Why Strategic Plans Are Important, & Relevant?

While many organizations have heard of strategic planning, and even claim to strategically plan, few actually do so effectively. Many organizations and their leaders discuss strategic planning as if it is some sort of panacea for "fixing" the organization. That expression is almost as misused as "getting to the next level." It is somewhat amazing that few organizations, and few leaders seem to comprehend that strategic planning must be an ongoing process, if it is to be an effective use of time. Otherwise, what many organizations refer to as strategic planning ends up being little more than an exercise in philosophy and oration. It is important to understand that while this article goes into specifics as they pertain to organization, strategic plans (and planning) are essential, for successful real estate transactions (agent and client must discuss goals and strategies, in detail), as well as regarding the relationship between financial adviser and client.
 
The first step in effective strategic planning is to properly identify where an organization (or individual, business, etc) is at presently, and how it got there. What is the history of the organization, and how does that and the organization's mission impact its planning? How can the organization evolve to improve, while maintaining its reason for being? Strategic planners must carefully understand the ramifications of its actions, or conversely, what the impact of not acting might be.

This process must identify both the strengths and weaknesses of the organization, as well as the reasons and causes for each. All too often, so-called strategic planners inaccurately identify either strengths or weaknesses, or both, and then make decisions or recommendations based on false or faulty premises. This is often seen, especially on the weaknesses sign, when an organization is facing a challenge in a specific area, and often oversimplifies, misinterprets, or misunderstands the reason for the obstactle. When planning begins based on inaccurate premises, the plan is doomed from the onset. Never proceed with discussing, creating, developing and focusing on goals, priorities and concerns, whether this is for organizations, businesses, or individuals)!
 
Strategic planners must consider all alternatives in their deliberations. They must consider factors such as short-term, intermediate-term and long-term impacts, ramifications, costs both in terms of financial as well as personnel related. Costs include not only direct costs, but also indirect costs, such as the wastes and excesses. Planners must consider multiple alternatives, and weigh all relevant factors in analyzing ideas.

Strategic planning necessitates entering the process with an open mind, and considering alternatives. Where many organizations drop the ball, however, is that after they expend considerable time, energy and other resources in the process, they do not develop an action plan to assure the timely achievement of the plan.

Everything New Is NOT Always Better!

With all the new technology and technological advances, many people seem to believe that because it is newer, it must therefore be better, or more enhanced. While that is true when it comes to certain technologies, there are still certain examples when newer is not better. Examples mostly include industries where technology and service are either combined, or need to go hand in hand, such as telephone service and airline travel. While there certainly have been significant technological advances in both of these circumstances, it can be argued that the overall experience has not been improved significantly, if at all. As we approach another new year, let's hope that there's lots of great advancements and improvements, but that more people question new things, rather than merely following the crowd, in order to fit in!

1. Once upon a time, we had one telephone company which supplied our telephone equipment, maintained our internal and external wiring, and provided generally reliable service. Those classic black phones may not have been terribly stylish, but few of us even remember one of them not functioning. If we had any difficulty, we made one call to one company, and the problem was soon resolved. Today, land line telephone service is outnumbered by voice over internet services (VOIP), as well as by wireless/ cellular service. Our telephone equipment rarely lasts too many years, and it is next to impossible to find anyone to service it, and it is generally cost prohibitive to repair, so we simply purchase another telephone. It seems to me that there are far more dropped calls today, or some other static, interference, or trouble with our lines. Many people have abandoned land lines completely, depending entirely on their cell phone, but we all have experienced cell phone dead zones at one time or another. Relatively speaking, it is true that this competition and the enhancements has brought about lower pricing, but at what sacrifice. And, have you tried to get through to your telephone provider? How much of our time is wasted simply waiting to be connected with a real human being? With all the sophistications and enhancements, have you noticed better customer service, because I have certainly not? The entire mobile phone system seems to be based on building nearly - always on planned obsolescence!

2. In the latter part of the 1970's, the airline industry was deregulated, with the expressed intent of trying to provide more competition, and thus lower pricing for the consumer. While pricing was immediately lowered, have you flown recently? Spirit Air actually charges for carry on bags, while almost all domestic carriers have some sort of fee for checking bags. Meals on a domestic flight, forget about it! Legroom on most carriers is almost non existent. Customer service seems almost an anachronism! Most remarkably, with all the technology, it actually takes longer on many routes today than it used to.

While technological enhancements are nice, they are not always that essential. Yes, many smart phones have lots of applications, but many of those come at some cost, either for the app itself, the data used, the type of phone needed, etc. And, no matter what cell phone or computer or tablet you have today, chances are it will be either outmoded or run of the mill pretty soon! Lets's celebrate technology, but put these advancements into perspective!

Let's continue to evolve, and embrace good changes. At the same time, let's examine what is worth keeping, and preserve, and make improvements, without automatically discarding it, This refers to both products and ideologies!

True Happiness Comes From Helping Others!

The Founder of the renowned civic organization, Grand Street Boys, the late Judge Jonah Goldstein was fond of saying, "Happiness is the one thing in life that multiplies by division. The more you give to others, the more you have for yourself." Goldstein used this expression repeatedly at meetings in the 1940's. If everyone followed this, wouldn't the world be a better place? Dictionary.com offers two definitions for happiness: "1. the quality or state of being happy 2. good fortune; pleasure; contentment; joy." At the same time, Dictionary.com offers three definitions of happy: "1.pleased or delighted 2. pleasing 3. bringing good luck; fortunate." Obviously, Judge Goldstein felt strongly that for one to be truly happy, he must repeatedly bring joy to others as well as himself, thus providing one with a sense of joy, pleasure, delight and contentment.

So many people today seem to follow the "What's in it for me?" philosophy. It seems that too many people today often only "do the right thing" if they believe it will somehow materially benefit them. However, when one realizes that many of the wealthiest individuals in the world are also amongst the most miserable, it takes far more than merely the accumulation of material things, or self- satisfaction, to bring about true happiness. How many truly happy people can you honestly say that you know? Regardless of your field of endeavors, or whether you are the performer, or using the services of a particular representative, you'll never get what you want, or need, until and unless, you strive to make those you serve happy, and seek true happiness, by being true to your ideals, etc. This is particularly relevant, when it comes to either being a Real Estate professional, or using the services of one, because, only when you please yourself with your commitment to your principles, ideology, and maintain absolute integrity, are you making both yourself, and your clients, truly happy!
 
Besides being a well known judge in New York, Jonah Goldstein was famous for founding a civic and philanthropic group known as Grand Street Boys. Almost all the members of Grand Street Boys were professionals- - most of which were attorneys. The legal profession has often been much maligned, yet it is one of the first professions or occupations with an organized methodology of "giving back" to the most needy, via the "pro bono" process. Attorneys are regularly expected to, and do, perform a certain amount of "pro bono," or free legal work, for those unable to afford the cost of legal representation. Judge Goldstein encouraged widespread discussion and fabulous debating during the Grand Street Boys meetings, and in an interactive manner, encouraged members to "give back" to society, in any number of manners.

Why are so many "troubled" individuals so very unhappy? Some people have attributed this unhappiness to a variety of items, including financial reversals, financial pressures, "personal problems," or the often-stated, "He's just not a very happy person." Yet, all evidence points to the fact that those individuals that appear to be "happiest" are often those that "give back" more to society and to mankind. "Giving back" does not have to be financial, but it can be. However, merely donating money generally does not create the level of happiness that non- financial volunteerism does. Think about the people you have met who are the happiest - - - aren't they invariably the ones who volunteer more, are more charitable, and/ or more philanthropic? Should this not be a valuable lesson to all of us, and to society, especially in these difficult economic times, when many worthwhile charities so much need assistance?

Judge Goldstein was certainly a sage. He was an incredibly successful man professionally, yet he got more pleasure, fulfillment and happiness from "giving back" than from anything else. Wouldn't our world, especially in these troubling and trying times, be far better off if more of us emulated him?

Provide Value First, And Success Will Follow!

How many times have you, or someone you known, insisted they their goal was to become truly successful, while often never really describing what success meant to them? Success is not something to be focused upon, but rather will come as a result of our attitudes, actions, how meaningful our visions and goals might be, our personal values, and especially, whether we prioritize providing value to others on a consistent basis. When we focus solely on our personal benefit, as well as the what's in it for me prioritization, we may observe short term or even intermediate term basis, but will almost never become truly successful. Success, in the longer term, is almost invariably based on the value that we provide to others as a result of our attitudes, efforts, and actions taken.

1. Step number one must always be to do the right thing! Unfortunately, however, far too few individuals permit themselves to objectively view their personal attitudes, and without knowing and understanding oneself, it is nearly impossible to become value - oriented. By providing value, you are able to motivate others to care more, do more, and become far more loyal and involved!

2. The next component of achieving true success is refocusing one's mindset from focusing on how much money or credit you'll receive on a particular deal or action, but rather seeking to provide real value. Doing this will indicate to others how much you care, as well as the fact that you are a quality individual of absolute integrity. The side effect of doing so is invariably that this value will make it far easier to develop referrals, repeat customers, loyal clients, motivated followers, etc. Providing value helps to create a stronger bond which attracts quality individuals to care more about what you say and do!

3. What value do you add, and how? Do you ever actually think about that, and if so, do you so as a primary action, or merely tangentially? What do you mean by this term? What steps do you take on a regular basis? Do you possess an attitude of constructively moving forward, or are you often doubtful? Do you see challenges, or is everything a problem to you? What actually motivates you, and why?

While most people might claim that they hope to either be a success or have success, few ever take the time and effort to consider what that means to them. Unless success becomes a byproduct of your actions and efforts, and unless value and values are your primary motivations, any success realized will be more fleeting than enduring.

What It Means To Do Your BEST?

Why do individuals so often seem bewildered about the level of their results, when they fail to effectively focus upon, and aim to perform at their highest quality? When we proceed with a less than stellar mindset or attitude, is it reasonable to anticipate and expect the optimal results? It is so much easier for most of us to complain about things, and blame others when we don't achieve as we would like, than it is to actually do something that changes what occurs! When was the last time that you asked yourself, What it means to do your BEST? 

1. Beware of falling into that easy trap of expecting results to be as desired even though you do little of a proactive nature to achieve! Do you bring your A game each and every time, or are you satisfied with merely doing good enough? In order to get the results you seek (and believe you deserve), you must begin doing what you need to do! Would others describe you as bright and inspirational, or would they see you as having little meaningful impact?

2. The main focus of getting quality results is focusing on, and never accepting anything less than personal excellence. Proceed along whatever path you select in an eager manner, welcoming challenges rather than fearing possible problems. The finest performances are often the result of our enthusiasm and enjoyment of what we are doing. Remember that doing your best is rarely a sprint, but rather based on one's endurance.

3. What are your personal goals, or in other words, what do you strive to achieve? Are you weak and ineffective, or have you sought making yourself as good as you can be, by identifying and maximizing your inner strenghth and fortitude. If you want to be your best, you can never settle for so - so, but rather must strive for personal excellence in everything you do.

4. Do you opt for procrastination, or do you generally proceed in a timely manner? Are you willing to undergo whatever training you need, so that you can develop the finest techniques that make you better? Do you merely say that you will try, or do you consistently proceed forward with your maximum effort? Becoming your best often means challenging yourself to be better, and testing your willingness to do what you say you will do.

Doing your best and claiming that you are, are often quite different! Be the best that you can be!

What's The Best Way to Respond to E - mails?

Far more communication today is done electronically or digitally than any other way. In fact, while the average email is responded to within approximately twenty four hours, the typical text is responded to in minutes. Some have even postulated that this has made email today's "snail mail."
While people answer texts far sooner than emails, much more detailed information is often transmitted via email. Therefore, what is an acceptable time period to respond to email? The answer to that often relates to circumstances, and such factors as whether someone carries a BlackBerry or iPhone type of device  (or any of today's Smartphones), or if someone is in an office with computer access. However, as someone who has consulted to businesses and organizations on Customer or Member Services for over three decades, the answer from a company or management's perspective should be almost immediate. If someone carries a Smart Phone with email capabilities, the receiver of an email should respond almost immediately, either with an answer, or when an answer will be forthcoming. In certain industries, such as real estate, it has been found that there is a direct correlation between sales and listings, and response time to emails, because the consumer realizes that there is competition, and will "shop" elsewhere. How quick is fast enough? They used to say, half an hour, then fifteen minutes, yet, in today's increasingly digital world, and especially when dealing with so - called millenials, unless you respond nearly immediately, they will simple follow the philosophy of NEXT, and move to the next agent, etc.

Similarly, in an organization, if a member emails the headquarters office, or any of the Officers or Board Members, that member is entitled for a prompt response. The easiest way to demotivate a member, and to create member resentment is to ignore a request, no matter how minor. Those in leadership positions should emphasize responsiveness as a major tenet of operational responsibility and responsiveness.

The odd thing is that often the same individuals who complain about how someone else takes so long to respond, are just as bad themselves. Of course, not every email requires or needs a detailed response, yet there should be some response to the sender indicating response of the email and the action that will be taken. This can be short and to the point, yet it indicates a caring and responsiveness, thus making the sender feel that his interests and concerns are being, or will be addressed in the near future.

As someone who has been involved in both Leadership and Sales Training for over three decades, I have always emphasized responsiveness. It is rude and wrong to not return telephone calls, or give someone a complete answer. It is equally wrong and ill advised to not respond immediately to emails, even if it means just sending an email immediately saying it will be looked into, and you will get back to the person. This should be and is common sense, but as we know, common sense is rarely common.

Those That Don't Know Must Reserve Comments Until They Do!

There is very little as aggravating to a professional consultant than when ill-informed individuals find it irresistible to offer their opinions on issues that they have little to no knowledge. Perhaps the most aggravating is when these individuals banter around numbers, financial figures, or analysis based on incorrect or faulty premises. One of the major "problems" with using data or numbers, is that it often follows the computer rule of "junk-in, junk-out." All too many untrained individuals either misinterpret data, or do not actually understand it, yet find it seemingly impossible to "remain on the sidelines" when they have nothing to offer. Whether this relates to organizations, politics, individuals, or consultants/ agents/ representatives (including Real Estate Professional, and Financial Advisers), it would be beneficial if the attitude of "piling on," or merely speaking to hear themselves speak, would and could be avoided!
 
As a professional negotiator and conference/ convention/ event planner/ organizer for more than three decades, it is even more aggravating dealing with these types of individuals, because their momentary lapses in judgment, are so often extremely detrimental to achieving optimum results. A quality, professional negotiator understands, almost to a science, what needs to be negotiated, and what is realistic and fair to ask for. Asking either too much or too little can be potentially equally disastrous to getting the best results in a negotiation. The opinions and interference caused by often well - intentioned, yet nearly clueless individuals regarding conference/ convention/ event planning and organization, can cause poor planning, lack of preparedness, efficient time utilization, etc.
Prompt responsiveness is essential in many aspects of various dealings. While professionals generally understand and appreciate this necessity, others often procrastinate or delay, which in many instances, causes cost overruns, inadequate or proper planning, and lack of necessary and proper attention to detail.Similarly, everyone seems to have an opinion, and most can't avoid the tendency or temptation, to voice it, regardless of whether it is factually based, and this often creates disastrous results as related to real estate and investing.

One of the most overused terms by these types of individuals is "micromanagement." It seems that whenever someone tries to explain away a lack of preparedness, they say they don't want to micromanage. To make it even worse, many of these individuals become "defensive" and object to receiving input, because they claim that they "refuse to be micromanaged." What does that mean? If one does not give feedback that is necessary to remedy and correct errors, the professional is neglecting his duties. Yet, the same individuals that are so woefully inadequately prepared in terms of understanding necessary issues, will complain that giving them input is micromanaging.

If all volunteer leaders were so well prepared in all necessary aspects, then there would be no need to utilize the services of a professional consultant. Unfortunately, however, most individuals that ascend to positions of organizational leadership are often not prepared. While it might be considered somewhat harsh to refer to many of these people as "clueless," that is often the case. Many of these well - intentioned individuals are in way over their heads.

This will continue to happen as long as organizations do not recognize that training is so essential for leaders. Organizations using professionally designed and administered leadership training programs generally experience far better leaders, and evolve successfully.

Budget Using the ABCDEF Method

In well over thirty years of working closely with hundreds of not- for- profit organizations, and hundreds of more for profit businesses, I have observed that one of the major weaknesses is in the area of effective and meaningful budgeting. Far too many organizations look to the budget process as a tedious exercise, if not a nearly total waste of time and effort. They have observed how their organizations have treated previous budgets, and question whether the effort is worth it. However, those organizations that use budgets and the budget process in the appropriate manner, develop a stronger, more responsive organization, that is more efficient, more relevant, understands its direction including its strengths and weaknesses, and therefore more capably prioritizes its efforts and expenditures. One of the best formulas for this budget process is what I call the "ABCDEF" Method.
It should be understand that while this article refers to organizations, it is just as relevant to businesses of any sort, as well as to our personal need to budget!
 
1. The "A" is for acknowledging the need to go through the budget process in a meaningful manner. That means committing to examine all aspects of both revenues and expenditures, and budgeting based on needs and prioritizes, instead of merely continuing the status quo. Part of this commitment must be using zero- based budgeting, which includes examining each line item on its own merits and then determining what it is worth to the direction the organization needs to go in, and the group's needs.

2. "B" is for making the budget one that is benefit based. Budgets must be designed to provide the most value to the organization, its vision and mission, and its constituents, members and supporters.

3. "C" represents creativity. Budget molders must look for alternatives, and sometimes creative
outside- the- box alternatives must and should be considered.

4. "D" stands for driving down waste. Only by properly developing a budget and utilizing it effectively is it possible to examine each and every expense area, and to objectively look for waste and/ or inefficiencies that need to be addresses and corrected. There must be no sacred cows, but eyes must be focused at the goals, vision, mission and needs of the organization.

5. "E" should be obvious, but is often overlooked. This process, to be done correctly and in a meaningful manner, requires effort, experience and expertise. Just because someone states that they want a meaningful budget does not necessarily mean they will do, or are capable of doing, what is needed.

6. "F" represents fiscal/ financial reality. Budget creators cannot get bogged down in the past, and refuse to make changes because that's the way it's been done in the past. What are the financial needs of the organization, and what are the financial obstacles being faced? Are they short- term or long- term? Is this only a temporary hiccup or a trend?

I urge all organizations to take a serious look at how they approach their budget process. Do they follow a protocol? Do they heed the approved budget during the course of a year? How serious are they?

RESPECT Is Often DIfferent From BLIND Obedience!

How often have you heard someone speak about how important it is to treat others with respect, both because it's the right thing to do, but also if you wish it to be reciprocated? However, all too often, individuals abuse the concept of RESPECT with the need to always agree, or proceed with BLIND obedience. It is essential for each individual to balance the positive qualities of civility, fairness, open - mindedness, and positivity, with maintaining their personal integrity, and ability to maintain their independence, rather than overly trying to fit in by compromising one's essential ideals.

1. The essential components of respect should be understood and utilized. It begins with being rational and reasonable in one's goals, evaluations and expectations, and remaining fair. There must be an emphasis on empathy or putting yourself in the place of others and understand their needs, fears, concerns, perspectives and points of view. One's priority should be to support the team wherever possible, putting the needs of others and the groups in a high - priority position, while looking to enhance sustainability. These means not merely focusing on how things impact and benefit you, but paying extra attention to others' needs. Wouldn't it be nice if we all were considerate and caring, continuously seeking common ground? Finally, our emphasis should be on trying to get along and play nice.

2. Care must be paid to understand that respect does not mean you must always agree or conform. Do not proceed with merely blind obedience. This means you must prioritize being the best you can be, rather than a mediocre carbon copy of others. Therefore, stay true to yourself, and be yourself!

3. Learn as much as you can, and attempt to find ways to like others, even when you disagree with them. However, always realize that you must live your own life in a significant, goals - oriented manner.

4. It's a good idea to be introspective, but do so in an objective manner, understanding realistically both your personal strengths as well as areas that could use some attention. However, while maintaining your principles and ideals, take care to avoid becoming an idealogue, and avoid becoming preachy and/ or obnoxiously demanding.

5. Understand and appreciate the necessary nuances and individual needs and perspectives of others. Don't confuse nurturing (which is often positive) with pandering!

6. Remain aware and wary about than often fine line between desiring or demanding respect and support, with demeaning yourself with compromising your basis beliefs and ideals!

Respect, when used in a positive manner, is often a wonderful thing. However, truly being respected if often quite different than the empty platitudes and rhetoric often deemed appropriate by some.

However, there is also a tendency, for people to merely accept something said and/ or done, and/ or proposed, because of deference to an individual, employer, etc. Always proceed with your eyes wide - open, recognizing that no one is always correct, and you should listen effectively, and without prejudgment, and be willing to consider alternatives! 

How Does Your Website Reflect on You?

A large proportion of companies, consultants, professionals or even other individuals today have some sort or form of website. Some pay large sums of money to have these prepared and created by professional companies, or do so internally via their IT department. Others use one of many companies where you can create your own Website, and obviously that can be done and maintained for a far lower dollar cost. There have been many disputes and differing frames of mind/ perspectives about what is needed, and the more expensive creators of these sites will always insist that there will be many additional benefits to using their fancier and more professional site. On the other hand, many companies (especially smaller ones), professionals and independent sales individuals question whether the ROI (Return on Investment) will makes sense with their far lower budgets. Regardless of which course one follows in the development and maintenance of these sites, the key is often what is referred to as the SEO (search engine optimization) is optimized, or in other words, how the site may be found when people search for it via major search engines (such as Google, Bing, etc.). When one creates his site, regardless of the cost, it is important to focus on these four areas: 1. Philosophy; 2. Niche; 3. Objectives and Goals; and, 4. Quality and qualities. In today's increasingly digital world, and with so many seeking instant gratification and/ or quick answers/ responses, your Website often will either drive business to, or away! Doesn't it make sense to maintain a consistent message throughout everything you do?

1. When someone looks at your site for the first time, what does it say to them? What is your philosophy? Is it stated in a clear, emphatic, empathetic and meaningful manner? Does your Website indicate and clearly state the main message you are trying to say? Since studies show that people browsing the Web generally spend only a short time before determining whether to remain on the site, that first page (also known as Home page) must whet their appetite and attract them to stay on your site.

2. Are you all over the place, or do you tell others how you are different than your competition? Have you indicated and identified your niche? Do you tell the viewers what advantages there are to them to use you?

3. Do you have a central objective and goals? What are you trying to say about what you do, how you do it, and why you do it better than others?

4. Is your emphasis on merely being another in a large crowd, and trying to fit in with what others are doing, or does your message show that your focus is on offering the highest quality? If someone who did not know you saw your site, would they understand your unique or outstanding qualities, and be attracted to you, wanting to get more information?

It's not enough to merely do it! Do it by emphasizing who you are, what you do, and why you are outstanding!

Budgets: The Revenues vs Expense Debate

One of the most widely, and often hotly discussed issues debated in almost every organization, is whether budget gaps/ deficits should be closed predominantly by addressing revenues/ income received/ generated, or by reducing expenses. In nearly every case, the discussion deteriorates to the level of vitriol, with both sides of the debate seemingly unwilling to listen to the other. However, the reality is, that in most cases, balancing a budget responsibly can only be done through a balanced approach. When there is too much cost cutting, particularly when it is simply done either randomly or across the board, the result in the long term is often far more detrimental than the starting point. When the concentration centers almost entirely on raising revenues, especially when that revenue will mostly be gained by raising either dues or fees, there is often a resultant attrition of membership and/ or supporters. No organization ever grows or benefits (especially in the long run) as a result of either reducing what it offers or provides, or when it prices itself out of relevance.

1. Are most organizations' budgets bloated and/ or out of whack in certain areas? Absolutely, and that is precisely why there must be attention to detail and ramifications used when preparing these budgets. It must also be remembered, however, that even the best thought out and developed budget loses its impact when the organization simply adds expenses to it throughout the fiscal year. The best way to create a budget continues to be by using zero - based budgeting, and evaluating each expense on its own merits. Expenses must be looked at in terms of how much is being spent in relation to its priority for the group, as well as whether the organization is getting the most bang for its buck. Is the group getting its maximum benefit, or can the desired result be achieved using an alternative, often less costly approach. Should the expense area be kept the same (meaning it is optimum under the fiscal conditions), reduced or increased. It should be reduced if either it is not being done effectively, or if the level of priority has been reduced from what it was. It should be increased if at that spending level the organization needs to spend more to achieve a priority that has an essential impact. I refer to that process as ramification expense priorities.

2. Should, and must dues, fees, and other member - directed revenues be adjusted upwardly? Groups need to look at their fees in relation to what other similar groups charge, as well as by the economic realities of the day. Has the organization created a strong enough feeling by distinguishing itself by the value and services it provides? How loyal are its members, supporters, donors and sponsors? What has been done in terms of motivating positive feelings and support? The reality is that revenues often need to be adjusted, but must be done in a way that the overwhelming number of supporters question the value of remaining involved. That can only be done when a rational, balanced approach is utilized. The most sustainable organizations have come to realize that small inflation - indexed dues increases rarely create negative feelings or ramifications, and thus they use a cost of living adjustment method of annually increasing revenues. Those groups that try to maintain their dues, etc., at present levels, and then find itself needing to make a substantial increase at a particular time, are usually the ones that create resentment and resistance.

Every action an organization does has ramifications. Failure to act can threaten its very existence and financial stability, but acting without analysis and balance can have an even more deleterious impact.

Managing Time Effectively

While each of us have the same amount of time in our day, doesn't it seem that some people get far more accomplished in that period than others? Most of us tend to treat money and possessions as treasured assets, while neglecting to protect and maintain our most treasured resource, which is time. Benjamin Franklin said, "Lost time is never found again," and those words are truer today than ever.

There are numerous steps and ways that we can better use our time. These include:

1. Creating to do lists help us organize ourselves, and give us a way to check off items when completed. One of the great benefits of doing this is that it reduces our chances of forgetting something, while often streamlining our activities procedures. If one creates this list (either on paper or on some digital device such as a P.D.A., etc.), it helps most of us focus at what we wish to, or need to accomplish in a specific period.

2. Most people spend far too much time doing "busy work," and then "panic" at the last minute when a task has not been accomplished. If a task is a multi- step task, it is often a good idea to create a detailed Action Plan, breaking the larger task into a series of necessary or essential sub- tasks. Each of these sub- tasks should be as detailed and organized as possible, and it is necessary to assign a specific time line for each task that is needed to be done. Remember that nothing positive can ever happen until, and unless, you begin!

3. Sometimes, one of the most obvious differences between someone who uses time better and someone who does not, is simply creating a personal routine. One should allocate time each day (and a specific time period, if possible) to each of those personal items that make your routine complete. That includes exercise, reading, entertainment, shopping, etc.

4. These theories and actions should be applied to both one's business life as well as any involvement in organizations, etc. Having worked for over thirty years with both business and organizational leaders, it has become quite clear that different individuals vary in their degree of organization, and time utilization. There is an adage that if you want something done that you should assign it to a busy person, and it is a truism because the busiest people are often the most efficient. Of course, it is important to evaluate if one is simply busy doing "busy work" and accomplishing little, or efficiently handling tasks in a timely manner.

As I have taught and written many Leadership Training programs over these last more than thirty years, I have devoted more and more time and emphasis to the importance of managing time. Often, the person who seems to have the most free time has it because he has more efficiently and capably managed his time. Don't be misled by someone who seems to spend countless hours on a project, because there often is not a direct correlation merely between time spent and quality of the work. It is not how much time one spends, but the quality and efficiency of the labor.

There Are 2 Necessities For Quality Customer Service!

How many times have you had some concern with some company, and the representative referred you to the Customer Service department? Or, become upset, for some reason, and feel somewhat ignored by your personal representative or agent, such as a Real Estate Professional, or Financial Adviser? How often have you found that experience either distasteful, disappointing, a waste of your time, etc? Has the result of your experiences with customer service left you feeling that, unfortunately, far too often, it is an oxymoron for many organizations to call what goes on in these department, "customer service?" Since common sense, far too often, is the rarest of business commodities, perhaps it would be a good idea to recommit to truly providing customer service, which should contain merely two essential components: 1. The customer should always come first; and 2. Service and solutions to anything that creates a less than stellar experience should be the top priority.

1. Every business, and/ or independent representave/ agent, must realize that without customers (and preferably loyal ones), they would not exist. They are the ones that spend their monies, use the products or services, and hopefully refer others to that business (especially if they are happy and satisfied)! Wouldn't it, therefore, make sense, for a business to do whatever they can to keep these individuals satisfied (or at the very least, not dissatisfied).

2. What ever happened to pride of performance, thus prioritizing constant and consistent quality, as a matter of course? I recall a situation, where I had an issue with a shipping company that was to deliver two large boxes to a property where some construction was being performed, and when they were not delivered when promised, I called to question the status of the delivery. Rather than treat me with empathy and appearing to care and try to help, I was given a run around, told to call another number (with the explanation that they were not authorized to call another station within their own department), disconnected, left on hold, and the delivery was not delivered for an additional five days, without any offer of making amends, and with merely empty and meaningless apologies that appeared as insincere, as their service seemed incompetent. Since this company consistently advertises the quality of their service, that exacerbated the situation and put an even worse taste in my mouth. Realistically, would I ever use them again unless I had absolutely no other option? Wouldn't you, if you were them, realize that their inferior service would have me repeating my experiences with my sphere of influence?

How often have you been displeased with the services provided by companies or businesses? Isn't it about time, in this highly competitive world and business environment that we live in, that they focus on this key ingredient and component to being successful? Let's urge businesses to stop making "Customer Service" an oxymoron?

Selling Is About Listening To Needs!

Everything we do in life involves selling. Each of us either sells a product, a service, or ourselves. While many individuals outwardly indicate a disdain of some sort either towards selling or salespeople, the reality is that everyone sells. Therefore, since sales is a reality of our existence, doesn't it make sense to understand more about what it is, and how to use professional sales techniques and concepts to our best advantage? While there are many specific techniques that are often taught or trained, superior selling requires a dedication to effective listening, and an understanding that it's rarely about what you want, but rather what your customer, client, patient, friend or family member wants and/ or needs. One of the reasons so many people have negative views about selling and/ or salespeople, is the perception that individuals don't listen, or care, about their customers or clients, but focus only on what's best for them, personally! While this is often merely a perception, rather than fact, it still must be understood, addressed, and focused upon! Those real estate professionals and financial advisers, must take this into consideration, from the onset, and throughout their relationship. However, you must remember, and take to heart, that this must be your true intent, and not merely some empty rhetoric, or exercise!

1. It always begins with being an effective and quality listener. This means learning to dedicate far more energy and attention to listening than nurturing your own need to be heard. Many of us think we are good listeners solely because we hear what others are saying, and remember what the gist of the message might be. However, hearing and listening are far different entities, because listening is an interactive and proactive activity, while hearing is far more passive. When another person is speaking, the first step is to be able to wade through some of the minutia and fluff, and separate the ue message from the rest. It is essential to avoid reacting to what you might believe or anticipate is being said, but rather one must develop both the skills and the discipline or patience to wait to fully understand what the message actually is. Far too often, in our haste to respond, or in an emotional reaction, we immediately answer a question, while often not truly understanding what the real question or concern might be. The key to effective listening is to first listen carefully and patiently, and to ask questions that better clarify the concern, before responding. Far too often, individuals open up a sort of Pandora's Box, because their hasty answer brings up questions and concerns that often were not originally there.

2. The key to using this listening effectively is to realize that others care about their concerns, and not yours. When explaining something to someone else, it is necessary to empathize and understand what is being said from their perspective, and not yours. Patience and seeing another's perspective are often the greatest challenges to quality selling.

Learn as much as you can about sales, regardless of what you do. Using these techniques invariably improve your abilities to get things done in a positive manner.

How Do We, & How Should We, Examine Economic Data?

Economic data and financial news might be the most analyzed and, at the same time, the least truly understood information in the news today. For example, is the fact that, if, China's economy continues to grow good or bad news, and why? One analyst might report that China's continued growth is indicative that there is still growing worldwide demand, which should be good for the world's economies. At the same time, other analysts will see this growth as occurring as a result of the Chinese government pumping large infusions of monies into their economy, and at the same time, artificially keeping the value of the Chinese currency "cheaper" than it would be if it were permitted to be freely traded on world markets. Still another economic analyst states that this growth is causing runaway inflation and an overheated economy, that the analyst then refers to as "The flip side of the American economic problems." All the time, others discuss how accurate or truthful, the data China publicizes may, or may not be!

The economic analysts breathtakingly await the various weekly "reports," including the jobs reports (which should actually be referred to as the 1) Those submitting new preliminary unemployment applications; and 2) The official unemployment rate. Then, they argue about the numbers, which are invariably either better or worse than "expectations." Whose expectations, and why do we continue to refer to them if the actual numbers are almost either better or worse than anticipated? The official unemployment or joblessness rate is another curious number because it only includes those that are still actively searching for employment- that is, are presently collecting unemployment benefits. Therefore, this does not refer our count the under-employed, the consultants whose income have dwindled, commissioned salespersons incomes, or small business owners (who are ineligible for unemployment benefits). Many believe that the approximately 5.7% official rate becomes closer to 9 or 10% (or even more), when these situations are also included.

The inflation rate, or the manner in which the Cost of Living rate are calculated is another controversial situation. If gas at the fuel pump, and home heating oil have risen dramatically, and airfares are significantly higher, and tolls and train fares have jumped, and food per ounce is significantly more money, am I the only one that wonders how the official inflation rate is stated as being very, very low. On the other hand, some economists refer to lower oil and gas prices, as being a negative scenario, while most of us consumers, rejoice when we pay less at the pump. Terms like seasonally adjusted, commonly used, essentials, non essentials, etc., further confuse the issue. Suffice it to say that I doubt there are too many people who believe that inflation number. Of course, for we conspiracy theorists, we might find it curious that the same government who has a vested interested in keeping the official numbers low (political, Social Security Indexing, government union contracts, etc), are also the ones that calculate this index.

One month we show improvement in housing starts or housing sold. Another month a drop. However, is this an increase or drop from what levels, and how long does a homeowner have to wait to have his home sold today versus a few years ago, and at what price point. Also, since this differs from region to region, and even often without a smaller geographic area, is there much real value, in observing these, out of context?

Mortgage interest rates remain low, which most consider a positive thing, but others state shows weakness in the economy. The flip side of this, is that seniors, who often depend on the interest they receive on their principal, are challenged when banks pay, such small interest rates!

The point of this discussion is simply that we should all be cautious and beware when we see these financial and economic indexes and numbers. While they no doubt, may have some limited value, I question whether that value makes up for all the 'spin," confusion, and misinformation that we receive whenever any of this data is released.

Why We Need To Re - Focus on the Fundamentals of Educating?

When I went to school, the philosophy was to teach the "3 R's," reading, 'riting and 'rithmetic. Having come into contact with many college students and even graduates, I have found that many exhibit poor writing skills. When I have interviewed young people, and requested three paragraphs from them as part of the process, the result has convinced me that today's educational system has not sufficiently emphasized this aspect. While certain new developments and advances have furthered educated, this de-emphasis in necessary skills has been detrimental to our future generations. In our day - to - day lives, the lack of these fundamentals often complicates many processes and activities, because individuals find it challenging to clearly communicate, and/ or understand some instructions, guidelines and ideas. Understand that many processes and transactions include somewhat complicated instructions, paperwork, etc., and/ or a certain basic understanding of some math concepts. Think about this, as it relates to either the real estate, or investing processes!
 
Many of these young people are otherwise extremely bright and talented, so the lack of writing skills cannot be attributed to a any lack of intellect, or intelligence. My conclusion is that when schools and school "policy makers" decided years ago that other things were more important to teach than the "3 R's," they de - emphasized formal writing skills. Many of the same young people who have difficulty writing, have an incredible grasp of concepts, and an otherwise superb skill- set. However, it appears that many schools have maintained emphasis on only one of the "R's," reading, while placing far less emphasis on either writing or arithmetic. Many of the young people who exhibit writing challenges also have far less mastery of basic mathematical skills, such as addition, multiplication, subtraction and division. These individuals have been taught many sophisticated ideas and concepts mathematically, but a large number must depend on a calculator or some other device to do even the most basic of mathematical functions.

Have there been some benefits to today's students because of this change of emphasis? There certainly have been in the areas of technology, technology usage, interpretation, music and the arts. However, where I believe the system has "let down" these "kids" is in mastering many basic skills. In the attempt to educationally "reinvent the wheel," and correct some of the "malfunctions" of previous educational policy (such as teaching by rote, memorization, and not relating what was being taught to practical usage), the "new education" causes huge gaps in necessary skills. For example, if someone cannot adequately put thoughts to paper, how is one able to express himself to others? Today's over-dependence on such things as "texting language," has created a generation weak in grammatical skills, spelling ability, and vocabulary. The "abbreviations" used instead of words, the shortcuts, etc., are fine when using SMS or MMS media, but are not the optimum way to communicate in a regular written document, either on paper, in a Web- article, in a well- written Blog, etc.

Hopefully, educators will realize that written and basic mathematical skills are a necessary learning block that must be taught, used and mastered, if more sophisticated ideas are to be optimally learned. Educators must also learn that while the "3 R's" may not be "fun," they are necessary in the real world of everyday life and business. Many colleges and universities have realized the lack of these skills in their students, and have begun to emphasize important skills, such as writing. However, isn't it somewhat unfair to college students to have to shoulder addition stress and burden to have to first master these skills in college (often extending the length of time it takes to graduate, plus the additional expense), when the basics should have been adequately taught prior to that. One of the reasons that the SAT exams now has a written component is because of the recognition of writing as a necessary and essential skill.

Parents should emphasize these needs to their School Boards when children are younger, so that college students are far better prepared. Parents should do this from both an educational as well as financial point of view. Does anyone really believe that this educational deficiency and the fact that most students average five or more years to finish college today, are unrelated? Let's get back to some basics, so that students will be better equipped to handle life's challenges and needs!

Why Negotiating Is Both An ART & A SCIENCE?

Have you ever thought about how many aspects of life are related to, or involve negotiating? Isn't it a fact that nearly everything we do ends up more successfully if we are capable negotiators? However, despite the fact that it is so important, whether we are involved in selling, leadership, contracts, any business aspect, as well as in our day - to - day interpersonal dealings, very few individuals ever fully explore the needs, requirements, components, techniques, or nuances that are so relevant. Unlike many other techniques, effective negotiations must be understood as both an ART, as well as a SCIENCE! Never under - estimate how important quality negotiations are to most activities. It is not a simplistic activity, but must be understood, practiced, and perfected. When one selects a Real Estate Professional, it is extremely relevant and important, to fully consider how professional and capable a negotiator, your prospective agent might be!
 
1. The A, R and T of ART should help propel us towards creating the best opportunity for success. Of course, it begins with the right attitude, which must be positive, proactive, and one that willingly cooperates. When this becomes the opening mindset, the negotiations are approached to bring forth a win - win scenarion, rather than an adversarial beat you opponent one!

2. Never go into a negotiation unless you do so by seeing reality the way it is, rather than merely the way you might wish it to be! This requires a commitment and search for actually understanding needs and nuances, and going forth with an open mind, rather than prejudging.

3. No negotiation, no matter how well trained or qualified the negotiator may be, will bring forth the results you desire unless you understand that there must be mutual trust between negotiating parties. However, one can't just hope for, expect or ask for this type of trust, but rather must earn it, by a combination of his actions, empathy, and commitment to absolute integrity.

4. As essential as the ART is to this activity, it must also be understood that there is also a SCIENCE involved. This must always begin by focusing on your search for agreement. How can this go anywhere meaningful unless both sides commit to, and seek agreement/ meeting of the minds?

5. It is important to aim towards some degree of common ground, where neither side feels he is merely winning or losing.

6. While you can use all your efforts and best intentions towards achieving these necessities, one can never control what others do or how they may behave. Therefore, it is important to proceed with ingenuity and absolute integrity.

7. Listen effectively, and view needs from the eyes of the other party. Only when there is a focus on empathy can progress be made the way you desire.

8. Remember that things are rarely simply black and white! Effective negotiating requires mastering the various nuances.

9. You must have a certain degree of clarity and consideration, if you want to end up with a contract where both sides feel resulted in a fair and reasonable manner.

10. Is your energy level maintained at a the highest possible level, in a positive, meaningful and significant manner? Lethargy and negativity are generally the cancers to successful negotiations!

The better you understand what negotiating involves, the more effective you will be. The combination of a variety of skills, perceptions and attitudes, used in a synergistic manner, will usually get you to the point you wish to be.

How To Choose A Consultant?

Many individuals represent themselves as qualified consultants. These people often represent themselves as experts in specific fields of endeavor, with special skills, knowledge and expertise that makes paying their sometimes exorbitant fee justifiable, and even a necessity. Many so called experts are simply trying to set some product, service or program that often benefits the consultant to a greater degree than the organization. Whether you are seeking help and/ or assistance, on a personal issue, business or organizational one, or seeking the best representative/ consultant to meet your needs in real estate and/ or finance (e.g. selecting a Real Estate Professional or Financial Adviser), it is important to be able to select the best individual to meet your needs.
 
If one is searching for a consultant, I would strongly advise staying away from any consultant who insists on using a one size fits all approach. A good consultant is an effective listener, who thoroughly listens before making any recommendations or proposals. I have witnessed far too many so called consultants who made self serving recommendations that ultimately are harmful to their clients. In my three decades plus of consulting, I have worked hard to develop a reputation for always placing my clients first. I steadfastly object to those that soil the reputations of all consultants by acting in unscrupulous manners, and hurting the image of the many honorable and reputable consultants.
When considering retaining a consultant, it is essential to get recommendations from others. However, like so many other times, the individuals given for recommendations are either friends or others that are certain to only give glowing recommendations. Consultants should dedicate themselves to their clients, and serve the need of their clients.

It is the responsibility of a consultant to listen thoroughly before making any proposal. Each organization has a different ethic and culture, different needs, different financial considerations, different demographics, and different membership and leaders. Professional consultants have learned to always collect their fee up front, because otherwise it may be difficult to give an unbiased and honest opinion. After observing and listening thoroughly, a consultant must help the organization to create a risk/ reward chart, and be certain that the leadership of the organization fully understand and appreciates the complete ramifications of all actions. Consultants must also be able to explain that doing nothing is in and of itself, taking an action. I believe that a good consultant needs to explain to an organization's leadership that taking no action very often has far more dire and adverse results that even taking the wrong action. Far too many organizations do many things less than optimally. They often budget incorrectly, do not see the big picture, spends too much on certain items and too little on others, and almost universally, spends an inadequate period of time effectively training its leaders.
Many organizations can benefit from using the services of a consultant, but it must be the right consultant. Choose wisely.

Factor in risk/ reward, quality, approaches, and how well you believe you will be able to work with a specific individual, etc. Often, who you opt for, as a consultant, will directly impact how well you proceed! 

You Will NEVER Get What You Want, UNLESS You Ask, & Close The Deal!!

Everything we do in life involves the sale of either a product or a service. While many professionals often cringe at agreeing with that premise, the reality is that in some manner or other, each of us need to sell either ourselves, or someone else, on either an idea, a service or a product.
Having trained salesman and marketers, as well as their managers, for over three decades, I have observed innumerable individuals who never achieve the results that others, who often appear to have less talents or abilities, end up with. Many marketers and salespersons make the mistake of painstakingly preparing and rehearsing their presentations (or "shpiels"), and often give a technically near-perfect presentation. However, often others with lesser presentations end up with far superior results. Whether you are involved in a person - to - person business (such as being a Real Estate Professional, or Financial Adviser), or work in a customer relations position (understanding that all interactions with the public, involve some degree of customer service/ relations), or have issues with family inter - reactions, you still need to understand how important it is to ask, and how to do so efficiently, and effectively.
 
The main reason for this often is something that is referred to as "closing," or "the close," or "the ask." When someone does not ask the person he is presenting to for some sort of commitment or agreement, he rarely will get it volunteered. Effective and productive presenters realize that one must ask something like, "Doesn't it make sense?" and wait quietly for a response before proceeding.
When these same people role play, or rehearse their technique, they nearly always do close. Then why don't they when the real opportunity comes up? At one point, I over-analyzed this situation nearly to death. I "bought into" all the philosophical "mumble-jumble" that is given by those without true experience or expertise, who have simply read or heard something somewhere. However, over time, I have come to a very simple reason why closing is not done in real-time situations. Many individuals have difficulty going outside their own personal comfort zones, to ask for the "sale" or "deal" or "agreement." When one does not ask, they almost never get to the "deal" stage.
The same is true in negotiations. I have conducted hundreds of negotiations in the last three decades. One only has a chance of getting any type of adjustment or concession during a negotiation if you ask openly for what you want.

Therefore, it is important that each of us understand that it is not the presentation that counts, as much as the "close." If you really want something, you must ask! Too many of us make excuses, and blame others when we do not achieve our objectives. Achieving objectives is very often dependent upon taking personal responsibility and doing what is necessary to get it done

Budgets - The Revenues Versus Expenses Discussion

One of the most widely, and often hotly discussed issues debated in almost every organization, is whether budget gaps/ deficits should be closed predominantly by addressing revenues/ income received/ generated, or by reducing expenses. In nearly every case, the discussion deteriorates to the level of vitriol, with both sides of the debate seemingly unwilling to listen to the other. However, the reality is, that in most cases, balancing a budget responsibly can only be done through a balanced approach. When there is too much cost cutting, particularly when it is simply done either randomly or across the board, the result in the long term is often far more detrimental than the starting point. When the concentration centers almost entirely on raising revenues, especially when that revenue will mostly be gained by raising either dues or fees, there is often a resultant attrition of membership and/ or supporters. No organization ever grows or benefits (especially in the long run) as a result of either reducing what it offers or provides, or when it prices itself out of relevance. This discussion, although specifically focused on organizations, and not - for - profits, is relevant to every business, whether large or small, or even every small independent contractor (such as Real Estate professional, financial adviser, etc)
 
1. Are most organizations' budgets bloated and/ or out of whack in certain areas? Absolutely, and that is precisely why there must be attention to detail and ramifications used when preparing these budgets. It must also be remembered, however, that even the best thought out and developed budget loses its impact when the organization simply adds expenses to it throughout the fiscal year. The best way to create a budget continues to be by using zero - based budgeting, and evaluating each expense on its own merits. Expenses must be looked at in terms of how much is being spent in relation to its priority for the group, as well as whether the organization is getting the most bang for its buck. Is the group getting its maximum benefit, or can the desired result be achieved using an alternative, often less costly approach. Should the expense area be kept the same (meaning it is optimum under the fiscal conditions), reduced or increased. It should be reduced if either it is not being done effectively, or if the level of priority has been reduced from what it was. It should be increased if at that spending level the organization needs to spend more to achieve a priority that has an essential impact. I refer to that process as ramification expense priorities.

2. Should, and must dues, fees, and other member - directed revenues be adjusted upwardly? Groups need to look at their fees in relation to what other similar groups charge, as well as by the economic realities of the day. Has the organization created a strong enough feeling by distinguishing itself by the value and services it provides? How loyal are its members, supporters, donors and sponsors? What has been done in terms of motivating positive feelings and support? The reality is that revenues often need to be adjusted, but must be done in a way that the overwhelming number of supporters question the value of remaining involved. That can only be done when a rational, balanced approach is utilized. The most sustainable organizations have come to realize that small inflation - indexed dues increases rarely create negative feelings or ramifications, and thus they use a cost of living adjustment method of annually increasing revenues. Those groups that try to maintain their dues, etc., at present levels, and then find itself needing to make a substantial increase at a particular time, are usually the ones that create resentment and resistance.

Every action an organization does has ramifications. Failure to act can threaten its very existence and financial stability, but acting without analysis and balance can have an even more deleterious impact.

Profitability Trumps Revenues!

Nearly every day, financial gurus analyze and often over - analyze the performance of a wide variety of business organizations. We often hear these individuals discuss an organization's performance in relationship to what are generally referred to as expectations. However, since businesses almost always either under or over perform in relationship to these expectations, an objective observer should realize and understand that there is a significant difference between expectations and facts. In addition, in many cases, there is far too much attention paid to gross revenues, when a company's bottom line is more dependent on profitability, which is the difference between revenues and expenses. When you invest money, are you looking at the long - term profitability, which will eventually create higher stock prices (in the long - term, but not necessarily immediately), or do you become excited by the hype created when a company's revenues increase, even if it is not accompanied by an increase in profits? Those selling their homes, must consider their personal needs, and not become overly dependent upon what they initially paid (do they consider other costs), opportunity costs of money, and their personal needs. While revenues might often be a somewhat relevant indicator, you must understand that their context, and especially, the bottom line, is far more important!
 
1. When company's prioritize revenues, they often do so at the expense of their bottom line. They do so because if these revenues come about because of ever - increasing costs such as materials, marketing and labor, the organization often does not benefit. The reality is often that, especially in more trying economic times, being overly sales oriented without paying sufficient attention to costs, diminishes and adversely impacts the bottom line. When a Realtor markets a house, does he consider how much time, money and other resources he expends, before merely celebrating the commission made. When these factors are understood, what might be initially viewed as a large fee, is realized to be, far less, in real terms!
 
2. Often, it may be easier to address controlling costs than increasing revenues. This can be achieved by a combination of factors, including spending more efficiently, being more effective, wasting far less time, and creating a strategy that objectively looks at the relationship between costs and revenues. No one can accurately see into the future, and thus, addressing expenses is often far more reliable than forecasting increased receipts. However, management must take care not to overreact and take draconian measures when more moderate, fiscally responsible approaches are called for.

3. The key to a business' success is their bottom line, not simply in the short term but into the foreseeable future. This means addressing all expenses and examining if one gains the most bang for the buck. Management must be careful that they do not cut the wrong expenses, but merely reduce the bloat, inefficiencies, and seek better and more efficient alternatives. Smart executives generally begin by utilizing a carefully prepared, organized and realistic zero - based budget, that is used as a true planning tool. Sometimes, draconian cuts will address the short term fiscal picture, but if done without planning and foresight, will often adversely impact the long term picture and performance.

Success is not based merely on how much revenue might be brought in, but rather the amount, degree and consistency of the profits. Smart business managers and leaders are far more concerned about profits and sustainability, than they are solely about revenues alone.

Understanding Human Nature - They Key To Effective Communication

How often have you personally wondered, or overheard someone else pondering the key components of successful, effective and meaningful communication? While perfecting communication skills undoubtedly encompasses numerous aspects and acquired traits/ knowledge, unless it begins with a clearcut focus on enhancing one's abilities and skills in terms of understanding human nature, there can be no way to effectively communicate. One of the most famous and successful life insurance salespersons of all times, Ben Feldman, insisted that success in any type of interpersonal sales required only about one percent technical knowledge, while requiring ninety nine percent understanding human nature. How can anyone effectively communicate his message if he lacks the ability to appreciate and understand the perspective, needs, nuances and preferences of others? The reality is that best salespersons, leaders, managers, etc., invariably are those that realize that the probability of getting one's message across necessitates effectively communicating, and that requires proactively seeking out learning as much as possible about human nature. When you evaluate and consider which real estate or financial adviser to select/ hire, be certain they are personalizing their approach, based on your needs, fears, priorities, concerns, etc., and avoid those following the "one - size - fits - all," or "My way or the highway" mindset!
 
1. What does understanding human nature actually mean? In the vast majority of situations, it requires proactivity rather than passive behavior, because one must use many of his senses, including his sight, hearing, etc., and pay attention to how others behave and act, and why. For example, the most successful salesperson is generally the one that finds his potential buyer's "hot button" and focuses on how the service and/ or product will improve something for the buyer. Understanding human nature means that the discussion must encompass needs, and unless one is willing and able to understand the various nuances, preferences, and even quirks, his ability to effectively communicate is limited and even diminished.

2. It is important to understand that others are generally far more interested, and therefore potentially motivated to action, when the discussion is about them, and their needs. Great communicators invariably discuss issues and ideas in terms of how they impact and serve others, and not merely in terms of services offered. Most people need to know how something impacts and effects them, and why, rather than merely being told about services provided. In order to do so, the priority must be placed on getting a better idea and understanding of human nature.

Great communicators invariably are those that prioritize participatory discussions, because once you get others to participate, you learn far more about them. A two way discussion is true communication, while merely making a statement without participation is talking at, rather than the necessary speaking to, one's potential audience.

Investments, Using Real Estate

There is almost no one that does not realize that there are investment possibilities using real estate. Some people will tell you that they invest in real estate because they own a home, and they expect it to increase in value over time. While historically real estate has, in fact, increased in value over time, there have been periods where that has not been the case. When it comes to our homes, we should only look at them secondarily as possible "hedges" against inflation, over the long haul, but primarily we should consider where we live to be our residences, and the places of habitation, where we live. For example, some people who have purchased homes three to five years ago, may have seen the market value of their houses fall. While most of us believe that will be "corrected" over time, and the past year or two, has seen an upward correction, it is important to stress that we should not look at our personal residences, merely as short- term investments. Others have shied away from real estate investing because they felt they could not afford the amount necessary, while others have often improperly bought investments with the intention of "flipping" them in a relatively short period. There are numerous ways, in fact, that one can invest in real estate. Here are a few possibilties.

One of the most obvious methods of investment is to purchase a property or properties, and then rent them. Those considering this option must realize that there are risks involved, as well as positive possibilities. The positive possibilities include certain scenarios. One such scenario is buying a house or condominium at a very reasonable price, and being able to rent it out. In some situations, it is possible to generate a positive cash flow, meaning collecting more rent than the amount expended. One should remember however that there is also something known as the opportunity cost of money, which compares what might have been made if the money used, for example, for a down payment, were able to be invested elsewhere for a greater return. Another consideration should be the very real possibility that a tenant may either be slow in paying rent, or "skip out" completely, that the property go vacant for any period of time thus not bringing any money in while the owner still must pay the carrying charges, etc. In addition, one should figure in the wear and tear, insurance, utility costs, etc. Of course, the owner also gets certain tax advantages including such things as depreciation, cost deductions, and possible profits, as well as the possibility of the property appreciating in value over time. So, as you can see, like in most things, there are pros and cons in that scenario.

People using the above scenario should also make the decision whether they will be actively or passively owning this property. I advice speaking to a knowledgeable tax professional so that you fully understand the requirements of each.

Another way to invest in real estate is through a Real Estate Investment Trust (REIT) or as a partner in a Real Estate Limited Partnership. In both these cases, professionals manage the properties, and you are an investor. In most situations, your liability is limited to your initial investment. I recommend doing this, thorough due diligence on the general partner and/ or manager, as well as discussing all tax ramifications with a knowledgeable tax professional. Potential investors should always be vigilant and remember that there is no such thing as a "sure thing."

Many people have done very well investing in real estate, while others have suffered financial losses. Real estate, like many other things, can often be a value portion of an overall investment strategy, when used in the right set of circumstances for the right person. Real estate is often not nearly as liquid as other forms of investment, so that should also be kept in mind. However, there is a place for real estate, as a quality, meaningful component in an investment portfolio.

The Difference Between Ego & Excellence

One of the least understood behaviors is what most of us refer to as being egotistical. While some individuals voice much bravado and appear to be applauding themselves and patting themselves on the back continuously, someone with a truly healthy self image does not find that type of self praise necessary. The reality is that if someone speaks about achievements in order to demonstrate experience and expertise, and they were real achievements, that is not bragging, but if someone exhibits false bravado and overstates his achievements, then it is simply self promoting. Walt Whitman stated, "If you have done it, it ain't bragging." When you utilize the services of a real estate professional, investment adviser, or any other sales or service representative, be certain to be able to differentiate between mere bragging, overstatement, or ego, versus true excellence, etc.

1. There is often a huge difference between mere experience and true expertise. Just because someone has had some experience, it does not mean he has learned sufficiently from it, for it to provide some advantage or expertise. I'm sure we have all met people who appear to be egotistical, whose behavior ends up being more based on insecurity and the need for attention, applause, gratitude, etc., than it is related to any type of superior knowledge or expertise. For example, in politics, when a politician points to his record, it can either be a case of bragging, or true excellence. Was he actually the cause of the positive results? Were there actually any positive results at all? Especially as it relates to politics and politicians, there is often a distinct line that gets blurred between true achievement and excellence, versus falsely taking credit or distorting one's achievements. This is caused partly by convincing one's self that they were actually excellent and actually believing it, a desire to win and election, political spin, ego or false ego, or being delusional.

2. I have been involved in the event industry for well over thirty years. During that time, I have come across quite a number of people who thought of themselves as being event planners or event experts, while the reality was that they, at most, chaired a program, event or a committee, and perhaps got involved in certain aspects of the event planning process. Therefore, when it comes to event planners, while I can state that I will guarantee cost savings and superior event planning and superb results, that statement is not bragging but rather the facts based on my years of experience, my gained expertise and knowledge, and the results I have consistently achieved. On the other hand, it is bragging when someone who perhaps was involved in previous events but does not possess the prerequisites to be considered expert, claims to be an event expert.

3. Any real estate professional can make claims about how well they would service your needs, and how wonderful they are, in a unique, meaningful way, but mere rhetoric doesn't make it so. The smart customer or client, whether the buyer or seller, must ask questions, and carefully interview candidates, to assure there is a synergy between you, and the individual to represent you! 
 
Bragging is only offensive when it is untrue. Otherwise, it may be merely a recitation of the facts. In either case, however, it should be done with tact and without being offensive.

Stop Being Your Own Worst Enemy!

Are you often your own worst enemy? Do you tend to either blame others for your perceived problems, fail to fully and properly analyze needs, or insufficiently or inadequately plan, or tend to avoid to take meaningful, timely action? Is your self-belief such that your first thought is often doubt rather than confidence? Do you spend inordinate amounts of time on useless activities such as worrying or thinking of why you are going to fail? Do the words that come out of your mouth quickly develop a negative attitude that pervades every aspect of your existence, and contributes to a lack of self-confidence that nearly debilitates you? While many of us do not even think about these things, an objective observation of your behavior often indicates weaknesses that often cause you to end up being your own worst enemy. Those involved in sales, financial advice, real estate marketing, etc., must avoid the tendency to blame their perceived competition, conditions, because they are far better served, and more effective, when their primary focus and attention, is paid on how to be better personally, and achieve to the best of their potential, etc.

1. Self-doubts often pervade our behavior and brings on an overriding avoidance of needed self-beliefs and self-confidence. Our inner strength is derived from whether we believe in our personal value and values. Without those traits, we lead ourselves down the road that leads to a paralysis of analysis, where we prioritize avoiding conflict, action, issues, or anything that may challenge us, and develop an affinity for over-reliance on the easy and mundane, which permits us to hide inside a rather limiting comfort zone.

2. How much time a day to you spend worrying or concentrating about what might be uncomfortable, challenging, or may go in an alternative direction? When we wallow in our worries and dwell on self-pity, we diminish out potential for personal growth or improvement. Too many are so fearful of doing something wrong that they choose to do nothing at all, and then wonder why they did not achieve what they claimed they hoped for. It is important to consider if this non-productive behavior is because of some fear of failure, or is it rather a fear of success. Many individuals subconsciously fear success or good results, because they want to keep expectations low, so that they will not fail and disappoint in the future. When we read this it often seems nearly absurd, yet we witness this regularly in an overwhelming number of conditions and situations.

3. Are your words holding you back, and creating a less than optimal destiny? Is your initial reaction to challenges to revert to words such as can't, don't, impossible, problem, etc? Or, do you view obstacles as challenges that need to be overcome, and focus on transforming them to ways to get things accomplished, in a positive, proactive and positive manner.

You can either be your own best friend, or your worst enemy? It's always up to you!