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selling: Heat Cools - 06/30/11 08:23 AM
What is hot eventually cools. That which is coveted is eventually forgotten or ignored. Excitement fades, new becomes old, and the greatest is typically outdone in time.
The same goes for our messages. Today's hot marketing slogan is often overused then discarded. The buzzwords management loves one year are eventually replaced. Even the biggest hit songs eventually fall of the charts.
Yet despite these ever present changes, many people don't change. They use the stale, cold messages that everyone else learned to ignored. They are comfortable with boring. They are scared of new. They feel safe being hidden in the crowd … (2 comments)

selling: We Don't See Things The Same - 09/09/09 10:23 AM
We don't see the world as it is... we see it as we are.
That means that our reality will differ from the reality experienced by everyone you deal with... clients, brokers, loan officers, agents, recruiters, family and even the paper boy (they still have those, right?).
I see so many people that automatically assume some things I find wrong, strange or just different.  And that can make a deal, a contract or a sale difficult.
Making this worse are the people that believe there the truths they see in the world... their perspective... is the only way the world exists.  … (0 comments)

selling: People love their ideas more than puppies and kittens! - 08/04/09 04:48 PM
For the most part, puppies and kittens are loved by all.  Even the gruff and the unpleasant usually melt a bit if you drop a young puppy or kitten in their lap.
While not as obvious, people love their ideas even more.  And like a mother dog or cat, they will defend these ideas from all that threaten them, regardless of how appropriate or inappropriate the threat is (or perceived to be).
It's not always logical and it is not always beneficial.  It is instinctive for most people.
So, why does this matter?  Two reasons.
First, your ideas may be great... but … (7 comments)

selling: This is Easy... as Long as Nothing Ever Goes Wrong! - 07/05/09 08:21 PM
This is Easy.
What is "this?"   Well, most anything and everything.  
But, yes, there is a catch.
You see, most things are generally easy... as long as nothing ever goes wrong.
Most jobs are harder than they look.  So are most lines of business.  And the better someone is at their job, the easier it looks to everyone else.  That is why so many people think others are overpaid.  They assume that because it looks easy, it must be easy. 
But business, project and life rarely go without a hitch.  The "hitches" are where the real professionals get the chance to … (3 comments)

selling: Impress or Success? - 06/28/09 10:17 PM
In all business discussions, there is a goal.  Maybe not a stated, written-on-a-mission-statement type of goal.  But there is still a goal.
Perhaps it is a goal to share information, impress someone, close a deal, make a sell, make a purchase, make a referral, learn something, teach something or even avoid answering a question.
A challenge for many people in business communications is that they may not keep in mind the goals of a conversation.  They may also not understand or keep in mind the goals of the other people in the conversation.
A very common mistake in business discussions is … (3 comments)

selling: 6 Tips for Handling "Disaster Makers" - 06/14/09 10:55 AM
We've all seen the deals that were a disaster.  Some started that way.  Others became disasters as they evolved, for any number of reasons.
Disasters create opportunity for the true smart professional to show the value they bring to the table.  This is a great thing and a way for great reputations to be built.  The seasoned pros may not love these projects but they embrace them and show they are the professional they have claimed to be (and are paid to be).
Unfortunately, it also creates opportunity for those that create the disasters to claim their value later for cleaning up … (1 comments)

selling: Often Overlooked Essential Step for Greater Success.... - 06/10/09 11:11 AM
Everyone has what they think is the key, or "magic," to success.  Hard work, experience, honesty, location, timing, connections, and such.  And are usually very important, critical and key ingredients. 
But all of these can still fail you unless you master the "magic" of the successful deal:  EXPECTATIONS.
Disappointment comes from a failure to meet expectations, real or not.  The project or deal may be a great success in your eyes and yet others may be disappointed.  This disappointment may surface from your clients, your vendors, your staff, your boss or you.
Likewise, meeting and exceeding expectations creates raving fans!  These people will send customers to … (4 comments)

selling: Can You See Yourself? - 06/02/09 05:27 PM
Whether visiting a business, dining out or even reading AR posts and comments, I often wonder... are customers just an unwelcome interruption to most business people?
I see agents demanding proof of funds before beginning ANY business relationship (or even any effort).
I see cashiers talking on their cell phones.
I see title insurers sending out error-filled binders.
I see sales people stop mid-sentence with me to answer their cell phone.
I see customer service... that isn't customer oriented and isn't service.
I see businesses that won't return phone calls or answer emails.
I see so-called professionals that expect business just for … (46 comments)

selling: "Well Excuse Me, Can't You See I'm Talking!" - 05/27/09 09:55 AM
Do you ever hear someone that is so intent on showing how much they know (or think they know) that they only talk about themselves and what is on their mind?
Or do you hear someone that is more concerned with being right than anything else?
How did you feel around those people?  Did you enjoy the conversation?  Was it helpful?  Did you bond and feel it helped build a relationship?
More importantly, did you feel you were a valued part of the discussion or just a target?
Now the tough question... Ever been guilty of the above stated offenses?  
I … (0 comments)

selling: Tool More Powerful than Twitter, Facebook for Generating Business - 05/27/09 09:13 AM
There is a tool more powerful than Twitter, LinkedIn and Facebook that often goes ignored.  You. 
Sometimes we can all get stuck looking for a new tool, gadget, resource, system, short-cut or concept that we forget to stop, think, work.
Twitter, Facebook and all the other social media tools are just that: tools.  It is up to you to use the appropriately and remember they are tools, not answers, solutions or shortcuts.
I see so many business professionals exclaim the value of these tools as exclusive answers.  They are not answers, they are resources and resources that should be an appropriate part of your … (9 comments)

selling: Do You Ignore the Question? - 05/12/09 09:15 AM
A discussion this morning left me pondering this for myself... and you.
How often do we give the right answer that has little to do with the question?
Here is what I observe watching discussions, including my own.  People often hear a different question than was asked.  Or derive a different meaning from the question that is sometimes false.
For instance...
You: "How long will it take me to get to downtown from here?"
Me: "Oh, not long. And the area has great bus service that has helped traffic. I especially like the open air trolley on pretty days."
Okay, there was some useful … (7 comments)

selling: Perspectives. We all have ONE. Successful People have MANY! - 05/03/09 08:08 AM
Perspective.
We all have one.  Most successful people have many. 
You hear people describe this in other ways, such as vision, understanding, success, and leader. But watch these successful people interact with others, listen to what they say and who they say it to, find how they can see problems from more than one direction.
If you want to find the best professionals to help you, find the ones that understand perspectives.  
They operate differently because they work with the understanding that everyone else has a different perspective.  They also tend to operate with the understanding that everyone else believes their individual perspective is "right."
If … (4 comments)

selling: Bad News: The Media Didn't Change. You Did. - 04/17/09 10:16 AM
Two questions for you...
#1 - How often do you hear business professionals blast the media for the gloom-and-doom newsand criticize how the media is killing markets, such as real estate, auto, and stocks?
#2 - How often did you hear these same professionals give media praise and all the credit for helping fuel the prior boom in business?
I have long suggested that everyone, business professionals and consumers, should remember that the news headlines and even many stories are not really about the news story... it is about using news as a medium to attract attention. There is a difference.  A … (10 comments)

selling: I was a customer ... and Remarkable Service Broke Out - 04/12/09 08:23 AM
So yesterday I'm having lunch at a local chain restaurant, one of the fast-casuals as they call them (order at the counter, they bring the food to your table, they bus the tables).
And Remarkable Service Broke Out!
And by remarkable, I mean I literally "remarked" about it while still there.
A girl from the counter comes over and asks if I'd like a refill of my tea.  It was in a clear plastic cup and we could both see it was about half gone but not empty.   I looked at my cup and said, "Sure" figuring I don't really yet but … (4 comments)

selling: Why and How to Get to "No!" - 04/09/09 04:47 PM
Time is very valuable.  The government cannot issue you "bailout" time when we run short.   One way to have more time is to get to "No!" faster.
Huh?  You don't want to hear "No!"  
I admit, most of us grew up with the word "no" as a negative.  "No, don't touch that," "No entry," "No I don't want to go out with you," "No, you didn't make the team."
However, if you can overcome what I call the "No Stereotype" I believe you can be more efficient and generally happier too!  
Okay, consider a few instances of "why" and when we want … (7 comments)

selling: $30 Billion Mortgage Fraud Scheme Uncovered.... FBI news conference at 11am - 04/01/09 08:35 AM
The FBI has uncovered a massive loan fraud scheme reaching 40 states and possibly 800,000 homeowners that may cause readers of this story to not consider that today is April 1. This situation can happen each year at this time, despite the fact this is indeed an annual event on everyone's calendar. 
This, of course, is all meant in the spirit of fun. But this is also a very IMPORTANT BUSINESS lesson for how we approach our business, our clients and the public when processing and discussing the daily news... please realize that the story behind each headline may not be what the headline suggests. 
Naturally, this post is an … (4 comments)

selling: "Pop-Tart" or a "Toaster Pastry," Are you THE Standard in your Market? - 03/17/09 04:47 PM
Are you a "Pop-Tart" or a "Toaster Pastry?"
Huh?
Okay, here is what I mean.  I think we all know a Pop-Tart is a so-called toaster pastry.  But only a Kellogg's product is a Pop-Tart. 
Pop-Tart is the brand name.  I also submit that it is also THE Standard by which all other main-stream, relatively low-cost toaster patries are measured. (I consider fresh bakery goods and super high-end pastries to be different products with a different market.) 
There are some foods where I think the store brand is great.  In my house, however, the other brands of main-stream toaster-pastries have never measured up … (1 comments)

selling: "Think BIGGGEEERRRR!" said my late, dear friend Roger - 03/09/09 03:00 PM
My dear friend from college, Roger, passed way a couple of years ago after his third battle with brain tumors.  I miss Roger but I don't mourn him.  I've felt that he embraced life so much better than almost everyone else I know that to mourn would be disrespectful to him and how he lived his life.  BIGGEEERR!
"Think BIGGGEEERRRR!"
Even in college, Roger would push me forward on all sorts of things by saying, "Think BIGGEEERRR!" as he held his hands far apart, like a fisherman exaggerating his catch.
What would happend?  I would think bigger.  And he would say again, … (14 comments)

selling: The Customer Won't Listen to Me!!! - 03/08/09 10:37 PM
I hear many people complain that the client...
Is paralyzed on deals (or potential deals) by the horror stories on the evening news. Won't listen to the facts. Can't make a decision. Keeps changing their mind. These clients are clearly in charge.  They are leading and everyone else in the business deal are following that lead... and often complaining the entire time!
Now, if you are of the school that says "the customer is always right" then I have two questions for you. 
1.  If you really believe that the customer is always right, then there really isn't anything to complain … (4 comments)

selling: Scared Customer has a Monster in their Closet - 03/03/09 04:46 PM
"I'm Right and I'm Gonna PROVE It!"
I hear this frequently.  Perhaps not in those words, but I hear versions of this online, in blogs, and in person.  I believe it has become even more common as frustrated business people deal with frozen, fearful clients.
This is particularly common where potential clients are fearful due to bad national news that may not be applicable to that person's local market economy.  
"I'm afraid to buy a house right now because the national news said the market is so bad."
Then I hear business people in decent local markets talk about presenting facts about the … (4 comments)