Showing That You Care - Knowing What Others Favorite Sound Is!

How often have you met someone, and even had a brief conversation with them, only to moments later seem to completely forget that person's name? Besides the probability of your feeling uncomfortable and even perhaps foolish, how do you think it would make the other person feel? Or, perhaps you meet someone in some social or business setting, only to see them in another setting, realize that you recognize them, but have difficulty retrieving their name from your memory bank? Dale Carnegie famously stated that the sweetest sound to someone's ear is the sound of their own name. He asserted that a great way to enhance your ability to both "win friends and influence people" was by remembering something that should seem relatively basic yet many of us find quite challenging - merely remembering a name! While some memory experts are able to remember large amounts of names, numbers, and other information, each of us can strive to utilize more effectively some or their techniques to assist us in remembering names, These steps include: 1. Focusing on the individual you meet thoroughly and with as few distractions as you can muster; 2. Repeating the individual's name numerous times (at least 5) in your brief introductory conversation; 3. Listening effectively to the individual in order to better associate their back - story to their face to their name. What could be more effective for a real estate professional, or financial adviser, than to be able to perfect his elevator speech, and make a magic connection with others, whenever he met them, and assuring he is remembered in a positive manner?
 
1. When you first meet someone, try to clear you mind, at least temporarily from some of our many distractions such as other things going on in our own lives. focus on what that person looks like, any distinguishing characteristics,such as eyes, cheeks, hairline, skin, etc. Then try to associate their name with one of their distinguishing characteristics. Perhaps the most essential component is to remember that learning and remembering someone else's name is primarily about, at least for the moment, putting that person first in your mind, and remembering that it's not always, all about you!

2. When you first meet, look directly at that person. Make certain that you clearly hear the person's name. If there is anything unusual or unique about the name, ask for a better explanation so you can hear the name again. During this preliminary conversation, repeat the name at least five times, as you engage in conversation. First listening attentively and then creating a reference, combined with repetition, puts you well on your way towards remembering that person's name.

3. Combine the name, features, and what you have learned and make a mental note, so that you will better remember them. Memory professionals/ experts will tell you to create some sort of mind or memory file, where you associate the individual with some familiar possession, such as a piece of furniture, etc. Whatever helps you personally increase your ability to remember people more effectively, will invariably serve you well.

Obviously, like many other things, this is both a discipline, something you must want or need to do, and a technique you must practice in order to master and thus use effectively. However, studies indicate that most people are more attracted to, and more easily bond to those they feel care about them, and remembering and using their name, is a powerful step in that direction.

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.

What does your Website say about you? Are you just more of the same, or do you differentiate yourself, by showing how you provide services, ideas, etc., that others may not? If you are a real estate professional, financial adviser, or professional consultant, what's the main message others get, and does it represent your true self?
 
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 wen 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!

Success = Understanding & Appreciating Human Nature

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. Perhaps two of the most significant professions, where this is of greatest importance, is being a quality, effective Real Estate professional, as well as Financial Adviser/ Planner. How can you perform either of these functions in a quality, meaningful, effective way, unless you perceive and conceive of what others feel and prioritize, and behave, not only in an empathetic manner, but in one that others realize your understanding and caring attitude?

1. What does understanding human nature actually mean? In the vast majority of situations, it requires being proactive, 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.

Most Important Factors When You Hire Management

When companies decide they need to hire someone in a managerial or executive position, they often limit themselves by restricting the search exclusively to individuals with specific experience. However, there are other factors that may be equally, if not much more important when selecting the ideal candidate. This discussion on management is equally relevant to those who "hire" a Real Estate professional, or financial professional, because the same qualities, assets, and behaviors are significant indicators of future performance, etc.
 
Obviously, experience or lack of experience is an important consideration. Companies want an individual who has "been there before" at the helm when an important decision needs to be made. However, all too often, experience does not always transfer directly from one situation to the next, and what worked under one set of circumstances might not work under others. Companies should realize that experience should be but one factor in determining who should lead and be in charge. Other equally, if not more important factors, include: expertise; skill-set; willingness to learn and adapt; and willingness to work hard and smart.

Expertise can be simply described as having a thorough understanding and capability, by possessing certain training, having certain skills, and having achieved certain accomplishments in a certain area. Most of us consider someone to be an "expert" when that individual is the "go-to guy" about a specific set of circumstances, conditions, challenges or obstacles. Understand that mere experience is far different than meaningful expertise!

One's skill-set is basically "what they bring to the table." These skills are what they are capable of using to meet certain expectations. Companies should evaluate which skills are more important and essential to them, what the company would like to achieve, and what their hopes, and expectations for the individual hired for this position are.

A characteristic often overlooked, probably because it is difficult to know for a certainty, is one's willingness to learn, learn from others, and adapt to changing circumstances. Anyone who has ever held a management position, or consults in the area, knows how essential these traits are to effective leadership. Yet, unfortunately, this area is nearly always overlooked.

Even more overlooked is someone's true willingness to work hard, but even more importantly than hard, effectively, efficiently, productively and smart. All candidates will always insist they are that type of individual, yet few really are.

As you can see, there are many factors that determine who will best lead. Experience, while important, is not only not the only factor of importance, but often not nearly the most important factor. In fact, there are often times when someone with excellent credentials in terms of experience, has become stagnated and distant (or even worse) from having "lived in the ivory tower." When the hiring process precludes people solely because of supposed experience (by the way, companies overly dependent on degrees are even making a more serious error), very often the best candidate for the specific situation is overlooked. In today's changing world, companies need to rethink this process

6 Basics To Giving A Winning Presentation

Whether you are focused on being the most impactful and effective leader, or are involved in sales (whether you are selling a product, a service, or yourself), there will be several occasions where you need to make some sort of presentation to others. Many individuals have some sort of fear, or phobia, regarding speaking in public, and there is a need for these individuals to first address these areas, in order to permit them to overcome their fears, and step forth and transmit the needed, necessary, or required message. Whether you are presenting to a large group/ forum/ seminar, or on a more - limited or one - on - one basis (such as in Real Estate or Financial Services), it is important to do all you can to assure that your presentation is as good and effective as possible.  However, there is the need to not merely give some sort of presentation, but rather to have both the willingness and ability to give a truly winning presentation. Here are 6 Basics to Give a Winning Presentation.

1. Before even starting to prepare to present, it is essential to learn about and know the group (or individual) that you are presenting to. This will permit you to optimally relate to, and tailor your presentation to what your audience deems most relevant.

2. Do your homework, and be prepared! Go far beyond a merely surface understanding of either your audience or the subject matter. Learn thoroughly, plan comprehensively, and become completely comfortable with the subject matter (in - depth). Remember that your audience may be in a different place than you are, and so avoid assuming that they have your grasp or passion for the subject area.

3. Explain upfront (at the beginning) what you are about to present. Most listeners will better grasp what your point is when they better see what you are hoping to explain, and the logic behind your presentation. It is imperative for a speaker to get others to buy into your perspective in a manner that grabs their attention in a meaningful manner.

4. Be thorough, prepared, interesting, insightful and compelling. Avoid appearing unprepared, detached, or simply going through the motions! Break the presentation into short intervals that relate to the agenda, stay on track, avoid digressing, and attempt to make the presentation as proactive as possible, especially by eliciting and inviting participation and involvement of audience members. Always include and leave time for Questions and Answers, so that you can best serve and relate to the group and their needs/ priorities. Remember to practice and prepare for this perhaps - most important segment/ component.

5. Tell them something new (or in a different way). Very little is as destructive to the quality or effectiveness of a presentation than being perceived as wasting their time.

6. Sum up (bring the pieces together), and make them leave satisfied! Avoid making the presentation either too short or too long! End with a call to action that compels the audience to get more involved, or to want to serve in a meaningful manner. Remember that your purpose as a speaker (presenter) should be to get those leaving the presentation to feel their time was well spent.

For many people, giving a presentation is challenging, and often even problematic. Hopefully, by following these six basic suggestions/ guidelines, the process becomes a somewhat easier and less stressful one.

Doesn't It Sometimes Appear Like Our Economy Has Gone Crazy?

If you find the economy, and what's going on with the economy, confusing, you are certainly not alone. Economists who believe in "fundamentals" are unable to explain what's going on. Supply side believers can't explain it either. Explanations given by financial reporters seem to change daily, with complex justifications and explanations given, that do not seem terribly logical to most of us.
The government releases unemployment figures on a regular basis, and at the same time lists the number of new jobs added, and the number of first time unemployment benefits applicants. Although it is common knowledge, we rarely hear discussed the fact that, in fact, unemployment is far higher than the statistical percentage, because we do not include those being under-employed or those no longer searching for employment into those numbers. For those unfamiliar with the term, under-employed refers to individuals having to accept employment at far lower levels of compensation than they previously enjoyed, due to the need to "make a living." With official levels of unemployment at approximately five percent, is there any wonder that there is so much uncertainty in American consumer buying habits, since even though it is far lower than a couple of years ago, because there still appears to be somewhat less than a strong, healthy economy? Then, before the crucial unemployment issue is adequately addressed, the government, either through conscious decisions, or because of budgetary needs (especially at the state and local levels), finds it necessary to reduce the number of individuals it employs. While, that should help balance budgets, it is really a double-edged sword, because the then unemployed often become recipients of government financial assistance, and if they are not working, the government also loses a source of tax revenue.

However, despite all these factors, there have been periods where the stock market behaved spectacularly, when the economy seemed somewhat uncertain, and vice versa.  When we listen to the financial gurus and analysts, they often harp on how stocks over or under - achieved, making us wonder how good their initial analysis was. Fluctuating markets, confusion about the direction and timing for interest rates, often impacts related industries, such as real estate, mortgages, bank deposits, personal savings, etc.  However, at the same time, as if investors are trying to hedge their financial bets, the price of gold had risen to near record levels, before moving significantly downward in the last six to twelve months.

The price of oil and gas continues to be an important one to overall economic health. The price of these commodities had risen significantly, and unlike historical references, it has not been due to supply and demand issues. Much of the increase in the pricing of these commodities was due to the weakening of the United States dollar against most other world currencies, and, since oil is priced in U.S. dollars, the price rises when the dollar weakens, as an adjustment. However, since there is almost daily fluctuation in the price of gas at your local stations, consumers simply pay whatever the rate of that day might be. At the same time, we all have witnessed a significant decrease in oil prices in the last year, probably due to the overall confusion and doubts about the world's economy, especially in China.

If one were to interview the typical American consumer, he would probably say that the economy was not doing particularly well. Of course, much of this is related to that individual's personal finances, but when home prices had gone down from their highs in many areas by more than twenty percent, few people had been unscathed by these economic conditions, and although much of this drop has come back up, and in many areas, home pricing has risen significantly, the mortgage market is still far more restrictive than it was prior to 2008.

Financial and government reports have stated that the United States is no longer in a recession. Of course, by strict economic definition, while that may be true, when one simply looks at retail shopping, oil and gas prices, housing prices, how expensive gold has become, and many other circumstances, few people would probably say that the economy is healed and healthy.  Most would agree it is better, but obviously the political climate of discontent and doubt, clearly indicates an overall mindset of somewhat less than positive attitudes, despite amazingly improved economic indicators. Consumer confidence remains somewhat low, and there often appears to be more questions than answers regarding the economy.

It is clear that the public's level of comfort is still quite limited, and that most explanations that we hear, seem more like jargon and rhetoric than reality. Basically, many people believe that this economy has gone crazy!

Beware! - Selling & Sales Are NOT The Same!

Carefully observe, and beware of anyone that responds that he is in sales, when asked what he does for a living! It is important to understand that there is a significant difference between selling and merely being in sales. While many individuals are in positions of sales, they are not all actually selling in a professional and impactful manner. If you are involved in any form of sales (and remember that nearly everything we do is selling, either a product, a service, or ourselves), you should ask yourself some pressing questions: 1. Are you prepared?; 2. Are you a closer?; 3. Is your technique professional? One of the best salespersons I have ever met had a cartoon pasted on the back of his office door, that he referred to constantly. It showed a man badly in need of a shave and looking disheveled, and the caption was, "Selling is like shaving. If you don't do it every day, you're a bum!" This becomes extremely relevant when it comes to selecting the real estate professional best - suited to serve your needs! When you interview individuals to make your decision, observe if they use code - words, such as marketing, or in sales, or listing, while avoid using the word, selling at any point. While marketing is, of course, essential, it doesn't serve your best interest unless the house sells, for the best possible price, in the shortest period of time, with the least hassle or inconvenience, etc! Here are some questions to ask, or observe, as well as questions every person who sells, should ask himself:

1. Professional sales means committing to preparation, thus enhancing and potentiating one's techniques and seamless efforts. When this is done, it often does not even appear to be selling, but becomes second nature, seems effortless, and is automatic. Mere selling means trying to make a sale, often appears desperate or pushy, and often looks merely robotic, somewhat forced and generally artificial and scripted.

2. Are you a closer? This means do you consistently ask the other person for a commitment, some action or commitment? Being a closer often means that you close your presentation merely by saying something like, "Doesn't it make sense?," and waiting for a response and "writing up an order." Are you able to transform a high percentage of your presentations to sales (or commitments, etc.)? Is your closing percentage better than average, and are you able to close the deal while others often are unwilling to persevere?

3. How is your sales technique? Is it technically sound? Do you seem confident without appearing either smug or overly pushy? Do you look forward to handling and responding to objections and/ or concerns expressed by those you present to? Does your presentation move forward like a quality story does, with a beginning, middle and end, that begins by making others interested, motivating them to listen and care more, and then transform that to taking the action you desire? In other words, is your presentation both impactful and meaningful enough that others "see the light"?

Don't think that simply holding a position in sales mean you are involved in selling! While being in sales merely describes your position, selling involves a proactive, strategically arrived at, position!

How Is Your Judgment, & Why Does It Matter?

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? The better the level of your judgment, the better your chance of making the best decisions when you select individuals to represent your interests as well as possible, such as, in regards to, determining which real estate professional and/ or financial adviser, to hire! Enhancing your personal judgment gives you the best opportunity to identify what is most important to you, and why!

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.

Effective Marketing - Is It Fact, or Just Hype?

It happens to each of us almost every day. We hear, read, or listen to something, or someone who claims to have some sort of product, service or solution to some sort of situation or obstacle that we need to overcome, or at least get better results in. This may relate to political rhetoric (those often- empty promises politicians make during the campaign season, as well as other times), a new product (which claims to be a must buy because it is so extraordinary), some extraordinary financial figures, or some sports and/ or entertainment. We face the difficulty of determining whether these claims are merely hype or are they fact. Are you considering some important decision regarding either real estate or finance? Do you hire a real estate professional, or financial adviser, based on sound advice and a quality plan, or do you become overly flattered by someone who tends to compliment you, etc?

1. Think of the last time you listened to a political campaign debate. How many of those promises resulted in viable results? In fact, how often were the promises even directly related to facts, truths, and realistic plans? Political campaigns and the election results have more often than not been based on who went further in exciting and motivating the electorate, and getting voters to buy into the hype and campaign slogans. On the all too rare occasions that a candidate tell the straight- forward truth rather than the campaign hype, the result has almost invariably been defeat.

2. Think of the hype around various services that are offered. Each company that offers internet service, for example, claims to better, faster and more dependable. In the Long Island, New York area, for example, both Optimum Online (offered by Cablevision), and FIOS (offered by Verizon) each claim to be superior to the other. They each provide data that proves their point. But, how can they both be telling us all the facts? They can't both be better. In the same vane, think of the wireless providers, and their claims. ATT, Verizon, T-Mobile, and Sprint claim superior service. Yet, for those of us who have been using mobile phones and smartphones for years, we know that results vary in different areas, and none of them are as good as they claim.

3. One of the most successful product marketing companies is Apple. They create,anticipate, and develop demand for their products like no company has ever done before. They are the masters at the use of the adage, "Sell the sizzle, not the steak," because they effectively convince the masses of the superiority of their products, and that their products are so superior that it is worth paying more for them. However, like every other product and service ever created, there are flaws and deficiencies that require improvement. Apple, however, is a master at even turning that into an opportunity by convincing people that they need their newest upgraded versions, of course needing to make an additional purchase.

4. Every time we hear a piece of financial data, we are told that it either exceeded or failed to meet expectations. Does that say something about the financial results, or rather about how these expectations are derived?

5. Considering selling your home? Do you get sold by the real estate professional that suggests the highest listing price (the one you want to believe), or do you listen to someone who suggests a price, based on understanding the market, using a CMA (Comparative Market Analysis), etc?

Each of us must focus on exactly what is being said, rather than how it is being said. We must ponder whether these are facts or simply hype!

Win - WIn Negotiating Must Be The Method Of Choice!

Many untrained individuals fail to realize that negotiations is a "people and relations" technique, and not a "force the other person" concept. People who enter into a negotiation simply wanting to get the most he can, without considering the needs of the other side, almost never gets an optimum result. Trained negotiators realize that it takes "give and take," and learning the needs of the other side.
An effective negotiator always does his homework about both the overall industry that the negotiation is related to, as well as the specific needs of the party that he is having his discussion with. There is an extremely delicate balance in negotiations, as well. Ask too little and one may be giving up important concessions, which may cost his side lots of money. On the other hand, ask too much, and there are a few possible scenarios. One possibility is that your "opponent" may become frustrated, or feel that you are not negotiating in good faith, or that you cannot possibly be pleased or satisfied, or that if he accepts your terms, it is not profitable and/ or worthwhile to his side. In that scenario, negotiations may break down, or be discontinued completely. Another possibility is that the other side, because of economic pressures or miscalculation, gives in to your "unworkable demands." While the latter may appear great to the negotiating novice, this second scenario is often disastrous because when "push comes to shove," the other side realizes it must "cut corners," and you end up with an inferior result. When a home for sale is being negotiated, unless both sides feel the deal is fair, the procedure becomes conflicting and bitter, rather than the preferred, meeting - of - the - mind approach. The essential goal and priority of the real estate professional you select to represent you, must be reality - based, realizing all aspect and mindsets of those involved, and be solution and agreement - based, rather than adversarial and conflicting!

In three decades of negotiating, I have found that the most effective technique is to be as honest as possible with your opponent from the beginning of the negotiation. Do not "spring" something on them! An effective negotiator always knows as much as possible about what the other side is capable of doing, what the margins may be, in which areas they may be more flexible, etc. An effective negotiator also realizes that, while nearly everything is negotiable, certain items are far more negotiable than others.

Effective negotiators also understand that the opposition also needs to "win," or the negotiation will not work, in the long run. An understanding of areas that may save the other side money, which might be able to be passed along, is an essential ingredient.

Organizations, as well as individuals negotiating a major asset (such as one's home), that want to get the best results in their efforts enter a negotiation by setting their priorities. Which of the items are the most important? What parts might be used as trade offs, if necessary? An organization must have its negotiator enter the process understanding what the budget for the needed service is, and permit a professional negotiator to have a certain amount of flexibility and leeway within preset parameters.

Win-win negotiations are the way to go! When both sides walk away satisfied, feeling they received a "good deal" while getting what they needed, and both sides feel they have benefited, the process has the best results. Negotiating should always be done by fewer, not more individuals. When non-professionals get involved in a negotiation, they often mess up the works. Opt for the individual prepared, ready and qualified to do optimal negotiating, and then let them do their job! Keep emotion out of the process!

Interpretations - Fact - Based versus Emotional

Every day, we all need to make certain judgments or take certain actions, based on our personal interpretation of certain facts. While ideally that interpretation should be open-minded and based on facts, often it is simply an emotional reaction, based on little more than our own personal bias or point of view.

Those involved in either real estate or financial services, must carefully review their reasoning, to assure they avoid over - reacting, rather than calmly analyzing the many possibilities and reasons! For example, what are prices based on, when one buys or sells a home? How is it determined on a value - based basis? When you buy or sell a stock or bond, are you doing so emotionally, based on a temporary (but often not that serious) situation, or are there technical reasons action is called for?
 
The ideal way to interpret any information is by carefully reviewing all the facts given, and then reviewing them for factual accuracy. The next thing to do is review the raw data, rather than someone else's interpretation of that data. Of course, this takes developing an expert skill - set, whereby one becomes capable of interpreting raw data. Interpreting data means first understanding where the actual data comes from, how it was supplied, and what methodology was used. If it is some sort of "sampling," it is important to know the size of the sampling, who gathered the data, how it was collected and collated, and what the "statistical error" is for that particular sampling (that is usually stated as being plus or minus a specific percentage). The next thing to do is to look at the actual questions or categories examined, and whether the way the question may have been worded could have been a possible factor in the skewing of the data. Then, one must analyze what the significance of this data is, or if it is relevant to what you are examining at all.

In examining the dynamics of not-for-profit organizations for several decades, I have observed that after a meeting, seminar, etc., many organizations feel the necessity to use some sort of questionnaire. It seems that these organizations feel that the feedback received via these questionnaires will be valuable in understanding the success or failure of the meeting. However, it has been found repeatedly that the wording of the questionnaire, the excitement of the group dynamics (especially right after a meeting), etc. unduly influence responses to these forms. In addition, many attendees cannot adequately identify the true needs that needed to be addressed by this seminar, so they are really simply stating whether they liked or disliked the meeting. If a meeting or seminar was goal-oriented and action-directed, the responses to these questionnaires are even less valuable, because how can an attendee who is not an expert on a particular subject, evaluate how well that topic was discussed.

There is nothing wrong with using questionnaires for obtaining certain types of limited information. Certainly, political organizations and candidates can use polling as a guide toward what their constituents want. However, if the purpose is measure how well someone learned information, most individuals are not the best judges of their own progress, especially when they are not perhaps sure what they needed to know, in the first place. A Realtor or financial services expert, can sometimes gain valuable input, by asking for feedback, and understanding and differentiating which factors are most relevant.

One must understand that their is a basic difference between something that is data-based, and something that is merely emotional. Unfortunately, most individuals are not equipped adequately to properly understand all the nuances.

When Life Hands Out Lemons, Wise Men Make Lemonade!

We all experience periods of bad times as well as periods of good. Individuals who adapt to misfortunes by learning from these experiences, and somehow benefiting, are generally both the happiest and the most successful. The adage, "Life is not a bowl of cherries" tells us that not everything will always work out the way we hope, or even anticipate, and to understand that limitation in order to best adapt to circumstances.

Think about this as it relates to either the real estate transaction process, or stock ownership! There often many obstacles and challenges in either scenario. In real estate, a balky or difficult buyer, seller, attorney, lending institution, title company, town (permits,etc), can often throw the proverbial monkey - wrench into the mix! When one chooses the best real estate professional for you, one of the factors to be considered, is how that individual will handle eventualities, challenges and obstacles. Will he perceive them as being challenges, or focus on problems, instead? Similarly, since, for example, stocks often fluctuate, do you seek a financial professional who consistently proceeds with your long - term plan, or one that panics, and buys and sells out of fear, etc>
 
Many people seem to enjoy complaining that life is unfair, and hasn't dealt them a fair hand. Realistically, life doesn't "deal," it simply offers us opportunities to either take advantage of, do nothing, or use poorly. There is never any guarantee in anything we do, but our "odds" of succeeding are distinctly enhanced when we take advantage of possibilities, improve our abilities, and upgrade our skill-set, rather than say, "I can't do that." Many individuals seem to prefer making excuses than taking the necessary actions to enhance skills that might be lacking (or need upgrading).

Obviously, not everyone can do writing or mathematics easily. All too many of those individuals, either due to frustration, inadequate training or education, or a "mental block," simply give up, and stop attempting to write or use mathematics, unless absolutely necessary. Others recognize their limitations, and use the opportunities offered to enhance their training, learn other skills, take training, or discipline themselves, and do to this added commitment, become "above par" in these areas.

A great example of using ones limitations, and "making lemonade when life deals you lemons," is how one might adapt to difficulty "keyboarding." Unfortunately, many, if not most individuals, handle this "obstacle" by using "avoidance techniques," and by avoiding using the keyboard, often neglect necessary tasks and duties, such as doing school or work assignments, as well as enjoying activities that comfort with using the keyboard would afford them. The individual who wants to "make lemonade," on the other hand, would find an alternative way of handling this circumstance. One such alternative might be installing and using "voice recognition software, such as Dragon software, or alternatives like Siri, Blackberry Assistant, Google Talk, or Microsoft's voice assisted application.. In that way, the obstacle of the use of the keyboard, whether due to a physical reason, a lack of patience, or some other disruptive "force," can not only be as productive as someone comfortable with the keyboard, but in many ways even more productive. This program permits one to use e-mail, word processing, PowerPoint, spreadsheets, etc., via the use of voice commands, instead of keyboards. The programs are easy to install, and easy to use, yet, of course require the individual to become familiar with the many features to fully take advantage of the program. For example, it is estimated that someone can "type" something approximately four times as quickly using voice commands than using the keyboard. Therefore, the individual who takes advantage of this alternative is using a potential obstacle, and instead of merely complaining about it, finds "another way" to function effectively.

In many areas of everyday life, we find tons of obstacles where we have choices - - either complain and be negative, or "think outside the box" and find a better way. Successful individuals do not give up, but rather find ways to get things done. Most things are possible if one thinks positively!

Improve Your Results By Improving Your Attitude!

We have all listened to people who appear to almost enjoy telling us about "problems," and "if" they could do this or that, or that something is "impossible.," or that they'll "try." Unfortunately, these non- productive, types of negative words generally generate negative thinking, and dramatically hinder anyone's ability to achieve to one's potential. When you select the best real estate or financial planner for you, it is important to choose someone who focuses on the best ways to do, rather than all the reasons (or excuses) why you can't or should not!
 
When one thinks about anything as a "problem," it is an unpleasant thought, bringing forth visions of misery, failure, disappointment, disillusionment, etc. It generates anxiety and stress, and is generally counter-productive in terms of enthusiasm, spirit, etc. However, if instead of thinking about a "problem," one thinks about a "challenge," and eliminates the word "problem" from one's vocabulary, replacing it with words like "challenge," "obstacle," etc., there is a much more positive approach capable of utilization. When one thinks of a "challenge," one thinks about a productive, do-able exercise, rather than an impossibility. Once one stops visualizing failure, the chances of success and true achievements are dramatically enhanced. Often, when I have given motivational and/ or sales training seminars, I begin by having participants, in large block letters, write on a piece of paper, "P-R-O-B-L-E-M," and then have them tear that paper into "a million pieces." I then have them think about the images conjured up by a problem versus those when one thinks of a challenge. While a challenge can be fun, and achievement and success can be visualized, that is not the case when one thinks of a problem! I then "forbid" the use of the word "problem," in my presence!
Think about someone who tells you that "they'll try" to do something. Rarely is anything productively done by that individual. Instead, surround yourself with people who will rather than with those that "try."

Remember that nothing that anyone else can achieve is "impossible." Something may require effort, "thinking outside the box," "challenging" oneself to do better and more, using a different approach, etc., but it is not impossible. Eliminate these types of negative words and this type of "stinkin' thinkin'."

Those that are the most productive and generally the most successful, and get results, have, for the most part, eliminated negative words and ideas and thoughts from their mindset. I challenge you to stop using those negative words, and after a few weeks evaluate the difference in your performance, attitude, and actions, objectively. Remember that most people would rather be around someone who is positive than someone negative, because negative people bring you down. Make these small changes, and challenge yourself to be all that you might be. Those that do will see improvement while those that remain negative, will never achieve to their potential!

7 Keys For Effective Negotiating

In nearly every aspect of our lives, we find a need to effectively utilize negotiating skills in order to perform to our potential. Negotiations is a useful and needed skill in our personal lives, in our business activities, and in nearly every one of our day to day activities. There are seven basic keys to become a competent and effective negotiator, which include: 1. Doing our homework; 2. Effective listening; 3. Clearly communicate what's needed; 4. Be as specific as possible; 5. Include as much as possible in the contract/ agreement; 6. Build in contingency clauses; and 7. Exhibiting absolute integrity. Considering how essential and relevant the quality and level of negotiating skills is to a real estate professional, prospective customers and clients (buyers and sellers) should carefully interview and discuss this topic, and ask them how their negotiating skills will best serve their clients, and to listen intently to specifics and approaches.
 
1. Homework refers to understanding the needs and positions, not only from your perspective, but from your adversary's perspective, as well. This process creates an understanding of what can and cannot be asked for, and why. It requires both a willingness as well as the ability to do the work and put in the effort that is required in advance.

2. Unless someone is willing to effectively listen, rather than simply speak at someone, he cannot effectively negotiate. When we negotiate, the goal must be achieving a deal that creates a win- win scenario, because all long lasting deals come to fruition only when both sides are satisfied with the results. Negotiating is never about trying to defeat an opponent!

3. Next, there is a need to clearly articulate and communicate what is needed, and why, so that there are no surprises, misconceptions, or inaccuracies. How can anyone possibly negotiate properly if both sides are not on the same side? This must include a thorough understanding of priorities, etc.

4. Effective negotiations require specificity. There is no use or purpose being vague during this process, because unless it is clear what you want to happen and need, you can never come to a meeting of the minds. When both sides understand each other, they can much better work together to come to a mutual,y acceptable agreement.

5. The result of the negotiations must be coming up with a contract agreement that is as inclusive as possible, including as much specificity and detail as possible. There is always the best chance of a fair deal before a contract is signed because both sides are then on equal footing, while after the contract is signed, one side might have an upper hand.

6. The basic rule of any deal made is that at some point, things happen. We can never foresee all possibilities, but it is wise to include as many contingency clauses as can be foreseen, in that initial and binding agreement. Professional negotiators always have back up plans!

7. When all is said and done, the main quality remains a commitment to the principles and ideals of absolute integrity. Without integrity, negotiations will invariably fail in the long run.

Successful negotiations must be based on mutual respect and understanding. When this is the approach, there is always significantly more cooperation between the parties, and thus a better end result. These principles and keys are needed, whether the negotiations are event related, labor contracts, business dealings, or intra- family arrangements, etc.

Why Attitude, and Technique, Must Go Hand - in - Hand?

One of the pitfalls that are often faced by individuals who have taken the time and effort to attend seminars and attempt to become more focused on enhancing and maintaining a positive attitude, is that they become disappointed when they do not receive instant gratification or instant results. The reality is that even the best attitude will only get you to the point where you have the chance to optimize your results and best approach your optimal potential. Unless this positivity is used synergistically with the best techniques, one will still face stumbling blocks and limitations. Therefore, if we wish to be the best that we can be, we need to improve and enhance your skill set and techniques, in conjunction with maintaining a positive attitude. When a proactive can - do attitude is combined with, and used alongside training, learning, understanding and actually using the best possible techniques, one will be challenged in his attempt to reach the heights of his potential. From a practical standpoint, one is helped when their real estate, or financial professional has a positive, can - do attitude, but it must be more than merely rhetorical, if it is to have a needed impact and desirable result!
 
1. A great and positive attitude is only truly useful when it becomes a nearly automatic and inherent part of one's persona. There is a big difference between having rose - colored glasses, and a true purposeful and focused attitude. Greatness nearly always begins with having a positive attitude because unless someone begins by believing he can succeed, he will never put forth his best effort. However, he must truly believe his positivity, because no purpose is served by being merely a cheerleader and repeating so me empty rhetoric, but must be the approach we maintain on a regular and consistent basis.

2. However, just being positive will only take someone so far. This positivity must drive and individual to persist and persevere when others give up, and help to transform obstacles and challenges to planning and proactivity. The adage that if you think you can, that you will, is also dependent on using that positive attitude to drive you to learn, gain and use needed skills. Far too often, we observe individuals who use positive rhetoric, without driving themselves to become more skillful. Because of this, we must begin to refocus on the need to combine the right attitude with a yearning for knowledge and enhancing one's skills and techniques.

A positive attitude is the necessary first step in becoming more capable because it creates a mindset of approaching things and doing things that negativity might obstruct. However, unless this is accompanied by learning and using skills and techniques proficiently and optimally, there is little true and meaningful growth.

Did You Fail to Plan, or PLAN to Fail? - It's Up To You!!

How often do you personally do this, or observe others following this type of behavior?: Something goes in a less than optimal manner, and you focus on your bad luck, lack of success, or complain about how unfair it is since you worked, and/ or tried so hard. While from a self - protective perspective that may make us termporarily feel somewhat better or relieve some of that notorious steam, the reality is invariably that when we either resort to blaming others or situations, we are nearly always doing ourselves an injustice by sucumbing to weakness. For those involved in the profession of real estate or financial planning, do you consider alternatives and make back - up plans to address contingencies, or do you proceed incompletely, and then blame bad luck, etc., for less than optimum results? The only true way to maximize one's chances to be a success in anything is committing to, and mastering the art and science of developing and using a PLAN!

1. Before beginning, one must consider, understand, and perceive of the true purpose that one wishes to achieve. When was the last time you took the time and made the effort to understand and create priorities, and then go forward in a directed manner towards developing well - thought out programs. This effort is rarely always easy, but is essential for success, and thus must be done with a continuous persistence and the mindset to persevere.

2. No one ever gets his desired results every time! However, the most successful individuals always learn lessons from their experiences. The adage that one must make mistakes to accomplish is only true if one truly learns from these mistakes, and does not repeat them. Successful performance and achievement nearly always accompanies the desire to lead by example (practice what one preaches).

3. When a positive and helpful attitude is combined with, and used in unison with constantly seeking the optimal aptitude, he will approach things with the mindset and willingness to proceed with timely action. Only when these are done synergistically, will one have the best opportunity to succeed to the highest degree!

4. Do you take the time to know needs (both yours as well as others that you interact with), and have you developed the inner strength and fortitude that is needed? When one commits to the never give up perspective, he will persist while others surrender. Many great achievements and accomplishes have occurred predominantly because someone continued to seek answers and solutions, while lesser individuals surrendered. This often requires a truly nuanced approach, where the understanding and approach is not the one - size - fits - all type, but rather that each circumstance has its individual circumstances, etc.

You can either blame others or circumstances because you failed to accomplish what you believed you should have, or you can commit to consistently plan. When this planning includes contingency plans, one potentiates his possibilities!

5 Components for Marketing Yourself

Most would agree that marketing is perhaps the most, if not one of the most essential ingredients for success in nearly every field of endeavor. Why do you think that the largest and most successful corporations spend so much time, effort and resources on marketing themselves, and attempting to create a specific and unique brand, that creates an attractive niche and compelling story? Since all of us, regardless of what we do, are involved in some sort of selling, it is important to understand what is needed to successfully market ourselves. Whether someone is a doctor, lawyer, salesperson, teacher, or stay - at - home mom, success requires selling every day. We either sell a product, a service, or ourselves, but we do sell! Since the advent and increased popularity of the internet, however, many people have abandoned the previous fundamentals of marketing, and begun to rely exclusively on the Web. However, success means using a broad - based, multi - media campaign, where we maintain a common focus throughout, in order to distinguish ourselves, thus creating a niche that develops our personal, quality, respected brand. While there are many possible components, those who seek to effectively market themselves should both understand and utilize these five components listed below. Those involved either in financial services/ planning, or are real estate professionals, should take an objectively introspective look at themselves, and ask, how they distinguish themselves from others, and how would their personal brand be described, and perceived by those one hopes to impress, and thus win - over!
 
1. Don't abandon direct mail and snail mail. There are still many individuals who prefer being contacted that way, and effective mailing pieces that enhance our brand, are key. However, cost containment requires doing this wisely, so make sure that you study the best and most effective way to use this, including your mailing list, types of piece, etc.

2. Use email and texts judicially and wisely. Under - utilization will have no impact, and overuse will strike many as a form of spam. Make sure that you use these forms when appropriate, but don't become overly reliant on them.

3. While a strong Social Media presence is wise and needed, don't fall into the trap of assuming that because you posted something here, there is widespread communication going on. The most effective usage is generally having links to compelling information, so that others will be interested. Don't either over or under - post, and remember that you must use these in coordination with the overall brand you wish to create and develop.

4. What is the feeling someone gets when they look at your Website? How easy is it to locate, and what does it say about you? Does it enhance your brand? Does the message being sent say what you are trying to communicate? Have you looked into SEO (Search Engine Optimization)?

5. Far too many individuals today build artificial walls by relying too heavily on these methods, while ignoring or nearly ignoring the all - essential methods of professionally using the telephone, and getting out and being face - to - face, with your potential constituents, stakeholders or desired audience. Therefore, it is very important to become professional in these methodologies.

Don't use one of these components, while overlooking others. Those that want to market themselves to their fullest potential, and thus get the best results, need to use the discipline to use all of these. Always remember, that the most important self - marketing is how you present yourself face - to - face!