Your Own Person, or Driven to BELONG?

How often have you observed that the very people who claim they must rebel, either against authority or anything else, and want to be free to express themselves independently, are in fact, merely joining some other group or clique? We often witness this in the ways that individuals dress, speak or carry themselves on a day to day, regular basis. Logically, if someone claims he is being his own person and dresses in a way that is similar to many others, how independent is he truly being? Is not this supposed independence or rebellion merely bonding with one group over another, and still motivated by wanting to BELONG? If you work in an office, have you ever felt uncomfortable, because there appears to be a follow the leader, or drink the Kool - Aid mentality? If you are in a service industry, will you maintain your personal integrity, and consistently be true to yourself, rather than merely trying to fit in? Doesn't it make sense that a real estate or financial professional should prioritize his client's best interest, rather than merely being popular, etc?

1) What precisely is your goal or objective? What do you want to BE and BECOME? What does your attitude and BEHAVIOR say about you? Are you doing what you do because of a strong philosophical ideology or merely because you wish to be considered one of the perceived cool or in crowd, and is it really far less about rebelling or being unique, and more about running with a preferred crowd?

2) Are you really focused on these beliefs and therefore trying to be more EFFECTIVE and EMPATHETIC to the perspectives and goals of a specific group, philosophy or lifestyle, or are you merely conforming to the norms and accords of a different group?

3) What does the LIFESTYLE that you adopt indicate about you? Is it truly your personal beliefs and preferences, or are you merely following a different set of someone else's norms and standards? Are you truly behaving independently or merely trying to fit in? Have you ever considered why we see so much attention paid by the supposedly rebellious ones to fashion, specific attitudes, etc.?

4) Have you taken the time to evaluate the various alternatives, OPTIONS and OPPORTUNITIES? What truly drives you to accept one alternative or lifestyle, over another, or have you not even considered and thought about this?

5) Have you permitted yourself to be objectively introspective enough so as to both consider and evaluate what best suits you, especially in terms of your personal NEEDS? Are the choices you opt for in your best interest in terms of your overall satisfaction and happiness, as well as directing you towards a better chance of reaching whatever you define personally as success?

6) What do you consider GENUINE GREATNESS? Do your decisions bring you closer to, further from, or have little meaningful impact towards this ultimate personal inner Nirvana?

Mere dress or outward rhetoric often is far different than genuine rebellion or even taking a meaningful stand. When was the last time you considered what your outer persona says to others, and whether it is in sync with your achieving whatever you consider inner peace and satisfaction?

Why Great Negotiators Are Superb Listeners?

We often perceive that one is great negotiator because of his personal strength, commitment, ability and perseverance or persistence. While all of these factors are needed and involved, one that is too often overlooked is the need to be a superb, effective listener. When someone listens carefully, he is able to understand more clearly the needs of his negotiating adversary, and can better proceed to achieve a meeting of the minds that nearly always determines the success of that negotiation. Effective negotiating necessitates having the ability to:

1. clearly communicate the needs of both parties;

2. relate to not only the position you represent but also the opposing one;

3. have a willingness to thoroughly discuss needs and priorities;

4. sufficient communication needs and patience to explain your position; and, finally and perhaps most essentially,

5. listen to concerns in an empathetic manner.


If you want to negotiate effectively, you must seriously take to heart, the following five components:

1. What does communication mean as it relates to negotiations? Unless both parties clearly communicate their positions, it becomes nearly impossible to develop the needed atmosphere and forum to achieve needed objectives.

2. Can you relate to the other person or party's positions, needs and points of view? Unless someone is willing to dedicate himself to relate to and empathize with his adversary, how can they develop the path towards win - win negotiations?

3. Don't ever assume that the other party knows what you need, or that you know what they need! Rather, take the time to ask clarifying and informative questions, and get to know each other before you begin the nitty gritty of actual negotiating.

4. Once you've followed the first three steps in a thorough manner, take the time and effort to explain in detail what you're looking for, why it is so essential and important, and ask for feedback and give and take. The better both parties commit to the explanation process, the better the possibility of an impactful and meaningful agreement.

5. The previous steps all depend on this one. The basis of negotiations must be to listen to concerns, needs, and objections voiced. One reason that many negotiations break down is that the two sides interrupt each other, speak at instead of to each other (or even better, with each other!), and overlook needs, concerns, etc. In order for any negotiation to be successful, especially in the longer term, it must be approached from the point of view of win - win, rather than merely being oppositional or greedy. The better the two sides get to know each other, invariably, the better the results.


If you want to negotiate effectively, begin with being an effective listener! How can you possibly come to a meeting of the minds if you don't understand both sides of the position?

What It Means To Do Your BEST?

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

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

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

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

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

Doing your best and claiming that you are, are often quite different! Be the best that you can be. No one can always win, or get everything they wish for, but doing one's BEST helps one maximize his potential and opportunities!

9 Ways To Keep Your Customer SATISFIED

Wouldn't it seem logical that sales agents (such as real estate professionals and financial/ investment advisers, etc), 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. 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 you, and/ or 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.

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.

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.

Why Budgets Are Important, & The Process Is An Essential, Relevant One?

Almost all well-run businesses and organizations prepare budgets at least annually. Unfortunately, very often, the budget process becomes more of a formality, required process, or activity, than a useful document. While budgets should be part of a careful and detailed process and analysis of a businesses or organizations needs, and how to get there, it is much more common that the budget is merely a "bunch of numbers" that "have to be" prepared, than anything useful. "Let's just prepare it and get it passed" is an often stated opinion. "It doesn't really matter, because we'll just change it if we need to anyway," is repeated ad nauseum, making the entire process little more than a waste of time and energy. Only go through this, if you want to pursue greatness! Whether this is organization, business, or personally related, knowing one's limitations financially, and thoroughly planning for the best result, optimizes the possibilities. Home buyers, home sellers, investors, etc, can, and should use budgets, to improve and enhance their opportunities and results!

Dictionary.com defines "budget" as an "estimate of expected income and expenses, and when used as a "verb (used with object)," as "to allot (money, time, etc.). However, the definition does not detail the important functions that a properly prepared budget can and will provide. Budgets should not be merely a bunch of meaningless numbers that have been thrown together to prepare the document. Only if a budget has been prepared utilizing "zero based budgeting" does a budget reach its full potential.

When either preparing or reviewing a budget, first carefully review the income (or revenue) side. How has each line item been calculated? How does each number compared with the actual for each of the last three years? What methods, techniques, or "revenue growers" are to be used in this upcoming cycle? It is important to recognize, when one prepares a budget, to be very conservative with revenue or income estimates and projections, and very aggressive in calculating expenses.
Expense items need to be reviewed very carefully, item by item. Commonly, businesses or organizations use the "previous budget plus" concept, which means it simply takes what was spent (or even worse, projected to be spent) in the previous budget cycle, and a specified percentage is simply added across the board to most expense items. When budgets are prepared this way, they are truly the waste of time and effort mentioned above. However, when each item is analyzed on a "needs" and "effectiveness" basis, one often realizes that monies are expended in many areas that do not provide the required result, while in other areas, more funds may need to be spent. One then also develops the philosophy of "thinking outside the box," and developing creative methods to more effectively spend funds, or "get more bang for the buck." One using this method develops an important document that guides decision making, as well as provides direction. A properly prepared budget should not be revised during its cycle, unless there is some sort of emergency or other form of extraordinary circumstance. Even then, one must keep a keen eye on how things will be paid for!

Budgets should always include at least one realistic reserve fund. The reserve fund may be exclusively for unanticipated maintenance and repairs, or for some other unanticipated need. When budgets do not include reserves, they almost invariably need to be tweaked and readjusted during the cycle, thus weakening the intended and important purpose of a properly prepared budget.
Anyone who reviews a budget should ask a lot of questions, and request a detailed budget, as opposed to merely a summary budget. Some of these include; 1) What items make up that line item, and how are they broken down? 2) What alternatives were considered in this area? 3) Have we evaluated alternatives regarding utilities and telephone, etc.? 4) Which program worked the most effectively and why? 5) How do we market, and why do we market the way we do?
The above are simply a sample of some worthwhile questions. The most important thing to do is always ask questions about anything that you do not find clear. Do not be embarrassed - chances are if you find something confusing, so will others.

Budgets can be the most important process used by a business or organization, or simply an exercise. Each of us owe it to anything we believe in, to explore all alternatives and possibilities. Many nay - sayers like to state that "It's only a small amount. It won't amount to anything- it's not large enough." Nothing could be further from the truth. Budgets are refined by making many small adjustments in multiple areas. You'd be amazed how much the total of all these adjustments add up to. Think of the adage, "You know how you eat an elephant - one bite at a time!"

Basics of Effective Telemarketing

Why are some telemarketers so much more effective than others? What do they do differently, and how do they do it? Some people who telemarket are extensively trained, while others receive very little training. Even those who are trained may or may not be effective, depending on how well trained they are, and whether they follow some basic telemarketing techniques. Certain individuals also possess a more "telemarketing friendly" personality. Factors such as friendliness, tone of voice, clarity, listening skills, patience, and the ability to persevere are essential skills for the effective telemarketer. Effectiveness requires the "never give up" mindset, and an understanding that every "no" brings you closer to a "yes." Telemarketing is truly a numbers game, and each caller develops a closing ratio, which is how many calls he needs to make to close a sale. Some professions where telemarketing is an essential skill, and can make a significant difference, if, and when, done properly and professionally, include real estate sales/ marketing, investment sales, etc.

Have you ever gotten a telemarketing call when you thought that telemarketer was good, professional and skilled, while the usual telemarketer shows little or none of that skill and ability? Having developed telemarketing programs for several companies and several products and/ or services, I have developed a keen sense of what is and what is not effective. The following are some of the basics of telemarketing that should be followed if one wants to optimize results:

(1) Extensively train telemarketers. Provide the telemarketer with all tools necessary to do his job! Telemarketers need to be constantly encouraged.

(2) Provide telemarketers with well designed, well worded, well thought out scripts.

(3) Prepare a telemarketer to answer any and all objections.

(4) Teach/ learn the telemarketer how to effectively use the "Five Steps" approach to answering objections that I have written about in a previous article

(5) Anticipate the objections and questions most likely to get. Provide scripts for each objection.

(6) Teach/ learn a telemarketer how to use "May I make a suggestion?"

(7) Play act and role play prior to the first call being made. Repeat this role playing on a regular basis. Don't let any calls be made until a telemarketing professional listens to the new telemarketer, and is satisfied.

(8) Provide a mirror to put in front of each phone station, to demonstrate the importance of smiling.

(9) Make sure the telemarketer knows whatever technical knowledge is necessary to be familiar and comfortable explain the product/ service.

(10) Teach/ learn how to close a sale.

(11) Teach/ learn the concept of "ztl" (zip the lip).

Telemarketing does not have to be difficult or unpleasant if a telemarketer is properly prepared and trained. A skilled telemarketer often finds telemarketing fun and exciting. Since telemarketers are generally paid based on their results, it is in their best interest to be the best they can be. For a company using telemarketing, there is little point if the telemarketers do not optimize results. Therefore, it is a "win-win" situation for telemarketers to be as skilled and professional as possible. Following these simple guidelines is an effective and productive first step.

Do You VIEW You, The Way Others Do?

The main truism about the way we evaluate ourselves is that we rarely view ourselves the way others do. Generally, we either over - estimate our abilities and capabilities, or undervalue what we can do, and rarely do we see ourselves through the eyes of others. Why is this way that we VIEW our inner self and abilities significant? Probably, because it becomes nearly impossible to become better and more impactful if we lack the willingness to accept our personal truths regarding strengths and weaknesses, and this objective introspection is usually the primary and most essential component of personal achievement, etc.

1. Do you possess a vibrant vision that guides your actions? Do you strive to prioritize personal virtue in all your dealings, nver compromising on your personal beliefs? Is this commitment to veracity significant and meaningful enough to you, that it provides you with a vibrancy that draws others to you, or does your way of conducting yourself chase others away? These components, when handled genuinely, lead you to taking a closer look at what makes you tick!

2. What is your personal self - image? Do you see yourself as others do? Although it is generally more important what you feel about yourself than how others perceive and conceive you, it is generally healthier if these two perspectives basically align. Do you proceed through every aspect of your life with absolute integrity? If you aren't this way nearly automatically regarding other things, how will you ever truly dicover who you are, and why? Does your imagination propel you forward in a way that makes you better, or are you afraid to imagine ways to be the best you can be?

3. How is your energy level? Do you feel energized and enriched because of the way you are and what you do, or do you fear being what you are? Are you an empathetic person who strives to enrich the lives of all you come into contact with, or do merely go through the motions?

4. Does your self - examination provide you with a sense of worthiness and significanrt personal worth, or do you try to lie to yourself, in order to fool yourself into making believe that you are better than you appear? On the other hand, do you proceed through life under - estimating your value and strengths? Neither proceeding with an inflated or deflated view is generally the healthiest way of proceeding! When was the last time you considered whether you are deserving of being considered more highly, and how truly important to you is how you impact the welfare and benefit of others?

How we VIEW ourselves often dictate how we proceed! It is important for each of us to consider this seriously. If you want others to listen to, and respect you, you must do whatever you can, to perceive how they view you, and improve in your weaker and/ or negative areas!