The Likeability Blog With Curt Fletcher

Diamond R Custom Homes: 1509 Pixie Rose Dr Keller TX

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Fri, 08 May 2009 13:53:37 -0500

Improving YOUR Selectability!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 07 May 2009 08:18:30 -0500

So you want that new job, huh? Perhaps you are angling for a promotion. Maybe, you are trying to get a better deal on a home purchase or a car. Could it be that you are striving for more money or recognition.

What about those event tickets your co-worker is giving away?

Hmmm. If there are so many opportunities in any given day, I wonder why you never hear anyone discuss the single most important factor of the selection process?

Perhaps it is not known. Maybe it is misunderstood. I think it is the latter.

I hear so many people talk about being "lucky" they got picked for this or "lucky" to have received such a generous pay raise. I have talked to people that explain that they don't understand why they were either picked or not picked in an interview.

Quite simply. It's ALL about Likeability!

The time has come to understand this dynamic of the selection process...of anything. The stars just don't align for some people while others are constantly followed by an annoying rain cloud. It isn't some metaphysical happening that certain people are seemingly always held in higher esteem then others.

Here is the dilemma for many people. They get frustrated by not being able to get the job they want, promotion, pay, or whatever. When that happens, they get bogged down in mediocrity because they don't understand how to change their situation. It isn't that people strive for mediocrity, it is that they don't know what to do.

Well, it's well past time to kick of the Likeability Revolution.

Likeability IS a LEARNED skill. Some people have the natural ability to be Likeable, but many do not. GOOD NEWS!! It CAN be learned.

If you can learn it, you can do it. If you can do it, then you can improve your situation if desired. If you can improve your situation, you can show someone else how to do the same thing and improve their situation.

It's a circle of success. When you choose to get started, you will forever alter your future for the better. You become a pillar of success by creating your own empire of happiness. Think about it....

If you choose to improve your Likeability and then gain new success, then show others how to do the same thing, how will you be viewed by your circle of influence? Most likely you will be near the top because you have had a direct hand in the success of others.

Do you think this opens the door for new opportunities? Where would you be in the chain of selectability?

You guessed it. At the TOP!

Uniqueability

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 06 May 2009 07:44:21 -0500

Okay, so uniqueability is probably not a real word, but it should be. Since I sort of made it up, I guess I can make up my own definition also.

Uniqueability-To understand and appreciate the ability to be different then something else.

It's not about just being different for the sake of being different, but rather understanding why you need to be different.

It's that knowledge of knowing how and why to be different that will set you apart from others. This will affect you in product creation, marketing distribution, interviewing ability, personal relationships....basically every aspect of life.

When I say different, I don't necessarily mean weird different, but more of a fresh approach different.

Take home builders for example. Especially the large scale ones. They have maintained the same thought of operations for years...more homes, faster construction, service is secondary. Believe it or not, this mantra holds even more true today for these companies, yet they still wonder why they continue to flounder.

I recently became affiliated with a new kind of home builder. A builder that is not in business to sell more homes than everyone, but rather a builder that desires to provide exceptional service at every single turn.

They are a company this is very small in personnel mainly because we have a core of people that all believe in the same goal. Great service first. We believe that when you genuinely take care of your customers ALL the time, the rest (profits / sales) will fall into place....and it has.

Diamond R Homes is truly a company that is the pure definition of uniqueability.

While every other builder operates on old methods and outdated thoughts, we operate on attitude and desire to help. While it is true we have over 50 years of home building experience in our core group, not a single one of us ever adopted the mentality of the big corporation.

For us, Uniqueability is defined by providing a TRUE Custom experience. The fun and joy we bring our customers is surpassed by nobody and our attitudes could not be more in sync as a group.

The way we feel is that if you want to buy the same generic (sticks and bricks) home, you can get that anywhere combined with mediocre to poor service. But if you want something better, something different and unique, you will want to check out Diamond R Custom Homes.

Be different then the rest for the right reasons, and the results will surprise you.

Diamond R Homes

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 04 May 2009 13:14:36 -0500

Diamond R Homes is a TRUE Custom Home Builder. Many people think "Custom" Builder just means an upper scale production home. It doesn't.

TRUE Custom means YOU CHOOSE.

TRUE Custom means WE Cater to YOU.

TRUE Custom means 100% Unique.

At Diamond R Homes, we have assembled a small team of Fantastic People that share ONE COMMON Trait. WE ALL Strive to provide a unique and fantastic service oriented Experience.

Truthfully, we could provide many exciting services because our attitudes are ALL in alignment with helping others. We selected Home Building because we have a combined 50 Years of unsurpassed success in the art of Creating Genuine Customer Happiness.

In that 50 years, we have amassed an abundance of usable knowledge in home design, personal connections, and systems that when combined to help you, create a TRUE Custom Experience.

Our goal is not to build many homes as fast as we can. Our Goal is to Help YOU build your Dream Home where you want it, how you want it. In undertaking that single act of genuine desire to help you, our market share has increased, but the mission remains the same.

At Diamond R Homes we subscribe whole heartedly with one of Zig Ziglar's most impressive revelations, "If you help enough other people get what they want, you will get what you want."

Diamond R Homes is a TRUE Custom Home Builder that operates in the Dallas / Fort Worth Marketplace. We WILL build on your lot, we WILL help you find and purchase a lot, we WILL design a home WITH you, and WILL provide Customer Service to Ridiculous Levels.

We don't believe in building homes in a static environment. The world is a changing and dynamic place and so are the needs of our Customers. The ONLY way to provide the level of service that we do is to adapt our skills to your desires.

"Amazing Service is our Brand. Superior Home Building is our Medium."

3917 Lazy River Ranch, Roanoke TX 76262-5 Bed, 2.5 Bath, Study, Game Room-2919 sq ft $175,990

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Sat, 09 Aug 2008 10:11:19 -0500

4000 Cloud Cover, Roanoke TX 76262-3 Bed, 2 Bath, Study-2157 sq ft $159,990

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Fri, 08 Aug 2008 20:53:50 -0500

Networking Works!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 27 Feb 2008 21:28:09 -0600

I've long been an advocate of Networking and expanding your knowledge of others and others knowledge of you. That's the main reason I write on-line articles, joined Active Rain, LinkedIn, and numerous other blogging sites.

My recently published book "How To Sell More Homes and Increase Your Income" has been a full time marketing effort. Between this and still being an active and high producing Home Seller and Training Others, time has been slim.

...how about that for blatant self-promotion!

In any case, over the course of the last month, all these efforts have started to reap some benefits.

In January, my book was featured in Realtor On-Line Magazine.

Last week, I was privileged enough to write an article in Sales Guru Jeffrey Gitomer's weekly ezine, "Sales Caffeine." He also gave my book a very nice recommendation.

"If you're in real estate the object is sell more than one home to every customer. This is a breakthrough book that tells how to build relationships, not just a check at closing. As an investor in residential and commerical real estate, I recommend you get this book at once and convert a sale into a fortune."

-Jeffrey Gitomer, Author of The Little Red Book of Selling

The point of this writing isn't simply to just mention my book a few times, but rather to let everyone know that networking and providing value to others is the simple formula to creating success!

We all can get frustrated when we don't see somewhat instant results from out marketing efforts. If you stay consistent and desire to really provide value to others, success will come your way!

Stay consistent. Keep believing. You are the catalyst to your own success!!

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Do people REALLY want to imrove or Justify current actions?

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 14 Feb 2008 12:13:32 -0600

Do people inherently want to improve themselves or do people seek confirmation for their actions and views?

Being somewhat of an idealist, I like to tell myself that all people want to better themselves, but the things that I see with my eyes and hear with my ears tell me that people simply seek comfort from others that their actions and beliefs are correct.

This is a question that I think of often especially when I am engaged in training programs or offering tips of advice.

Is it the fear of trying something new and not succeeding, the stubbornness of changing a habit or a routine, or is it procrastination?

What do you think?

Just Curious.

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Read the review from Realtor Magazine here!

Who wants to play...Lets Make A Deal!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 17 Jan 2008 14:11:10 -0600

These days we are all bombarded with the "experts" saying less than flattering things about OUR Business. Comments like, "don't buy", or "make sure you get a good deal" are everywhere.

Even many people in OUR own profession, imply to their clients you can and should get a "deal."

"THE DEAL" is EVERYWHERE!!

Now, all of our clients and potential clients have been trained to think "deal" first, "Home" second.

TIME TO CHANGE!

Get back to the HOME! Get back to the REAL Buying Motives!

Unless you are an investor, you are not going to buy a home, just to have one. You are fulfilling some other need. Whether it is for Family, Security, Culture, Privacy, Convenience...the "REAL" Emotional Buying motives are ALL STILL THERE!

The trick today, is uncovering them. We have to fight through several layers of "deal" talk to get there, but I assure you they are all there.

Everyday I am asked from potential clients about the "Buyers Market" and what "DEALS" are out there.

My first response is typically this..."If you found two homes, one that you loved and one that you didn't and both were free, which would you choose?" Obviously, they are going to say the one that they loved.

Then I often say, "If I can get you a great "deal" on a home, only you cannot look at, will you buy it right now?" Of course they say, "No, we have to see if it works for us first."

From there, I simply say, "It isn't about the deal is it? It is more important for me to fully understand your buying needs and desires so that I can help you find the Best Home for you. After-all, wouldn't you rather invest a little bit more in the perfect home than a little less for a home that does not satisfy the needs of you and your family?"

...and they always say "yes."

The key here is be sincere and actually mean this when you say it. You see, I know with 100% certainty that people do not simply want to buy the deal, but rather the BEST Home for them. So this comes easy for me.

I do believe that many Real Estate Professionals do not believe this and will not try it and they will continue to struggle with less than desired results. I sell and close between 8-12 Homes each and every month....how do I do this?

It is my goal with every client I interact with to DISCOVER their true buying motives. I don't take any answers at face value, I dig deeper and deeper with each question, piggy backing all my questions from their responses. You have to LISTEN VERY CLOSELY to do this!

Don't perpetuate the talk of the deal, DISCOVER the Emotional Buying Needs First and the "DEAL" talk will slowly disappear.

How do you respond to the "Deal" questions?

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Are YOU Boring your clients with stats and numbers? STOP!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Tue, 15 Jan 2008 21:26:51 -0600

A few days ago, a guy walked into my office with his wife and a friend. I didn't have the opportunity to spend much time with him as I was writing another contract at the time. However, I did politely excuse myself from the contract to introduce myself, as I went to leave my office to greet them, my assistant had already been speaking with them and was on her way to show them some homes.

As I walked out into the lobby area..before I could say a word, the guy said, "Did you used to work for (insert home builder name) homes?" This guy had remembered a brief encounter we had almost 5 years ago when they were purchasing their first home.

Back then, they did not buy a home from me because I did not have the right home to meet their needs at the time, but he never forgot the encounter we had.

Why is that?

I was a memory point for him. I provided value, made it fun, and did not try and sell him the "wrong" home in the wrong location for his family.

He is buying a home from me this week.

Do people remember you when you meet them?

In today's world it is more important than ever to "STAND OUT!" Get your clients and FUTURE clients laughing and smiling and having fun! Don't be ALL Business, that's BORING!

People expect boring from their Accountant or lawyer.

People WANT to have FUN when they are BUYING a home!! It is a fun time!! Make it FUN!!

I walk into so many offices and talk to TONS of Real Estate Professionals each week and MOST of them have the same thing in common....THEY ARE BORING!! Their clients look bored!! They make it about the numbers and not about the memories.

Several times each week, my clients, existing home buyers, and future clients call me or come and visit me thanking me for be being so helpful and making our time together FUN and Memorable!!

What do you do to Stand out?

Are you a Memory Point?

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Why People Buy Homes...or Anything Part 4!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 14 Jan 2008 21:08:09 -0600

Finally, here is the 4th part of the 4 part series of WHY people buy homes!! The Real Reasons!!

Read Part One Here!

Read Part Two Here!

Read Part Three Here!

REMEMBER!!! People Buy on Emotion, NOT Logic!!

Buying Emotion 10

Finance:

Ex: What is the Short-Term price / cost situation of the home? What is the down payment? What is the earnest Money? What does it take to get into the home?

The key here to remember this. If the buyer mentions the need for certain items, don't discard them. Ask them, "Why is that important?"

The answer you get will tell you everything you need to help them find the perfect home.

Buying Emotion 11

Ego:

Very Similar to Prestige, but make it Unique. Talk about Limited Opportunities left to live in a community. Show them the "One of a kind" locations or "Limited" Incentives. This buyer wants to feel good and look good in front of their friends and family.

Buying Emotion 12

Lifestyle:

How does the buyer live? Active Adult Community? Garden Homes? Close to Downtown? Large Yards? Determine how they live first, then show the homes and locations that match.

Pay attention to clues. DON'T ASSUME ANYTHING!!

Ask them, "Why is this important to you?" Find the real EMOTIONAL BUYING MOTIVE.

Understand that of the 12 factors that I will outline, sometimes multiple items are the key emotional factors. Every buying decision of every product can be traced back to one of the 12 items I will outline, whether it is a 25 cent pencil or a $50,000 car.

RECAP ALL 12 Emotional Buying Motives:

Convenience
Culture
Recreation
Romance
Investment
Security
Privacy
Prestige
Family
Finance
Ego
Lifestyle

Think back to any recent purchase you made. Can you classify which of the 12 motives that were important for you? When you watch TV Commercials, notice all the subtle hints of each of these Emotional Factors. They are everywhere, start to figure these out more quickly and you will start to help more people and make more money!!

Let me hear your thoughts.

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Why People Buy Homes...or Anything Part 3

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 10 Jan 2008 11:31:31 -0600

Okay, here is the 3rd part of the 4 part series of WHY people buy homes!! The Real Reasons!!

Read Part One Here!

Read Part Two Here!

REMEMBER!!! People Buy on Emotion, NOT Logic!!

Buying Emotion 7

Privacy:

Ex: Is there a gated entrance to the community? Do the buyers need a corner homesite or one that does not back up to another home? Is the community away from the city? Is the Master Bedroom away from the secondary bedrooms?

The key here to remember this. If the buyer mentions the need for certain items, don't discard them. Ask them, "Why is that important?"

The answer you get will tell you everything you need to help them find the perfect home.

Buying Emotion 8

Prestige:

Granite countertops, wood floors, tall custom cabinets, etc.. Are there only a few premium home sites left? Understand that this buyer wants the bells and whistles. They want their friends and family to say, "WOW!"

Show them "unique" features or locations. They are interested in the "one of a kind." Don't show them ordinary, show them the WOW!

Buying Emotion 9

Family:

Is the community located near other family and friends? Is the home open in the family and kitchen areas for gathering and socializing? Are formals necessary? Find out HOW they "USE" the home. Where do they spend the most time?

Pay attention to clues. DON'T ASSUME ANYTHING!!

Ask them, "Why is this important to you?" Find the real EMOTIONAL BUYING MOTIVE.

Let me hear your thoughts.

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Why People Buy Homes...or Anything Part 2

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 09 Jan 2008 10:22:16 -0600

I've been so busy, my Blogging has lagged behind....

This is the 2nd part of a 4 part Blog series related to the REAL reason people BUY HOMES!!

Do you take what buyers tell you at face value? Or do you Find the Real Emotional Buying Motive?

If you missed Part 1....CLICK HERE.

REMEMBER!!! People Buy on Emotion, NOT Logic!!

Buying Emotion 4

Romance:

Ex: Do the buyers desire certain home features such as a fireplace in the master bedroom, jetted tub, etc..

Perhaps they desire a nice secluded location that is quiet and private.

The key here to remember this. If the buyer mentions the need for certain items, don't discard them. Ask them, "Why is that important?"

The answer you get will tell you everything you need to help them find the perfect home.

Buying Emotion 5

Investment:

What is the long term equity situation going to be?

This buyer is more of a thinker; they want appreciation percentages, future projects coming to the area, local business expansions, and job growth potential.

Many people think this is not emotional...WRONG! This is actually one of the most powerful emotional reason's!!

Why do people want a good investment. Just cause? No. Find out the reason for the investment. Is it financial freedom? More Money in the future? Early Retirement?

Whatever the reason, find out what the driving force is. In the end, you will find the source of all investment reasons point to living a more happy life. Perhaps its to help those in need, put their kids through college, spend more time with family later in life.

Does this make sense?

Buying Emotion 6

Security:

Does the community offer a gated entrance? How solid are the doors? What surrounds the community? Does the home have a security system? Does the oven have an automatic shut off? How are the streets designed? How safely can children play outside? Local crime stats?

Pay attention to clues. If they ask if there is a gated entrance, DON'T ASSUME ANYTHING!!

Ask them, "Why is this important to you?" Find the real EMOTIONAL BUYING MOTIVE.

Let me hear your thoughts.

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Why People Buy Homes...or Anything Part 1

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Sun, 30 Dec 2007 20:35:19 -0600

As many of you know, there are many different reasons that people buy homes. The key to gaining more sales is understanding and identifying these reasons early in the process.

During my time in Real Estate, reading books o' plenty, attending seminars, writing my own books, and basically just studying the way people react to different questions. I have come to the conclusion that there are 12 basic buying motives.

This will be a 4 Part Post discussing THREE of the 12 Buying Motives in each.

ALL 12 of these reasons are Emotional!! People Buy on Emotion NOT Logic!!

Buying Emotion 1

Convenience: This is a Multi-Facet Reason.

Ex: How close is the home to work, shopping, recreation, family, etc...

How easy is the microwave or oven to use? Does the home have a sprinkler system? Are the cabinets tall to store seasonal items?

Simplicity and Ease of Use are Important to this Buyer. Pick up on this early on and you can focus your presentation around it.

Buying Emotion 2

Culture:

Is this buyer interested in being close to Religious Establishments? Ethnicity? Feng Shui?

Different cultures have different backgrounds, communicate in different ways, and have different meanings for words. Determine the cultural needs of this buyer and communicate and demonstrate in this manner.

Buying Emotion 3

Recreation:

Do they like to run, bike, swim, play sports, walk? Does the community have an amenity center, walking trails, pool, etc? Is there a local gym?

This buyer has a keen interest in living near the items they enjoy doing. Figure this out early and it will save you time later.

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

How Greedy Are You? Real Story...Just Happened!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 24 Dec 2007 14:14:46 -0600

Okay, so I have a buyer that is closing on their New Home this Thursday. It was a build job, so we have been working together for about 5 months. In this time, I have spoken or seen them about 3 times a week....every week. That's how I do business....lots of communication.

The loan they were doing changed a bit from the start (imagine that, big shocker these days). In any case, we changed to an FHA Loan with the seller (Builder) contributing 6% for closing so my home buyers can be out of pocket as little as possible.

I get an email last week (Friday) from the lender that says the buyer will need to bring about $2,600 to close. So I call the buyers and let them know. After a bit of uneasiness, they say they don't have it right now, but they can come up with about half of it.

So I talk to the Realtor on the deal (who I am paying a large Bonus to...10K) to ask him if he will split the $1,200 Title Policy with me. Over the years, I have done this many times with no issue.

Here is the email he wrote today (Christmas Eve):

This is a copy / paste...

I am a little disappointed that you can not make this deal happen without cutting into my pocket. I have sent more than 600.00 dollars worth of referrals to you over the course of 6 months, not to mention all the emails and the positive comments I have made to my broker and other Realtor companies. I have already given away 100% of my commission on the home that the buyers had to sell in order for them to even be sitting in front of you. If you are to roll this house into the new year I am assuming that you will be taxed? That in itself will be more than 600.00. I am hopping that you will do whatever it takes to close this deal this week, if that means pulling out the sod and bushes. Please let me know if there is anything else I can do to help.

Happy Holidays,

Wow!

He copied the buyers on this email. To me, this screams, I don't care about my buyers, just give me the money.

The funny thing is, I have not even seen this guy since the day he first brought these folks to me!! In that time, I have become very good friends with the buyers. We know each other's family's, exchanged Christmas gifts, etc....and they don't even know his last name!

My response to his email was a phone call. Very simple. I said okay, you have two choices.

1) Help the buyers close and contribute $600 of your 10K Commission and make out like a bandit....or

2) Not have the buyers close and you get $0.00.

After encountering some resistance, he reluctantly agreed.

Amazing!!

Let me hear your thoughts.

What do you do at crunch time?

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 17 Dec 2007 21:48:52 -0600

This blog entry is somewhat inspired by Elizabeth Nieves call to action to help another Active Rain member in their time of need.

Elizabeth's natural instinct upon hearing of the awful circumstances of Melissa's family was exactly that...Natural.

No hesitation.

No internal conflict.

No "I wonder if I should" thoughts.

So I pose this question. What is your natural reaction in crunch time?

Do you hesitate?

Do you step up and make the play (sorry for the football talk...for non sports fans)

Or do think, "someone else will do something."

I remember when I was in college. I was driving home from school, when directly in front of me their was a mild collision. My first thought was, "I should stop to help," but then I saw all the other cars around and decided someone else would.

As I slowly passed the scene, I peaked into the car to notice an elderly woman who I can only assume was very scared and uncertain of what to do. I did nothing.

To this day, well over a decade later, I still feel bad for my non-action. Could I have helped? I don't know. Could I have helped calm this lady's nerves. I don't know. Could I have made a difference. I don't know.

What I do know, is that I never allowed myself to make a difference.

Since that moment. I have changed my ways. It was my moment of clarity.

What if we all become responders? What if we all stepped up when it's our time. What if we make a difference?

How do you respond in crunch time?

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

Do you believe the "Experts" about the market? Read the TRUTH!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 13 Dec 2007 10:56:56 -0600

For those that believe the 'Experts" (media) have any idea what they are talking about regarding the state of the Real Estate market, I have complied a list of quotes from the last 60 years...this is just a small sample.

Enjoy!

"The prices of houses seem to have reached a plateau, and there is reasonable expectancy that prices will decline."

-Time Magazine 1947

"Houses cost too much for the mass market. Today's average price is out reach for two-thirds of all buyers."

-Science Digest 1948 (Average Price at the time: $8,000)

"The goal of owning a home seems to be getting beyond the reach of more and more Americans."

-Business Week 1969 (Average Price at the time: $28,000)

"The era of easy profits in real estate may be drawing to a close."

-Money Magazine 1981

"If you are looking to buy, be careful. Rising home values are not a sure thing anymore."

-Miami Herald 1985

"Most Economists agree...a home will become little more than a roof and a tax deduction, certainly not the lucrative investment it was..."

-Money Magazine 1986

"We're starting to go back to the time when you bought a home not for its potential money-making abilities, but rather as a nesting spot."

-Los Angeles Times 1993 (1993 was the low-point for real estate values in Los Angeles)

"Financial planners agree that houses will continue to be a poor investment."

-Kiplinger's Personal Financial Magazine 1993

"A home is where a bad investment is."

-San Francisco Examiner 1996 (Average price of a home in San Francisco in '96: $250,000 ten years later: $750,000)

Take any and all News Media and 'Expert" reports with a grain of salt. They have no clue what will happen. Worry less about the so called "bad market" and create your own.

I have never met or spoken with one person that did not desire to own a home. That is the market. That is the Truth.

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Curious.....How Many Homes do you Show?

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 10 Dec 2007 22:06:44 -0600

When you have a client that is ready, willing, and able to buy a home, how many homes do you show?

Do you show 3....5......10......15.......20........?

While involved in New Home Sales, I would regularly see Realtors bring in their clients after long grueling days of looking. While asking questions, I would typically find out that they had been looking for weeks, sometimes months to find a home...WOW!

After building rapport with them, I would go right into asking them what is important to them. Not the cosmetic stuff, but the stuff that is actually important. How do you use the home? Where do you spend the most time?

From there I would piggy-back question after question really getting into the emotional buying motives.

After finding the perfect home for them, discussing terms and making sure they were comfortable with the monthly investment, we would be ready to get the paperwork started.

This is where it gets confusing...as I would begin to prepare the paperwork, on many occasions (most), I would here this from the Realtor...."Well, we still have to look at (Insert any number) homes before we make a decision."

What?

Why would they not want their buyers to make the purchase of the home they really want, in the perfect location, at the price and terms they desire?

Sometimes, in a very confusing manner the people would actually leave with their Realtor. Sometimes, I would ask the question I listed above.

My question is this.

Why keep looking after the "decision" has been made? Is it about showing a certain number of homes or is it about finding the right home?

My advise is this:

Before looking at tons and tons of homes, really find out what the buyer is looking for. Not the paint color or the cosmetic items, but the spacial use of the home. Find out what is important to the buyers. How do they use the home?
After determining these factors, find out which location suits their needs and desires the best. Why is that location important...schools, work, what is it.
Now do the research based on the above criteria and their price point. Find 3 homes to view and go see them. After 3 homes in a short amount of time, confusion and indecision set in.

How many homes do you show?

How do you use your time?

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Be Different. Be Excited....It's Contagious!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 10 Dec 2007 08:42:32 -0600

"You never achieve real success unless you like what you are doing."

-Dale Carnegie

I have sat down and talked to some of the most successful people in many different types of businesses and asked them all the same question.

If you could pinpoint one thing that has contributed the most to your success, what would it be? The resounding answer almost always comes back the same.

Enjoyment.

To be a true success, more often than not, you need to enjoy what you are doing. You have to actually like showing up at the office each day. We all refer to our sources of income as our work, and the real estate business is without a doubt serious hard work, but the word "work" brings with it a certain feeling of hassle or discontent.

Try to think of your employment as something else; think of yourself as a consultant or as a business owner.

As real estate professionals, we are in a great position of power.Think of the impact that you have on a person or a family's life. It is up to us to determine if our community and one of our homes is a good fit for someone else.

To do this well, let it be natural and free.

Have fun with the sales process. Change up your line of questions from the standard "sales speak" that buyers have heard over and over. Find the technique that works for you and make it fun.

Let your buyers and prospects know how much you enjoy your job. Energy feeds energy. When you get happy and excited about your community and your homes, the prospect will start to feel it and want to see more of the home and learn more about the community.

Their voice will start to get louder, and they will stand more upright as their interest continues to grow! Feed this moment! This is what you want. Don't bog it down.

Give them answers with inflection in your voice; start to smile as you describe your community! Let them know with excitement and confidence how much you believe in it! They will see it in your eyes, and their anticipation of knowing more will continue to grow!

Before you know it, the prospect's new energy is feeding your energy! Keep it going! This is called momentum. Continue to feed off of each other until they have no other alternative than to want to live there!

The key is you! Be happy! Show excitement!

What do you do different?

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

FOCUS is the KEY to SUCCESS!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Thu, 06 Dec 2007 09:37:03 -0600

Harnessing your creative thoughts is a very exciting process. This is where you will take your new ideas and begin to shape and mold them into real possibilities.

As new ideas begin to pop into your head, write them down as they occur. Otherwise, you may lose the moment and forget the journey that your brain was taking you on. Start to carry a small notepad with you wherever you go, at work, in your car, to a restaurant, you never know when a new idea may enter your mind.

Have you ever had those moments in life where you had a sudden and unexpected clarity? Have you ever had a moment when things seemed to slow down for you? Perhaps taking a test and without any warning, you can suddenly visualize your notes in great detail to where you can actually visualize the piece of paper with your writing on it. You look around the classroom as if you are cheating, but in fact your mind has just opened up a little bit to show you it's vast capability.

It's moments like these that we want to occur more readily. In sports, times like these are referred to as the zone. I have heard baseball player's talk of how the ball just seemed like it was larger and traveling at much slower velocity, which made it easier for them to hit. In basketball, players get into such a rhythm shooting the ball, they say it seemed as if the hoop was twice its actual size. In golf, I have often heard Tiger Woods describe how he can visualize his shot before he hits it.

This is your goal. Are these people that just have an uncanny ability with super powers?

No.

They are simply people that have mastered the ability of focus. Focus, is the ability to take a moment in time and do with it as you choose. As a kid, I remember hearing my mom tell me to focus on schoolwork, or playing baseball, my coach telling me to focus on the ball while hitting. To focus, you need to block out all other distractions that are around you.

I have heard stories of when Tiger Woods was a kid, his father would take him out to play golf in the wind and rain; he would make loud noises as he was about to make contact with the ball, in an effort to distract him. He wasn't being a mean father, he was teaching young Tiger to focus. His theory was that if he could deal with this; he could deal with anything.

I understand that we are all not going to be Tiger Woods, that isn't the point. The point is that focus is a learned mechanism. Focus is effort. It is trying just a little bit harder to visualize what you want. It is blocking out the cell phones ringing during a test, or staying positive through the negativity of co-workers, it is keeping your eye on the prize. Focus is the ability to stay the course unwaivered in the face of adversity.

I understand that distractions are going to arise; the goal is to deal with it, move on, and stay on point. One very effective way to learn focus is to have a good goal structure.

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Creating Creativity to Increase Your Success!!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 05 Dec 2007 21:23:14 -0600

Throughout our hectic and busy lives we have many thoughts and ideas that pop into our heads. You are an information source for other people much like a computer is. We all have valuable knowledge that we need to share with others. How do you tap into it?

Think about how many conversations and signs and just general information is thrown at you throughout your day. For most of this, you have your filter in high gear, meaning if the stuff you are hearing is not of interest to you or does not concern you, it remains low on the radar screen. There are new great ideas formed every minute of every day; they are just passed off and ignored most of the time.

So how do we harness our thoughts and ideas and turn them into something beneficial? This is the question you should be asking yourself.

Start to pay more attention to your surroundings. Think of it this way, have you ever bought something and started to notice how many people have the same thing? I remember a few years back, I bought a Silver Dodge Ram pick-up truck, as I drove it off the lot and made my way to the highway and then eventually back to my house, I started noticing how many of these same trucks were on the road. I thought to myself, "I don't remember ever seeing this many Dodge Ram's on the road."

What actually happened was that I simply took my blinders off and became aware of these similar trucks because I now had a vested interest in them. The same is true for just about everything that we encounter in life. We have are blinders on until we are in some way impacted personally.

Most of us go through life with a set routine. We wake up, go to work, go home and go to bed. On weekends, perhaps we go out to eat at the same few restaurants, perhaps engage in watching some TV, or doing yard work, or cleaning the house. The point is, by having the schedules that we do, we are not allowing ourselves the opportunity to be creative.

My proposal is simple. Wake up earlier; try driving a few different ways to work maybe listening to a different radio station or try eating at a new restaurant. Why you ask? Simple. By changing your routine, it allows you to bring in new stimulus into your life.

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Now That Is WOW Service!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Tue, 04 Dec 2007 20:44:57 -0600

This was one of the Articles I sent out this month for my Monthly Newsletter. I thought I would share it with you. If you would like view the rest of this months articles, you can sign up here.

If you would like the Magical Secret of Success, today is your lucky day. If you spend any amount of time racking your brain trying to figure out how to....

Sell More of Anything....Including Yourself
Gain Referrals!
Get a Pay Raise
Increase your prospect traffic
Improve your Sales Conversion Rate
Have More Friends
Enjoy a Happy Marriage
Make a Positive Impact on someone else's life

Guess what?

GIVE WOW SERVICE!

Not okay service or "satisfied" service. Not mediocre or "average" service. Provide WOW service!

The number one reason why most businesses don't turn a profit, real estate or any sales careers stall, relationships fail, is poor customer service. In today's world, everyone has gotten so "me" oriented that customer service needs to be better than ever.

What was okay yesterday is not okay today. There are so many choices out there; you cannot afford to have your customers fire you! You have to be better.

A couple days ago, I was sort of in a time crunch, but needed to get a haircut. Typically, I just run up to any one of the local "quick" type haircut places around my house. I have not really committed to any particular place to go for a "regular" cut because it is always the same no matter which place I decide to go.

I haven't really ever experienced any "stand-out" service. The conversation, if there is any, while I am getting the hair cut is usually awkward or very broad. The "Weather sure is crazy," conversation is a frequent player.

This particular day I decided to stop at a "Supercuts." The experience started off the same, walk in, sign your name, and wait for my turn. When it was my turn, I went over and sat down in the chair. The lady asked me what kind of "cut" I would like. As I was explaining my "typical" haircut, I could tell she was analyzing my hair.

She was kind of messing with it, analyzing what she was going to do next. As she started cutting, she was giving me "hair compliments." Never a bad thing...

Then it was time for the small talk, or so I thought. She started asking me about my family, hobbies, Holiday Plans.....before I knew what hit me, she knew where I grew up, what my favorite things to do are and what I was doing for Christmas.

She was amazing! She just kept asking questions about me, while also giving me "pointers" on how my hair would look best, and she was smiling the whole time. Who doesn't like to talk about themselves, right?

By the time my haircut was finished, I felt that I had my haircut by the best "haircutter" in the area. She gave me styling tips (and I am not usually interested in this at all),and I bought some new hair style stuff (again, not something I would ever do).

It goes without saying that I gave her a great tip, but I will now only go to that Supercuts and have my hair cut by Edith.

That was WOW service! Do you think I have told anyone about my experience? Heck yah. I have told everyone about Edith, and if they want a great experience, to ask for her.

WOW service means that your customers will not only stay your customers, but they will be happy and refer as many people that they can without being asked. That is the key, Without Being Asked!

So, do you want more business, better relationships, and happier experiences?

What are you willing to do to provide WOW service?

Here are 5 ways to Provide WOW service:

DON'T talk about you, DO ask questions about them.
Provide Value FIRST, before asking for anything in return.
DO something FOR them Above and Beyond the "normal" transaction...make this NEW your "normal" policy.
Find out what makes them tick and talk about it more...this is a HOT BUTTON!
DON'T think about what's in it for you; DO think about what you CAN DO for them.

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Time is Ticking, it's Decision Time!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Mon, 03 Dec 2007 09:04:50 -0600

If you were told from the time of your birth that you had one goal to accomplish in your life and everyday from that moment you were constantly reinforced of this goal and every action taken was in direct relation to getting closer and closer to this goal, would that make an impact in your life?

Let's say that your parents decided that you were going to be an Engineer. So from the day they brought you home from the hospital, you were told about being en engineer. As you grew older, you were given models to put together and puzzles to complete. Once your school years began, you were introduced to flashcards for math equations and still consistently told how you were going to be an successful and happy engineer.

When it was time to graduate high school and move on to college, it was already a foregone conclusion that you would begin your engineering classes. Your goal is close now, it is only a few years away from happening. When your classes begin and you start to read blueprints and analyze complex equations and formulas you realize that becoming a happy and successful engineer may not be what you want to do after-all.

These thoughts of doubt can make you feel conflicted and like a failure if you don't understand why you don't want to be an Engineer. It's understandable, your whole life you were shown the path to walk and given the tools to make it happen.

What happened here? You had a goal and it was constantly re-enforced. That is the formula for success, right?

Actually, one giant piece of the puzzle was omitted. You. Your desires, dream, and aspirations were never considered. Without the most important ingredient of your desires being included in the recipe of success, there cannot be any true success.

Don't misunderstand. It is possible to do what you do and not what you truly want to do and still be successful. It happens all the time. However, you will have the constant conflicting thoughts of doing what you really have a passion for and if you never get around to doing it, it may cause you internal unrest for the duration of your life.

The thoughts of "what might have been," will always be on your mind.

Curt Fletcher aka The Likeability Guy

How Committed Are You?

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 28 Nov 2007 15:01:00 -0600

As I think about the different choices we make and how we decide what fork to take on the road of life, 'The Road Less Traveled" keeps popping up in my mind. I can't seem to shake this title. As I thought about the meaning behind these words, I began to reflect on my life.

I thought of how life is full of so many choices and opportunities and how we hold the key to each door that we choose to open. I thought back to the decisions that I made, and those that I didn't. As I write this, I think of what the future holds and how I will respond.

Throughout our lives, we are faced with many challenges, choices, opportunities, and hardships. It is in those moments of decision that we define our future.

When faced with a challenge how do you respond? Do you step up, get focused and meet the challenge head on with confidence and excitement? Or do you grow cautious with anxiety over the fear of failure?

You see, the fear of failure is the leading reason that most people settle for lives of mediocrity. This fear grabs you and eats away at your confidence, leaving you stripped of hope and desire. The fear of failure is something that every person has; it just may mean different things for different people.

This fear of failure prevents many people from attempting to improve themselves. From applying for a new job, attempting new things, embracing change, or pursuing your dreams.

The road less traveled defines those individuals that when faced with adversity, hardship, and change respond with courage, confidence, and charisma. These individuals feel this same fear of failure, but they choose to face it and overcome it.

As I think back on my life, I remember always wanting to do the opposite of what everyone else was doing. If my co-workers arrived at work on time or a few minutes late, I would arrive an hour early. When nobody would volunteer for an activity, I would be the first to stand. If everyone was being negative, I would be positive.

In my teenage years, I often had to travel the longer more difficult path to my desired destination, not because I sought that out, but because the easy road never seemed to come my way. I believe these are the years that have become the springboard for my determination to succeed.

We all face adversity and go through hard times. It is important to rise up from these moments that test our will. Stare down the anger, sadness, and frustration that you feel. Use these moments as fuel that ignite your fire to future success. It is in the hard moments in our lives that we grow as people. In times like this, we gain the strength to persevere with new knowledge and experience.

So how do you gain this strength?

It is one simple little word that carries a big meaning and takes your maximum effort. Desire. Zig Ziglar defines desire as the ingredient that changes the hot water of mediocrity to the steam of outstanding success.

Desire is making that "extra" effort to create a small difference in a given circumstance. Over the course of time, this extra effort creates enough small successes to generate a huge success over the course of your lifetime.

Look around you at work, what do you see? A group full of future CEO's or a group of dazed individuals going through the motions of the day?

Many people dislike the very thought of getting out of bed to begin their day. They dread going to work and do as little actual work as they can get by with at their job as they count down the time to go home. Then, when they get home, they plop on the couch, watch some TV and go to bed. It's no wonder that depression is at an all time high.

I challenge you to take the Road Less Traveled. To be successful you have to want it bad enough to challenge yourself to be different. Wake up each day with a positive outlook, do what other people don't want to, volunteer yourself for a difficult job task, but most of all allow yourself to dream.

If you can dream it, you can do it.

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

Want to get more business? Be Memorable!!

Curt Fletcher, aka "The Likeability Guy" (Diamond R Homes) — Wed, 28 Nov 2007 11:11:42 -0600

The #1 way to Increase your business it to be a memory point for people!

Do you talk like everyone else, very matter-of-fact..dut dut dut dut...hum-drum.

Are you just the facts and stats...blah? Business First mean Boring First.

Are you different?

Do people usually tell you that they enjoy your company? Do they tell you that they like you?

That is good!

People make decisions on Emotions NOT Logic!!!

Speak to what people enjoy, talk about them (NOT YOU). Nobody cares about your stories!

Make your presentation all geared around your buyer (client). Find out their hot buttons, listen for details. Be Different.

Buying and Selling a Home should be fun! Make it Fun for your client! Change voice tones, be ENERGETIC!

Most of all have FUN! Smiling and laughing are contagious. The quicker you make them smile, the quicker you get new business!!

How Likeable are you?

Sell Yourself FIRST as a person, than sell your service. Not the other way around.

Value First!

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"