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

In my over three decades of training literally thousands of individuals to become better, more proficient and more effective salespersons, I have come to realize that one of the greatest challenges is often that the person himself merely sees himself as being in sales, rather than someone who is selling. Isn't that somewhat strange since each of us sells regardless of what our field of endeavor or occupation may be? We either SELL a product, a service or ourselves. The key differential in how we perceive this is that being in sales acknowledges that something might be sold but tries to separate ourselves from what we perceive as a somewhat perhaps savory endeavor, which far too many people consider selling. However, the reality has little to do with one's negative perception but rather relates to how professionally we perform our duties and whether our attitude is one of being value oriented, or rather is merely self serving. Whether you are in business for yourself, or work for an organization or company, your mindset, and your realization that selling must be proactive, will often determine, your effectiveness and results? Wouldn't you prefer to work with a Real Estate professional, who seeks to sell your home (through marketing effectiveness, negotiating, etc), than one who merely represented and presented your property?

1. Are you expressed attitude in sync with your actual behavior? Is your focus about service to your customers and clients, or is all about you and what's in your personal self interest? Do your actions and whatever you sell geared to best satisfy what is best helps others?

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

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

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

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

Understanding, & Getting to the Crux of the Matter

Very often, organizations become distracted by unessential extraneous issues rather than getting to the crux of the matter. Generally, this is because many leaders lack the training and skills to adequately identify and separate major from minor issues. This scenario occurs in organizations, all forms of business entities, service - based industries (such as Real Estate professionals, etc), and, as well, in our personal lives! 

This is normally a rather simple issue to address if an organization creates a well thought- out, properly structured, professionally designed leadership training program. This program should teach leaders how to effectively listen to first understand what someone is not only saying, but what they mean. It should also teach leaders not to let their own opinions, prejudices, or biases impact their interpretation of any proposal or issue.

Organizations often assume that their leadership is capable of decision making, but if leaders are not adequately trained, they often do not have the structure or format needed to carefully review, evaluate and decide the merits of an issue. However, even the best leadership training cannot teach a leader to "stand up for his beliefs," have courage, and avoid procrastination.

In my review and work with not-for-profit organizations over the last three decades, I have noticed that it's far more common for leaders to make costly errors by lack of action, than by action. That is not to say that erroneous and ill-designed actions cannot and are not potentially catastrophic, but that when a leader avoids confronting an issue, and tells me he was "adopting a wait-and-see" attitude, or "didn't want to micromanage," or "couldn't change what happened anyway," etc., then that individual was extremely neglectful in his duties.

Please understand that I am not saying that leaders should act rashly, or take action merely to take action, but rather that leaders need to evaluate an issue thoroughly, and come up with a timely decision based on the facts available, while doing whatever due diligence is possible. Leaders must realize that everyone makes mistakes, but that to just "go along with the crowd" when you disagree, exhibits anything but leadership skills.

Organizations must teach their leaders to get to the crux of issues, and not get bogged down in discussions about less important extraneous issues. Leaders must be trained in the techniques of prioritizing and must "stay on track" if they are to accomplish their mission. Human nature often causes people to lose focus, because of emotionalizing a particular issue or getting "hung up' on one issue without keeping one's focus. That is one of the major reasons that many organizations often do not accomplish what they set out to. Getting something accomplished requires creating a well thought- out action plan, defining and delegating duties, creating a timetable, staying on task, and constant review and follow-up. It often requires some tweaking along the way to assure success. Leaders must truly lead!

Is Inflation, A Good or Bad Thing for the Economy? And Other Lies, Half - Truths & Distortions

Economics, economic theories, and political realities often cross paths, and make many people wonder what's going on. We have offered heard about the dangers of inflation, the dangers of recession, and other similar terminology, yet most of us will hear the media, and especially the business media, one day warn of the risk of inflation, and another day cite the lower than anticipated inflation rate as something to be concerned about. There are even different sets of indexes, one that includes core items (whatever that really means) and another that measures the inflation rate including energy costs.

The only thing that most American consumers concern themselves about from day to day, is how these costs impact them. Is their cost of living going up, staying the same, or going down. I have not met anyone recently that has told me that he feels that things are costing him less. At the supermarket, manufacturers continuing their clever "game" of effectively raising prices by keeping prices the same but reducing the package size. Shouldn't pricing be considered for these cost of living indexes the way the unit pricing is required by a lot of states, that is, by showing the cost per ounce, or per serving? Most of us have observed increased costs in milk, most meats, fowl, fish, cans of soda, bottles of soda, etc. Yet, we are being told that there is no or little inflation. While there might be temporary adjustments downward in certain categories, such as gas prices, or a specific item, the longer - term, overall scenario, is generally increasingly expensive!

Gas prices are constantly fluctuating, yet the pattern is that prices go up (despite the current situation of the past year or so, where supply and demand brought prices down, but note they always go up faster than they decrease! You think, maybe it's manipulated!) About the only thing that has not kept pace with these increases is average wages. Many workers are being paid for fewer hours, while others have been laid off. The unemployment rate statistically is under 5%, but realistically is more than 9%. While fewer people are unemployed, wages have been somewhat stagnant! Many Americans are either under-employed or unemployed, and this has been going on for so long, that, for many, unemployment benefits expired. When these people's benefits run out, the statistics show a lower unemployment rate, because the official statistics does not count people not collecting benefits. It also does not count individuals who owned small businesses, that had to go out of business, because owners of these types of businesses are generally not eligible for unemployment.

In Nassau County, New York, confusion occurs because of the difference between capped taxes and how it translates to individuals (overall taxes collected dictate the cap, but each individual may be impacted differently), and there may be few things as confusing as what assessed value actually means!)

The bottom line is that statistics are misleading. There is an old saying that the difference between a recession and a depression is, that it's a recession when it happens to someone else, and a depression when it happens to you. It is time for the American public to demand that our government officials stop partisan politics, and realistically address the economy and the joblessness issues, making those the overwhelming top priorities.

Remind your Representatives: Social Security Is NOT An Unfunded Entitlement!!

Most of us would agree that the continued deficit that the United States government is an unhealthy situation. Unfortunately, when topics such as this are discussed, they usually become a battle of distortions and political rhetoric, as well as people on opposite sides of the political spectrum blaming each other for the cause of the problem. We all know that this deficit should and must be addressed, and the process must begin immediately. However, the rhetoric of blaming Social Security and Medicare for this problem is at best unfair, and at worst, demagoguery.

1. Unlike most government spending which are financed out of the General Fund, and ideally come from taxes, fees, etc. received by the government, Social Security and Medicare both charge individual taxes, and every employee, business and self employed individual with earnings pays taxes supposedly to pay for this. Isn't it funny that just a short time ago, Senator Harry Reid stated that these programs did not contribute to the federal deficit, yet now we are constantly hearing chatter about how much they cost. In case you do not realize it, every self employed person pays approximately fifteen percent (15%) of his net before tax earnings for these two programs, in addition to all his other taxes. Employed individuals and their employers split this cost, also based on their before tax earnings. These earnings are actually taxed three times in most cases, once for the taxes (Social Security and Medicare) themselves, then for regular income tax (Federal, State and local, if applicable), and then, for most people, once again when they are distributed at retirement. How is that an entitlement? Isn't that a rather stiff tax?

2. Let us not confuse making these two systems better and more efficient, with this deficit issue. While efficiencies and improvements should be made, how dare politicians discuss them and lump them in with the overall debt.

3. In 2001, when President Bush assumed office, he inherited a surplus budget. Predominantly because of a combination of factors that took place in 2001, most notably the 9-11 tragedies, the United States embarked on a huge amount of spending to beef up security both here and abroad. In addition, an overall slowdown in the world economic situation, ever- increasing joblessness, etc., exacerbated the situation, and created a burgeoning federal deficit. Upon taking office in 2009, President Obama continued and expanded the bail out programs begun by President Bush, and the deficit kept expanding. This was the real cause! Back in the 2000 campaign, former Vice President Al Gore was scoffed at for speaking of a "lock box" to protect the Social Security system. This, of course, was never done, and the monies collected from Social Security and Medicare taxes have simply been commingled with the rest of the general fund revenue. Worse than being commingled, the government supposedly borrows from Social Security, and issues the equivalent of an IOU, which they have never made any attempt to repay. 
 
While people who have paid into these systems their entire lives are entitled to receive in their golden years what they were promised, that is far different from the usual definition of an entitlement, which is often an unfunded mandate. I implore each of you to think about fairness and integrity, and implore our elected officials to once and for all treat these two programs separately from the rest. In recent years, the age that someone can receive full benefits has gradually crept up, which is acceptable because of longer life expectancies, etc. I am not saying not to consider tweaks and improvements to these systems, but rather that we simply do not unfairly lump them into the overall deficit discussion.

You've paid into this system all your life, expecting to have it there for you, when you retire. Don't request, but demand Social Security be preserved, and these false accounting and rhetoric - driven methods are not acceptable! Have you ever wondered what happens when someone, without dependents dies younger, and therefore there are little to no disbursements made? This system is tax - driven, NOT a drain on the rest of the system. Merely because government representatives sometimes play games, rather than responsible budgeting, and it can print money, we, the people, cannot merely print money when we need it!

5 Components of Effectively Marketing Yourself

Most would agree that marketing is perhaps the most, if not one of the most essential ingredients for success in nearly every field of endeavor. Why do you think that the largest and most successful corporations spend so much time, effort and resources on marketing themselves, and attempting to create a specific and unique brand, that creates an attractive niche and compelling story? Since all of us, regardless of what we do, are involved in some sort of selling, it is important to understand what is needed to successfully market ourselves. Whether someone is a doctor, lawyer, salesperson, teacher, or stay - at - home mom, success requires selling every day. We either sell a product, a service, or ourselves, but we do sell! Since the advent and increased popularity of the internet, however, many people have abandoned the previous fundamentals of marketing, and begun to rely exclusively on the Web. However, success means using a broad - based, multi - media campaign, where we maintain a common focus throughout, in order to distinguish ourselves, thus creating a niche that develops our personal, quality, respected brand. While there are many possible components, those who seek to effectively market themselves should both understand and utilize these five components listed below.

1. Don't abandon direct mail and snail mail. There are still many individuals who prefer being contacted that way, and effective mailing pieces that enhance our brand, are key. However, cost containment requires doing this wisely, so make sure that you study the best and most effective way to use this, including your mailing list, types of piece, etc.

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

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

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

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

Don't use one of these components, while overlooking others. Those that want to market themselves to their fullest potential, and thus get the best results, need to use the discipline to use all of these. Don't become one of those people who sits there, wondering why others are gathering more positive feedback, connections, etc, without addressing thoroughly, all 5 of these components!

Do You Effectively Budget Your Time?

Do you discover that you often have difficulty getting accomplished what you had hoped to achieve during the day? Are you often overwhelmed by the volume of things you feel you need to do, and then disappointed when you don't get them done? When introduced to a new idea or task, is one of your first thoughts that you don't have any time to do anything more? We must all take to heart the adage that both the wealthiest and most successful individuals each have the same 24 hours in their days, but the difference is how effectively they utilize their time. Isn't it interesting that so many people realize the need to manage their money and other aspects of their lives and careers, but neglect focusing on themselves and how they can achieve more and be far happier (and less stressed) simply by paying attention to how they manage and utilize their time. Whether this relates to optimizing your personal life and/ or efficiency, or becoming better in your field of endeavor, the better you manage your time, the better your chances, opportunities, options and possibilities! Time management means creating a time utilization action plan and adhering to certain specific disciplines:

1. Focus on you and what your true needs are: Are you as happy and content as you'd like to be? Do you feel fulfilled by the end results and what you can accomplish? Do you get done as much accomplished during the course of a day as you'd both like and need to?

2. Discipline: Are you willing to do what you need to do in order to develop more efficiency, and to do so habitually? Will you introspectively examine what process you are following, and commit to do things that enhance both your efficiency and effectiveness? Since we all know that some people are able to get more things done than others, doesn't it make sense to use a different approach or techniques?

3. Vision and goals: Time management begins with knowing and focusing on your priorities and what you wish to accomplish. Commit to following the adage of, "Don't sweat the small stuff," and focus on your goals.

4. Action plan with contingencies: Analyze what needs to be done, strategize, and create an action plan that you follow. This plan must pre - plan contingencies, or what is often known as having a backup plan or Plan B. By seamlessly do so, you become better able to manage your time efficiently.

5. Learn how to multi - task: Use even small intervals of downtime to begin to plan additional aspects or items you wish to get done.

6. No blame of others or yourself: Blame never achieves anything, is non - productive, and wastes time. Focus on what needs to be done from this point on, and on who might have done better in the past.

7. Can't change past, or even the present: So, pay attention to what you'll do from this point forward, and stop wasting time and effort on negative energies.

Nearly everyone can do a better job managing his time. Why shouldn't you do that for you?

Just Because It's New, Does Not Make It Better!

With all the new technology and technological advances, many people seem to believe that because it is newer, it must therefore be better, or more enhanced. While that is true when it comes to certain technologies, there are still certain examples when newer is not better. Examples mostly include industries where technology and service are either combined, or need to go hand in hand, such as telephone service and airline travel. While there certainly have been significant technological advances in both of these circumstances, it can be argued that the overall experience has not been improved significantly, if at all. Avoid the tendency to overly depend on newer technology, and ignore the more traditional, established approaches. This is especially true in service - centric businesses, such as Real Estate Professionals, and investment advisers! Remember, people like the personal attention, old - fashioned timely telephone conversations, etc, so don't merely text, email, or use Social Media. Also, be certain to avoid being the type of person whose best idea is the last "great" idea they heard!
 
1. Once upon a time, we had one telephone company which supplied our telephone equipment, maintained our internal and external wiring, and provided generally reliable service. Those classic black phones may not have been terribly stylish, but few of us even remember one of them not functioning. If we had any difficulty, we made one call to one company, and the problem was soon resolved. Today, land line telephone service is outnumbered by voice over internet services (VOIP), as well as by wireless/ cellular service. Our telephone equipment rarely lasts too many years, and it is next to impossible to find anyone to service it, and it is generally cost prohibitive to repair, so we simply purchase another telephone. It seems to me that there are far more dropped calls today, or some other static, interference, or trouble with our lines. Many people have abandoned land lines completely, depending entirely on their cell phone, but we all have experienced cell phone dead zones at one time or another. Relatively speaking, it is true that this competition and the enhancements has brought about lower pricing, but at what sacrifice. And, have you tried to get through to your telephone provider? How much of our time is wasted simply waiting to be connected with a real human being? With all the sophistications and enhancements, have you noticed better customer service, because I have certainly not? How often, at what cost, are you told, you should upgrade your Smartphone, etc, to newer technology? Apple "introduces" an IPHONE, using the smaller size of an older model, combined with most of the technology contained in their present model, and calls it new, and many millions, will purchase it!

2. In the latter part of the 1970's, the airline industry was deregulated, with the expressed intent of trying to provide more competition, and thus lower pricing for the consumer. While pricing was immediately lowered, have you flown recently? Spirit Air actually charges for carry on bags, while almost all domestic carriers have some sort of fee for checking bags. Meals on a domestic flight, forget about it! Legroom on most carriers is almost non -  existent. Customer service seems almost an anachronism! Most remarkedly, with all the technology, it actually takes longer on many routes today than it used to.

While technological enhancements are nice, they are not always that essential. Yes, many Smartphones have lots of applications, but many of those come at some cost, either for the app itself, the data used, the type of phone needed, etc. And, remember, the phone is only smart, when the user uses it smartly! And, no matter what cell phone or computer or tablet you have today, chances are it will be either outmoded or run of the mill pretty soon! Let's celebrate technology, but put these advancements into perspective!