I hope each and every one of you had a fantastic weekend filled with fun and relaxation. This week let us spend some time remembering to be thankful for all the great people in our lives. All of us have had many people influence our lives and careers and we should appreciate all they have done and taught us. We must also remember that we have a responsibility to make sure that we do the same to others and that we pass on the knowledge that we have learned during our time. Please do not wait until it is too late to say thank you or to be helpful. Let us keep in mind that no matter how busy we get or how tough life may be sometimes, we all have many people and things to be thankful for.
ENCOURAGEMENT CORNER...
Promise Yourself
Promise yourself to be so strong that nothing can disturb your peace of mind.
To talk health, happiness, and prosperity to every person you meet.
To make all your friends feel like there is something in them.
To look at the sunny side of everything and make your optimism come true.
To think only of the best, to work only for the best, and expect only the best.
To be just as enthusiastic about the success of others as you are about your own.
To forget the mistakes of the past and press on the greater achievements of the future.
To wear a cheerful countenance at all times and give every living person you meet a smile.
To give so much time to the improvement of yourself that you have no time to criticize others.
To be too large for worry, too noble for anger, and too strong for fear, and to happy to permit the presence of trouble.
WORDS TO LIVE BY...
Do what you can, with what you have, where you are. ~Theodore Roosevelt
Time you enjoy wasting, was not wasted. ~John Lennon
Labor gives birth to ideas. ~Jim Rohn
You're never fully dressed without a smile. ~Martin Charnin
Don't ever take a fence down until you know why it was put up. ~Robert Frost
Whatever you are be a good one. ~Abraham Lincoln
One should always play fair when one has the winning cards. ~Oscar Wilde Make somebody happy today. Mind your own business. ~Ann Landers
Ability is of little account without opportunity. ~Napoleon
Life is a long lesson in humility. ~James M. Barrie
Build rapport and quickly warm up your next prospect
Here are 7 proven tips to help you build rapport and quickly warm up your next prospect:
1. Make your prospect feel comfortable by offering him or her something to drink—tea, water, soft drink or coffee.
2. Look for common ground and points of mutual interest. Good topics include children’s activities, sporting events, hobbies, vacation plans and the old standby—the weather. Obviously, you want to stay away from any topics that might be controversial or polarizing, such as politics or religion.
3. Pay attention and listen closely. Take notes and ask open-ended questions to gain information and get your prospect talking.
4. Use open body language, smile frequently and maintain good eye contact.
5. Listen more than you talk. Keep the focus of attention on your prospect and not on yourself.
6. Avoid the temptation of interrupting your prospect when he or she is speaking.
7. Match your prospect’s rate of speech and voice tone. If you speak quickly and your prospect speaks slowly, it’s up to you to make the adjustment.
By focusing on these seven rapport-building tips, you will dramatically increase your sales effectiveness and strengthen all of your client relationships.
1. Make your prospect feel comfortable by offering him or her something to drink—tea, water, soft drink or coffee.
2. Look for common ground and points of mutual interest. Good topics include children’s activities, sporting events, hobbies, vacation plans and the old standby—the weather. Obviously, you want to stay away from any topics that might be controversial or polarizing, such as politics or religion.
3. Pay attention and listen closely. Take notes and ask open-ended questions to gain information and get your prospect talking.
4. Use open body language, smile frequently and maintain good eye contact.
5. Listen more than you talk. Keep the focus of attention on your prospect and not on yourself.
6. Avoid the temptation of interrupting your prospect when he or she is speaking.
7. Match your prospect’s rate of speech and voice tone. If you speak quickly and your prospect speaks slowly, it’s up to you to make the adjustment.
By focusing on these seven rapport-building tips, you will dramatically increase your sales effectiveness and strengthen all of your client relationships.
Buy First or Sell First?
The answer to this question depends on your tolerance for risk and inconvenience.
I have a number of clients facing a peculiar, but increasingly common dilemma, whether to sell or buy first. If you sell your house first you run the risk of selling it before you locate a new house to move into. If you buy first, you have to come up with a down payment, qualify for financing, and nervously wait for your house to sell.
Selling first has its advantages. When you sell your home first, you'll know exactly how much you can afford to pay for your new home. You’ll have the cash available and “cash is king” in this market. It’s important to get pre-approved for the financing so you’ll know exactly what price range to shop within. During negotiations, you'll be in much stronger position to make a non-contingent offer, which is much more likely to be accepted by the seller than an offer that has a contingency attached to it.
If you sell your house first, try to negotiate a longer escrow and an option to lease back the property from the buyer of your home for 30-60 days. This way you might not have to face a double move if you are fortunate enough to find a replacement property before you have to turn over the keys to your home. Explore the possibility of short term rentals and know that you might have to put your furniture in storage.
When buying first, it might be necessary to place a contingency clause in the offer. This clause states that the purchase is conditional upon the sale of your current property, usually within a specified time. A contingent offer has some disadvantages. You run the risk of being rejected by the seller for a more favorable offer without a contingency. Sellers are less likely to accept a contingent offer when they have other offers that don’t carry this contingency clause.
Some of my clients have made the decision to sell now because they feel that prices may decline further. Even if they are not ready to buy another home just yet, some are going into interim rentals and are waiting because they think there will be lower prices next year.
Whether you decide to sell first or buy first seek the advice of a professional real estate agent who can guide you through this tricky process.
The Real State of Real Estate
By Carol Wolfe
I have a number of clients facing a peculiar, but increasingly common dilemma, whether to sell or buy first. If you sell your house first you run the risk of selling it before you locate a new house to move into. If you buy first, you have to come up with a down payment, qualify for financing, and nervously wait for your house to sell.
Selling first has its advantages. When you sell your home first, you'll know exactly how much you can afford to pay for your new home. You’ll have the cash available and “cash is king” in this market. It’s important to get pre-approved for the financing so you’ll know exactly what price range to shop within. During negotiations, you'll be in much stronger position to make a non-contingent offer, which is much more likely to be accepted by the seller than an offer that has a contingency attached to it.
If you sell your house first, try to negotiate a longer escrow and an option to lease back the property from the buyer of your home for 30-60 days. This way you might not have to face a double move if you are fortunate enough to find a replacement property before you have to turn over the keys to your home. Explore the possibility of short term rentals and know that you might have to put your furniture in storage.
When buying first, it might be necessary to place a contingency clause in the offer. This clause states that the purchase is conditional upon the sale of your current property, usually within a specified time. A contingent offer has some disadvantages. You run the risk of being rejected by the seller for a more favorable offer without a contingency. Sellers are less likely to accept a contingent offer when they have other offers that don’t carry this contingency clause.
Some of my clients have made the decision to sell now because they feel that prices may decline further. Even if they are not ready to buy another home just yet, some are going into interim rentals and are waiting because they think there will be lower prices next year.
Whether you decide to sell first or buy first seek the advice of a professional real estate agent who can guide you through this tricky process.
The Real State of Real Estate
By Carol Wolfe
10 Ways to Strengthen Referral Relationships
By Ivan Misner
Entrepreneur.com
updated 2/23/2011 4:47:13 AM ET 2011-02-23T09:47:13
To be an effective networker, you should constantly be strengthening your relationships with referral sources. The best way to go about this, of course, depends on each individual referral source and what he or she responds to.
So while there isn’t one “best” way to solidify your connections with referral sources, you can take a number of actions to build good will and credibility in those relationships. Here, I offer my top 10 examples that should give you some ideas and get you off on the right foot. This list isn't exhaustive, so please feel free to add your own actions to it.
1. Arrange a one-to-one meeting. Meeting a referral source in person is an excellent opportunity to learn more about his or her business and interests. Prepare questions in advance so that the conversation flows smoothly. Be ready to give an update on your business and to ask lots of questions about your source’s interests.
After you’ve met at least once, you may also consider inviting him or her to participate in some type of recreational activity, such as a golf outing, fishing trip, concert or play. This can be a good opportunity to let your referral source see a different side of you in an informal setting.
2. Send a thank-you card. A handwritten thank-you card makes a great impression, especially in this age of electronic communication. Be sure to write a personalized note that mentions what you’re thanking your referral source for. If you’d rather send something online, SendOutCards.com is a useful resource.
3. Send a gift. Like a thank-you card, a gift -- however small or inexpensive -- can help build visibility and credibility with your referral source. Try to find out what his or her likes are (such as favorite foods, hobbies, etc.), and send a gift that is personalized.
4. Call a referral source. An occasional, casual phone call is a good way to keep the relationship strong -- when you take care to call only when it’s least likely to be an unwelcome interruption. It’s also a good idea to have a piece of news or some tidbit of information to pass along that will benefit or interest your source. You can set up a file for holding newspaper and magazine clippings that may be of interest to people you would like to be your referral sources. Sending an article, especially one that is pertinent to your source’s current business or personal circumstances, reaffirms that you are thinking about his or her needs.
5. Display a source’s brochure. Doing a bit of sales work on behalf of a referral source can only enhance your relationship. If you have a public area for your business, offer to place your source’s materials where your clients can read them.
6. Extend an invitation. Invite a referral source to a networking event. Introducing him or her to other businesspeople you know gives your source an opportunity to meet others in your target market. It may also provide new business opportunities for you both.
7. Nominate them for an award. Watch for these types of opportunities. Local service and civic organizations often present annual awards recognizing contributions to a particular cause, and local periodicals often sponsor awards contests for businesspeople. Find out which groups and interests your referral source is involved in and check to see if there is a form of recognition associated with them.
8. Include a source in your newsletter. Even a brief mention of a referral source in your newsletter can pay dividends down the road, including the opportunity for them to reciprocate the favor in their own newsletter.
9. Arrange a speaking engagement. Help your referral source get in front of a group that would be interested in his or her business or area of expertise. Local chapters of service organizations, such as Rotary and Kiwanis, are always looking for good speakers. If you belong to a group that invites people to speak, use your contacts to help your source make the rounds among various chapters.
10. Turn the table. Offer your referral source a referral he or she might find useful. It’s often a wonderful way to build your relationship. By helping build your source’s business, you help create a debt of gratitude that will encourage your source to respond in kind.
Have you had success incorporating other techniques that aren’t listed here? If so, I’d love for you to share them in the comments section below.
Entrepreneur.com
updated 2/23/2011 4:47:13 AM ET 2011-02-23T09:47:13
To be an effective networker, you should constantly be strengthening your relationships with referral sources. The best way to go about this, of course, depends on each individual referral source and what he or she responds to.
So while there isn’t one “best” way to solidify your connections with referral sources, you can take a number of actions to build good will and credibility in those relationships. Here, I offer my top 10 examples that should give you some ideas and get you off on the right foot. This list isn't exhaustive, so please feel free to add your own actions to it.
1. Arrange a one-to-one meeting. Meeting a referral source in person is an excellent opportunity to learn more about his or her business and interests. Prepare questions in advance so that the conversation flows smoothly. Be ready to give an update on your business and to ask lots of questions about your source’s interests.
After you’ve met at least once, you may also consider inviting him or her to participate in some type of recreational activity, such as a golf outing, fishing trip, concert or play. This can be a good opportunity to let your referral source see a different side of you in an informal setting.
2. Send a thank-you card. A handwritten thank-you card makes a great impression, especially in this age of electronic communication. Be sure to write a personalized note that mentions what you’re thanking your referral source for. If you’d rather send something online, SendOutCards.com is a useful resource.
3. Send a gift. Like a thank-you card, a gift -- however small or inexpensive -- can help build visibility and credibility with your referral source. Try to find out what his or her likes are (such as favorite foods, hobbies, etc.), and send a gift that is personalized.
4. Call a referral source. An occasional, casual phone call is a good way to keep the relationship strong -- when you take care to call only when it’s least likely to be an unwelcome interruption. It’s also a good idea to have a piece of news or some tidbit of information to pass along that will benefit or interest your source. You can set up a file for holding newspaper and magazine clippings that may be of interest to people you would like to be your referral sources. Sending an article, especially one that is pertinent to your source’s current business or personal circumstances, reaffirms that you are thinking about his or her needs.
5. Display a source’s brochure. Doing a bit of sales work on behalf of a referral source can only enhance your relationship. If you have a public area for your business, offer to place your source’s materials where your clients can read them.
6. Extend an invitation. Invite a referral source to a networking event. Introducing him or her to other businesspeople you know gives your source an opportunity to meet others in your target market. It may also provide new business opportunities for you both.
7. Nominate them for an award. Watch for these types of opportunities. Local service and civic organizations often present annual awards recognizing contributions to a particular cause, and local periodicals often sponsor awards contests for businesspeople. Find out which groups and interests your referral source is involved in and check to see if there is a form of recognition associated with them.
8. Include a source in your newsletter. Even a brief mention of a referral source in your newsletter can pay dividends down the road, including the opportunity for them to reciprocate the favor in their own newsletter.
9. Arrange a speaking engagement. Help your referral source get in front of a group that would be interested in his or her business or area of expertise. Local chapters of service organizations, such as Rotary and Kiwanis, are always looking for good speakers. If you belong to a group that invites people to speak, use your contacts to help your source make the rounds among various chapters.
10. Turn the table. Offer your referral source a referral he or she might find useful. It’s often a wonderful way to build your relationship. By helping build your source’s business, you help create a debt of gratitude that will encourage your source to respond in kind.
Have you had success incorporating other techniques that aren’t listed here? If so, I’d love for you to share them in the comments section below.
Metro Message
Welcome to this edition of The Metro Message.....I hope all of you had a fantastic weekend filled with lots of fun and relaxation. This week as we work to improve ourselves both personally and professionally let us keep in mind that the world is full of mirrors. We will see in ourselves what we put out to the world and we will get what we give to others. As you wake each morning, I hope you look forward to all the great opportunity you have that day. As you wake each morning, I hope you look forward to all the people you will have the chance to help or make better that day. As you wake each morning, I hope you look forward to all the love, happiness, and joy you could have if you just gave it. This week spend a few more minutes on what you have total control over - your attitude towards others.
ENCOURAGEMENT CORNER...
House Of 1000 Mirrors
- By unknown Author
Long ago in a small, far away village, there was place known as the House of 1000 Mirrors. A small, happy little dog learned of this place and decided to visit. When he arrived, he bounced happily up the stairs to the doorway of the house. He looked through the doorway with his ears lifted high and his tail wagging as fast as it could. To his great surprise, he found himself staring at 1000 other happy little dogs with their tails wagging just as fast as his. He smiled a great smile, and was answered with 1000 great smiles just as warm and friendly. As he left the House, he thought to himself, "This is a wonderful place. I will come back and visit it often."
In this same village, another little dog, who was not quite as happy as the first one, decided to visit the house. He slowly climbed the stairs and hung his head low as he looked into the door. When he saw the 1000 unfriendly looking dogs staring back at him, he growled at them and was horrified to see 1000 little dogs growling back at him. As he left, he thought to himself, "That is a horrible place, and I will never go back there again."
All the faces in the world are mirrors. What kind of reflections do you see in the faces of the people you meet?
WORDS TO LIVE BY...
"We all need a daily check up from the neck up to avoid stinkin 'thinkin' which ultimately leads to hardening of the attitudes."
~Zig Ziglar~
"People who consider themselves victims of their circumstances will always remain victims unless they develop a greater vision for their lives."
~Stedman Graham~
"If things are not going well with you, begin your effort at correcting the situation by carefully examining the service you are rendering, and especially the spirit in which you are rendering it."
~Roger Babson~
"Even if you are on the right track, you'll get run over if you just sit there."
~Will Rogers~
"Stop looking at life through a keyhole...open the door to opportunity...get involved, and CREATE the YOU that you CHOOSE to become."
~Thomas D. Willhite~
"Knowledge is power, but enthusiasm pulls the switch."
~Ivern Ball~
"An optimist expects his dreams to come true; a pessimist expects his nightmares to."
~Laurence J. Peter~
"You can't make a great play unless you do it first in practice."
~Chuck Noll~
ENCOURAGEMENT CORNER...
House Of 1000 Mirrors
- By unknown Author
Long ago in a small, far away village, there was place known as the House of 1000 Mirrors. A small, happy little dog learned of this place and decided to visit. When he arrived, he bounced happily up the stairs to the doorway of the house. He looked through the doorway with his ears lifted high and his tail wagging as fast as it could. To his great surprise, he found himself staring at 1000 other happy little dogs with their tails wagging just as fast as his. He smiled a great smile, and was answered with 1000 great smiles just as warm and friendly. As he left the House, he thought to himself, "This is a wonderful place. I will come back and visit it often."
In this same village, another little dog, who was not quite as happy as the first one, decided to visit the house. He slowly climbed the stairs and hung his head low as he looked into the door. When he saw the 1000 unfriendly looking dogs staring back at him, he growled at them and was horrified to see 1000 little dogs growling back at him. As he left, he thought to himself, "That is a horrible place, and I will never go back there again."
All the faces in the world are mirrors. What kind of reflections do you see in the faces of the people you meet?
WORDS TO LIVE BY...
"We all need a daily check up from the neck up to avoid stinkin 'thinkin' which ultimately leads to hardening of the attitudes."
~Zig Ziglar~
"People who consider themselves victims of their circumstances will always remain victims unless they develop a greater vision for their lives."
~Stedman Graham~
"If things are not going well with you, begin your effort at correcting the situation by carefully examining the service you are rendering, and especially the spirit in which you are rendering it."
~Roger Babson~
"Even if you are on the right track, you'll get run over if you just sit there."
~Will Rogers~
"Stop looking at life through a keyhole...open the door to opportunity...get involved, and CREATE the YOU that you CHOOSE to become."
~Thomas D. Willhite~
"Knowledge is power, but enthusiasm pulls the switch."
~Ivern Ball~
"An optimist expects his dreams to come true; a pessimist expects his nightmares to."
~Laurence J. Peter~
"You can't make a great play unless you do it first in practice."
~Chuck Noll~
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