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!