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

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

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

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

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

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

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

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

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

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

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

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

Why Negotiating Is Both An ART & A SCIENCE?

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

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

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

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

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

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

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

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

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

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

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

How To Choose A Consultant?

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

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

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

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

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

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

Budgets - The Revenues Versus Expenses Discussion

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

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

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

Profitability Trumps Revenues!

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

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

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

Understanding Human Nature - They Key To Effective Communication

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

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

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

Investments, Using Real Estate

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

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

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

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

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

The Difference Between Ego & Excellence

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

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

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

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

Stop Being Your Own Worst Enemy!

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

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

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

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

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

The Facts May Not Be The Whole Truth!!

Many people falsely assume that when one gathers the facts, he always finds the truth. While many times that may turn out to be the case, there are many other times when facts don't lead someone automatically to the truth. Pete Townsend wrote, "The facts don't always reveal the truth, but the truth always reveals the facts." Although, at first, this may seem somewhat inconsistent, in far too many instances it is the case. Of course, there is sometimes a fine line, between essential, relevant facts, and falsely interpreted, part - truths! Always delve deeply whenever you are being solicited by any sales, financial, or real estate professional, so that you clearly can identify these differences!
 
1. Not all situations are automatically "black and white" matters. In many real life instances, there are often cases where there is far more "gray." Statistics, for example, are often manipulated to offer a certain desired set of facts, but those facts are often not the entire story. How a survey item for a poll, for example, often determines the results that might be gathered. For example, in today's world, most of us have been, at least somewhat, adversely impacted. Therefore, if the question asked, "Are you satisfied with the economy?," nearly everyone would answer no, and the number would show a large dissatisfied situation. However, if questions such as, "Do you agree with the President's approach towards the economy?," the numbers might show different results. But, if the question was, "Do you agree with the President's approach, the opposition party's approach, or neither?," we most probably would get an entirely different set of responses. It then, of course, depends on who is being asked, and how the data is being collected. Another example might be that it might be a fact that membership, for example, diminished during someone's tenure in office, but does that make the truth that it had to do with that person's leadership? Or was the situation inherited? As you can see, there are a number of variables involved.

2. On the other hand, when something is the truth, all the facts must align with that truth. Truth is based on legitimate facts, and the legitimate and honorable handling of those facts, as well as the ability to accurately interpret things. So many leaders fail to achieve their objectives because they simply see a set of facts, and those facts end up forming what they perceive as truth. Truth is composed of various and numerous facts, and without the training to interpret them, or the commitment to research the details, or the integrity to utilize those facts in a non- biased, non- prejudicial manner, many individuals in leadership mishandle facts to "prove" their version" of the truth. Honest and real truth cannot and does not have versions - it is simply the truth!

How many times have we heard people use a certain set of facts to justify or prove their point of view. Just because a particular set of facts might be interpreted in a certain manner, that does not make that the truth. Remember that half - truths are also half - lies!!

9 Ways To Keep Your Customer SATISFIED

Wouldn't it seem logical that businesses and/or organizations would prioritize or pay, at least a far more significant amount of attention, to identifying, serving, enhancing the experience of, and keeping their customers happy? Since few businesses can succeed, sustain themselves, and grow their businesses without maintaining happy customers, wouldn't you think that one of the items they would emphasize would be how best to enhance their customer's experiences? Many companies spend lots of time talking about how wonderful they treat their supporters, far too few actually end up doing so. Wouldn't you believe it would make sense for those involved in servicing and assisting customers and clients, such as Real Estate and Financial professionals, to focus on these individuals, and attempting to please and satisfy them? In order to assist in the effort to better serve their customer base, I have developed these 9 Ways to Keep Your Customer SATISFIED.

1. Seek out, proactively, what they want! Focus on their priorities and needs, rather than your own, and make your business a stronger one. Remember that your company is there to serve its customer base, and not vice versa. Lead with a combination of genuine, meaningful, sustainable strength, that makes others want to be associated with your organization, or with you!

2. Focus, and pay close attention to the bigger picture, with a focused, clear - cut, positive attitude. What are you doing to get others to want to be associated and aligned with you?

3. Tell them what to expect, and why it is in their best interests! Treat others the way you would want to be treated. Consistently proceed in a transparent manner.

4. Identify with your actual and/ or potential audience/ customer base, and make their priorities those your group emphasizes! Instill a sense of belief and pride in others, to motivate them to want to be associated with you.

5. Strive consistently to please, without compromising your ideals, goals, or focus! Perhaps the simplest way to do so is to always say thanks, even for apparently minor items. Remember that people generally love to be appreciated.

6. Be genuinely friendly, with true feeling, and aim to fulfill well beyond what you are presently doing. When you care more about others, they develop deeper feelings for you.

7. There is never any substitute for absolute integrity. That includes a combination of attitude, behavior and always delivering on your promises.

8. Earn their respect every day! Your goals must focus on giving others a great experience, always exceeding expectations. Do so proactively and consistently!

9. Do it! Don't just say you will! Remember that your customers are far more concerned with what you are doing and will do for them in the future, rather that what you've done in the past!

If those you serve lose their kinship with you, you will lose your relevance, potential and sustainability. Enhance your possibilities by using these 9 Ways To Keep Your Customer SATISFIED.

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 called upon, and/ or need to present something to either an individual, small or large group, or whether it is personal, civic, business - related, or organizational, how you present something often becomes a major factor, in how others will receive it! This is especially true for real estate and financial professionals, individuals in sales and/ or marketing, politicians/ statesmen, etc!

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.

How Do You Earn Respect?

Have you ever thought about whether you have earned the respect of others? Even more importantly, do you earn your own respect each and every day? Perhaps the most essential component of maintaining a worthwhile and positive experience is how you feel about yourself, and whether your words, actions and integrity are consistent and absolute. Whether this relates merely to your personal life, or rather, to your professional or business situation, the concept of respect is an essential one! For example, if a real estate professional doesn't arrive on time for an appointment, respond to a question (or email, etc) in a timely manner, or if a customer/ client doesn't behave likewise towards his agent, it indicates a lack of respect. Every individual deserves this type of respect, but remember, that lack of respect for others often begins with lack of respect for one's self.
 
1. Most of us have treated certain individuals with perhaps a greater degree of respect that they might even deserve, because of a factor that is often referred to as deference. Deference may be explained as the respect that we grant to others based on their position, degree, perceived expertise, experiences, oration, etc. However, true respect must be earned to be maintained and meaningful, while deference is often temporary and/ or fleeting.

2. Is your behavior and attitude consistent, or do your words and actions often differ? Do you mean what you say, and say what you mean, or are you merely saying what you perceive and believe others might want to hear? Is doing the right thing the most essential part, or do you prioritize simply agreeing with others, and avoiding either conflict or making any waves?

3. Do you understand that there is only one form of true integrity and that it must be absolute? Have you ever focused on your personal integrity, and realized that without integrity, there is no honest way to actually respect yourself! in addition, unless you respect yourself, how could you possibly expect to earn anyone else's?

4. Have you consistently sought out additional training, and taken that training to heart by converting it to meaningful learning? Do the components that you have learned help you gain real knowledge, and has that knowledge enhanced your judgment in a significant and meaningful manner? Have you sought out combining your learning with gaining true experience and learning as much as possible from those? Have you transformed your experiences into usable expertise that you can count upon when you need to make any type of decision? Do you use these traits every day, or at least on a regular basis? Most importantly, does your learning, knowledge, judgment, experiences and expertise bring about worthwhile wisdom?

5. Are you consistently open - minded and fair, willing to effectively listen to others and learn from everything you observe? Are you open to alternative approaches, and are you willing to evolve before you must do so?

Real respect won't just happen, but rather must be earned! This will only happen if you dedicate yourself, at a very minimum, to the simple yet powerful steps listed above.

Business Ethics - An Oxymoron??

We often read and hear references to business ethics. Undergraduate and post graduate courses dedicate large amounts of time and resources to the topic. However, if one were to ask the average consumer if he believed that most businesses were conducted in an ethical manner, we would predominately receive negative responses. Simply stated, ethics can be defined as doing the right thing, the moral thing, and treating others with honor and respect. Related to business, this concept would include several items, and when we evaluate how most businesses conducted business, we would often avoid referring to these practices as moral. Ideally, most realize, at least conceptually, how important ethics are, and that is why, organizations overseeing medical doctors, dentists, attorneys, real estate professionals, etc, have developed Codes of Ethics, and most require regular course requirements in Ethics. However, no code or promise becomes meaningful, until and unless professionals commit, and the public demands!

1. One of the necessities of being ethical is telling the truth. However, when we look at how businesses, services and products are often promoted, the truth is stretched rather thin. One example, of course is the mobile communications or cell phone industry. Each carrier runs ads trying to convince us how superior they are. However, since there are no legal requirements even for using terminology such as "4G," and each carrier handles their lines differently, there is often quite a bit of variation. For example, going strictly by its ads, one would believe that Verizon cellular service is nearly perfect. Its advertisements makes claims about the clarity of its calls, how few calls are dropped, its speed, etc. While that is the case in some areas, several of my friends on Verizon service experience dropped calls, etc., in various areas, while having excellent service in others. ATT Mobility claims its system is fastest, and in some areas it is. I use the system and have had wonderful experience, yet, I know others who have been extremely disappointed. Sprint customers have similar experiences, and I have had wonderful experience with Sprint's Air Card, which works well nearly everywhere I've used it. However, as good as it is, it is certainly not as quick as wired or WI-FI service. Every other service has its proponents, as well as its attackers. The issue is not which service is the best, but rather how the services promote themselves. While effective advertising is self promotional by definition, misleading ads are certainly not terribly ethical.

2. Have you ever gone into a store and purchased something, and the store quickly asks you if you'd like to purchase an Extended Warranty. While there is nothing wrong with offering this, nor with the stores making additional revenues doing so, have you ever been given a clear cut explanation of what is and is not covered, and the limitations. Remember, we are discussing ethics here!

3. Investment Advisers are another area of ethical concern. Is the individual an unbiased adviser, or is he simply a salesman disguising himself as an adviser? Both duties and functions are acceptable, but which is ethical?

4. In Real Estate, does the average buyer truly understand the difference between being represented by a Buyers Agent, a Brokers Agent, and a Sellers Agent? In New York State, for example, by law, prospective buyers must be given an Agency Agreement that explains each of these. Yet, if the average buyer truly understood the differences, one would think the vast majority would prefer using a Buyers Agent, whose loyalty is directly to the buyer. Is this an ethical dilemma?

There are so many situations in business where there is the opportunity for a business, product, or representative to opt to either prioritize ethical behavior, or to merely do what might be expedient and in the store (or business, product, or reps) best interest, rather than the customer (or buyer). Therefore, one must wonder if business ethics is another one of those oxymorons, such as military intelligence, moral politician, etc.

Communication Is They Key To Quality Customer Service!

Businesses and organizations spend incredible amounts of time, energy and dollars to attract potential customers and supporters, yet often neglect training their front line people sufficiently to have the skills and the abilities to deal effectively with people in often very trying circumstances. In business, we refer to these individuals generally as Customer Service Representatives, while in organizations they are generally paid staff and volunteer leadership. In over thirty years of training people in professional interpersonal business relations, I have come to realize that the best way to effectively deal with upset people is to listen to them, and let them know that someone is listening and someone cares. Also consider how essential this process is, to those serving as either real estate professionals or financial advisers! If you decide to sell your home, you need a real estate professional, who consistently places you first, and communicates with you, so as to make the often - tense process as stress - free as possible!

Then, if the representative knows the answer, he should calmly and thoroughly explain it so that the other person understands as well. If, on the other hand, the representative is uncertain of the information, the best thing to do is to calmly state that he is uncertain, but will get the information, and get back to the person within a specified period of time. It is then urgent that the customer representative indeed get back to the concerned party, and provide them with the information. It is always better to be open and honest, even if the answer is not what the other person may want to hear, than to fabricate an answer or avoid an answer. In addition, cliches and empty rhetoric must be avoided at all costs! Below I am going to provide a couple of examples that indicate what all too often is done, as well as try to explain what should have been done instead.

1. Several years ago, I was on a Yugoslavian Air (JAT) flight that was scheduled to fly from Athens to New York, with a short stopover in Zagreb. When the plane landed in Zagreb, we were told to deplane while the plane was to be serviced, and we would be informed when to re-board. About an hour later, we were informed that the plane needed a part, and that they were waiting for it to arrive shortly. In this extremely hot crowded terminal, no additional information was provided for hours. We continued to be told, "Soon." Finally, after about three hours (remember our original stopover was supposed to be less than an hour), I went up to a Customer Service counter, and the representative starting giving me the same rhetoric. I interrupted and said we both know that's not true, and finally said, "No more rhetoric and party lines. What's the story?"

Only then did the representative admit that the part and the mechanic both had to be flown in and their flight was not scheduled for hours, and that she did not know how long the repair would take. At that point, I suggested that passengers deserved some sort of consideration, if only a meal voucher, and that they deserved to know the truth. Miraculously, within about fifteen minutes, they came around and distributed meal vouchers (although you don't really want to eat the food at Zagreb airport), and made an announcement explaining the facts, and that they would make hourly announcements. A great start, but then when an hour passed without any further announcement, I reminded the nice customer service people that they needed to make the announcement. The lesson to be learned is that proper and competent customer service would have been to communicate openly and fully from the start, not make any promises that they could not keep, and always keep the promises made.

2. A few years ago, after a storm caused a power outage in my area, which left our neighborhood without electricity for approximately one week, was a customer service, and public relations fiasco. There was very limited communication of any sort, and most of what had been communicated was either contradictory or inaccurate. We were never given a straight answer by the Long Island Power Authority, as to what to expect and when, and when a helpful, out - of -area group of workers who came to the area to pitch in, eventually arrived, they fixed the basic issue in less than three minutes (they merely had to remove a small limb from a wire)! Was that effective customer service, or was it an oxymoron to even refer to it as service?

Most people get somewhat upset when something goes wrong, but almost all handle it far better when they are provided accurate and caring customer service, than when the service is spotty at best. This is an essential lesson for all businesses, service professionals, and all organizations to learn from!