How To Master Your Presentation?

How often have you been called upon to give, or been in a situation where there has been the need for you to get up in front of a group of people, and give some sort of presentation? Studies show that a large percentage of individuals become nervous, queezy and uneasy when this occurs, often feeling considerably out of their comfort zone. Unfortunately, this form of oral communications has often been largely either ignored or paid little attention to, and because of that, many presentations and presenters present an atmosphere of discomfort, boredom, and somewhat of a feeling of "why did I bother attending this," amongst attendees. Like most acquired skills, learning to, and actually giving a quality presentation requires dedication, commitment and an understanding of the process and the requirements/ needs. Whether you are making an individual presentation, such as those given by real estate and financial professionals, or an interpersonal one (non - business), or a group presentation, hopefully these guidelines might be helpful.

1. You'll rarely give a consistently quality presentation until, and unless, you thoroughly are prepared. This presentation means determining the goal of the presentation (i.e. what you want the attendees to walk away with), whether or not there is a need for accompanying visuals, doing your research and homework, understanding the group and its dynamics, etc.

2. Once you've formulated your information and materials, practice your presentation, and rehearse. This rehearsal should enhance your comfort zone, and anticipate questions and concerns that might be asked by the attendees.

3. Just like actors rehearsing for a new show, an effective rehearsal is never a one - shot event. The procedure must be repeated until your level of comfort with, and knowledge of, the materials, is nearly second - nature, and automatic.

4. Review your content in detail. Are you providing too little, too much, or just the right amount of information? Is the group that is attending prepared for the information you are giving? Will they welcome, or close their minds to new information, ideas and alternatives?

5. Are you comfortable going in front of a group? Are you so uncomfortable that your nervousness will create an impediment to a quality presentation? Rehearse in front of a mirror, look at your body language, continuously change the inflection and tone quality of your voice, and remember to speak more slowly than you feel you need to (because invariably nervous speakers rush). One's confidence is an essential of a quality performance!

6. Finally, consider your delivery, your performance, and whether or not you are engaging the group in an interactive manner. When one gets the audience more involved, it enhances the bond and thus the attention that the crowd will give you.

There is no one - step, easy procedure for enhancing your presentation skills. However, paying attention and being consistent, and thus using these basic six steps, helps to put you in the best scenario.

The Importance of Setting Personally Relevant Goals

One of the major reasons that individuals often do not achieve to their potential is that they fail to effectively set goals. Setting a goal gives one the opportunity to have "something to shoot for," and to focus on. There can be no true achievements if we do not set goals.

Individuals benefit when they set goals that they care about deeply! In real estate, for example, homeowners must be realistic and know what they need and want, and buyers must have a somewhat realistic philosophy and understanding of their needs, priorities, goals, what they can afford, and realities, as they all afford to their most meaningful goals in this process.

When any organization starts a project, it needs to set goals, in order to measure if the project was a success. In order to set goals, one should do the following:

(1) Think about what is the purpose or aim of the project.
(2) Think of an Action Plan to complete the project (See my Associated Content article on action plans).
(3) Determine a financial budget.
(4) Forecast a manpower usage budget.
(5) Create a realistic timeline.
(6) Be realistic, but "aim high."
(7) Figure out what assets or characteristics you and others have that will be helpful in accomplishing the necessary action to achieve your goal.
(8) Create a "wish list."
(9) Draw a line down the middle of the page. On the left side, list anything that might be helpful in achieving your aim. On the right side, list the obstacles that you can conceive of.
(10) Next to the obstacles, create an action plan to overcome those obstacles and challenges.

Many people speak of goals as if the mere creation of goals will cause you to achieve them. In my over thirty years of consultative sales and marketing experience, I have discovered that the creation of goals is merely the first step in accomplishing anything. Goals give you a parameter, to then create and work an action plan. Just as the mere creation of goals does not automatically cause success, the creation of an action plan likewise does not guarantee success.

In order to have success, one must first set the goals, then determine the best course of action, and then, most importantly "work the action plan." Nothing will get done unless all these steps are effectively done in sequence.

There are always individuals who look for a simple way to do something, bypassing effective and comprehensive planning, or stalling and setting no goals. Weak individuals become weak "leaders," and weak leadership is no leadership at all. When someone doesn't follow through on a personal matter, it hurts only that individual. When someone gets involved in an organization, and assumes a leadership position, lack of proper planning, organization and goal setting, is potentially disastrous. Goal setting is extremely important, but for one to achieve one's goals, action is necessary!

You Have To Know What You Want!

How can anyone achieve anything unless and until they know, in their heart of hearts, what they want to achieve, and what their use motivations are? Without understanding what makes us tick, it becomes extremely challenging to address whatever is most important to us. Those with meaningful goals begin with a well conceived and thought out plan, and well meaning intentions. The vast majority of individuals stroll through life, often working hard and believing they are doing their best, but never taking the time or making the effort to focus upon one's personal objectives, desires, and intents. Let's all commit to taking the time to look internally on what we want to achieve, because how can we get what we want if we don't know what that is.

In three fields that I am intimately involved in, the need for us to truly know our objectives are incredibly relevant, essential and necessary. As a leadership planner, I teach others how they must have a vision, dreams and a clear - cut, directed plan. As a financial planner, I've often seen clients that state they need income, but are unclear about how the vehicles used to generate income, are often somewhat dissimilar to those that aim for growth. Perhaps the clearest example of this is in real estate, where homeowners are unclear about their objectives, and potential buyers proceed without focus upon understanding what they can do, need, and can afford!
 
1. Each of us have a different set of things that motivate us to action and direction. Statistics and studies consistently indicate that most people let their routine become a rut, because they are often unwilling, incapable or not prepared to focus on what would make them happy. How is it possible to become a success, if you don't identify what that means to you? No one ever achieves to his personal potential attempting to accomplish someone else's concept of a goal or success. One of the most consistent failings is that far too few people ever take a sufficient amount of time or pay enough attention to what they want, what their goals are, and what that represents.

2. Once we create goals, then and only then, we can begin proper planning in a meaningful direction. Few people dedicate specific planning time and then combine that with creating an action plan to get where we want to go. Personal planning motivates us to set goals that will drive us in the direction we need to go.

3. What are our intentions, and how will we best serve our needs? Do we simply hope for the best, or are we proactive and follow organized steps to permit us to be in a position to achieve what we want to achieve? Never merely count on others to look out for our best interests, because the reality is that no one else will or should ever care about us as much as we should. Understand our intentions, and make sure that what we want is worth wanting, and will make us happy, not merely in the short term, but rather set us on a positive personal course.

What do you want for you? Have you the combination of goals, commitment to planning, and good intentions?

Being A Good Team Players Does NOT Mean Blindly Obeying/ Following!

There is an adage that "there is no I in team," and while an over-simplification, is often the essence of effectively getting a project done, and done well. Many people confuse being a "good team player" with not taking any individual initiative. "Team players" that follow that kind of behavior rarely benefit their team of organization, but merely are often using the "team player" concept as a justification for not doing what's expected or needed of them. A good "team player" works with others in the group toward a common goal or vision, and each individual works either alone or with others toward the satisfactory completion of certain goals. However, being a "team player" certainly does not mean that an individual should "blindly" agree with others, if he has good reason to believe that he is right, and that their decision is neither well thought-out, nor beneficial to the organization.
This applies to either getting involved in a group, or in business! For example, although you may truly believe (and have legitimate cause to) that the company you are associated with is excellent and has many virtues that outdo other competitors, avoid the trap of believing that everything is perfect, and automatically correct. Be part of the team, but remain true to your essential beliefs and truths!

In order to be a good "team player," one must understand the organizations needs, mission and vision. The individual must listen carefully and fully "buy into" the organization's significance. This individual must subordinate his own ego to the good of the group, and use his abilities to help the group. If the individual disagrees with the way the organization is going about achieving its goals, either believing the current methods being used are either incomplete, ineffective, or could be improved using another technique, it is the responsibility of that individual to respectfully approach the group and voice his concerns. This does not mean blaming anyone and certainly does not mean bead-mouthing anyone or anything. It means effectively explaining his case, and why changing the approach will improve the effectiveness and ability to achieve the organization's goals.
Unfortunately, all too often, individuals will accuse someone who disagrees with them of not being a good "team player." Very often, there is nothing further from the truth! If one really cares about an organization's mission, he will attempt to improve its ability to successfully achieve its goals, rather than simply following the less effective "status quo."

There is a big difference between trying to improve an organization to make it more effective, and making radical changes that changes the organization's identity, often abandoning the mission (or reason for being) of that organization. There is a clear and distinct difference between evolution and revolution. All organizations need to evolve and adapt to changing times, by improving the way certain things are done. Organizations that do that live on for a very long time, and continue to achieve and merit belonging. As I've evaluating numerous organizations over the last three decades, I have noticed that in most cases, organizations that follow the "revolutionary" approach nearly always fail, because many of their most loyal and fervent followers and supporters feel a sense of abandonment, and the reason (justification) for the organization's existence (which is its mission) no longer continues in a recognizable form.

Organizations need "team players," while nurturing leaders who have the vision to work with members for the common good of that organization! Great groups are great because of the unity of great people seeking the best solutions!

Quality Selling Is About Listening to, & Addressing Needs and Concerns

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.

If you've ever utilized the services of a real estate professional, or financial planner/ stockbroker, your principal concern should be how the individual will serve your primary and essential needs/ priorities, rather than merely sell you something they want to sell! Beware of the salesperson, regardless of recommendations or perceived abilities, that doesn't take the time, or make the concerted effort, to effectively listen, and respond to your needs, priorities and concerns!
 
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, impactful manner.

Do You Create Your Own Stress?

There is adage that we are often our own worst enemy for a very important reason, which is that it is all too often true! While many will say that stress is often unavoidable, it should be understood that one person treats and reacts to as stress, another views as merely one of life's challenges, and decides not to permit these obstacles to get in his way. More often than not, we let potentially stressful circumstances control us, rather than maintaining control over them. Personal stress is often intensified because many spend more time and effort worrying about what might go negatively, or what might go wrong, than focusing on best alternatives, methods, and approaches. Indeed, it is our perception that often creates our attitude, and when negativity out - battles our positivity, we resort to debilitating behaviors and fixations. Those that dwell in possible negatives inevitably bring on what they most fear. Whether this relates to your personal life, or business activities, there is a need to avoid needless worry, or to seek negativity rather than focusing on ways to get it done! For example, would you want to work with a real estate professional who constantly saw reasons why something would go wrong, rather than proactively work to assure that things would go right?

1. What is achieved by dominating worrying? Instead of being helpful and productive, when we permit our worry control our mindset, we shrink away from taking timely, needed and production action. While the adage that whatever our mind can conceive of and believe in, it can achieve, the opposite is generally also fact. Therefore, when our mind focuses on our fears and what might go wrong, we generally open up the floodgates for it to come pouring through.

2. Our level of harmful or debilitating stress is related to our personal attitude. The more we approach life from the positive, the better we are capable of handling and growing from our stresses. When the Nobel Prize Winner Dr. Hans Selye discussed stress, he referred to debilitating or harmful stress, which is non - productive, versus eustress, which is when we use things that happen or might occur, learn from them, and become even better and stronger. Strength of character is nearly always directly related to the level of our positivity of attitude.

3. Avoid dwelling on the negatives! Instead of being a victim of the paralysis of reality and perceptions, our best and most productive approach is invariably focusing on ways to get things done, and overcome obstacles, rather on how those negatives and potentially stressful scenarios might cause problems. The strongest individuals never perceive problems, but rather believe in challenges that the right alternative and approach will overcome and defeat.

Don't live your life as a victim of what might be! Instead, move forward by planning and taking productive steps to determine your own destiny.

Making Affirmations Work For You

Many wise men have made similar statements about the power of positive thinking in terms of getting things accomplished. In fact, the unifying thought of all of these statements is basically that one can either think they can do something, or think they cannot, and either way they will almost always prove themselves correct. Every year, many millions of dollars are spent by individuals who wish to improve either themselves or their "lot in life," and take various versions of positive thinking courses and seminars. While positive thinking undoubtedly improves success rates and efficiency, one of the greatest techniques for enhancing one's positive attitude, and thus their success, is using Positive Affirmations.

As a Licensed Real Estate Salesperson in New York, I have witnessed how the negativity or lack of belief, or repeated self - defeating actions and thoughts, of either a homeowner, a potential buyer, the real estate professional, or some other party to the transaction (mortgage broker/ agent; lawyer; home inspector; etc.), have either killed a deal or at least, made it far more difficult or stressful than necessary. Think about positive thinking and considering ways to do, rather than thinking of why it won't, would enhance the entire real estate transaction process.
 
Affirmations are positive statements that have special meaning to the individual. They are described as affirmations because unlike other statements, these statements should be made all from a positive point of view, using entirely positive wording. So, for example, if someone wanted to break their smoking habit, they would not say, "I'm not going to smoke anymore." Rather, their Affirmation might be worded, instead, "Since I am smoking- free, I breathe clean, refreshing area, and have more positive energy." As you might notice, there is no mention of the intent to stop smoking cigarettes. Rather, the affirmation is stated from the point of view that the action to stop has already occurred, and the affirmation sees and discusses the benefits. This is done to create a positive vision that motivates the speaker to take definitive action. An example of an affirmation that might assist in real estate might be, "I think of ways to enhance a meeting of the minds," rather than thinking of all that might go wrong!
 
To understand further how affirmations can assist one in taking action to improve or encourage a specific action or course of action, or to get someone to expand his "comfort zone," let's assume that an individual is very uncomfortable speaking in public. The usual self talk that people use would be "I want to be a better speaker," or "I am going to be a better public speaker." However, when using Affirmations, a suggested statement might be something like, "I enjoy the excitement of getting in front of a group, addressing them, and motivating that group to listen to me and my point of view, and then take action." Do you see the very important difference in the way these statements are structured?

Many individuals have told me prior to one of my seminars that they can't do affirmations because it seems too strange, odd or phony to them. I tell them to try the following exercise for a week, and see the changes it will make in their life. Think about ten things you'd like to do better. Write down ten Positive Affirmations. Commit to read these Affirmations at least three to five different times during the day and night, and each time repeat each affirmation at least five time. Read these in front of a mirror. Be sure that the Affirmations are items that are truly important to you at this time. Observe the changes in the way you view things, go about things, approach things and do certain things.
Those who commit to Affirmations will see numerous life changing improvements, simply because they commit to them fully, and believe they can.

All Consultants or Representatives Are NOT Created Equal!

Every year, thousands of corporations and organizations enlist the services of either an individual consultant, team of consultants, or a consulting firm, to address items that their leadership envisions need addressing professionally, by an impartial eye. Unfortunately, however, nearly anyone can represent himself as some sort of consultant, either in a specific area, or in a variety of areas, and while some of these individuals are excellent, and provide a fabulous, valuable service, others use consulting as a rouse to sell some sort of product or service. Major areas that consultants are called in regarding include, but are not limited to: business, financial, fiscal, and budgetary items; strategic planning; event planning, negotiations, coordination and organization; Board training and evaluation; business planning; etc. In addition, nearly every individual, at some point, uses the services of either a consultant, or a representative (who often masquerades as a consultant!). Some of those fields include: real estate transactions (buying or selling), financial services (including stocks, bonds, funds, and insurance vehicles), etc.

1. Your preliminary discussion with any honorable consultant should be a getting- to- know- you type of meeting, and should be free of charge to the organization, or an individual. Observe whether the consultant listens and asks pensive and examining questions, more than he speaks and tries to sell himself. Do not be overly impressed by fancy brochures and literature, or even elaborate presentations. You should be looking for a consultant that does not try to use a one- size- fits- all approach, but customizes his service directly to your needs and your organization's idiosyncrasies. Don't be overly impressed by fancy rhetoric or techno- jargon, because it often has little true value.

2. When a consultant is used for event services, he should guarantee his services will do several things for your event. Firstly, he should take away the hassles and headaches. Secondly, he should be able to negotiate in all related areas and foresee your needs. He should be someone who does his homework before he begins to negotiate, in order to find out what is needed and what the priorities and objectives of the event are. He should gather historical information, in order to gather am historical perspective and better understand the group's heritage and needs. He should never impose his will, but also stand up for what he believes should be done, and be able and willing to explain why. His negotiations should save considerably more money than the total of his fee and reimbursable expenses. He should fully explain his fee up front, and explain what he will do, how he will work intimately with the group's organizing committee, and make relevant suggestions.

3. Beware of any consultant who makes too big a deal about making governance changes, in order to address systemic problems and challenges facing the organization. While in a mostly healthy organization, certain governance models might work better for a specific group, governance should only become a priority during a healthy or relatively healthy stage, and not when there are other challenges. These governance recommendations are usually followed, in gradations and steps to follow, by meetings that you are charged for consultant's time, training sessions (also at a charge), and often with a beautifully prepared governance manual, that often is less valuable to the stability and well being of the organization than the paper it is printed on, etc.

4. When you seek the real estate professional or financial advisor who might be best for you, pay far less attention to the rhetoric, and much more to the actual ideas and/ or plans. Ask them what they will do for you, either better than, or differently than others, and why that is important. Are they willing to transparently tell you both the pros and the cons, without sugar - coating or flossing over the challenges. 
 
Always ask a prospective consultant about his fees, thoughts, methods, approaches, and what he feels he might be able to do for you, before you agree to his contract. Many organizations have cost themselves dearly by not carefully considering all of the ramifications. While many consultants are great and provide a wonderful service, like in everything else, there are always some "bad apples."

The Bottom Line Is The Essential Factor For Both Businesses and Individuals!

It has become human nature to search for "scapegoats" because it is generally easier to blame others. While there is no doubt that there have been many business abuses, restricting business earnings or profit potential is often an error. It is one thing to stem business abuses such as consumer fraud and/ or deception, usurious practices, etc. It is a far different thing to create onerous regulations on businesses that are very costly and time consuming for both the businesses and the regulatory agencies. The better the potential profit, the more probability for optimizing employment, and overall healthy results.

An obvious example of this "judgment error" relates to the banking regulations that were enacted as a "knee jerk" reaction to perceived anti- consumer abuses by banks/ credit card companies. While there is a need for bank and credit card industry regulation, much of this legislation that was eventually enacted will do little to actually help consumers. While it will cost credit card companies more, there is little or no evidence that it will actually help many consumers. It will simply be different, and probably end up being more costly, but not better for anyone.

The change in bank laws and regulations was intended to get banks to lend more money, especially in the consumer credit and home loans area. However, mortgages are not easier or more streamlined or less expensive because of this legislation! Interest rates on credit cards have not gone down! Credit limits have become considerably more restrictive. Banks and other lending institutions must now follow more onerous regulations and requirements, and they pass along these costs/ risks to the ultimate consumer.

Government must realize that punitive legislation and regulations, while being perhaps politically popular, rarely help cure anything. Businesses, by definition, are generally motivated by profits, and anything that has the potential to reduce their profits is compensated for in other ways. Therefore, when businesses are forced to pay additional fees, or comply with costly regulations, they generally compensate by either cutting services, or reducing employment. It would seem even more ludicrous, in these days when we have still not restored our economy, even after over 7 years of economic duress in the United States, and there remains somewhat of a worldwide economic crisis.

Our government leaders must understand that the best way to "fix" the economy is to get more people back to work. If one thinks the numbers presently are not positive, imagine what they would really be if  the numbers counted individuals who are "no longer seeking employment." There are a record number of workers out of work for a record period of time. Government must learn to earnestly speak to businesses, and develop a way to work together in a public/ private partnership, to give business incentives to put people back to work, while still protecting consumers. The time for rhetoric and political posturing is over - - it is now time for real action!

Also, it is important for the government, businesses and each of us, in our individual lives, to clearly differentiate between revenues and profits. In the end result, isn't it really about the bottom line?

It's How We Interpret 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 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."

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 5.6% official rate becomes closer to 10%, 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. 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.

Is inflation good or bad? Too much inflation, or not enough? Too much economic growth, or not enough? It all depends on who you listen to! Is it good or bad when oil prices rise or dip?

Housing data is another area that depends on interpretation? How are new housing starts measured? What other factors might contribute, such as weather, etc? How about mortgages, are they a true indicator or just another example of a subjective and/ or manipulated indicators/ actions? Price and sales comparisons often depends on how you interpret them, and the period reviewed!
 
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.

Responding To Email

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 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.

The last time you considered buying or selling real estate, if you corresponded via email, how quickly did you receive a response. In today's fast - paced, instant gratification - type society, unless one responds quickly, the representative will lose the business to someone who does. Since nearly every real estate professional carries some sort of smartphone, a response to every email should take from immediate to no longer than 15 minutes, especially during regular business hours, and even beginning from about 8 AM, until about 9 PM. Agents must realize that even if they do nor have all the answers immediately, they should respond that they will get back to the individual with the answers sought. Why carry a smartphone, if you won't utilize it smartly?
 
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, is 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.

You Will Never Get What You Want, Unless You Both Ask, and Effectively 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.

Many real estate professionals wonder why others, who they feel offer far less, and present themselves far worse than they do, have more clients, list more houses, and make more sales. While there may be many reasons for this, perhaps the most successful individuals merely ask more consistently or persistently, or focus on effectively closing the deal!

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.

Understanding Human Nature - The 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 one determines which individual they wish to become clients of, especially in fields such as real estate and financial services, take a deeper look into the individual and his attitude, behavior, and ability to relate to people, than to some of the more glorious, sometimes over- rated qualities!

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.

When it comes to the often essential area of negotiations, one must not merely follow some sort of cookbook, or one - size - fits - all approach. Only by understanding needs and priorities of others, and remaining empathetic, is it possible to truly meet the needs of one's clients in the most productive, effective and efficient way!

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.

Price May Make A Sale, But Service Creates Loyal Customers and Clients

Having done an extensive amount of sales training, both with sales representatives, as well as sales managers, over more than the last thirty years, I have invariably been asked about the delicate balance between price and sales, especially as it relates to profitability and customer creation. One of the biggest errors I have witnessed is when sales people believe they can buy a customer's loyalty, by immediately offering the lowest possible pricing. However, the reality is that while one may make a sale by low-balling a price, it is rarely in the long term interest of the company to make that the stand operating procedure. Similarly, when a commission - based representative (for example, in real estate or finance), what does it really same when someone tries to buy a sale by cutting his commission? What does that say about his service - attitude, as well as how he may value himself?

1. The most important need for effective sales and marketing is effective listening. Obviously, everyone wants to get value, especially in these economic times. However, the danger in concentrating most of one's marketing efforts on price, is that any other competitor can always match or beat your price, and you have done nothing to gain that individual's loyalty. For example, there are hundreds of places that wireless phones are sold near where I live, as I am sure is true nearly everywhere. Some of these places are exclusively devoted to wireless service, while others sell this alongside other products and services. Curiously, I have observed that many of these stores open, and within a short period of time, close up. I've noticed that the ones that close, for the most part, are those that attempt to entice customers by price and empty promises. On the other hand, in my neighborhood, one of the most successful of these stores, while always remaining competitive price- wise, excels in its customer service. They pay particular attention to helping even after the sale, helping with any setup that may be needed, and with any warranty or replacement phone issues. They do not nickel and dime their customers with excessive extra charges for items such as chargers, ear pieces, cases, etc. They bend over backward, not only to get the customer once, but to keep customers for the long haul.

2. Many local businesses have had to face the reality that the large "big box" stores are often difficult to compete with simply on price. Small businesses also, obviously, have nowhere near the same marketing/ advertising budgets as these large chains. This has created a situation where some local merchants have had to close, because of loss of revenue/ business. On the other and, other local merchants have flourished. What have these merchants that have been successful done that the others did not? In many cases, it was listening to what their customers were saying and what they wanted, as well as providing personalized service. In other words, the successful stores did not rely on price as their major weapon, but rather sought ways to create a niche for themselves that made them invaluable to their customers/ clients.

Effective sales and marketing technique requires the ability to think outside the box, and be a solution based, personalized enterprise. This is more true today than ever. The next time you consider buying or selling real estate, or purchasing a stock, understand that, in the long haul, how much you pay in commission is far less important than the overall results you get!

Selling Is Both An Art, And A Science!

When I first started in the investment and financial services field, more than three decades ago, the most productive representative in the company had a poster displayed prominently on the wall to his office that read, "Selling is like shaving. If you don't do it everyday, you're a bum!" The essence of that poster has remained "engraved" in my mind ever since, and that is, that yesterday's conquests are simply old news, and one must successfully do the same thing repeatedly in order to truly be a professional and an expert.

As I have trained many others in a variety of fields, including selling and marketing, training, management, leadership, negotiations, and many other areas since then, I have always incorporated the themes of everything in life being some sort of sales, and that effective selling is both an art and a science.

In seeking and evaluating the best real estate professional to fit your needs, select someone who uses both the science, as well as the art of selling. This means that they must be able to utilize all the necessary techniques, but must do so, in synergy with an enhanced understanding, perception, appreciation, and empathy with one's clients (and their needs and priorities).
 
Why do I call selling both an art and a science? A science is something rather precise, and proper sales technique is extremely regimented. The best salespeople use the same proven technique each and every time they give a presentation. Of course, after a while, it seems like it is second nature to them, but it is still a very exact, precise, thought-out and proven methodology.

On the other hand, two individuals can follow the same basic "scientific" technique, and achieve vastly different results. That is why I am stating that selling is also an art. The most effective salespeople relate well to others, and understand human nature. Many of the top salesmen of all time have stated that selling is only a small percentage technical, while being predominantly understanding human nature.

The most effective salespeople are friendly, without being phony, and professional without being starchy and stuffy. Effective selling requires a sales person to do his homework to understand the needs of the individual he is selling to, and tailoring his presentation to address the other party's "hot button." The "hot button" is that set of circumstances, wording, and motivation that gets the other individual's attention, and motivates them to action.

Few people are actually born salespeople. While some people are more extroverted than others, and some feel more comfortable in a sales situation, these behaviors can be trained and made part of anyone desiring to become a more effective salesperson.

Motivated individuals learn the techniques, practice them, and make them part of their own persona. I have trained individuals who began as the shyest, least articulate and outgoing individuals, and developed them into professional, talented and successful sales professionals.

Once someone learns all the techniques, and then combines those "sciences" with the "art" of understanding human nature, he can and will be an elite sales professional. That is, as long as he does it every day!

How To Select 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. For example, all real estate professionals are not the same, because while some seriously take - to - heart their commitment to their clients, others might prioritize their personal self - interest and maximizing their own commissions and fees.
 
If one is searching for any consultant,in any field of endeavor, 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, or individual, 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, when that specific industry permits it (for example, this cannot be done in real estate) because otherwise it may be difficult to give an unbiased and honest opinion. After observing and listening thoroughly, a consultant must help the organization (or person) 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. Similarly, only if someone selects a consultant they will listen to, is any consultant of value to an individual! Choose wisely.

Are You "In Sales," or Do You SELL?

In my over three decades of training literally thousands of individuals to become better, more proficient and more effective salespersons, I have come to realize that one of the greatest challenges is often that the person himself merely sees himself as being in sales, rather than someone who is selling. Isn't that somewhat strange since each of us sells regardless of what our field of endeavor or occupation may be? We either SELL a product, a service or ourselves. The key differential in how we perceive this is that being in sales acknowledges that something might be sold but tries to separate ourselves from what we perceive as a somewhat perhaps savory endeavor, which far too many people consider selling. However, the reality has little to do with one's negative perception but rather relates to how professionally we perform our duties and whether our attitude is one of being value oriented, or rather is merely self serving. Those who see themselves as being in sales, often possess some sort of negative personal attitude towards the process of selling. Isn't that someone silly and self - defeating, especially when you consider professions such as being a real estate professional, where you only receive payment after you sell?
 
1. Is you expressed attitude in sync with your actual behavior? Is your focus about service to your customers and clients, or is all about you and what's in your personal self interest? Do your actions and whatever you sell geared to best satisfy what is best helps others? Serving others begins with recognizing what selling is all about!

2. How empathetic, energetic and enriching are both your proposals and intents? Do you truly believe in whatever you are selling, be it either a product or a service, and do you honestly believe what you are telling others is what you really believe? Are you committed to earning the trust of others over and over again, and will you proactively be involved in enhancing some aspect of other people's lives?

3. Do you just hear, or do you effectively listen to what others are telling you, both with words as well as in non verbal manners? It is far easier to feel good about being in a selling frame of mind when you do all you can to fit their needs to whatever you sell.

4. Learn all you can about all relevant aspects. That includes the product or service you provide, as well as what others want and need. It is somewhat a simple and common sense concept, yet nevertheless an essential and true one, that when you better understand what's going on, you become far more capable of finding the hot button that creates that crucial common ground that is often the inevitable deciding factor.

Those who feel good about selling, for whatever reasons, invariably become the most successful doing it. It is nearly always a red flag warning when someone creates a personal mindset of referring to themselves as being in sales rather than selling!

How Is Your Judgment?

How do you define judgment, and what factors do you consider most indicative and telling? What have you done to develop your wisdom, ability to analyze and interpret, judge situations, individuals, procedures, techniques and ideas? Do you enjoy being the decision maker, or would you prefer to defer that to others, and simply be a follower? Do you prefer to be a leader, trusting that you are more capable of making the best decisions, or do you doubt your own abilities and judgment? Do you judge situations and understand the possible ramifications and alternatives? Do you prefer to be proactive, or are you merely reactive? Do you plan sufficiently so that you can make decisions based on facts and reasoning, or do you wait, often procrastinating, and putting off making a judgment until you have to? Nearly every day, each of us is called upon to make some decisions, and use our best judgment. One of the challenges faced by those either buying, selling or being a real estate judgment, is to be properly prepared, feel self - confident, and thus trust our own judgment and make timely, relevant, important decisions. 

1. Judgment can either be good, bad, or somewhere in between. However, when someone simply waits and procrastinates, that is almost always an indication of far less than stellar judgment. Procrastination is generally an indication of either insecurity or fear. It takes courage, self confidence, and personal motivation to make a decision, but it also requires a commitment to training, learning, self improvement, and the desire to be the best that you can be, to actually show judgment.

2. Judgment does not mean that you must be the most intellectually gifted, although no doubt a certain level of intellect generally enhances one's judgment. However, often those with the highest IQ, and the most schooling and education, do not exhibit the greatest judgment. Great judgment also requires certain tangible, as well as certain intangible qualities. The tangible assets include learning, experience, focus, desire and motivation, as well as commitment. The intangible characteristics come from one's viable vision, and how that translates to actual goals, as well as the motivation to persist and persevere, and the courage to make well thought out decisions, when others often defer. Judgment is a combination of numerous characteristics, disciplines, beliefs, ideals, etc. However, for a judgment to be pure and positive, it also requires absolute integrity.

There has never been a truly productive individual who did not develop a methodology to enhance his abilities and judgment. It all begins with both knowing, as well as liking ones self. Judgment comes from someone being comfortable with his abilities, confident in his beliefs, and willing to openly examine any and all alternatives that might make him better.