It's All In How You Look At It

In just a few hours, 2008 will be history. It sure did pass quickly.

There are many things we'll remember from this year - bailouts, electioneering, tightening credit, $147 a barrel oil in July, $4.00+ gasoline after that, gasoline between $1-2.00 a gallon now, and so much else depending on our perspective.

That's just the point. We all experienced some significant economic events this year, yet how we respond to them and move forward into 2009 can mean the difference between a great year or not.

It's all in how we choose to look at the events around us and then how we choose to respond. 2008 had many challenges, but it also had many things we can be thankful for. 2009 can be even better - but quite a bit of that is up to us and our attitude.

Happy New Year, and thanks for reading my blog this year.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Only One To Go

Well, here we are.

Ten days ago we started looking ahead to 2009 to determine some very important activities and goals that we want to accomplish next year.

Now we are down to the final day.

Pencils down, time's up.

What did we come up with?

Need a little more time - alright take tomorrow. But then it's time to get started on 2009. There's no way to avoid it.

Happy New Year!

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

The Term Paper Syndrome

Remember when we were in high school or college and we had a major project or term term that was due - and that a large part of our grade was dependent upon it? I think that applies to most of us.

Now when did we usually hear about this project? That's right, the first day of class or within the first week. However, when did we start on it? A few days before it was due.

This is what I call the "term paper syndrome" and it just means lack of focus.

In the case of schoolwork, we have so much time between when the assignment is announced and when it is due that we misjudge the amount of time it will take to complete it or find it so tedious that we procrastinate as long as possible - or both.

In business, it means that we put off getting back in touch with someone or that we ignore or delay doing things which we know are important because we find something else more fun - but less productive - to do.

How about a New Year's resolution to avoid the term paper syndrome?

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Today Is December 28, 2008

Today is December 28, 2008. You knew that.

This post could have been written about yesterday or tomorrow - or any other day. It does have a little extra significance in that this is the last Sunday of 2008 and, as a Sunday, is a day that many of us use to plan the week ahead.

The point is that this is the only December 28, 2008 that any of us will ever have.

We need to regard each day as special. Some will have more challenges than others. Some will turn out better than others. However, we only get each day once, so we must make the absolute most of it that we can.

Enjoy this day and as many others that come your way.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

If Confidence Wasn't An Issue

Dr. Robert Schuller once asked the question, "If you knew you couldn't fail, what would you attempt?"

As we plan for 2009, think about the extra boost of confidence we might receive if we approached each listing appointment or incoming telephone lead or face-to-face presentation with just that attitude.

If we knew we were going to have a successful outcome, we could concentrate on helping our customers and focusing on their needs - rather than being so interested in how we were doing.

When we are confident in what we do, we really can act as if we're going to succeed each time.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Don't Leave Out The Important Parts

It's important to accomplish all of the steps in order to achieve the desired outcome.

I love chocolate chips cookies, but I wouldn't leave out the dough and go straight for baking the cookies with just the chocolate chips - it would be a disaster.

If we read just the last part of a book we might know how it ended, but we would miss a lot of the story that would help us understand the characters and the ending.

People rarely show up for just the end of the movie.

As exciting as it is to make a sale, it would be foolish to skip some of the preliminaries and go right for the close. We might show someone a property that we like and would like to own and assume that they are equally impressed with it.

Then, since it is such an ideal property, we might go right to the next step - asking them to buy it.

When that doesn't work, and we don't even get confirmation for another appointment or permission to call them again, we can't understand why they wouldn't want to own such a perfect property.

Things need to occur in their proper sequence. Rushing ahead just because we like that part and want to hurry to get to it is not wise and will not be effective. The entire process - whatever it is - will likely fail.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Lessons From Santa Claus

We can learn some great sales lessons from Santa. Many of us have been playing Santa the past few weeks leading up to today so let's look at how we went about it.

First, our goal was to figure out what people on our list really wanted, needed. or would appreciate if it was a total surprise. Not unlike being a good salesperson. Determine what people want and help them find it. Toss in something special or unexpected when we can.

Then we did not let anything get in our way - no matter how many places we had to call or visit to find the item that we wanted in the right size and color. When we apply that type of determination to sales we can be powerful.

Then we shopped the competition - looking for a bargain, trying to find it on sale - even if we had already purchased it. Good sales techniques.

Then we chose just the right box, wrapping paper, ribbon, or other type of delivery to make sure the presentation of our gifts had the maximum impact. Again, it can apply to sales.

So as much fun as it's been playing Santa, we actually were practicing good sales techniques and skills in the process.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

7 And Counting

On Sunday, I started our 10 days to go, year-end countdown. We covered a couple of other topics the past couple of days, but here we are now with just a week to go.

So how are we doing?

It really is time to start setting some goals - at least determine the areas where goals are necessary. This would apply to number of new leads, sales presentations made, sales made, and other items that we can control.

Income would great to project but there are a lot of variables there. Let's stick with what we know how to do that will impact our income and go from there.

Two key things about goals (there are many more, but here's two): 1- they have to be measurable (not "more sales" but "10 sales"), and 2- they need the proper perspective.

Perspective is so important. If we need to talk to 10 really good customers (leads) to make a sale or get a listing, and our goal is 10 for 2009, this means that we only need 100 new really good people to talk with - not hundreds.

Adjust this according to your goals, but don't fret over needing more traffic than will actually accomplish your goals. Then all of your advertising and promotion can be very directed and focused.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Losing Focus Can Be Costly

I talk a lot about the importance of maintaining focus and what that means to deciding on which tasks to concentrate on, which customers to work with, and setting and achieving goals.

As important as focus is, it is vital that we not lose it.

Let me illustrate this with college football. I believe football offers many analogies for sales.

The college football bowl season is underway. A few games have been played already, and there are many more to go - including the national championship game.

The bowl games offer, for the most part, a singular national stage. Most of the games are televised, and there usually is not a competing game in exactly the same time slot. This means that fans, coaches, NFL scouts, and others who evaluate and remember performances will be watching.

Therefore, why would you want to give up a chance to shine in that kind of spotlight?

What I mean is that some players lose focus of these games that they have worked hard all season to qualify for, and they do something to make them ineligible to play. It might be academic or a violation of team or school rules. It could even be legal troubles. A momentary loss of focus takes them out of the big game that could have a major impact on their future career.

Let's remember this illustration as we strive to retain our focus in working with our customers, in making the sale, in pursuing the sales process, and protecting our brand while in the public spotlight.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

The Epitome Of Pro Football

I know I'm going to get get some arguments here, but the fact remains that no rivalry go back farther in the NFL than the Chicago Bears (my team) and the Green Bay Packers.

Tonight they are playing outdoors - no dome - in bitter cold. At game time it was 8 degrees with a chill of -1. The field is frozen.

On the brighter side, had the game been played on Sunday afternoon, as most games are, the chill temperature was a reported -49.

This is hard hitting football the way it was designed to be played. Oh, the games in 70 and 80 degree weather are nice for the fans, but a physical contest between 2 of the most physical teams - especially against each other - in frigid temps is just poetry. It doesn't get any better.

Reminds me of the perfect sales presentation. Sometimes it's just as good as it gets.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

10 Days And Counting

The countdown has begun.

We countdown the last 10 seconds before a spacecraft launch. We countdown the final few seconds of anything. We countdown the remaining teams or players in a tournament. We count down the remaining laps in a race.

So now we're counting down the remaining days of 2008. Where has this year gone?!

With exactly 10 more days to go, let's do something a little different. Let's count up rather than down.

Let's determine something very specific and very special that you would like to do in 2009 that you didn't do at all this year, something that you'd like to do better, or something that you'd like to do more of that worked for you. I'm talking strictly business here.

It can be reaching out more to build your customer base, delivering more presentations, making more sales, staying in touch with customers better, sending out notes and emails, or anything else that you feel you need to concentrate on as part of your 2009 success.

There's no single answer. This is your decision. It's personal. However, I suggest that you do actually pick something. Tomorrow, we'll add to the list.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

So Did You Get All Your Christmas Cards Mailed?

Christmas cards are a great way of reaching out and connecting with customers. For those whom you need to show your appreciation for their involvement with you, Christmas cards are great and they're certainly timely for the season.

For those in your data base that you haven't done much with that you figure you might as well send Christmas cards to, it's not such a great event. No harm if you've done it. No loss if you didn't.

If you haven't mailed cards to everyone in your data base or they're addressed by not yet mailed, save the postage.

Your customers aren't expecting them and likely won't notice that they didn't get a card from you. Ah, but will they turn handsprings if they do get a card from you? No. In essence, it won't make a difference either way.

This does not mean that you should have no contact with your customers., It means that you should have meaningful contact.

It means that you should have identified those who are the most capable of making a decision and concentrate on them. A Christmas card here could be a good thing - but a little late if you haven't already done it.

Just don't read too much into the impact of Christmas cards or any other mailing. It still takes the personal touch - a phone call or email, and likely a face-to-face meeting again to make the sale.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Can You Believe It?

Can you believe it? Today was the last working Friday of the year for many people. Some of us will work next Friday, but not everyone. Either way, we're down to the end of 2008.

I like Friday evenings because it gives me a chance to reflect on the week that was and begin planning for the week ahead - with the weekend to help crystallize those plans and strategies.

Today marks a similar time for the whole year. It signals a time to reflect upon and evaluate the entire work year and determine what worked, what didn't, what opportunities there are for 2009, directions to go, appointments to set, areas to focus on, and ways to grow and prosper in 2009.

Forget survival. That was a strategy for many in 2008, but I'm looking for better and better opportunities in 2009. They won't come all at once, but we'll just realize a few months from now that we're doing much better and that there are more customers.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

The New American Business Adage

For decades the free enterprise system has served America well. Thousands of small businesses and farmers survived and thrived by producing only what they could reasonably sell and controlling their production costs - including waste, labor, materials, and overhead.

The more ambitious ones sought new markets for their products, expanded their product lines, and worked at gaining a competitive advantage.

As the population has grown and better distribution and delivery systems have evolved, there has been the opportunity for some companies to get quite large.

Size is not the issue, but some businesses have become so large that they have forgotten the basics tenets of business. They have become unprofitable to the point of being insolvent. But that's OK. The federal government is standing by with a bailout package.

Thus, the new adage for American business - if you're huge enough and poorly run enough to qualify - never mind about succeeding on your own. The government won't let you fail. What a great footnote to free enterprise.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

What Box?

For years now, a popular expression for free thinking and trying new ideas has been "thinking outside the box." But what if you don't start with a box?

Abracadabra, poof! No box.

Now just think. Everything's in play.

Tried it before and it didn't work. Might it work now?

Used it in a different market. Might it work here? Now?

Worked fine every time we used it. Time to use it again?

Then, on to the new, crazy, wild ideas. Don't worry about them at first. Just let them flow.

Give everything a hearing. Then, you can begin to evaluate each idea based on feasibility, resources available and required, cost, budget, and projected reach and effectiveness.

Have a great 2009. Remember, no box!

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

The New "Normal"

People talk about returning to "normal. What is "normal" anyway? For some, it's the "good old days."

Actually, it’s an average. It means things have been better and things have been worse.

In real estate, when people talk about "returning to normal" I think they’re talking about 2004-2005. That was not normal.

"Normal" used to be when people would trade homes every few years. Now, they are willing to stay in them much longer. Aging-in-place is a big factor.

Regardless, normal to me is when people can put their homes on the market, sell them in 2-3 months, get close to what they’re asking, not get attacked and beat up over a bunch of concessions, find another home that is within their affordability range, get financing at reasonable terms, move into their new home (not necessarily brand new), and enjoy it.

I don’t need homes selling before the dirt settles on the yard sign or sellers making back all of the “lost” equity they feel they’re entitled to.

Normal is stable. Normal is sane. Normal is somewhat predictable. Normal is good. We can do that.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Just Do Something

Just do something. Not the Nike slogan of "Just Do It," but close.

As we plan for 2009, most everyone is going to have different goals (it's possible that some people will share the same goals) because we're all different. We move at different speeds and paces. What works for one may not work for another and definitely won't work for all.

The important thing to remember is that we all aspire to what works for us - one sale a week, one a month, one a quarter. Three appointments a day or a week. Five phone calls a day or 10 per week. It's all going to depend on our personal motivation, our economic needs, the product we're selling, our specific market conditions, and what is reasonable to sell and deliver.

We need to be realistic as well as keep our goals within the proper framework and perspective. While we might personally be challenged by selling 50-52 homes next year (one a week), can our builder deliver that much product or can we find that many capable buyers?

If a more realistic goal is 12 sales (one a month), then the number of calls per week and presentations doesn't need to be at the same level as would be necessary for the one a week pace.

That's what I mean by proper perspective.

Again, the important thing is that we do something toward achieving our goals and being a success and recognize that we're all not going to have the same drive.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

Ready Or Not, Here We Come

Depending on whether you start your work week on Sunday or Monday, we are now beginning the last full work week of 2008. Hard to believe, but it's true.

Next week has Christmas, so it's not a full work week. The following week concludes the year on Wednesday.

This is it. Here we come 2009. We'd better be ready for it, we don't have any choice. It is upon us.

We still have one full week of 2008 and 2 partial weeks. Let's end 2008 on a very strong note.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Free Enterprise Re-Invented

The basic theory of supply and demand - the hallmark of our free enterprise system - has been redefined by our federal government.

In the wake of the automakers, Wall Street, Freddie, Fannie, AIG, Citi and so many others, government has re-invented the traditional theory of supply and demand.

Typically businesses to sink or swim on their own merit through their ability to design, produce, and market goods and services that would appeal to their potential consumers. Now the government has made that essentially irrelevant for the very large businesses.

In the real world, businesses start and fail everyday - often without much notice or fanfare. Only when they get very large and move into the institutional category does anyone begin to look at how they impact the fabric of American life.

In the world of Washington government,we now have bailouts.

The new theory of supply and demand is that the federal government (Congress and the President - with our money) will supply the funds and safeguards to prop up failing, unprofitable, mismanaged businesses and that such businesses will continue to demand more and more of such help.

This is not free enterprise, and we don't need it.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

The Power Of Expectations

There's just a little over 2 weeks left in 2008. Factor in Christmas and a day or two on either side, and you're right there.

So my question is this: do you expect to make any more sales this year? I do.

Attitude has a lot to do with it. We can take some time off or put our business on cruise control - or we can keep at it expecting to make another sale or two this month.

Of course it depends on what you're selling, but we all ought to be able to make one more sale this month - or get so close to it that it'll happen early in January.

The important thing to be expectant. To keep at it. To be confident in our abilities.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Hooray For Small Businesses!

The Small Business & Entrepreneurship Council just completed its annual review and evaluation of the relative climate for small businesses in the various states. Taxation rates, labor, regulations, and other issues were compared, and South Dakota came out on top - followed in order by Nevada, Wyoming, and Florida (yea!).

This is great news - especially for a small business advocate like me.

With all of the discussions in Washington over bailouts and concerns about Detroit, Wall Street, banks, and other struggling large businesses, it great to know that small business is appreciated and encouraged in states like Florida.

I favor and support small business formation and entrepreeurship all over - it's just nice that Florida fares so well. It doesn't matter as much where your state ranked in the survey as long as you are committed to your small business.

As homebuilders, Realtors, new home salespeople, remodelers, and suppliers, we are the small businesses that keeps America strong.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Allow Yourself To Succeed

With 2009 getting ready to begin - whether we're ready for it or not - we all need to start making plans and setting goals.

One of the easiest things to do in setting goals is to be overly optimistic or not specific enough. Neither one is a helpful.

Wishful thinking or setting goals that sound nice or impressive to others is not a good way to proceed. In determining how many sales or appointments you need or intend to have, look at past performance as well as your abilities. Then, keep things in their proper perspective.

If you need to make one sale a month it's not necessary to call on 10 people a day unless you have a very poor closing ratio. Even with that, a better way of attracting qualified leads would help.

If you've never made more than a certain number of sales in a week or month, why would that suddenly change?

It's real easy in the excitement of goal setting to overestimate the number of sales, presentations, or new contacts that can be made.

Pace yourself. Don't coast or take the easy way out. But then, don't set such lofty goals that they can't be reached. There are those who will tell you to aim very high and then when you fail to achieve that unrealistic goal you'll be further ahead than if you had aimed lower.

I don't subscribe to that strategy. It causes you to work too hard, to not have interim achievable goals, to miss out on celebrating the little successes, and to lose the sense of accomplishment that comes from actually achieving your goals.

Additionally, if you consistently aim higher than you can achieve, you will start to believe that you can't achieve your goals and your mind will accept this. Then no matter what goal your set, you'll find a way to sabotage your efforts to make sure that you miss your goal.

Therefore, keep things in perspective. Break your year up into manageable and measurable parts. Assign tasks for yourself that are doable. Then do them. Allow yourself to be successful.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Gold Coast SMC Hosts Santa

This morning our Gold Coast Builders' Association (GCBA) Sales & Marketing Council (SMC) held it's Annual Children's Breakfast. This has been one of the highlights of our SMC program for many years.

This year we hosted some 200 children who otherwise might not get a single Christmas present.

In addition to the hot meal the kids were served, there was face painting, coloring books, a visit from Ronald McDonald and McGruff the Crime Dog, and of course a stop by Santa Claus. The morning was completed with a boisterous singalong guitar and puppet show.

I'm not sure who had more fun - the kids or the volunteers.

It was a huge success.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been edited or enhanced in anyway.

How Well Do You Trust Youself?

How well do you trust yourself? This is not a moral question. This is one of confidence.

Asked another way way, how much do you believe in yourself? How often do you think you can rely on yourself to do what needs to be done or to do the right thing for the situation?

This starts with your preparation - total readiness for each selling situation.

Can you present your product in such a way that it seems the most attractive choice of any that your customers might consider? Do you welcome questions and objections because they only help you make the case for your product? Do you know how far to push in each presentation so that you leave nothing on the table but don't overreach?

Can you generate your own leads when normal traffic levels aren't sufficient for you? Can you juggle more than one customer at a time to keep everyone happy with your effort? Do you know what to do with each customer when they leave you and go home? Can you run your business as a profit center and take total responsibility for the day-to-day operation of it?

If you find that you don't fully trust yourself to be up to all these challenges, now is the time to begin changing that. 2009 is only a few days away. With that comes a new year and new opportunities.

My New Year's wish for you is that you can feel comfortable relying on your own abilities and skills.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Race of Marathon Proportions

Today, the Marathon of the Palm Beaches was held. The weather was quite good for the race, the course was flat, and the view was good for the runners. And no, I didn't enter.

What this and other marathons offer is an opportunity for those who are up to the challenge to run a grueling 26.2 mile race. This is not a run to be taken lightly. A person doesn't wake up and decide to go run a marathon. There are weeks of preparation that need to occur before the event. Tough, hard conditioning. Miles of running. Proper diet. Strategy.

Sounds a little like professional selling, doesn't it? The parallels are clear.

Someone doesn't just show up at a sales office one day and start selling just because they like to talk or it sounds like fun. There needs to preparation - lots of it. Practice. Role-play. Anticipate. Learn the product. Understand the competition. Know what the customer wants and how to deliver it to them.

The marathon is a long race. Those who do it well are ready for it and put in the time ahead of it getting ready. Sales is no different.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Football Like It's Meant To Be Played

Today's SEC (Southeast Conference) Championship Game between the undefeated University of Alabama Crimson Tide and the one-loss University of Florida Gators had a national audience. The eventual BCS national champion of college football might well come from this game. Some even called it the semi-final game of the national championship.

When the final gun went off, Florida had bested previously unbeaten Alabama. Even though both schools now have the same record, you are penalized for losing at the end of the season. Therefore, Alabama now drops in the polls, and Florida will move to number 1 or 2.

While I certainly was glad to see Florida prevail, it was a well-contested game. Both teams executed well. There was plenty of hard hitting. It was just a good game.

It's one of those games when you hate for either team to lose.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Warranties Aren't The Protection You Think They Are

Ever stop to think what a warranty is good for? Mostly, I'd say that it's peace of mind that the product is going to last for as long as they say or maybe even a couple of days past that.

How many time has something broken the day it goes out of warranty - or that same week?

I've had 2 experiences with warranty items this week and determined that even though I was protected that I likely could not get the satisfaction I was owed, so I passed on the whole thing. Warranties = 2, Steve = 0.

In the one instance, my UPS (Uninterrupted Power Supply) failed and it caused my computer to fail. They claim to warrant product failures as a result of their product not doing its job to the tune of several thousands of dollars. But I suppose there is fine print that somehow excludes what I experienced. Plus, I would have to prove that their product was faulty - I wouldn't even begin to know how to do that. So they won, I lost.

Then I have an extended warranty on my computer that I bought from a store that is out of business that sold its warranties to a third party service provider. They couldn't find any record of my policy, but I could furnish proof. They would gladly determine my eligibility and service my machine in 5 business days or so - assuming they could get parts. I wasn't convinced that they could actually get the parts or fix my machine, so I passed. They won, I lost.

Funny thing about warranties. They make you feel good when you buy them, but they often fail you when it counts.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Batteries Not Included

Watching a commercial for batteries earlier tonight reminded me of the classic refrain about Christmas toys: "batteries not included." Then I thought about how we as salespeople constantly need to have our batteries recharged.

Whether we have a coach or read books or listen to audio messages or use other ways to inspire and refresh us, we all need to regroup and refocus our energies and spirit.

We need that external motivation to recharge our inner desire and drive that propels us to give our best effort and to persevere and keep going even in the midst of challenges that would derail or stop us from completing our mission.

We have goals that require our maximum effort to achieve - full battery power. And we have a series of customer encounters along the way that allow us to demonstrate our abilities and help our customers to achieve their dreams and desires in selecting and acquiring their own home.

The next time we hear anything about batteries, let's be reminded to check ours and make sure they are fully charged for our missions.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

Don't Give Up On December

Well, here it is December - end of the year, Christmas, Hanukkah, school vacations, holiday parties, shopping - who has time for business?

Not only are we swept up in all of the festivities, but our clients and customers are as well.

But before we just close up the tent and coast into January, December has a lot of productive days left.

Many salespeople accept the excuses of holidays and people being so preoccupied with them that no business decisions can be made. However, I know many builders and Realtors who have one of their best sales months of the year in December.

Pace yourself, but get it done. One more sale, two more sales - whatever it is that you need to do to make your year a success.

People are in the shopping spirit - take advantage of it.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

No "R" Word For Me

Someone in the government says we're having a recession, but there is much disagreement on whether this is true. Even if it is true, there is no agreement on when it started. Some people are still looking for it. Let them.

One thing is clear. We don't have to let it (the "r") affect our business.

We may have to talk to more people. We may have to be more diligent. We may have to be more creative or innovative.

Still we can succeed. People are still buying and selling homes. The economic news is not a surprise and it is not a deterrent to anyone who understands real estate.

Choose not to participate in any slowdown that might be coming along or moving on through. We can prevail. No "r" word for me.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.

We Can Choose To Be Optimistic

Today the stock markets went down again. There is continuing talk of whether we're in a recession, but there is as much talk about us being on the road to recovery.

Either way, whether you believe the negative reports and let them govern your business, or you ignore their impact and convey an optimistic approach to your business, we have to look to ourselves to make the difference.

We aren't owed a good business climate or a road free of obstacles and challenges, but we can certainly respond in a way that puts us in charge over the eventual outcome. We can make a difference to those around us - family, friends, employees, co-workers, colleagues, and customers.

We can shape the outlook of those around us by the way we approach and conduct our business. Let's be positive. Let's remain optimistic. That needs to be our reality.

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For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.

© Steve Hoffacker, 2008, All Rights Reserved.