Color Excites

One of the really nice things about spring is all of the flowers that come to life - yellow, white, orange, red, purple, pink, and various shades and hues of these colors.

Fall has a lot of color, but not in the same variety as spring.

We need to use the color and vitality of spring to remind us to connect with our customers this way. People see, think, and dream in color. They to be sold in color also.

When we are making our presentations and illustrating features or answering questions, we need to do it in as colorful a way as posssible - not just by using the colors we see but with the pictures that we can paint with our descriptions. Make the features come alive. Help our customers relate to them. Make them seem exciting.

Color is the spice of our sales presentation. It enlivens it and keeps it exciting. If we forget the color, the presentation doesn't have the same spark.

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

Cooperation Is a Team Effort

Cooperation is the key to building relationships. Whether it's with customers, Realtors, associates - or even family members - we need the help, assistance, understanding of others to do our jobs more effectively and efficiently.

Just think. If we had to do everything for and by ourselves how many extra steps and additional time it might take. Some things could take days to accomplish, and some things might never get done.

With ever-increasing ways to communicate with one another. we can reach out across town or clear across the country to get answers and assistance for our issues. Whether it's physical help in doing or building something, emotional support for something that we are doing or need to make a decision about, a sounding board for something we need to explore, a willing hear when we need to vent, or someone who can help us put a sale together, the willing cooperation of others is essential for success - in business and in life.

And the one thing about cooperation - it takes more than one person for it to work.

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

Springtime Is an Attitude

I love springtime - especially for the freshness and newness of life and for the opportunities for growth that it represents.

Recently, I have written a few posts about springtime because it's a favorite subject of mine and a great metaphor for a positive attitude and approach to life.

Last Saturday, I posted "Spring Is More Than Just a Season" which in many ways set the tone for today's message. Then, this past Tuesday, my post was called "Springtime Is Allergy Time" and it dealt with being ready for success and having a fresh start, can-do attitude that goes along with the feeling of springtime.

Today, I continue with a short podcast message "SPRINGTIME IS AN ATTITUDE" (click to listen) that challenges all of us to approach each day with an anticipation of fresh beginnings, newness, opportunity, and hope. This is an attitude of springtime.

Sure there will be heavy rains, wind, and springtime storms. That's part of life. So is opportunity and the way we choose to approach each day.

Join me in adopting a springtime attitude for each day of the year.

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

On Being Patient

You may have heard the expression that patience is a virtue. Certainly in sales it's an admirable trait, but it is often misinterpreted.

Patience is not a sign of weakness or of reluctance. Actually, patience is a sign of self-control and of courage.

Asking for the sale when the customer is not ready is playing by our own agenda and not that of the customer.

Waiting until the presentation has run its course - either during one visit or on more than one, after questions and issues have been resolved, when the customer understands what they are getting and how it will help them, and then when the customer has indicated that they are open to the possibility of making a decision, that's the time to pursue the sale. Waiting for this to happen is the hallmark of patience.

Our customers won't always be ready to make a decision based on our timetable. We can be straightforward and assumptive in making our case, but patience calls for us to wait until a decision seems possible or reasonable.

It's not a reluctance or inability to ask for the sale that causes us to wait - and if it is, that's a entirely different matter that needs to be addressed.

Rather, it's a prudence that comes from asking good questions, listening well, and reading our customers so that we know when they are ready to say "yes." It is being patient.

It takes courage to be patient lest anyone should say that we are not be forceful or aggressive enough, that we're not piling up the cancellations, that we're spending too much time with a customer before getting the order.

One other thing about patience. Treating the customers according to their level of comfort in making a decision - though not necessarily accepting what they say with regard to what they want or when they want it as the absolute truth - is a perfect way to gain positive word-of-mouth testimonials and referrals.

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

Recovering from Virtual Laryngitis

Talk about not realizing how much we depend on the internet and email until it's down. Then a feeling of helplessness and isolation sets it. Can't talk to the outside world. Can't hear from anyone. Shut off!

Last night, I thought something might be going on. I went several hours without getting any email. I suppose that's possible, but it is very unusual. When I add in spammers, phisers, and junk emailers who are never without something to say, I thought it just might be me.

Then, this morning I realized that I had it - virtual laryngitis. I couldn't talk to cyberspace by internet. Nothiong going out. Nothing coming in. That's not a good way to begin the day, and it's not a good way to run a business.

After several agonizing minutes, reboots, and other computer gyrations, it got better. However, I'm still not convinced that my computer voice is as good as it was a couple of days ago. Time will tell.

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

Signs of Recovery

People like concrete evidence that something is or isn't happening. When a new building project is proposed a "Coming Soon" of "Watch For" sign goes up to create anticipation, but it isn't fully believable until ground is actually broken and it gets underway. After all there have been instances of signs proclaiming something coming only for them to fade away.

I heard a talk show recently where the question was posed to the guest as to how we would know when the economic slowness would be over - how we would recognize recovery. What would be the signs?

People apparently don't just want to feel good about the economy or the way things are. They want concrete evidence that the downturn chapter (what some are calling a recession) is over and that they can get on with their lives - pretty much as it was before.

In many cases, all they need to do is just make the decision that everything is fine and then to act like it. The chief impediment (not counting governmental intervention, meddling, over-regulation, and taxation policy) to a robust economy at this point seems to be lack of consumer confidence.

Therefore. we need a way of appealing to the masses and proclaiming that all is well - or certainly well on the way to getting there.

We need signs printed up and installed all across America - signs of recovery.

In my podcast message today, "SIGNS OF RECOVERY" (click to listen), I jokingly offer this as a solution to the general apathy and malaise the Americans have for their economy.

In fact, I also posted a similar message on my Sales Quips blog today.

Spread the word. We are doing better than we were and can do even better with everyone's help and positive attitude.

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For more information about my consulting, teaching, 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.

Giving a Receptionist The Proper Tools

Some people or companies have a receptionist or assistant who typically answers the phone, so why not give them the proper tools to interact with the public efficiently? I'm not talking about their desk, telephone, or anything physically related to their work space. I'm talking about information.

So many times when I've attempted to call someone - often after I've tried unsuccessfully to reach them on their cell phone - I'll get their receptionist or assistant who has no clue where they are, when they are returning, the best time to call back, or anything concerning how to actually speak with them. Sometimes, they suggest that I try the cell phone.

Now, I understand that some people get many calls and maybe they really can't take everyone of them. However, when the receptionist says that the person is out and they don't know when (or sometimes even what day) they are returning or that this person keeps their own calendar and doesn't share it, it doesn't make the receptionist look very informed, it doesn't reflect much communication or possibly trust between the person I'm trying to contact and their receptionist or assistant, and it's quite frustrating to me and other callers.

If someone isn't taking calls, they should say so. Just instruct their receptionist or assistant that they would like an email and that they'd rather communicate that way.

Telephones are designed for communication, but there has to be a conversation for that to happen. I recommend equipping the receptionist or assistant with enough information to substitute effectively for someone when they are away from their desk. The reflexive routing to the voice mail is not a welcome or effective solution for me either.

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For more information about my consulting, teaching, 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.

Springtime Is Allergy Time

Springtime means flowers are blooming, grass is beginning to grow, and pollen is being produced. In addition to all of the beauty the plants and flowers add to the landscape, they can also mean discomfort to those who suffer with allergies. That's no fun because this is a time when we want to enjoy the fresh start and new birth.

Speaking of allergies, there's another type that all of us might be susceptible to that we need to guard against. That is being allergic to success. I'm not talking about being allergic to hard work, as young people are often accused of, but of actual success.

Few people in business would come right out and admit that don't want to succeed, but there are little telltale signs such as they don't put in quite the effort, that they don't finish strong, that they don't persevere, or that they really aren't surprised when success doesn't come their way.

This is what I mean by being allergic to success, of having a subconscious aversion to it. Some people actually sabotage their own efforts unwittingly to keep from having to deal with success.

Self-confidence, a strong belief system, enthusiasm, a feeling of self-worth, reading motivation literature, listening to positive messages, and positive self-talk all help combat this allergy.

Some of us have enough to deal with during the springtime and summer with the pollen and plant allergies. Let's not compound it by detracting from what we're trying to achieve.

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For more information about my consulting, teaching, 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.

Life-Giving Rain

Each year around this time in Florida we start noticing that we haven't had much rain. Some years there is more rain than in others. This year has been very dry. That is until late last week. Then we had about 3 days of rain. What a difference!

The grass greened up a little. The plants perked up a little. The brown leaves started to show some life. All because of some necessary, life-giving rain. Of course too much rain can cause issues, but in proper balance, rain is required for life.

And as much as rain is required to make seeds grow, flowers bloom, and grass turn green - and everything else that comes to life is the spring, we need rain as well.

In my podcast message today, "LIFE-GIVING RAIN" (click to listen or download), I talk about how important it is for us to take a step back occasionally and get a regular dose of relaxation, rest, sleep, and just general recharging of our batteries. That's our form of rain.

It might be reading or book, listening to music, watching a movie, spending time with the family, taking a walk in the woods, fishing, skiing, a day at the beach, or so many other activities where a little stress is removed from our lives and replaced by nourishing "rain."

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For more information about my consulting, teaching, 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.

Rising to the Occasion

The past few days, we've had the opportunity to watch 64 colleges compete in the NCAA men's basketball tournament - otherwise known as "March Madness," the "Road to the Final Four," or the "Big Dance." The tournament begins by ranking all of the schools from 1-16 in each of the 4 regions (not necessarily based on where the schools are located but only where they are assigned to play). The goal is to have the top 4 teams that started our #1 in each region emerge after 4 games still in the tournament as the final 4 teams ("Road to the Final Four").

Last year it worked out that way, but it usually doesn't. Somewhere along the way a #15 or a #12 beats a much higher seeded team. Sometimes the higher seeded team doesn't take the lesser ranked team seriously. Sometimes they don't play up to their potential.

Mental attitude and preparation are so important heading into an athletic contest - as they are in business, sales, and life. That's what allows the "underdog" to emerge victorious sometimes.

There's another part to that, however. When we are expected to do well or prevail, but there's a chance that our opponent may be up for the encounter, we need to rise to the occasion and be at the top of our game.

It just at times when there is a significant challenge - whether it's a well-educated customer, one who is very demanding, or one who is trying to seize control from us - that we accept that challenge and be the best that we can. Often we perform the best when we are working with someone who is performing at their best. It makes us sharp and keeps us at peak performance.

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For more information about my consulting, teaching, 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.

Spring Is More Than Just a Season

Spring officially arrived yesterday, and I hope that you've had a chance to begin enjoying it. We had a day of mostly springtime rain, and while welcome because we haven't had that much rain recently, it did curtail outdoor activities.

Springtime is such a pleasant time of year. We look forward to its arrival all winter. We long for the grass to return to its nice green color, for the trees to leaf out, for the flowers to blossom and bloom, and for the temperatures to be much milder and warmer.

As much as enjoy spring and look forward to it each year, it doesn't just have to be just a season in passing. In terms of time, there's no stopping or denying it. Spring will turn to summer, fall, and then winter before we see it again.

It terms of our mental attitude and our spirit, springtime can be a year-round, all-the-time event. Spring is state of mind. It is a paradigm. It signifies fresh starts, new beginnings, optimism, positive outlook, new projects, renewal. rebirth, resurgence, and a refreshed attitude.

Enjoy springtime while we have it on the calendar and utilize it all year as motivation for our minds and spirit.

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For more information about my consulting, teaching, 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.

Spring Means a Fresh Start

Welcome to spring! It arrived this morning. You may not feel anything special today, but you will soon. As soon as those last snowflakes fall, as soon as that last freezing temperature disappears until the fall, and as soon as those spring flowers and that green grass return, you'll know that it's spring.

Spring is a time of new beginnings, a fresh start. The time changed to daylight savings time for most of us a couple of weeks ago. Now we're in the "March Madness" college basketball tournament, spring training for Major League Baseball, and approaching the end of the regular seasons for professional basketball and hockey. It's spring.

In my brief podcast post today called "FRESH START" (click to listen), I talk about the change of seasons and how it gives us an opportunity to approach life and business with a new sense of purpose and energy.

Spring is perennially a time of "spring cleaning" where we open the windows and throw out the unwanted stuff from previous seasons and get ready for an exciting springtime of opportunities. It's also a time for mental housecleaning as we toss out stale ideas and attitudes that have been holding us back.

Spring is renewal, it's optimism, it's refreshing. Let's have a springtime that sets a positive, upbeat tone for the rest of the year.

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For more information about my consulting, teaching, 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.

"March Madness" Is a Lesson in Focus

The NCAA men's college basketball tournament got underway today. Teams from 64 different schools are entered, and unfortunately for their hopes of being crowned the eventual national champion at the conclusion of the tournament, 16 of those teams are playing their last game of the season today. Another 16 will do the same thing tomorrow.

How then is this tournament - what is dubbed "March Madness" - a lesson for us in focus? Quite simply, there are two possible outcomes for any team at any stage in the tournament, and they both relate back to focus.

This morning, before any of the games were played, all 64 teams had visions of winning today and going on to win 5 more games to be the national champion. That's focus. That's single-mindedness. That's being mentally prepared for the task at hand and not letting any distractions deter you from the task at hand - winning the upcoming game.

However, that scenario only works for half of the teams at any point in the tournament. How then does focus relate to the teams that don't win?

The teams that lose along the way to the championship game (and even the runner-up team), all should develop the focus - the determination - to work even harder in the off-season and be even more physically and mentally prepared for next year's tournament. Mental toughness.

Being selected for next year's tournament starts with the determination, the attitude, and the focus right now.

Sales and life are no different.

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For more information about my consulting, teaching, 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.

Who Is That Person Pictured on Our Profile?

Do I know you? I really hope this is not the response that we get from someone seeing us for the first time who has only seen a picture of us on our business card or online profile.

How often do we look at someone's profile picture - as posted on Facebook, Trulia, ActiveRain, Linked-In, Zillow, Plaxo, or other sites - and wonder just how long ago that picture was taken?

Unlike years past, when a "sitting" at a professional photographer's studio was required to produce a suitable head shot (that after it was touched up and air brushed maybe didn't really resemble us that much anyway), we now can produce a digital image at will - and with much less expense.

We can vary our settings and our outfits from very casual to extremely formal.

I discuss these issues in my podcast post today, "PROFILE PICTURES" (click to hear or download the podcast).

If it's been a while since we updated the picture that we post, if we don't have one uploaded, or we aren't that fond of the one we're using, it's easy to get another taken and posted.

I think we need to be real and authentic in our posts and in the pictures that we use. We want to be believable, and that goes for our profile pictures as well.

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For more information about my consulting, teaching, 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.

"Oh Say Can You See?"

I'm not going to ask for a show of hands. I'm just going to assume that everyone reading this knows that "Oh say can you see?" is the opening line to the Star Spangled Banner, our National Anthem.

It's just that when I hear these words (and sing them) I think of vision.

When we ask "can we see?" I am reminded that sight has to to with things immediately in front of and around us. We can see objects, colors, light, intensity, brightness, hues, saturation, and contrast. We see our surroundings. Sight is extremely important and a quite valued sense. Even those who can no longer see with their eyes can experience objects and their surroundings through other senses.

Then there is vision, which is different than sight. Vision is far-reaching. Vision is for the future. It's bigger picture. It's the stage on which dreams are formed. Goals are formulated through vision.

We need both - sight and vision - and when we say the word "see" we could actually be talking about both.

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For more information about my consulting, teaching, 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.

Introduction to Blogging Seminar and Podcast

Tomorrow, for anyone who is in the Palm Beach County area and can make it to 10th Avenue North and I-95 in Lake Worth, I going to be conducting a morning session on "INTRODUCTION TO BLOGGING" (click here to listen to the podcast discussion of this program) at the Realtors Association of the Palm Beaches (RAPB). The course is actually titled "The Basics and Benefits of Blogging."

On the podcast, you will hear some of the course objectives and a few pointers that I will be illustrating.

This is another in a series of courses that I am presenting at RAPB, and I will be offering additional workshops at the Gold Coast Builders Association (GCBA), Southeast Builders Conference (SEBC), and other Realtor and Builder groups.

Check the schedule listed on this blog or my website for dates and locations. I will have flyers and my information as the dates draw closer.

If you missed my post on "Sales Quips" on Saturday (March 14), I mentioned that between this blog that you're reading now and the Sales Quips blog on Active Rain, that I have published over 1,000 posts in less than 14 months.

Blogging is great, but it comes with a major responsibility. I'd love to share my thoughts with you.

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For more information about my consulting, teaching, 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 Ides of March

Who hasn't heard the admonition from the soothsayer in Shakespeare's play Julius Caesar to "beware the ides of March"? Why bring this up? Today, March 15th, is the ides of March - or the middle of March. "The ides" is such a poetic way of expressing the middle of the month.

In school that line ranked right up there with Hamlet's "to be or not be" as ones I remembered the most from Shakespeare.

Here's today point - and it has nothing to do with the date or the calendar, or the actual expression. It's just that there are many sayings that we repeat because we have heard someone else use them or we have read them and them seem to fit the occasion or just sound fun to say.

Many expressions that we use are not positive. Which real estate salesperson hasn't at least heard (if not thought it many times when standing face-to-face with a customer) that people don't buy on the first visit, or that they have a home to sell, or that they won't be able to financing?

I'm all for great positive, inspirational quotes and sayings to guide us through the day. Some might be from famous people, but they can be our own. What's wrong with thinking that people love to buy on the first visit instead of they never do? What wrong with thinking that people won't need to go anywhere else now that they've met and begun working with us? What's wrong with thinking there's never been a better time to purchase real estate?

Instead of just repeating something because it's fun to say or sounds impressive (like "beware the ides of March"), let's focus instead on our own positive affirmations as well as inspirational messages from some of the great thinkers and businesspeople to give us power for our sales businesses.

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For more information about my consulting, teaching, 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.

It's Not as Simple as Just Starting to Build Again

There are encouraging signs in many markets that home sales are increasing and more people are putting their homes on the market at salable prices. As unsold new home inventory that still exists in some markets is being absorbed, people have a choice on a new residence between an existing home or new construction. In some markets there are very few unsold new homes, so a move-up in an existing home or a contract for a custom home are the probable scenarios.

Regardless, for new construction to get to where it was - not at the boom levels but just at a sustaining pace - a few issues that might not be apparent to the general public or even some real estate professional need to be resolved.

(1) Building companies have scaled back so rehiring or new hires will need to occur.

(2) Floor plans, features, options, specifications, sizes, pricing and other factors dealing with the actual product will need to be evaluated and perhaps adjusted for a different sales climate.

(3) Subcontractors and trades have scaled back. Some may have gone out of business. These vendor relationships will need to be reestablished or created.

(4) Sales teams have been scaled back or eliminated. Hiring and training of new on-site personnel will need to occur.

(5) Building departments have scaled back so there may be delays in processing permits and conducting inspections.

(6) There have been very few applications for plats, rezoning or subdivision approvals, and this will take time and new employees to get back to full speed.

(7) Land prices will need to be slashed substantially or there will be no more large scale building. Some builders may still control properties. Others will need to try to revive the interest they previously had or go out and look for more land. Land is plentiful, but I'm still seeing boomtime prices. Someone needs to wake up the property owners. Otherwise we won't see many new homes built in markets where that's the case.

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For more information about my consulting, teaching, 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.

Getting Back to Basics - "Project 912"

Today, Glenn Beck kicked off his "Project 912" which I was fortunate enough to see and hear his TV Program "We Surround Them" at a Viewing Party in the company of a couple hundred of other patriotic Americans from our area who want to see the traditional, founding values of this country return - this includes fiscal responsibility and a minimal role for the federal government. There were hundreds of other such viewing parties across the country.

As I understand it, "912" has a double meaning. Beck's premise is that on September 12, 2001, we didn't stop to think about how of if to respond to each other - we just did it. We were a community. We took care of each other. We were kind. We were selfless. But, we have lost that spirit.

Six months from today, on September 12 ("912"), he is going to unveil the results of his project and expects that Americans from across this country will have success stories to share as well.

Secondly, and perhaps primarily, he has created a set of 9 core values and 12 principles that epitomize the American spirit. He is calling for a return to these basic tenets and a reclaiming of America from a wayward course that is steering us from these ideals.

From our standpoint as business people, entrepreneurs, salespeople, and proud Americans, we need to intentionally embody and exude such traits and characteristics as free enterprise, individual initiative and responsibility, faith, honesty, integrity, and trust.

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For more information about my consulting, teaching, 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.

"No Box Thinking" Now Available as Podcast

You may recall that I wrote a post back in December (the 17th) called "What Box?" Today, I revisited that concept and recorded a brief 3 minute podcast as an audio review of what I conveyed in writing in that earlier post. The podcast is part of the continuing series, "Steve Hoffacker's Happenings," and is called "NO BOX THINKING" (click to download or listen).

The essence is this. For many years, executives, managers, and meeting facilitators have encouraged us to "think outside the box." That concept has been expressed so many times that this is now the new "inbox" thinking. It's now conventional thinking. People start with that but invariably have a feeling of limited expression - that "outside the box" doesn't extend that far.

That's why I proclaim "no box"! Have no parameters, no limits, no preconceived ideas, no budget, no restraints of any kind in the early going. Then look at the practicality, wisdom, and cost of the ideas. Maybe some with merit that are beyond the scope of what can be executed can be scaled back and used anyway.

No box thinking means that all ideas no matter how strange or impractical are welcome on the table. Then an evaluation round can occur to begin shaping the ideas. This approach is truly being open to all possibilities.

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For more information about my consulting, teaching, 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 Is at the Top of Our "To Do" List for Tomorrow?

We all have priorities in life. In business. At home. In the community.

Either intentionally or haphazardly, we have an order to the way we approach daily tasks and do them. There are certain things we do before others. Certain items get relegated to the "rainy day" or "someday" pile and may never get any more attention than that.

For setting and accomplishing goals, there are items that are more important than others. Some are easier to do, some take less time, and some demand collaboration or additional resources. For some there might even be a learning curve.

Looking at a more immediate time frame, what is at the top of our "to do" lists for tomorrow morning? I'm not talking about just getting up or getting to the office. I mean from a substantive standpoint - and it might be just some quiet time for planning, reading, or inspiration before we start our day - but what is number one on our list of "to do" for tomorrow? Number 2? Beyond that?

Is this planned or is it just going to be carry-over from today?

Let's be intentional about setting our daily priorities so that we make time to get the important tasks accomplished while we're fresh and before interruptions and distractions set in.

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For more information about my consulting, teaching, 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.

How Is Spring Going So Far?

So did you survive the time change? Arizona, Hawaii and anyone else who didn't participate gets a pass - but how can you not participate? It's un-American. We all have to spring forward and fall back. It's just the way it's done.

Anyway, for most of the country that did just set their clocks ahead an hour and may finally be getting used to the time difference - like long-term jet lag - it's also a right of passage from winter into spring. Nevermind that spring doesn't officially arrive for another 10 days or so. It's spring now.

Don't you feel it? Don't you feel more energized? Ready to go out and meet new people and make some sales.

Let's do it. Let's show people that time isn't the only thing running a little ahead right now. We are, too.

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For more information about my consulting, teaching, 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.

Hear "Intentional Marketing" as a Podcast

Yesterday, I discussed intentional marketing briefly in my post here.

Today, I have expanded upon it in a 7½-minute podcast message that you can download or hear by clicking on this link: "INTENTIONAL MARKETING."

I have just gone to a new podcasting publishing service as well. Podcast People have created a great, easy to navigate site that allows easy upload of recorded messages (or even recording right to the site), easy download or play, and searches of past messages. I am looking forward to building my podcasting library on their site.

We can't afford to be passive in launching and executing our advertising and marketing messages, and we can't trust our potential customers for self-identification of their interest in those messages. We will meet with some measure of success that way, but it likely won't be enough.

We need to take our message to our potential customers directly through proactive contact and getting our blogs and podcasts directly in their hands.

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For more information about my consulting, teaching, 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.

Are We Engaged in Intentional Marketing?

OK, so we had some limited interest in our product or services last week. A couple of people contacted us from our website, and we got a couple of phone calls. Is that enough to sustain us - even if all the contacts turned into sales? Probably not.

In marketing, there are two approach: passive and proactive.

All conventional marketing is passive. Nothing wrong with that approach. Just recognize it for what it is.

This just means that there is no planned or intentional interaction (by design) with the recipient of the advertising message because you never know to know just who will see or hear your message. There is no opportunity to determine how it resonates with them, if there are any questions that can be answered, if there is even a need, and what it will take for that person to act assuming there is a need. Oh sure, there can be a reader response card or coupon, but this touches only a small part of the eligible market.

Proactive marketing is both interactive and intentional. You can't talk to someone face-to-face or call them and not mean it. There are no accidental connections. How you choose to deliver your advertising message is an intentional part as well. First, there is the contact that you initiate or develop if if it a chance encounter. Second, is the delivery of the message or the communication of the next action step.

If we are not engaged in some form of intentional marketing on a regular basis, then we are not developing and sustaining our business. It doesn't always need to be with the same intensity or approached the same way, but it does need be done with a measured amount of urgency. Put it off or engage in it only occasionally, and the results could be disasterous.

We are the best ones to promote what we do. We need to take advantage of every opportunity and means to do so. This is intentional marketing.

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For more information about my consulting, teaching, 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.

Competition Keeps Us Honest

Competition keeps us honest - as the saying goes, meaning that it keeps us on our toes. If all builders bought their lumber, nails, plywood, windows, doors, and other materials from a single supplier, then all homes of equal size would sell for about the same. The difference would be in the craftsmanship, warranty, and personality of the builder.

Clearly there are plenty of differences, and this is where competition comes in - the freedom to design, build, and sell as one chooses and to use whichever suppliers one desires.

If all Realtors charged 6% (or more) for residential brokerage services, the only difference would be in the level of service and the quality of the relationships.

We need competition for free enterprise to thrive.

If I choose to offer my services for less than you - as nearly similar as they are and as close as our qualifications are to each other - that is my prerogative and that alone may be the deciding factor in winning a new engagement. If you decide to undercut my price, that's your right to do so. Then I can match it, drop mine even further, or walk away. Again, all part of our system.

Hooray for discount brokerages, too. They keep the real estate market honest.

Where there is a will, there is a [legitimate] way.

Now if we could just break into the oil refinery or distribution market, we could show the world some real competition.

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For more information about my consulting, teaching, 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.

"Why Wait?" Just Released as a Podcast

Another episode of "Steve Hoffacker's Happenings" is ready for downloading or listening. This post is entitled "WHY WAIT?" (click to download or listen) and is a short (5½ minutes) motivational presentation on the need to begin today to retool, reinvent, and reinvigorate our businesses - whatever they are.

As you will hear when you listen to the message, it was inspired by an article that suggested that the next 180 days will be the defining time of our business. While that may be true when we get 6 months out and look back, today is actually the time to start making a difference.

Why wait? I ask. There's no point putting off until tomorrow that which we can get started on today. Each day is important - to us, to our families, and to those we serve.

Let's get started. There's no time like the present.

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For more information about my consulting, teaching, 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.

Positive Thinking Is Only Part of the Story

Many people give positive thinking the major credit for their success. It's very important, but it can be overdone.

For instance, reciting a bunch of affirmations may make us feel better, but if we really don't believe them how helpful are they? I know that there's the "fake it til you make it" school of thought, but to me this is more about self-confidence that achieving goals and objectives.

Continually telling myself that I have 5 sales this month when I won't call anyone or leave the office just won't get it done. Affirmations aren't that powerful that they will cause 5 people to contact me for an order.

The missing part of the formula is action. I can believe in my abilities. I can believe in my product. I can say and do all the right things (except talking to a customer). I can use affirmations. I can read positive quotes. But, if I won't do anything to myself in gear, I won't have anything to show for all of my inspiration.

Positive thinking is great; however, it doesn't take the place of of positive activity. Notice that I said positive activity, which is anything that will enhance my sales business and not just the act of doing something or being busy.

Positive activity can be calling on potential customers, generating leads, making presentations, marketing, maintaining contact with customers after the initial presentation, servicing the sale, and keeping purchasers satisfied.

When positive thinking merges with positive activity, positive results can occur.

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For more information about my consulting, teaching, 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.

How Attractive Are We?

So, how attractive are we?

No, I’m not talking about the way we look or our grooming habits. I’m not about our clothes budget. I’m talking about being attractive in a different way.

Don’t misunderstand, physical appearance is important. Internal beauty is important as well, but I’m still talking about being attractive in a different way.

What other way is there, you ask? I’m talking about being attractive like a magnet – attracting people to us who can and do want to do business with us.

Being attractive in this sense is intentional. We have to decide that we want people to notice us. We have to decide that we want people to like us. We have to decide to put in the effort to reach out to people and allow them to know us and more about what we offer. We have to decide that it’s worth our time to be traffic generators.

The self-generation of traffic is one of the single most important things we can do for our businesses. We can advertise, mail flyers and postcards, have an internet presence, and spread the word through conventional marketing, but it’s still up to us to be the traffic magnet.

When we see the value in producing our own leads, we will intentionally go out our way to meet people and be in places where that can happen. We want to magnetic at our place of business so that people will want to business with us, but more importantly, we need to be looking for opportunities to meet people and generate leads for our businesses as we lead our lives away from the office.

So the question remains, how attractive are we – or are we capable of being?

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For more information about my consulting, teaching, 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.

Grateful Update to Yesterday's Post

Yesterday, I reported that Home Sales Insights was ranked #34 on Networked Blogs in their listing of "Top 50 Blogs under Motivation." That was very exciting news, and again I thank everyone who reads and subscribes to this blog for making it happen.

Now for the even better news! In just one day we have climbed 4 positions and as of this moment are ranked #30 on that list!

Thank you. Thank you.

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For more information about my consulting, teaching, 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.

Introducing "Steve Hoffacker's Happenings"

In an effort to stay current with trends and technology, I have launched an audio podcast segment for this blog. Current plans are to publish it about once a week, but that is subject to change - likely becoming more frequent rather than less.

For now, there is no music, no fanfare, no announcer - just me with a straight message for you. There will be others joining in as we go along.

The podcasts are called "Steve Hoffacker's Happenings" and are random thoughts, observations, tips, strategies, and anything else that I think readers of this blog and podcast subscribers should know.

They are designed as short snippets rather than 15-20 broadcasts where you would need to allocate a block of time to listen to them. There might be an occasional one that long, but most will be just a few minutes.

The initial podcast is just 4½ minutes and covers a few topics but primarily "MOTIVATION." (click here to download or listen)

Thanks for reading and subscribing to Home Sales Insights. I hope you enjoy the addition of podcasts.

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For more information about my consulting, teaching, 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.

Home Sales Insights Ranked as One of the Top Motivational Blogs

Thank you to everyone who has helped us achieve this recognition. I don't know who you are, but thank you.

NetworkedBlogs (part of Facebook, which is currently tracking #5 on Alexa) just published the "Top 50 Blogs under Motivation." Home Sales Insights came in at #34.

This is an honor and a motivator in itself. I will do my part to keep your readership and expand the number of people who find value here. Tell your friends and associates.

Today's motivation: make a difference. No matter where we are or who we meet, we can share a smile, a cordial greeting, a helping hand, a listening ear, or professional advice and support. People should feel that met someone special after having talked with us.

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For more information about my consulting, teaching, 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.

A Special Sunday

Today is a special Sunday because it is the first day of the week (as any Sunday is) and the first day of the month. Therefore, we get additional mileage in planning for the week ahead since we also are beginning the month and can plan for the sales, appointments, events, and new contacts that we want to occur in the next 31 days. Everything is fresh - a blank slate.

February 1st also was on a Sunday, but we were only 31 days into 2009 at that time. Today is the 60th day of the year so we've had a chance to iron out a few kinks and tweak our marketing plans. Time to get into full swing.

There's still plenty of year ahead of us, but we should plan on making a statement this week and starting March on a great, positive note.

We'll have one more opportunity like today in 2009 - where the first day of the month is on a Sunday, but it won't come until late in the year in November. That'll come in handy for planning for 2010 and evaluating our progress for 2009, but we can't wait that long to make a difference. We need to get started now and give ourselves something great to reflect on in November by having a great month now.

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For more information about my consulting, teaching, 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.