Today's buyer prospects are NOT getting what they need from us as business brokers. The technical information flow is better, but the assistance and counseling is not getting delivered. What buyer prospects need is the personal relationship with the broker, or they aren't likely to buy a business from us. In our new "information age" offices, we have forgotten that personal assistance is how customized products/services are sold. Businesses are no exception. Brokers need a system for servicing buyers, recognizing the need for personal assistance without wasting time with buyer wannabes. Techniques for qualifying buyers will be discussed. Agenda-setting for phone calls and meetings will be outlined. Techniques for cross-selling each other's listings will also be emphasized for those who are in offices where the buyers aren't getting properly exposed to the listings of the whole firm or network. A veteran "seller broker"will talk about how even a great seller broker needs to remember how to work with buyers.