my claim.

A: Your restaurant has the letter B in the window.

B: We’ll be able to change it to ‘A’ after the next inspection.

A: But the restaurant is losing customers because they see the ‘B’ in the window.

B: Does that mean you want to offer less money?

A: I think the restaurant is worth 25 percent less than you want.

B: I’ll accept 10 percent less than the original price, but that’s it.

1.

A: What is your daily revenue?

B: We take in about $4,000 a day.

A: That’s before expenses?

B: That’s before expenses.

A: What are the expenses?

B: Well, we have 15 staffers.

A: Can you break them down?

B: We have two bartenders, two chefs, four waiters, four chef’s helpers, and two maitre d’s.

A: That’s only 14, I think.

B: Oh, yes, we have a full-time handyman.

A: Who does the books?

B: I handle the payroll and order the food and alcohol.

2.

A: What’s your daily take?

B: Our revenue is about $4,000 daily.

A: Before or after expenses?

B: That’s gross revenue.

A: What are the bills?

B: For starters, we have 15 staffers.

A: What are their positions?

B: There are two bartenders, two chefs, four waiters, four chef’s helpers, and two maitre d’s.

A: That only totals 14.

B: I forgot the full-time handyman.

A: Who handles the accounting?

B: I take care of all the financials.

3.

A: How much do you make a day?

B: This restaurant does about $4,000 every day.

A: Is that gross or net?

B: That’s before we pay the bills.

A: What expenses do you have?

B: To begin with, there are 15 staffers.

A: What are their jobs?

B: The staffers include two bartenders, two chefs, four waiters, four chef’s helpers, and two maitre d’s.

A: That sounds like 14 staffers.

B: Did I forget the full-time handyman?

A: Who’s your accountant?

B: I’m the one who does that.

1.

A: Do you pay health care for the employees?

B: No, I just pay them $8 to $20 an hour.

A: Don’t they have a problem with that?

B: If they do, they haven’t told me.

A: I think you can build a more loyal staff by giving them health care.

B: Well, that’s your decision if you buy this restaurant.

A: Do you pay overtime?

B: I make sure that no one ever works more than 40 hours.

A: I think I’m going to hire an accountant, too.

B: Again, that’s your decision.

A: I might add more staff, because I want to be open on weekends.

B: Well, the more hours you’re open, the more staff you’ll need.

2.

A: Do your employees get health care?

B: I don’t provide any benefits for them.

A: Don’t they want it?

B: I don’t know how they feel about it.

A: I think staffers work harder if they get more benefits.

B: You can do whatever you like when you’re the owner.

A: Do you pay them overtime?

B: I don’t ever allow anyone to work overtime.

A: I’m going to hire an accountant instead of doing my own books.

B: As I said, it’s your decision when you’re the boss.

A: I want to be open on weekends, so I’ll probably hire more staff.

B: You’ll definitely need more staff on the weekend.

3.

A: Do you provide health care for your employees?

B: Health care for them would cost too much for me.

A: Don’t they think that’s bad?

B: They’re not going to get it, so it doesn’t matter.

A: I think I might give them health care.

B: If that makes you happy, then go for it.

A: Do your staffers get overtime pay?

B: I don’t pay overtime because I don’t allow overtime.

A: I’m not going to wear an accountant hat in addition to an owner’s hat.

B: I don’t blame you, because it’s a lot of work.

A: I’m going to need to hire more staff if I decide to stay open on weekends.

B: Yes, more hours means more staffers.

1.

A: Why aren’t you open on weekends?

B: This neighborhood is mostly businesses, and they close on weekends.

A: But they’re building a brand new hotel a block away.

B: That means there’ll be tourists or residents in the neighborhood on weekends.

A: Also, there are three other restaurants on this block that are open on weekends.

B: For me, five days a week is enough, but if you want to, then go for it.

A: You’ve got a jazz band that plays every evening.

B: Yes, it’s a three-piece band that plays for three hours.

A: How much do you pay them?

B: I only pay them $120 a night.

A: $120 each?

B: No, they split the $120 three ways.

2.

A: I notice that you’re not open on weekends.

B: A lot of my customers work in nearby businesses.

A: I checked, and a new hotel will be built nearby in 16 months.

B: That’s good, because then there will be customers here on weekends.

A: There are other restaurants nearby that stay open on weekends.

B: I have another job on weekends, so I don’t stay open.

A: I see that a jazz band plays here nightly.

B: Yes, it’s a nice band, and they play for three hours.

A: What’s their fee?

B: They’re happy with $120 nightly.

A: You pay them $120 each?

B: They get a TOTAL of $120.

3.

A: You don’t stay open on weekends.

B: Most of my customers are here only Monday through Friday.

A: There’s a new hotel going up just a block from here.

B: That’s good news if you want to open on weekends.

A: I see that this block has a few other restaurants that are open on weekends.

B: I’m too busy with other stuff on weekends to keep this place open.

A: You’ve got a nice jazz band that plays here every night.

B: They play nice music for three hours.

A: They must be pretty expensive.

B: They only get $120 each evening.

A: You pay each one of them $120?

B: They split it, so they get $40 each.

1.

A: Paying $120 is  a cheap price for a three-piece band.

B: They enjoy playing so much that money is secondary to them.

A: I’ll have to ask them if they want to work weekends too.

B: You might have to pay them a bit more.

A: Also, you have only one small, flat-screen TV in the restaurant.

B: Yes, and all I play is old black and white movies on it.

A: But most people want to see soccer and other sports on multiple TVs.

B: This restaurant is not for “most” people.

A: What do you mean?

B: I mean that I want a quiet, sophisticated clientele.

A: You don’t want a bunch of rowdy, noise-making drunken young men?

B: There are plenty of other restaurants that cater to those people.

2.

A: Paying only $120 isn’t very much for a three-piece band.

B: They love their music more than my money.

A: At that price, I need to ask them to work weekends too.

B: They might want a little more on weekends.

A: There’s only one flat-screen TV behind the bar.

B: Yes, because I want the TV to be background.

A: But most people in restaurants with bars want to see huge TVs everywhere.

B: I want an atmosphere that caters to the few, not the most.

A: I’m not sure what you mean.

B: I’m saying that I prefer quiet to loud.

A: You’re not into noisy, cheering drunks?

B: There’s plenty of sports bars all around here.

3.

A: Paying a three-piece band only $120 is like highway robbery.

B: I get a lot of notes for just a C-note.

A: I’ll ask them if they want to work weekends too.

B: Be careful not to kill the goose that lays the golden eggs.

A: I see that there’s only one flat-screen TV in the whole restaurant.

B: Yes, because I think good conversation is more important than a lot of loud TVs.

A: But most customers are used to big flat-screen TVs all over the place.

B: I’m not interested in what “most” people want.

A: I’m sorry, but I don’t follow you.

B: I mean that I prefer quiet, well-mannered customers.

A: You don’t want a bar that caters to rude and unruly drinkers?

B: I don’t want those types of people as friends or customers.

1.

A: I might want to add a few more TVs and cable sports.

B: If you do that, you’ll probably lose the present clientele.

A: But I can make a lot of money off beer and liquor and buffalo wings.

B: The problem is that you have a lot of competition in this neighborhood.

A: I’ll just have to do something to make this restaurant more attractive.

B: You’re going to have to add a few urinals if you start selling more beer.

A: I’ll probably change the name of this place too.

B: I think you’re going down the wrong road.

A: What do you mean?

B: This restaurant has been here for years, and many people know the name.

A: But there are a lot of complaints in Yelp online about this restaurant.

B: I’ll bet most of those complaints are from just one or two people.

2.

A: I think I’m going to add some big TVs and cable sports.

B: You’ll lose the patrons you have.

A: Even if I lose them, I stand to make more on the new customers.

B: But there are a lot of other sports bars nearby.

A: I’ll just put on my thinking cap to come up with something enticing.

B: More beer in your customers means you’ll need more urinals.

A: I think I’m going to rename this place too.

B: I think that might be a mistake.

A: What are you saying?

B: Why change the name of an established restaurant?

A: But if you go to Yelp online, you’ll find lots of complaints about this restaurant.

B: If you ask any customer in here, you’ll find zero complaints.

3.

A: I think more TVs and cable sports will improve this place.

B: You’re taking a chance on losing the regular customers.

A: I might lose them, but I’ll probably make more from the new patrons.

B: I think there are about six sports bars within two blocks.

A: I’ll have a lot of two-for-one specials to attract the beer drinkers.

B: You’re going to have to expand the bathroom to add a couple of urinals.

A: I think this place needs a new name too.

B: That’s probably the wrong thing to do.

A: I don’t follow you.

B: What’s to be gained by changing the name?

A: According to Yelp, this restaurant has a bad reputation.

B: Are you going to believe Yelp, or are you going to believe the steady crowd of repeat customers?

1.

A: The problem is that people associate this restaurant’s name with these complaints.

B: Most people know that occasional complaints don’t mean a lot.

A: I just think it would be better to start afresh with a new name.

B: You’re going to have to pay for that new name.

A: I’m sure it won’t be too much.

B: With a new name, you’ll have to apply for a new liquor license, which might be denied.

A: I hadn’t thought about that.

B: That’s why I’m suggesting that you stay with this name and these customers.

A: You have a security system?

B: I have cameras in every room and corner of this restaurant.

A: So employee theft is not a problem?

B: I’ve yet to encounter any problems.

2.

A: Most people associate the name of this restaurant with the complaints on Yelp.

B: A few complaints on Yelp do not ruin any restaurant’s reputation.

A: It just makes sense to me to start anew.

B: That new name will cost you.

A: I doubt that it will cost that much for a new sign.

B: A new name requires a new liquor license application, and that might be denied.

A: I forgot that an application isn’t automatically approved.

B: It’s a risk you don’t have to take if you just keep the same name.

A: Can you tell me a little about your security?

B: There are cameras everywhere, all hooked up to a state of the art computer system.

A: So I don’t have to worry about employees or customers stealing anything?

B: I haven’t had one problem in the last five years.

3.

A: Complaints on Yelp mean that this restaurant’s name is tainted.

B: Since when is Yelp the arbiter of a quality restaurant?

A: A fresh name means a fresh start.

B: You can’t rename the restaurant for free, you know.

A: How much can an application and a new sign cost?

B: You’ll also have to pay for a new liquor license application, and they might not grant you one.

A: You mean they won’t just automatically rubber-stamp my application?

B: You’re just asking for problems if you rename this place.

A: What about your security system?

B: The only place that’s camera free is the bathroom.

A: So there’s no problem with employee theft?

B: Cameras tend to help keep even dishonest people honest.

1.

A: How many tables are in this restaurant?

B: We have 14 tables in two rooms.

A: What’s the square footage?

B: We have 2,500 usable square feet.

A: How do you stock the bar?

B: We have keg beer, domestic and imported bottled beer, about 20 wines, and top shelf liquor.

A: What percentage of your revenue comes from the bar?

B: The bar produces anywhere from a third to a half of our revenue.

A: Can I negotiate with the alcohol distributors for better prices?

B: There’s almost a monopoly on distribution and prices.

A: What’s your markup to patrons for their beer and liquor?

B: I only mark up the prices about 20 percent.

2.

A: How many tables do you have in this restaurant?

B: We have two rooms and 14 tables.

A: What is the square footage of this place?

B: There are 2,500 usable square feet.

A: What’s stocked in the bar?

B: We stock keg beer, domestic and imported bottled beer, about 20 wines, and top shelf liquor.

A: How much of your revenue comes from the bar?

B: About one-third to one-half of the revenue is bar revenue.

A: Are the alcohol distributors open to negotiations with me?

B: They’ve got a strangle-hold on prices that you can’t escape.

A: How much do you mark up your liquor prices?

B: I could mark the prices up higher, but I’m comfortable with 20 percent.

3.

A: Can you tell me how many tables there are in this restaurant?

B: There are 14 tables in two dining rooms.

A: How many square feet are there here?

B: There’s a total of 2,500 usable square feet.

A: What do you keep in the bar?

B: Our bartender serves keg beer, domestic and imported bottled beer, about 20 wines, and top shelf liquor.

A: How much of your revenue does the beer, wine, and liquor account for?

B: Revenue from the bar accounts for a third to a half of total revenue.

A: Can I cut better deals with the distributors of the booze?

B: There’s too few distributors, so there’s no competition, so you’re stuck with their prices.

A: How much more do patrons pay for liquor than you pay to the distributors?

B: I’m not here to gouge my customers, so I only mark up prices 20 percent.

1.

A: This is a huge space available for a restaurant.

B: It’s limited only by your imagination.

A: I want to build a second floor.

B: You can do that.

A: What about venting from the kitchen?

B: Everything’s set up for venting directly outside to the street.

A: Can I smash a hole through this wall to get into the kitchen?

B: You don’t want to do that, because you’ll have to build a three-foot high ramp.

A: What about grease traps?

B: You’ll have to clean them yourself or hire a contractor.

A: What about electricity and gas?

B: You’ll have your own meters for that.

2.

A: You sure do have a huge empty space here for a restaurant.

B: It’s huge, and you can fix it up anyway you like.

A: I want to add a second floor for seating.

B: That’s not a problem.

A: How about venting odors out of the building?

B: This building is in a commercial zone, so you can vent directly into the street.

A: Instead of using this walkway, can I put a hole through this wall directly into the kitchen?

B: That won’t work, because a 3-foot high ramp will take up too much room in the kitchen.

A: How about grease traps for the kitchen food?

B: They aren’t a problem as long as you clean them regularly.

A: Who pays for the electricity and gas?

B: You’ll have your own separate meters.

3.

A: I like how big this space is for a restaurant.

B: There’s little to restrict you from building your dream restaurant.

A: I want to have two floors for dining.

B: As I said, you can do almost anything you want.

A: Where’s the venting for kitchen odors?

B: We’re in a commercial zone, so venting goes straight to the street.

A: I’d rather walk directly into the kitchen by putting a doorway through this wall.

B: That’s no good, because you’ll need to build a ramp which can be dangerous.

A: What’s the story about the grease traps in the kitchen?

B: As long as you or a contractor cleans them regularly, they aren’t an issue.

A: Do I pay for electricity and gas, or do you?

B: That’ll be your cost, because you’ll be metered.

1.

A: You’re not allowed to renovate this space without permission from me, the landlord.

B: Can I install cabinets and sofas?

A: You can add movable and portable furniture and furnishings.

B: But I need to install floor-to-ceiling walls.

A: To do that, you have to get my permission, and then you need all the permits from the department of buildings.

B: Are you going to give me permission?

A: Ask me again after you are a good tenant for five years.

B: But I can’t make my business grow without these walls.

A: You know that if you install walls, you’ll have to remove them when your lease is up.

B: That sounds fair enough.

A: Okay, if you put up a deposit that covers the wall removal, I’ll agree to it.

B: Also, I was wondering if I could install  a large coat room. to get their hair and feet washed.

2.

A: Don’t renovate this particular space without my permission.

B: Is it okay if I install sofas and cabinets?

A: You can add anything that’s temporary and movable.

B: But I really need walls that go from the ceiling to the floor.

A: As I said, you’ll need my permission, plus you’ll need to get permits from the department of buildings.

B: Are you going to be kind enough to give me your permission?

A: Maybe if you’ve been a good tenant for at least five years.

B: But I need these walls in order for my business to succeed.

A: If I let you install the walls, you’re responsible for removing them when your lease ends.

B: I can live with that.

A: I’ll agree to this if you give me a sizable deposit.

B: Also, it’d be nice if I could install a large coat room.

3.

A: Make sure you don’t renovate this area without getting my permission.

B: I’d like to install some sofas and cabinets.

A: You can add anything that doesn’t require a contractor.

B: But I need to install permanent walls.

A: First you need my permission, and then you need permits from the department of buildings.

B: Can I count on getting your permission?

A: Let me see what kind of tenant you’ve been five years from now.

B: But without these walls, my business will fail.

A: You’ll have to pay for the wall installation and for the removal.

B: That sounds like a fair deal to me.

A: I’ll let you talk me into this if you give me a deposit that covers removal costs.

B: I don’t want to push my luck, but I’d also like to install a large coat room.

1.

A: Can you tell me a little about cold calling?

B: Cold calling is a great way to find new customers and make new sales.

A: But isn’t it boring and repetitive?

B: It’s your chance to make things happen.

A: How do I introduce myself?

B: Introduce yourself in a confident manner.

A: What if they don’t want my product or service?

B: Gain the trust of the customer before you tell them about your product or service.

A: What other advice you can give me?

B: Know everything about your product or service.

A: What happens if they say no?

B: That’s your opportunity to change their mind.

2.

A: I’m not overly familiar with cold calling.

B: It’s a fantastic way to find new customers.

A: But isn’t it a bit boring and repetitive?

B: That’s only in the mind of the cold caller.

A: What’s the best way to introduce myself?

B: The best way is to have a lot of confidence.

A: But I’m worried they won’t want what I’m selling.

B: Focus on gaining their trust before you worry about your sale.

A: Do you have any other tips for me?

B: Be knowledgeable about what you’re selling.

A: But what if the customer isn’t interested?

B: Cold calling is all about making a yes out of a no.

3.

A: I need some information about cold calling.

B: It’s one of the best ways to make new sales.

A: I always thought it was a boring job.

B: It can be exciting because of all the sales potential.

A: Is there a particular way to introduce myself?

B: You must display confidence to the customer.

A: Maybe they’re not interested in what I’m selling.

B: Gain their trust before you try to sell them anything.

A: Anything else I should know?

B: You should know your product or service inside and out.

A: But what if the customer doesn’t want I’m selling?

B: A customer who says no is still capable of saying yes!