Halftime

In just a few hours, the first half of 2009 will be over - I know, where has it gone?

This means that we have a fresh slate of 6 months to accomplish everything we would like to get done this year.

We've been getting ready, adjusting, adapting, trying new ideas. Now we're ready to go for the second half.

In my podcast message today, "HALFTIME," I give us a motivational pep talk for having a great second half.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

America's Most Wanted

In the historic and perilous vote last Friday, the House narrowly approved passage of HR 2454 - the so-called "cap and trade bill" by the slimmest of margins - 219-212.

Meaning the difference in passage were 8 Republicans who voted for the measure.

This is a horrible piece of legislation for so many reasons - regardless of where you stand on wanting to increase energy efficiency or reduce air pollution. It contains the largest tax increase in history, will destroy - not create - thousands of jobs, and impair our ability to compete economically on the world market.

As if that wasn't bad enough, it will create a national building code (explicitly in violation of States' rights) and mandate an energy inspection of every home in this country before it's allowed to be sold or have the title transferred.

It will take the steam out of selling real estate and could even deny people the right to market their property.

These are the 8 who can still change their recorded vote through tomorrow. They need to vote "NO."

Contact their local office as they are not in DC at this time. They are home on vacation - let's make it a working vacation for them.

Mary Bono Mack R (CA)
Mike Castle R (DE)
Mark Steven Kirk R (IL)
Leonard Lance R (NJ)
Frank LoBiondo R (NJ)
John McHugh R (NY)
Dave Reichert R (WA)
Chris Smith R (NJ)

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Cap And Trade Is More Like Cap All Trade

HR 2454 - the so-called "cap and trade bill" is bad for business and bad for America. Supposedly passed for its environmental foresight, it is based on a faulty premise of climate change and has very harmful business implications.

Actually the climate is changing - but that is a natural phenomena. Today, the EPA released a 98 page report that found that the world's temperature was actually in a cooling cycle - oops!

Anyone in real estate should vehemently oppose this bill.

Any Representative who voted for this needs to have the favor returned and voted out of office. The Senate has yet to consider it, so it needs to be stopped there!

A couple of things the bill does that would ruin new home sales and general real estate: (1) it creates a national building code for energy efficiency and specifically mandates that it takes precedence over State codes, and (2) it creates a federal inspection of all homes before they are sold or recorded to label the energy aspects of the home and make them a matter of public record.

There are so many implications here for reduced property values, further manipulation of appraisals, refusal to lend on certain properties, inability of people to even market their properties, increased construction costs, usurpation of State's and local government's rights - and even worse.

Stand up entrepreneurs. Stand up America. We can't afford to sit this one out.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

How We Can Improve Our Businesses

Many people are hoping for or longing for the day when business returns to normal. That is a false hope.

I think they are talking about business the way it was 5-7 years ago when it was pretty robust but not crazy.

However, if we stop and think about what it means to have a typical, usual, average, or normal business, business plan, or business operation, we'll find that we can easily change it.

Typical, normal, average, or routine means that things have been better and things have been not so good. That's how we get an average.

Therefore, to have a business performing better than we are right now, all we have to do is raise the line. Change the average from "a" to "aa."

Obviously, it's not that easy, but we just need to shift our focus to create a little higher output, production, and revenue while holding the line on unproductive expenses.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Two-Minute Warning

Today is June 27. It is almost the end of the first half of 2009. In the couple of days that remain in the first half, I liken it to the two-minute warning in football - or if you prefer, the 7th inning stretch in baseball.

I think the two-minute warning analogy is perfect for us, because our focus is keener, our sensibilities are enhanced, our interest in making something happen by the end of the month is our main goal.

We have to do everything we can to end the first half on a strong note and to take the field next Thursday (July 1st) with a renewed commitment and intensity.

In my podcast message today, "TWO MINUTE WARNING," I discuss all of this and a little more.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

A Random Act Of Kindness

I used to enjoy driving the highways in the late night and early morning (dark) hours because the truckers took care of each other and the other drivers who knew their system.

They would flash their lights, dim them, or otherwise signal when it was safe to change lanes, pass, or pull back into the lane in front of them. I rarely see this anymore. Maybe I'm just not in the right places, but I used to see it all the time.

Today - during rush hour and also the rain - police cars had one lane of traffic blocked servicing an accident (the one I was driving in). Changing lanes was not going to be easy. Finally, after 6 or 7 cars went speeding along oblivious to my turn signal and situation, a considerate driver (not even a truck) flashed his lights as a signal for me to change lanes in front of him.

How refreshing and appreciated.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Thursday's Thought: Balance

Thursday's Thought: Just as this dragonfly is perched atop this stick, balance is so important in all aspects of our lives - from personal to family to business to human relationships.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. 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 cropped, edited, or enhanced in anyway.

The Finished Picture

If you've ever seen a polaroid picture come to life, you know that it starts out as a white piece of paper and then turns into a picture. It's not a finished picture until the right amount of time has elapsed. Until then, it only resembles the final picture.

In my podcast message today, "THE FINISHED PICTURE," I talk about the jigsaw puzzle and how we need the picture on the box to guide us as we assemble hundreds or even thousands of small similarly-sized and shaped pieces into the beautiful picture that is on the top of the box.

Without that finished picture as a guide, we lack direction and definition.

It's the same with our businesses and our our vision, goals, objections, and action plans. We have to have some idea of where we are headed and what it will look like when we arrive to make the journey worth the effort. That's true whether it's a listing appointment, a sales call to a potential client, a major presentation, or a quarterly sales contest.

We need an end-game or planned outcome in mind at each step of the way.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

People Are Looking For Answers

We are in a business climate right now where people are looking for answers. They don't want to be entertained.

Whether we're talking about builders, Realtors, on-site salespeople - or even consumers, people want to know how they can improve their current position, stay in business, continue to meet their financial obligations, or find solutions.

I speak to people across the country by phone and through my blogs. I participated in two of the FHBA Road to Recovery Road Show stops. I hear it at SMC meetings around the State. People want answers. They want meat.

Whether it's a webinar, podcast, website, workshop, class, or seminar, people want the maximum return they can get for the time or money invested in the form of increased knowledge and solutions. If they can attend the program or get the information for free, that helps their cash flow position. If there is a nominal cost associated with it, they often will find a way to make it happen because it is so important.

Professional education which once was a discretionary decision has now become more of a necessity. Unfortunately for some who provide it, they have not repriced their services for their audience.

I like to think that we are sensitive to people's cash flow and revenue concerns while still providing outstanding programs that are full of strategies, ideas, and solutions that work in generating business and producing sales.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Lessons From The Heat

Yesterday was the first day of summer, and while it didn't need to get any hotter than it had been to show us that summertime had officially arrived, the mercury climbed well into the 90s. Today it hit 100 (not officially but at my office and other places in the area it did).

Doing things when the heat is "in your face" is quite challenging - a little like trying to survive in an oven. You have to force yourself to go outside and leave the air conditioning. You have to take on the elements and resolve to beat the heat - if only temporarily. You can't take it on for very long because it such a force.

There is a real parallel here for our businesses. There are plenty of forces that would push against us, repress us, sap our energy, make us lazy or complacent, and wear us out. We have to ready for them. We need to pace ourselves. We need to be intentional. We need to anticipate and be prepared.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Summertime

My podcast message today is "SUMMERTIME" - partially because today is officially the first day of summer.

I still believe in having a springtime attitude and mentality throughout the year, but now that the seasons have changed and it's officially summertime, we are challenged to put our businesses into peak growth mode.

We need to use these next few months to our best advantage to grow and sustain our businesses - as we avail ourselves fully of the summer growing season.

Just as plants, trees, flowers, and the grass grow the fasted during the summer, we need to as well.

We should pull out all the stops and get our businesses fully charged to give us momentum to carry us into the fall and the balance of the year. We've had time to revamp and retool our businesses and our marketing strategies during the springtime, but now it's summer. It's action time.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Thank You, Volusia SMC

Yesterday, I had the great pleasure of conducting two workshop sessions at the Volusia BIA Sales & Marketing Council in Daytona Beach. We had a great turnout, and everyone was very enthusiastic about the topic of the day - blogging.

The first session was "What Is Blogging?" and was an introductory course for people with very little foundation of the business aspects of blogging as well as for those who wanted to learn more about it.

Then, we continued a more advanced session on "The Elements of Blogging" for those ready to get started with their blogs or wanting to make their existing blogs even better.

A special thanks to Sara Rivers and Dale Roberts for organizing, promoting, and hosting the event.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Thursday's Thought (or Friday's): Intensity

Friday's Thought: You can't help be notice how vibrant these orange flowers of the geiger tree are. I have never seen such intense color on any other flower. They don't have a choice, but we do. We can choose to approach everything we do with an intensity of purpose - as on a mission. That type of single-mindedness, focus and commitment will be evident from those who work with us.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. 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 cropped, edited, or enhanced in anyway.

The Twilight Zone

The old TV show "The Twilight Zone" provides inspiration for my podcast message today, "THE TWILIGHT ZONE."

You may recall that it created an unreal situation where things just weren't as they seemed or as the people in the episode were accustomed to experiencing.

In the real estate market we find ourselves in today, if we aren't ready or interested in preparing ourselves to compete today, the parade is going to pass us by. Kind of like the old Jeopardy! category of "unreal estate."

Buyers are educated - very educated. They're web savvy.

Short sales, foreclosures, bulk sales, builder closeouts, giveaways, concessions, deals, offers, financing issues, low appraisals - some of us never had to deal with such concepts - or at least not on a nearly daily basis.

The playing field has changed - maybe permanently. One thing's for sure - it's no longer business as usual.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

What If They Changed The Locks?

What if we showed up to our offices tomorrow and couldn't get in because someone had changed the locks? Well, first I'm sure we'd try the key a few more times. Then I think we'd look to make sure we were standing in front of the correct address and door. We might even summon a passerby to try the key for us.

Wait a minute, no one could have changed the locks without us knowing about it because we have the only key. Maybe that's the case, maybe not.

As far-fetched as it may sound, some of us are being locked out of the marketplace - so we might as well be locked out of our offices.

How are we being locked out? By not keeping up with the market - with repricing strategies, new appraisal models, comps, short sales, foreclosures, standing inventory, concessions. By not keeping current on selling skills - communication, presentation, closing, objections. By not being prepared to compete. By not understanding the buying behavior of our target audience and what people want in a shopping experience. By not keeping current with technology.

Tomorrow when we do put our key in the lock and it does open, let's take than as a reminder to get busy doing what we need to do to remain in business and compete effectively in a world that has changed dramatically from just a couple of years ago.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Sometimes You Just Get Lucky

To make up for all the times when we get into the wrong checkout line because it turns out to be the slowest one - or when we make matters worse by changing lanes to an even slower one, sometimes we just get lucky.

Ever have a checker open a new line and ask you to be first in line? Ever have someone vacate the parking space right next to the door just as you were approaching?

Tonight, something akin to this happened. I was in Sam's Club. Those of you who shop there know that checking out sometimes is the hardest part.

Well, I picked up a few items and headed for the checkout. The first few lanes were closed - not a good sign. Then I finally saw a lane that was open - and there was no one waiting to check out. I eventually saw two other lanes that were open with no one waiting. This has got to be a first and last time for this. The store seemed to have an average number of shoppers - just no one else was ready to check out when I was.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

What Is Blogging?

This Friday, June 19th, I'm doing a morning program at the Volusia Building Industry Association's Sales & Marketing Council in Daytona Beach on the topic "What Is Blogging?" This will be followed by a workshop on "The Elements of Blogging."

Blogging is somewhat in vogue now, as many companies and small businesses incorporate it into their marketing plans.

The fact is that blogging is not for everyone. That said, it is a very rewarding for of expression. Just as some people are not photographers or gardeners, some people are not writers.

In my podcast message today, "WHAT IS BLOGGING?" I answered a few basic questions about blogging and promoted my program this Friday.

Blogging is very powerful and definitely will drive traffic to your existing website as well as make you more visible on the web. This should not be your primary reason for undertaking blogging, but it's a great benefit.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Flag Day, 2009

Flag Day is a little known, little celebrated day that comes around every June 14th.

That piece of cloth that we proudly display is priceless.

There is so much that it represented by it that it would and does take volumes of books to discuss it.

As entrepreneurs and free marketers, we need to be the chief patriots of our nation. We have more at stake than most. We get to be in business for ourselves and have a direct impact in the outcome. Plus, we get to serve our fellow citizens in the process.

Happy Flag Day, Old Glory, and my fellow patriots and capitalists!


For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Join Me This Coming Friday in Daytona

This coming Friday, June 19th, join me in Daytona Beach at the Volusia Building Industry Association for the Sales and Marketing Council's Technology Series.

I'm presenting a one-hour program - for free to SMC members - on "What Is Blogging?" After that. I'm doing a 90-minute program on the "Essentials of Blogging."

I have some great material to present and am looking forward to meeting those that want to get started in this expressive field.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Customer Relations

The customer is why we are in busisness. If no one buys or product or service, there is no business.

In my podcast message today, "CUSTOMER RELATIONS," I discuss the importance of having a total company philosophy or paradigm that recognizes that the customer is the reason we are in business and the customer is the focus of our business. We need to be intentional about planning for and having an enjoyable experience for our customers.

A pleasant shopping and buying experience will lead to referrals and positive word of mouth marketing.

Customer service and customer satisfaction are related topics, but the emphasis here is often on correctly or modifying an unpleasant shopping experience or an issue will a purchase.

Customer relations demand our focus and commitment to excellence to keep customers returning and make sure that we remain in business.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Thursday's Thought: Adapting

Thursday's Thought: This tree probably didn't start out to grow crooked. It had great plans to grow as others in its species have done. Yet, it encountered some external forces that caused it to adapt and change. To survive, it bent one way and then another. Today's business climate is shaping us in similar ways.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. 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 cropped, edited, or enhanced in anyway.

Contracts May Be Unenforceable

Simple purchase and sell agreements should be OK for a while, but major contracts are seemingly moot.

Secured bond holders were sidestepped in the Chrysler takeover and sale, with the union getting a majority ownership position with an unsecured interest. They were intentionally leapfrogged over the bond holders. Their rights were ignored.

When a suit challenging this was finally presented to the Supreme Court on Tuesday (I'm wondering why it took until the 11th hour for this to happen), Justice Ginsberg agreed to a temporary stay of the sale, but the Court passed on making a meaningful ruling.

The U.S. Constitution is the chief contract in the land. It is largely unenforced. Multi-generational car dealerships are terminated. Bond holder rights are overlooked.

We are supposed to be a nation of laws. Did I miss something?

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Inching Ahead

We are survivors. Some of us are plodders. Some are sprinters. We try to get ahead and stay ahead at different speeds.

Regardless, as we focus on reinventing ourselves or revamping our business plans and models to stay in business and succeed, it's important that we take steps each day to secure our place in business and to inch forward.

I think if we try to make a major leap that it might be more than we are prepared to handle. I think we should concentrate on the little successes. It's not unlike building the sale with trial closes.

In my podcast message today, "INCHING AHEAD," I use the analogy of running a mile when we had never done so previously. Through a series of small successes, we ultimately get stronger and more conditioned to where we have the stamina to do what we set out to accomplish. Then, we can look back at how far we have come.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

We Need To Pace Ourselves

In today's economic climate, maybe we've been considering revamping our business, retooling, or reinventing ourselves.

In fact, just last Wednesday, I was talking about "Time To Get Real," dealing with this very subject.

This is the perfect time to do it as we have an opportunity to reflect on what is working,, what no longer is, what we really like, and what parts of our business we don't particularly care for.

The key byword here though is patience. A little at a time. No sudden movements. Pace ourselves.

Nothing is so demanding on us that we need to change gears overnight. Make a little progress each day. Grow. Expand.


For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

What If We Had To Do Something Different?

OK, it's almost Monday. The week may already be planned out. If not, there's likely a certain routine.

Get up at the same time, grab a coffee or something to eat, get through the day, put out fires, take some calls, make some calls, answer emails. Routine stuff.

We all have a certain comfort zone and the ability to function well within it. Throw anything at us and we'll handle it - as long as it stays within our zone.

Now, suppose - just suppose - that we had to do something different this week. Something we had never done or hadn't done in a while. Make a presentation. Create an ad. Write an article. Take someone's place in a negotiation. Serve as a volunteer. Paint the office. Babysit. Entertain out-of-town clients or friends.

How would we approach a completely different task? Where would we start? Would we start - or would we find someone else to do it?

This is how we stretch and expand our comfort zone.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

I Understand

"I understand" is a phrase we often express or utter - even when we don't mean it. In many ways, it's more of an acknowledgment when someone is talking than it is a true expression of our involvement in the conversation.

In my podcast message today, "I UNDERSTAND," I challenge all of us to remember to engage our customers, people we are meeting for the first time, family, coworkers, or staff and really hear what they are saying. Then we can honestly and sincerely say that we do understand - with a direct experience of what they are talking about or an expression of concern for what they are telling us.

So often, major retail and service companies that have customer service telephone lines miss the boast entirely. Their people routinely say "I understand" - almost as if to say, "yeah. yeah." It's clear they don't care about our issue or position - only in their company policy that they blindly recite or in getting of their call with us. It's anything but customer service.

I have previously about active listening, and this is how we can make sure that we are hearing the person talking to us well enough to sincerely express to them that we do understand what they are saying and experiencing.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

A Vote For Free Enterprise

When so many in our government seem to be abandoning the free enterprise, capitalist principles that have made this country so strong and have been one of the reasons immigrants have come to this country, it is gratifying to see some members of the US Senate - all of them Republicans at the moment unfortunately - acclaim that free enterprise is still our stock-in-trade.

Yesterday, Republican Sen. Mike Johanns of Nebraska, and former Governor of that State, introduced a bill that is co-sponsored by 26 other Republicans in the the Senate to require Congressional approval for any use of TARP funds that would result in government ownership of private businesses through obtaining common or preferred equity stock shares.

He is calling it the "Free Enterprise Amendment." No Democratic Senator has signed on so far, but this really needs to happen.

As Johanns rightly points out, the President and the Administration are operating unchecked in this arena. In my view, this is contrary to Constitutional provisions.

We certainly don't need more bailouts or public ownership of failing corporations. I've contacted my Senators. Calling on all free marketers to do the same. Congress needs to take a stand here.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Thursday's Thought: Bittersweet

Thursday's Thought: This silk floss tree has one of the most beautiful flowers of any plant - they are orchid-like in their appearance. Yet, as beautiful as this tree is when it is in full bloom, look at the thousands of perilous thorns that cover every part of the tree. Most of the year this tree is inaccessible to most and not that pretty to look at. However, when it blooms, it is spectacular. Clearly a case of beauty among the thorns.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. 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 cropped, edited, or enhanced in anyway.

Time To Get Real

Life isn't always fair, and sometimes we see that played out in our business.

In the economic events of the past several months, our businesses may have suffered from a shrinking clientele, market area, and funding sources. It's during times such as these that we need to examine our business models and strategies and make the necessary changes to allow us to continue to be in business and move forward with the ability to thrive.

In my podcast message today, "TIME TO GET REAL," I take the word "real" and divide it into "re" and "al(l)" - meaning that all of us should incorporate some "re" thinking in our businesses. I challenge all of us to rethink, redo, retool, reinvent, resurge, rebrand, rejuvenate, and use many other positive, proactive steps to remain in business and come out successful on the other end.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

It's Not Business As Usual

Yesterday, GM made official what what had been a reality for quite some time. It no longer was viable and could not remain counted among the successful auto manufacturing companies. With its heralded bankruptcy action came claims that "nothing would change" for the consumers - apparently to reassure a public who already has lost confidence in the once manufacturing giant.

Saying that nothing would change is to admit defeat. Everything had better change in that company. Nothing should be off-limits. Otherwise, there is no chance of recovery.

When you're on the ropes, it's sometimes convenient to talk big. However, there has to be something there to back it up.

All we have to back up a company that used to garner half of the auto business in this country is an infusion of taxpayer money - with promises of more to come - and a the assurance from our government that they will not let the company fail.

How can you force a company to succeed? How can you prevent failure? In a free market, you can't. You can only point the way. Clearly this is not a free market situation. This is not business as usual.

In the 101 years of its existence, don't we think that there were times when it had to reinvent itself, retool, revamp, hunker down, get tough, rebrand, reimerge, and refuse to give up? They lost their way. Clearly, their management failed them - and all those who invested in their company, relied upon it for employment, and trusted it for reliable transportantion.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

I'm Honored, But I Can't Accept

Think of it - being selected for "Who's Who." Oh, this isn't the prestigious "Who's Who" that we normally think of. These are more of the who's heard of them variety.

In the past couple of weeks, I have received over a half-dozen congratulatory emails (some may be from the same people - didn't really pay attention) about my being selected for their "who's who" directory (lower case intended).

Since I have never heard of any of these publications and cannot attest to their validity or importance - or that they'll ever be printed, I'll have to respectfully decline to be included.

It's interesting about most of these offers - you only get included after you supply your biographical information (I would think that they should have this and use it to make the selections) and after you agree to buy their book.

I have trouble believing that this is anything more than a presale book offer.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.