Business in the Crawl Space

Mind of Maverick!

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T22:10:00Z

Sales Octane #114

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

New Thinking = New Results

Maybe it's time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we're not making more sales. Take a look at the table below and think about your current selling mindset. How would your selling behaviors change if you changed your sales thinking?

Traditional Sales Mindset Vs Maverick's Mindset

1. Always deliver a strong sales pitch. Vs Stop the sales pitch -- and start a conversation.

2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit

3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually right at the beginning of the sales process.

4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.

5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client -- you'll only trigger more sales pressure.

6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.

7. If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer -- it only creates more sales pressure.

Let's take a closer look at these central Maverick concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:

1) Stop the sales pitch -- and start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves. If you don't know what this is, ask your current customers why they purchased your solution. One example of an opening phrase might be, "I'm just calling to see if you'd be open to some different ideas related to increasing the opportunities and possibilities for your home. Notice that you are not pitching your solution with this opening phrase.

2) Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to "close the sale" or "get the appointment"-- and you will discover that you don't have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don't jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.

3) When you lose a sale, client, or listing opportunity, it's usually right at the beginning of the sales process.

If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation? Did you use traditional sales language like, "We have a listing campaign that I believe you really need" or "Others in your neighborhood have listed with us, so you should consider it as well"?

When you use traditional sales language, potential clients can't help but label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you from a position of trust. And if trust isn't established at the outset, honest communication about the problems they're trying to solve, and how you might be able to help them, becomes impossible too.

4) Sales pressure is the only cause of rejection. Rejection should never happen.

Rejection happens for only one reason: Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client. Yes, something you said. To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients.

5) Never chase a potential client--you'll only trigger more sales pressure.

"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that, "If you don't keep chasing, it means you're giving up -- and that means you're a failure." This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6) When a potential client offers objections, uncover the truth behind them.

Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, "We haven't made up our minds," "Please just send me information in your services," or "Call me in a few months," do you think you're hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?

Rather than trying to counter objections, you can uncover the truth by replying, "That's not a problem" -- no matter what clients are "objecting" to -- and then using gentle, dignified language that invites them to reveal the truth about their situation.

7) Never defend yourself or what you have to offer -- it only creates more sales pressure.

When a potential client says, "Why should I choose you over your competition?," your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client's mind at that point?

Something like, "This 'salesperson' is trying to sell me on why what they have to offer is better, but I hate feeling as if I'm being sold." Rather than defending yourself, try suggesting that you aren't going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your service might solve those problems --without ever trying to persuade.. Let potential clients feel that they can choose you without feeling "sold."

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural Maverick selling approach.

Maverick Rules!

"7" is Craps!

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T22:08:00Z

Sales Octane #113

Marketing a business can be fun, exciting and creative. It can also be very frustrating and expensive if one doesn't know what outcome they are looking for or how to evaluate cost effective methods of marketing.

Over the years people have come to know me for my unique ability to develop low cost and no cost strategies to market and promote a business, product or service.

Strategies that have realized incredible returns.

People have also come to know me as someone who is a stickler when it comes to putting systems in place. My marketing successes are a direct result of the systems I have implemented.

With a bit of forethought, planning and desire, you can successfully market your business in a very effective manner. Below are seven proven strategies sure to increase visibility, leads and sales.

1. Business Cards

Business cards are often one of the most underutilized tools in one's marketing.

Use the front and back of your business card to gain full benefit. Depending on your market you can put some very valuable information on the back such as a sports schedule, emergency numbers, or special dates people want to remember.

Keep some in your wallet, your automobile, on your desk, and some at home. Be sure to carry them with you wherever you go and be willing to hand them out as opportunity presents itself.

Creatively distribute your card. When you eat out you can leave one with the tip.

If you borrow a library book, use one as a book mark. Hand them to clerks in stores who may know other people who could use your product or service.

When someone gives you their business card be sure to enter their information in your database. Send them a short note or email within 48 hours of meeting them to keep your name fresh in their mind.

2. Send a picture

A great way to keep your name fresh in a customer's mind is to send them a picture of when they purchased or leased a home with your service.

Put a picture of a buyer's home and yard in a beautiful calendar. Likely, the proud owner of the home will display the calendar for the next 365 days.

3. Associations

Associations particular to your market are a great resource for marketing.

A major opportunity within many organizations is the chance to network. Additionally, to make presentations. Along with presentations come publications.

Often, when you do a presentation, you will get a mention in the association newsletter, their Ezine and/or on their website.

In many cases, when an organization has a newsletter or Ezine, they welcome the presenter writing a press announcement for them. It saves them time and often assures you have a better chance of the information making it into the publication.

They may also welcome you writing an article for their publication or website.

This lends itself to pre-presentation visibility. Additionally, you will position yourself as an expert and increase credibility.

Most organizations have the following opportunities that can help you to gain visibility and do some very effective marketing:

-Newsletters

-Internet listings

-Links to you website

-Discounted advertising rates

-Networking opportunities

-Business referral services

-Special recognition events

-Education seminars

-Business and membership directories

In many cases you will need to be a member of the association to take advantage of the multiple marketing opportunities. In other cases membership is not necessary.

4. Committee Involvement

Committee involvement is a great way to give back to the association or community while building visibility for you and your business. In some cases, you may even want to get involved in a committee where you have little experience or knowledge. This will give you an opportunity to stretch yourself and meet and network with individuals you may not have otherwise had the chance to meet.

5. Contests and drawings

Contests are a favorite for many businesses such as restaurants or those that have high foot traffic. Contests are a great way to build your database quickly.

You are generating very hot leads when you have a contest with people who have already frequented your place of business. The key though is to do back -end marketing. Far too many businesses hold contests, get lots of names and do nothing with them. In this case, it is a complete waste of time to hold a contest.

You can advertise a contest to gain new foot traffic in your place of business.

Trade show booths are a great place to hold a contest. Pre-show marketing helps to generate traffic at your booth. Invite people to stop by booth # _____ (whatever your booth is) to enter to win. Creative contests can also generate free publicity.

6. Cross-promoting

Join with other Realtors or companies who have products or services that compliment yours and promote each other. Example, you could partner with a landscaper to promote yard services to your clients. In return they can promote to their existing clients your services and advice. Cross-promoting is only limited by your imagination.

This can considerably cut down the cost of business promotion and allow each business to use promotion techniques that might be too expensive to implement alone.

7. Bonuses

Secure special offers from various businesses who want to share a similar market as you. Present this package of goodies when you sell and close. This is a win/win all the way around. The other vendors gain visibility, you have something extra to offer you customers and the customers get incredible value for their purchase.

Now roll the dice and let Lady Luck run!

Maverick Rules!

Soul Man!

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T00:40:00Z

Sales Octane #112

Advocate Respectfully

This is one of a series of articles on holding difficult conversations. In earlier posts in Business in the Crawlspace, I suggested ways to open communications that create mutual respect; we talked about the importance of knowing your purpose for the conversation; and we added Inquiry and Curiosity to our conversational toolbox.

Here the topic is Advocacy.

Advocacy is the flip side of Inquiry - the opportunity that you open for yourself to tell your story. What can you see from your perspective that they've missed? Can you clarify your position without minimizing theirs?

For example: "From what you've told me, I can see how you came to the conclusion that I'm not a team player. And I think I am. When I introduce problems with a project, I'm thinking about its long-term success. I don't mean to be a critic, though perhaps I sound like one. Maybe we can talk about how to address these issues so that my intention is clear."

Tips for sharing your side of things:

•Wait to offer your side until your partner has expressed all his energy on the topic. Check to make sure he's finished.

•Remember your purpose for the conversation. It's easy to get off on tangents, become reactive, and lose your way. Know and return to your purpose at difficult moments.

•Don't assume. When telling your story, go slow, be clear, and don't assume they know what things looks like from your point of view.

•Teach, don't preach. Notice your desire to "sell" your partner on your story. Simply state how things look from your side.

•Listen to yourself and try not to use words that will cause your partner to react defensively. You want him to listen, so use words that he can hear.

•Share facts rather than subjective interpretations. "When you walked by me and didn't say anything" is a fact. "When you ignored me" is a subjective interpretation.

Most important, speak with respect. As you begin to lose your center, think about this, and remember that you advocate best when you respect your partner's story.

We all have teams, mentors, and friends that we advocate and support. Make sure your communications live up to Aretha's rule. R- E- S- P- E- C- T.

Maverick Rules!

P.M.S. Yikes!

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T00:38:00Z

Sales Octane #111

We appreciate. We criticize. We laugh. We mourn. We are moved by postcards.

Since its introduction up to the present time, postcard is still one of the best medium of communication. We can recall that postcards were used as means for brief communication. It was the best choice then because they are light and inexpensive.

Nowadays, postcards are not only used to express our hi's and hello's, it is now popularly used as a marketing tool. Whenever there is an upcoming event, a product launching or a new service to be made available postcards can be your reliable ally.

Postcard is a great way to market tourism. Just by mailing them, you can make people desire to travel. Just by using luscious pictures, you can make people starve with food cravings. Just by making your business known to your target, makes the latter long for it. Think Jacuzzi or swimming pool.

Sense of seeing is pretty powerful. It can drive other senses crazy. In fact, it can lead them to ludicrous wants. That power is also imbibed in postcards.

Postcards are most effective when done in full color. 4 color postcard printing adds dimension and create dramatic effect to your postcards. One or two-color printing may be too plain and simple for your artwork might as well use the color process that can bolster your postcards aesthetic as well as functional value.

In deciding whether to use 4 color postcard printing or not, you have to weigh first its pros and cons. Clients, designers and printers are more at ease with this printing process. It maximizes design flexibility. In fact, it can create an almost limitless palette. However, this process can be a bit expensive compared to one or two-color printing. It can go as high as 4 times the price of a two-color printing job.

Exact colors can also be produced with the use of PMS or Pantone Matching System. This process is often resorted to create accurate colors that match the company's logo or traditional design. This process may seem the most costly.

Well . . . . . men should already have known this!

Maverick Rules!

Swinging a Hammer!

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T00:36:00Z

Sales Octane #110

Are you a builder or a chaser?

A builder envisions what they want their business to become. The vision eventually becomes a plan based on analysis of personal and competition strengths and weakness, the marketplace, and strategies of ways and means to materialize the vision.

A Opportunity chaser will go to any invitation. They under achieve because time is spent looking for and trying out the best deal on the hottest trend instead of building business with strategy focused with personal values, business growth, and the customer base that drives it.

While all these characteristics may be present in any opportunity, analysis of how your time and money converts to ROI may not be clear.

With no other test but whether or not it can make some money as soon as possible, opportunists chase the elusive get rich quick easy promotions. Although sales and network matrix building are important business assets, what opportunists tend to overlook are basic long-term strategic plans.

Instead of chasing opportunities, business builders tend to analyze and develop them. Business building whether on or off the internet requires a variety of skills that must be developed for any specialized but profitable segment of a market or niche. Therefore, one main difference between business building and opportunity chasing is how to use leverage.

Opportunity seekers tend to choose offers that appear to be do-able from their personal effort as part of a team or network of affiliates which begs the question, who is leveraging whom? Conversely, the business builder tends to select only product and service opportunities that support a scalable business where personal time and ROI can be leveraged for profit.

ROI compels many opportunity seekers to do the same thing as everyone else. In practice, they end up trying to do it longer, faster, and smarter than everyone else with a net result of diminishing returns or lower ROI and their expectations shattered by apparent under achievement.

On the other hand, businessbuilders out-source instead of out-task to quite simply continue to add value to their time instead of having it fixed or decreased by matrix limits. The measurable difference between out-sourcing and out-tasking is whether your time produces an increase or decrease of your return on investment.

ROI should produce a win-win outcome. Unfortunately in practice, it differs more often for opportunity chasers than business builders. Opportunity choosing and business buildings are both important activities, but one without the other is like a car without gas, a nice ride but doesn't go very far.

What is driving you?

Maverick Rules!

Calvin Klein

davepark@nc.rr.com (The Maverick builder) — 2009-01-29T00:32:00Z

Sales Octane #109

It's the year 1982 when Calvin Klein underwear burst into the intimate apparel market with a sheer force. It's a big gap of twenty-five years, still the company holding the top slot in the market of intimate apparel.

The design for Calvin Klein underwear is high in demand these days. It's the design of the product that has certainly raised the popularity for Calvin Klein underwear. Men prefer to buy Calvin Klein underwear from the market due to its comfort and good-looking design.

Now how does this tie to the Real Estate Business.

•1. Innovative design. Credit the people behind (haha) the sales and marketing departments to seeing this overlooked niche. Underwear was already available. It was not a new product. Most innovations are not new, but repackage with a purpose. I know that the next innovation in Real Estate will be in improvement on an existing system or platform. You can find it!

•2. Branding. Again credit the people at Calvin Klein to use their existing brand power to open a new line. Does your firm have a brand that can be empowered and channeled into a new direction or implementation?

•3. Public Opinion. Calvin Klein is the company hugely responsible for changing the public's opinion on underwear with its unique advertising campaigns and loads of celebrities backing (and wearing) the product. What have you created to make a wave in the market? What have you published to signify "now is a great time to buy" or "buy now or pay later". Stir it up. Get noticed.

These three attributes can put your business in the "Window".

So let's wrap this up!

Calvin Klein underwear has some of the most outstanding features. Trend setting innovative design, fine fabrics, signature Calvin Klein branding and a wide range of classic collection from season to season.

Ok so what is it, Boxers or Briefs?

Maverick Rules!

Lucky 32!

davepark@nc.rr.com (The Maverick builder) — 2009-01-28T02:59:00Z

Sales Octane # 108

We all have ways of testing opportunities that enter our lives. Some of us just dive right in based on feeling, others walk straight into what they know is right by a gut feeling or intuition. And if it's not gut feelings or emotions that are the tests of opportunities, it is the logical mind persuading us to ignore those feelings and emotions and test it with our reality of reason.

Most of us do not have a predetermined strategy for testing opportunities, or even more generally to test the actions we take and the choices we make in our lives.

There is an easier way to determine if our choices we make and the opportunities we receive ‘pass the test'. This simple 32 word statement of business ethics was first created in the 1930s and used to turn around a failing company. These four questions were applied by each employee to each and to every minute detail of the company's workings. This little list of four questions from Rotary International, a humanitarian business organization, is the most widely printed, translated and reproduced piece of business ethics today:

"Of the things we say, think or do:

1. Is it the TRUTH?

2. Is it FAIR to all concerned?

3. Will it build GOODWILL and BETTER FRIENDSHIPS?

4. Will it be BENEFICIAL to all concerned?"

If we built businesses and our lives based on these very simple 4 questions we would be coming from a place completely the opposite of the competitive mind and the lack mentality. As you can see, these questions prompt you to choose what is true, fair, and good, making choices that can build friendships and goodwill. It helps us to see how the choices we make can be beneficial to all concerned.

Because of our societal influences, we most often are inclined to make choices and act based on a competitive mind. This comes from the perspective of lack, scarcity, and ultimately greed.

Any opportunity based on the model of competition and lack will simply not pass the test. Competition promotes strife. It embodies winning one spot, taking it away from all the other people who want it. It misleads people to believing there is only one chance for success, when in reality there is plenty for all.

The competitive model encourages people to rely on a source outside of themselves to give them what they need. This denies the power of their own ability to create what they want. This narrow focus shows they are choosing to ignore the possibility of creating this opportunity in their own lives, instead of trying to win the spot from millions of others.

This simple testing technique takes us completely out of the competitive mind of greed, scarcity and lack. It turns our thoughts and choices toward the positive, realizing there are opportunities we can take that can provide increase for all concerned.

I invite you to use these questions to test your actions and opportunities in your life. If you are seeking opportunity, these questions may help you see things in a different way. In doing this, perhaps you might find an opportunity in your life which truly allows you to benefit the world, while at the same time reaching whatever your dreams, goals, and desires are.

Lets get deep!

Maverick Rules!

Hello . . . .I'm Johnny Cash

davepark@nc.rr.com (The Maverick builder) — 2009-01-28T02:54:00Z

Sales Octane #107

I've unearthed some surprising bits of wisdom for new Realtors by listening to Johnny Cash lately. I thought I would share some of these tidbits from the Rockabilly legend.

1) Understand Your Man ...er, target market!

That's right. Do you understand your target market? Yes, Realtors should have a target market or segment of the population (niche). Are you aware of the markets needs, desires and driving ambitions? Does your website, copy, premiums, marketing, and lingo speak to your target audience? If not, perhaps you should make some changes or you customer will be "as gone as a wild goose in winter" too!

2) A Boy Named Sue

Life ain't easy for a boy named Sue...and life ain't easy for a Realtor either. In your business you will have those confidence killers, dream stealers, fun suckers...whatever you want to call them. (the news and media) You will have people who try to tell you that you can't achieve your goals, that what you try won't work. Don't let them get you down!

Sue's father told him, "This world is rough, and if you're gonna make it, you've gotta be tough."

How can you get tough in your business?

3) Man In Black- or Branding 101

J.R. Cash didn't don the all black suit because he didn't have anything else to wear. It was his trademark. He wore all black for a reason.

What about you? Are you working on your brand? In a world full of Elvis Presley's and Jerry Lee Lewis's, how will you stand apart? And remember, your target market doesn't have to be just like you- Johnny Cash wrote Folsom Prison Blues and connected with inmates when he had never yet step foot in jail!

4) The Legend of John Henry's Hammer

This song has two bits of wisdom:

a) Learn your business and you will succeed

John Henry's Daddy told him to: "Learn to a turn a jack, learn to lay a track, learn to pick and shovel too." Are you learning all you can about Sales and Marketing in order to succeed? Do you reinvest in books, coaching, mentoring, and software like John Henry's hammer?

b) Technology has its place but it can't take the place of humans.

When the steam engine threatened to take the place of men, Johnny proved that in the end, humans are more valuable. Learn to use technology (like autoresponders) but remember that your website visitor is a human and inject some of yourself into your marketing efforts.

5) One Piece at a Time

This ballad is about a man who decides to build a Cadillac. He steals one piece at a time from the assembly line "and it didn't cost him a dime". But in the end, it didn't work out exactly like he planned!

Does your website look like a pieced together jalopy? Are you unwilling to spend any money on your own domain and hosting, content with a free site cluttered up with ads?

6) In The Jailhouse Now

Please don't throw away your hard work by doing one of the following things:

Not providing full disclosure

Railroading or Steering

Discrimination

Clicking on your Adsense ads

Not keeping records and neglecting to pay taxes

It just isn't worth it, and you may find yourself in the jailhouse.

7) Ring of Fire

Maybe you've made a bad choice... entered into a shotgun romance with a broker or team that's not right for you. Don't be afraid to realize this, chuck everything and start over! Better to find your match and pour your energies into that.

In this song, June Carter Cash chronicles her growing attraction to John. Though they were both involved with other people, they were obviously soul mates and ended up making music and growing old together for the next 40 years.

I know that these 7 steps of Cash Wisdom can help you to "Walk the Line".

Maverick Rules!

Re-Read Twice!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:52:00Z

Sales Octane #106

The best business management has the foresight to recognize that the business development process (that is, becoming successful in all areas of your business so that you can grow sales) has less to do with online magazines, blogging, Websites, brochure designs, SEO, or any other tools you use when engaged in marketing and advertising.

In fact, most of your successes will be derived from avoiding time-wasting mistake early on -- and that's why I write here on Active Rain.

Now back up because we will discuss the use of marketing platorms, sales generation techniques, blogging, websites, etc., to "turn up the volume", but we won't waste time with all the "noise". Our actions that we will discuss will be pro-active, informative, or scalable.

You see, we've all learned to live by an inaccurate and misleading mantra that says, "Practice makes perfect." WRONG!

You can practice the wrong things all day long and get them down pat! What you should change your mantra to is, "Perfect practice makes perfect." It is only when you begin practicing the right way to do things that the right things will begin happening to you.

Success Acts Daily, Learns or Teaches Weekly, and Implements Monthly - davism

*Best Advise Given to Me!

The single most important strategy you can use to maximize the value of all the strategies we discuss is to communicate on a regular basis with everyone who contributes, or will ever contribute, in any way to your business success!

Please re-read the previous statement. Two times!

Most business owners do not realize it, but they are in the client and prospect generating business. This is the basic goal of Marketing! This is where we will demand the ball. This is where you will make a difference!

You need to understand and recognize the impact you have on people's lives. Your business makes a difference in people's lives and their families. It means that thinking of your client as more than a checkbook. It means seeing them as a valued business partner. Someone whose well-being and success is directly tied to your own.

You must determine the most powerful benefit or advantage you can possibly offer and existing or future client so it will be totally irrational for them to choose to do business with anyone but you and your company.

The single most important strategy you can use to maximize the value of all the strategies we discuss is to communicate on a regular basis with everyone who contributes, or will ever contribute, in any way to your business success!

That is the purpose, goal, and objective of my blog "Business in the Crawlspace". To help you find, define, and narrow your sales, marketing, and business platforms.

Some of the tactics will not be new, but twisted. We seldom take the time to look for ideas, platforms, and innovations outside of our industry. We tend to do the same old thing that the other guys are doing.

I look forward to sharing with you ideas to stir innovation. Together let us move forward in 2009 and expand our business and enrich our lives along the success path that each of us choose.

Maverick Rules!

Will You?

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:50:00Z

Sales Octane #105

Last year a well known New York restaurant was struggling with a problem that afflicts all dining establishments: no shows. Indecisive patrons would frequently make reservations and then, without notice, fail to appear. The result is wastefully booking times and tables that paying customers would have happily occupied; instead it causes the restaurant to unnecessarily foot the bill for the unused labor and the unsold food.

The owner solved the problem by asking his hostess to change two words of what she said to callers requesting reservations. Instead of saying, "Please call if you have to change your plans, " she substituted two words into the the sentence, "Will you please call if you have to change your plans" and then politely waited for a response.

The pause was pivotal.

While the change in wording was subtle, the change in psychology was anything but small. The new request inducted customers to fill the pause with a commitment: "Yes, I'll call." As a result, the no-show rate immediately dipped by nearly 70%. WOW!

Just 2 little words and a pause made an impact of 70%

Pubic commitments-even seemingly minor ones-prompt consistent future action because they tap into a potent human motivation to be, or at least to appear, consistent with previous commitments, attitudes, and actions. Just say guilt or "I promise I would call".

However, a vast amount of influence stems not from establishing new commitments, but from tapping into commitments already in place. Drawing connections between products and pre-existing commitments within the consumer is one of the most powerful and efficient techniques used by savvy marketing professionals.

When existing commitments are made more relevant to the customer, the motivation to maintain consistency can be directed accordingly.

Raise your and and say "I am a savvy marketing professional". If not now, you will be.

Now let's bring this full circle back to Persuasion (marketing) for you.

All conversations with perspective clients, Realtors, joint ventures, barters, venders, etc, should include this persuasion tactic.   Look over your scripts for answering the phone. Do they include these simple persuasive words with a pause? If you are not using scripts, WHY NOT? (This is another discussion)

Nancy, it was great to meet you today.  I am glad that
you believe that we offer an efficient and value added service.

Will you be able to add us to your approved vendor list? . . . . . .
Will you allow me to compete for your business? . . . . .
Will you give us a try next time you are in a pinch? . . . . . .
Will you give me a call when you are ready to put your home on the market? . . . . . .
Will you give me a call when your client is considering a home warranty? . . . . . .
Will you give me a call when you ready to evaluate your clients home purchase?. . .

Just wait for the answer and hold them to it.

Would you take a 70% improvement with your clients and Realtors? . . . . . . . .

Will You put this simple phraseology into your pitch? (pause for effect)

Maverick Rules!

In Maverick We Trust!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:48:00Z

Sales Octane #104

Sometimes we focus too much on learning all the great tips, strategies, and techniques for mastering a skill ... while we ignore the "mechanism" that's responsible for putting them into action.

Trust!

Trust is a combination of the value that others perceive in you, and their willingness to harmonize with and accept your advice to help them succeed.

Trust is people seeking and taking your advice both as a counselor and a confidant.

Someone who trusts you to a point where they call at some critical stage, because they know you are the one who can help them in a way that others cannot.

But how do you develop trust?

Let's look at the advice of Jeffrey Gitomer. He is the bestselling author of the Little Books, which have now sold more than two million copies worldwide.

Mr. Gitomer advises that trust is not the product of any secret formula. It's not something where you can lie there and wait for it to happen to you. Gaining, building, and maintaining a high level of trust involves thinking, and requires reading, a clear mind, a focus on becoming a world-class expert, studying, risking, failing, the right attitude, and lacing your bootstraps tighter when times are tough.

But you can do it and when you do, it will lead you to wealth beyond money. It is fulfillment for both for you and the people who trust you. It is insight for you and the people who trust you trust. It is impactful for both you and the people who trust you. It is comfort for both you and the people you trust!

Here are the Truths found in the book with the underlying theme that:

Trust is the basis for all relationships!

• Tell the truth. This is the number one element of trust AND relationships.

• Do what you say you will do. This is a test for being trustworthy and reliable.

• Communicate in a timely manner. This shows you are responsible, on top of it, and that you care.

• Bring value beyond your product or service. What you do to help others be more successful is a true reflection of your character.

• Be on time. Being on time shows you respect the other person's time.

• Be friendly. Smiling people are the gateway to open communication.

• Be sincere. This can only come from belief in what you do, loving what you do, and caring for others.

• Show and say genuine thanks. Be grateful for the opportunity to be of service.

• Be consistent. I believe this element of trust is the most difficult to master because it combines all the other elements.

• Give trust. You become trustworthy by giving trust.

Trust is an underling successful trait that the brightest and best companies and individuals practice each day.

The principles that influence human psychology can be useful in our business dealings, societal interactions, and all relationships. For sales and marketing professionals, they can be the most valuable motivating factor in the clients decision making process.

I TRUST that you will give this post your full attention!

Maverick Rules!

The Rundaround

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:45:00Z

Sales Octane #103

Viral marketing is an integral part of a campaign strategy that is used to achieve objectives. It is not the objective itself. If the main objective of an e-mail campaign is branding, in order to achieve greater branding success exposure you craft your message or offer in a way that it encourages pass-along.

Producing a message with a quality offer or an incentive for pass-along is what viral marketing is all about.

Just suggesting that e-mail recipients forward your message to their friends and relatives is not viral marketing. A message at the bottom of your e-mail that reads "Feel free to forward this message to a friend" is nowhere close to viral marketing at its best.

On the other hand, if something worthy of sharing, such as a valuable discount, vital information, additional entries into a sweepstakes, an added discount or premium service, a joke/cartoon, or a hilarious video, is included in the e-mail, viral marketing happens naturally and quite successfully.

The bottom line is that your message must be perceived as having value. Relevant or timely information, research, or studies are all good examples of content that might be viewed as potential pass-along material. Interactive content like a quiz or text can inspire forwarding, especially if it is fun. Personality tests, fitness quizzes, or compatibility questionnaires are all things that have been passed on by many people many times.

Why?

Because they are entertaining and entertainment has value.

A multimedia experience is always going to achieve some pass-along. Someone is always touting the benefits. It is a bit more of a time and money investment but the messages have a great appeal and rich media has the advantage of being new.

Note: The tech factor alone is often enough for the message to be perceived as valuable.

If you decide to get into the "RunAround" game of viral branding, be sure to have value, color, wit, and a include a great picture of you and your brand in your message.

Inside tip: Hire this activity out!

Maverick Rules!

Maverick Nudge!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:43:00Z

Sales Octane #102

It's a talent that everyone has, yet they think they don't.

This has nothing to do with American Idol!

It's the power of innovation and if you've ever marveled at somebody's creative prowess, guess what, you can create and innovate too. It just takes time. Everyone is born creative. The boxes of crayons in kindergarten were not limited to those who possessed potential.

The truth is, everybody has potential.

You know how long it took to learn to ride a bike or drive or to never commit the same mistake again? It's the same with innovation. It takes a bit of practice and a lot of time before this mind function comes easily when called.

This post will teach you a few tips on how to bring innovation into your life.

Don't listen to what other people say. Follow the beat of your own drum. Allowing for the input of other people will only bring cacophony to the music you are trying to make. If you have an original idea, don't waste your time and effort trying to make people understand. They won't.

Spend time on it. I cannot stress that enough, although, please do not mistake this tip to tell you to quit your day job entirely. Do not. This involves some tricky time management but with a little discipline you'll be able to squeeze both in.

Exercise. Take a walk. Run a mile or two. Send all those endorphins coursing through your veins. Exercising certainly clears and relaxes your mind and allows for anything to pop up.

Record your dreams. Aren't some of them just the craziest things that your conscious mind would never have thought of? If you've had these dreams before, and I'm sure have, this only shows you the untapped innovative power you have lying within. So jot down those notes. Those dreams may just create an innovative spark in you.

Find your own style. You can always tell a Van Gogh from a Matisse. You'll know Hemingway wrote something by the choice of words on the paper. So it is the same with you. People will appreciate your innovation more because it is uniquely yours and that no one else would have thought of what you were thinking. That will let people see how valuable an asset you are.

Don't hide behind nifty gadgets or tools. You don't need the most expensive set of paints to produce a masterpiece. The same way with writing. You don't need some expensive fountain pen and really smooth paper for a bestseller. In fact, J.K. Rowling wrote the first book of the Harry Potter Series on bits of tissue. So what if you've got an expensive SLR camera if you're a crappy photographer? Who cares if you've got a bling-bling laptop if you can't write at all? The artist actually reduces the number of tools he has as he gets better at his craft: he knows what works and what doesn't.

Nothing will work without passion. What wakes you up in the mornings? What keeps the flame burning? What is the one thing that you'll die if you don't do? Sometimes people with talent are overtaken by the people who want it more. Think the hare and the tortoise. Ellen Degeneres once said that if you're not doing something that you want to do, then you don't really want to do it. And that's true. Sometimes you just want something so bad you become a virtual unstoppable. And that is passion. Passion will keep you going.

Don't worry about inspiration. You can't force it; inspiration hits when you least expect it to, for those unpredictable yet inevitable moments you should prepare. An idea could strike you on the subway, yet alas, you poor unfortunate soul; you have no sheet of paper to scribble down a thought that could change the world. Avoid these disasters. Have a pen and paper within your arm's reach at all times.

I hope this article has "nudged" you to bring more innovation into your life and your business. Keep in mind that you're doing these things for your own satisfaction, your own business, and your own purpose.

Maverick Rules!

Put Me In Coach!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:41:00Z

Sales Octane #101

When you hear the word "coach", what comes first into your mind? Do you picture a basketball team with a man/woman shouting out directions? Or perhaps a football team with a man/woman pacing to and fro and calling out the names of the players?

Coaching is no longer reserved to sports teams; it is now one of the key concepts in leadership and management. Why is coaching popular? Why are Real Estate teams growing in success? Why does it work?

The Team Leader (Coach) levels the playing field.

It is a behavior or role that leaders enforce in the context of situational leadership. As a leadership style, coaching is used when the members of a group or team are competent and motivated, but do not have an idea of the long-term goals of an organization.

This involves two levels of coaching: team and individual.

Team coaching makes members work together. In a group of individuals, not everyone may have nor share the same level of competence and commitment to a goal. A group may be a mix of highly competent and moderately competent members with varying levels of commitment. These differences can cause friction among the members. The coaching leader helps the members level their expectations. Also, the coaching leader manages differing perspectives so that the common goal succeeds over personal goals and interests.

Coaching builds up confidence and competence.

Individual coaching is an example of situational leadership at work. It aims to mentor one-on-one building up the confidence of members by affirming good performance during regular feedbacks; and increase competence by helping the member assess his/her strengths and weaknesses towards career planning and professional development.

Coaching promotes individual and team excellence.

Excellence is a product of habitual good practice. The regularity of meetings and constructive feedback is important in establishing habits. Members catch the habit of constantly assessing themselves for their strengths and areas for improvement that they themselves perceive what knowledge, skills, and attitudes they need to acquire to attain team goals. In the process, they attain individually excellence as well.

Coaching develops high commitment to common goals.

A coaching leader balances the attainment of immediate targets with long-term goals towards the vision of an organization. As mentioned earlier, with the alignment of personal goals with organizational or team goals, personal interests are kept in check. By constantly communicating the vision through formal and informal conversations, the members are inspired and motivated. Setting short-term team goals aligned with organizational goals; and making an action plan to attain these goals can help sustain the increased motivation and commitment to common goals of the members.

Coaching produces valuable leaders.

Leadership by example is important in coaching. A coaching leader loses credibility when he/she cannot practice what he/she preaches. This means that a coaching leader should be well organized, highly competent is his/her field, communicates openly and encourages feedback, and has a clear idea of the organization's vision-mission-goals. By vicarious and purposive learning, members catch the same good practices and attitudes from the coaching leader, turning them into coaching leaders themselves. If a member experiences good coaching, he/she is most likely to do the same things when entrusted with formal leadership roles.

Some words of caution though: coaching is just one of the styles of leadership that can be used by the Team Leader.

Moreover, coaching as a leadership style requires that you are physically, emotionally, and mentally fit most of the time since it involves two levels of coaching: individual and team.

Your team members expect you to be the last one to give up or bail out in any situation especially during times of crises. A coaching leader must be conscious that coaching entails investing time on each individual, and on the whole team. Moreover, that the responsibilities are greater since while you are coaching members, you are also developing future coaches as well.

Success Real Estate teams are built by the Coach. And winning is everything!

Maverick Rules!

Filthy Stinking Rich!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:39:00Z

Sales Octane #100

What do the rich and powerful people in business have in common? They live life with a strategy and exhibit characteristics that not all that different from other not-so-successful businesspeople.

What's their secret?

They train themselves to keep these characteristics in mind.

One thousand Four Hundred (1400) people across the world turn into millionaires every day. Want to become one of them? Of course you do. Everyone wants the freedom to do business in the way they choose. There is so much power in running your own business - and having a business that runs itself, which for many people is the ultimate goal.

Making money is not the only goal of becoming a millionaire - it's about freedom. Many people across the world are gifted with experiencing this freedom everyday.

How can you become one of these people?

What kind of life, and business, do you want to run?

Would you like to be able to check your email from your private plane?

These are the kinds of goals many people have in mind when they begin to forge ahead with their business ideas. But the truth is that the rich and the successful - the millionaires off and online - have about nine characteristics in common, not that different from a lot of people we all know. Most of them exhibit some or all of these.

The truth is that we all have the potential for greatness - if we can train ourselves to keep this in mind as we go about our business day.

1. They don't blame. Successful businesspeople don't blame others. Instead of making excuses for bad outcomes, or reassigning responsibility to others, they take time to learn from their own mistakes.

2. They are decisive. Millionaire-types have a vision. They take quick, decisive action aligned with that vision. They're action oriented, always pushing forward toward their goals.

3. They trust their intuition. If something seems like it's not quite right, they trust that instinct. If an opportunity excites them and sounds like a great idea, they go for it.

4. They are singly focused on their CORE business. Successful entrepreneurs may be inspired by ideas, but they always remain true to their vision. They focus on opportunities that are aligned with their business's purpose.

5. They are marketing focused. Millionaires, including such giants as Bill Gates, understand the importance of building on their core business. They hire people with specialties in marketing. They work hard at building their email lists, gaining exposure, and are constantly looking for ways to reaching a wider audience. The key to your business and creating phenomenal success, is marketing.

6. They understand the importance of continuing education. Successful businesspeople are always learning and drawing from other people's experiences. They listen to how other people have achieved their success, especially if these people have expertise in another industry. They are constantly learning about new approaches and strategies, and thinking about how they can apply it to their own business.

7. They are not afraid of making mistakes. Any big company online will tell you that they've had their share of downfalls, even such giants as eBay or Craig's List. Mistakes are building blocks for success - by making mistakes, you learn what works, and what doesn't. You don't have to get it right, you just have to get it going. We all make mistakes, and one of the most powerful things you can do is glean feedback from them. Feedback is a great way to learn from your customers and colleagues. You need to look at feedback and take it with a grain of salt - it helps you learn and grow. See your mistakes as learning lessons

8. They model their business for success. Millionaires model other people, strategies, and systems. They constantly look for models of success in everyday life and think about how to incorporate these lessons into their own strategy. They even look at their competition for answers. Whatever niche you're in, subscribe to some industry newsletters, buy their products, and learn HOW they create success.

9. They build a team to rely on. No matter what stage you are in with your business, you've got to realize that you simply cannot do it all. You can't be an expert in everything. You want to create a great team of people. How can you find them? Go to seminars and workshops. Hone your networking skills. You'll often find that likeminded people that are out there constantly learning and attending, seminars and workshops. Getting rich is a team sport. You have to have people that are cheering you on, encouraging your success.

These are some inherent characteristics of business millionaires. Can you apply them to your business and your life, too?

Of course you can.

If you can keep these principles in mind, you've got the millionaire mindset. No, you aren't going to get there overnight. Making a million dollars takes some time. You can't make a million dollars if you haven't made your first hundred. So focus on the first hundred, first thousand, and first hundred thousand.

Thinking this way goes a long way toward your goals - finding success, gaining riches, and living the kind of life you want to live.

By the way does "Filthy Rich" wash off?

Maverick Rules!

Ninja Negotiating

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:36:00Z

Sales Octane #99

Real Estate negotiating is a skill that like warfare tactics must be honed.

(Honed is a funny word but right for the context.)

It is important to be mentally prepared to win. Do the ground work well before your reach the negotiating table and decide on the "path" you are going to take.

You need to set aside any doubts you may have and stride forward prepared to win at all costs.

The four cornerstones of successful negotiation skills are placing emphasis on common points.

•1. Presenting clear arguments (price, options, financing, condition, etc)

•2. Being innovative and open to several options (time, financing, schedule, etc)

•3. Focusing on the situation or problem being dealt with

•4. Looking for a clear solution.

The key is to be clear about your preferred outcome. However in the back of your mind you must be willing to compromise to some extent.

A good Real Estate negotiator is an excellent communicator. They understand how human beings think, feel, and function. You must be able to befriend the people seated on the other side of the negotiating table. You must know when to push hard, when to accept a compromise, and when to walk away.

A good Real Estate negotiator is in many ways an artist he needs a great amount of creativity to steer the negotiations to a successful completion.

They must keep in mind the 3Fs: fair, fast, and firm.

According to the gurus there are tactics to be used for negotiating:

1. Be focused on the problem or issue. Logical arguments are the key to smooth negotiations.

2. It is important to be firm yet polite when making a stand or presenting a point.

3. Clearly emphasize the advantages and disadvantages.

4. Be patient and let the process of negotiation take its course.

5. Put ego aside and concentrate on the matter at hand. It is finding an amiable solution that's important not self worth or position.

6. Never threaten or manipulate the opposite party-it is completely unethical and unfair.

7. Aim for solutions that are interest based and not what individual desires or aims are. It is best to consider any situation as a whole rather than from a personal view point.

8. Avoid psychological traps and have the magnanimity to admit when you are wrong. Be open minded.

9. Don't accept weak solutions and try and negotiate a plausible settlement. Temporary measures are not what you need. A permanent solution must be sought.

10. Value time, schedules, and deadlines. A good Real Estate negotiator will not beat around the bush or adopt delay tactics or waste time talking about mundane matters. It is professional to immediately get down to the business at hand.

Most of us are born negotiators. From the first breath a baby takes it makes all around him dance to his tunes. Most of us consciously or unconsciously do what we have to do to get our own way in life.

Grasshopper it is your job to become a Negotiation Ninja and master the art of Real Estate negotiation.

Maverick Rules!

Maverick Set

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:33:00Z

Sales Octane #98

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

New Thinking = New Results

Traditional Sales Mindset Vs Maverick's Mindset

1. Always deliver a strong sales pitch. Vs Stop the sales pitch -- and start a conversation.

2. Your central objective is always to close the sale. Vs Your central goal is always to discover whether you and your potential client are a good fit

3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually right at the beginning of the sales process.

4. Rejection is a normal part of selling. Vs Sales pressure is the only cause of rejection. Rejection should never happen.

5. Keep chasing every potential client until you get a yes or a no. Vs Never chase a potential client -- you'll only trigger more sales pressure.

6. When a prospect offers objections, challenge and/or counter them. Vs When a potential client offers objections, uncover the truth behind them.

Let's take a closer look at these central Maverick concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:

1) Stop the sales pitch -- and start a conversation.

2) Your central goal is always to discover whether you and your potential client are a good fit.

3) When you lose a sale, client, or listing opportunity, it's usually right at the beginning of the sales process.

4) Sales pressure is the only cause of rejection. Rejection should never happen.

5) Never chase a potential client--you'll only trigger more sales pressure.

6) When a potential client offers objections, uncover the truth behind them.

7) Never defend yourself or what you have to offer -- it only creates more sales pressure.

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural Maverick selling approach.

Maverick Rules!

Lady Luck!

davepark@nc.rr.com (The Maverick builder) — 2009-01-21T00:29:00Z

Sales Octane #97

Marketing a business can be fun, exciting and creative. It can also be very frustrating and expensive if one doesn't know what outcome they are looking for or how to evaluate cost effective methods of marketing.

Over the years people have come to know me for my unique ability to develop low cost and no cost strategies to market and promote a business, product or service.

Strategies that have realized incredible returns.

People have also come to know me as someone who is a stickler when it comes to putting systems in place. My marketing successes are a direct result of the systems I have implemented.

With a bit of forethought, planning and desire, you can successfully market your business in a very effective manner. Below are seven proven strategies sure to increase visibility, leads and sales.

1. Business Cards

Business cards are often one of the most underutilized tools in one's marketing.

Keep some in your wallet, your automobile, on your desk, and some at home. Be sure to carry them with you wherever you go and be willing to hand them out as opportunity presents itself.

Creatively distribute your card. When you eat out you can leave one with the tip.

If you borrow a library book, use one as a book mark. Hand them to clerks in stores who may know other people who could use your product or service.

When someone gives you their business card be sure to enter their information in your database. Send them a short note or email within 48 hours of meeting them to keep your name fresh in their mind.

2. Send a picture

A great way to keep your name fresh in a customer's mind is to send them a picture of when they purchased or leased a home with your service.

Put a picture of a buyer's home and yard in a beautiful calendar. Likely, the proud owner of the home will display the calendar for the next 365 days.

3. Associations

Associations particular to your market are a great resource for marketing.

A major opportunity within many organizations is the chance to network. Additionally, to make presentations. Along with presentations come publications.

Often, when you do a presentation, you will get a mention in the association newsletter, their Ezine and/or on their website.

They may also welcome you writing an article for their publication or website.

This lends itself to pre-presentation visibility. Additionally, you will position yourself as an expert and increase credibility.

Most organizations have the following opportunities that can help you to gain visibility and do some very effective marketing:

-Newsletters

-Internet listings

-Links to you website

-Discounted advertising rates

-Networking opportunities

-Business referral services

-Special recognition events

-Education seminars

-Business and membership directories

In many cases you will need to be a member of the association to take advantage of the multiple marketing opportunities. In other cases membership is not necessary.

4. Committee Involvement

5. Contests and drawings

Contests are a favorite for many businesses such as restaurants or those that have high foot traffic. Contests are a great way to build your database quickly.

You can advertise a contest to gain new foot traffic in your place of business.

6. Cross-promoting

This can considerably cut down the cost of business promotion and allow each business to use promotion techniques that might be too expensive to implement alone.

7. Bonuses

Now roll the dice and let Lady Luck run!

Maverick Rules!

Knock! Knock!

davepark@nc.rr.com (The Maverick builder) — 2009-01-14T22:54:00Z

Sales Octane #96

The greatest of all SUCCESS rules is this: Do unto others as you would if you were the others

The Golden Rule is more than a principle of ethical behavior; it is a dynamic force that can work good in the lives of untold numbers of people.

When you make it a practice to treat others as though you were the others, you spread goodwill among people who, in turn, may be moved to do the same.

By their actions, they influence still more people, who generate goodwill among even more people. This force for goodwill increases exponentially and will return to you from totally new sources.

The benefit you receive from a good deed performed today by a total stranger may have been a chain reaction from long ago when you observed the Golden Rule in your own dealings with another.

This Success rule was written by Napoleon Hill over 70 years ago. Yes it is an adoption of truth, but not business success, not until Mr. Hill wrote about it.

OPPORTUNITY

What opportunity does this truth bring to our businesses? Testimonials! Testimonials from our friends, clients, partners, and customers.

Yes, testimonials are a great way to support and prove the claims in your copy. They also engage the "bandwagon" effect-the more people doing it, the more acceptable it is.

However, testimonials aren't the only way to accomplish this. Once you understand the underlying principle that makes testimonials work (other people like it so you'll like it too), you can find endless ways to build customer confidence.

Try these:

Use indirect testimonials. List businesses that have used your products or services. Or list the states in which you do business, the industries you serve, or the types of professionals who trust you.
Show pictures of people using your product or service. An action picture can simultaneously show what you're selling, show the kind of people who use it, and show benefits. Seeing is believing.
Provide case histories of some of your best customers or clients. Studies show that tangible case histories can be more effective than statistics. Simply write up an account of how someone solved a problem or derived a benefit. Before and after descriptions are particularly effective.
Mention how long you've been in business. "Since 1991." This is a subtle indication of popularity. What is impressive here is relative to your business. Use corporate leverage.
Tout the number of products sold. "More than 115,000 satisfied customers!" It always helps to keep good records. Use your corporate leverage here to support your claim.
Display the number of customers or clients you serve. McDonald's built an empire by displaying on their signs a running count of the number of burgers they sold. It's now in the billions.
Say how long your product or service has been the best in the nation. "America's leader in home ------- quality since 1998." This says popularity, quality, and consistency. This can often be more effective than just saying how long you've been around.
Show important or well-known people using your product or service. This invokes the "halo" effect, connecting the good feeling people have for the celebrity to your wares. Just make sure you have permission.
Display a seal of approval. Use brands, seals, logos, tag lines. Don't just show a web site.
Cite favorable reviews. Third-party information is always powerful. Some products are lucky enough to get reviews spontaneously, but as a rule you must notify people of your product or service and suggest a review. Don't be shy.
Cite mentions in the media. Newsworthy products and services are more trusted. If you get a favorable mention, you can quote it. Otherwise, you can list media coverage. This is an argument for a good public relations effort.
Associate your product or service with respected magazines. "As seen at the NC Realtors Association Convention" List the magazines, papers, and any media you advertise in to show public approval of your product or service.

These ideas are not new, but we seldom take the time to look for structures and platforms outside of our industry. We tend to do the same old thing that the other guys are doing.

Let's change this. Let's move to the top. Let's work on our business. Let's look at our business through a different pair of glasses.

Life has the capacity to give you, in your career and business, and especially in your personal life, everything you ever want and then some.

Your first priority is to identify what you want and then make sure you take the path that's going to give you that. Are you on that path?

Maverick Rules!

Never Judge a FACEBOOK by Its Cover

davepark@nc.rr.com (The Maverick builder) — 2009-01-14T22:48:00Z

Sales Octane #95

Finding the sort of elusive connection that is normally the domain of plain dumb luck is, of course, the promise of social networking. But if you spend any time on social networking sites, you seldom find it works the way you thought you know it would work.

Most sites offer quantity over quality which is the "buzz" about growing your network, followers, or contacts.

The problem is that most of us don't know how to use these mediums of a global web when we have a question or need input from the right people.

Are these questions hard to find the answer to or the right people hard to track down? No. But until you start to work within each social media port, you may just run circles in chit chat and whiner forums.

Needless to say, until the RE community view social networking in the same view as the MLS, most will continue to play catch up on the proper use of each medium for marketing and self promotional structures.

The RE community will benefit with these forums in return for giving something up. The sacrifice is up to each, but the ones who work on the edge will run when the rest are walking.

The drawback to social networking is the transparency is demands. People are just not thrilled about giving up privacy in their business and their personal lives.

Well I just want to say "GET A GRIP".

I have argued in my posts before with some over the importance of the social media that has taken global command. And I will make the ride through town with the Revere cry "The echo boomers are coming, the echo boomers are coming". Yes they are coming and they are addicted to all social formats and the web.

*note* Please understand that intelligent social tools, no matter how smart they get will sometimes fail to solve the problems they are meant to answer. That is because despite all the emphasis we tend to place these days on online activity, many of the most efficient people still complete a lot of their work the old fashioned way, phone calls, handshakes, meetings, or cold calls.

In the future you will be judged by the technology tools and personal interaction in your "facebook" along with just plain dumb luck.

Maverick Rules!