We Don't Want Or Need A "Return To The Peak"

I see many articles and speculations about how long it will be before we return to peak production levels of housing - 3 years, 5, years, 10 years. Let me add my 2 cents - never!

And we had better hope that it does not return to 2002-2006 levels. These levels were not sustainable. A market correction was inevitable. It just happened to be a little more forceful than many of us expected.

From the end of 2006 until then middle of this year, many of us kept talking about a housing recovery and resurgence. Some people are still talking about it. I'm not.

Welcome to the new housing market. Inventories are working down. Short sales and negotiations are now a part of the equation. Builders and salespeople need to be more flexible in building a sale. The major builders are not coming back to the pre-crash numbers of production or workforce. Now, we need to get rid of the onerous impact fees and find land at reasonable prices.

Believe me, while somewhat painful, this is good. We want a nice, sustainable, moderately growing construction industry. There have to be real buyers for our products - not just flippers - and they have to be able to afford them.

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.

Relying On Others

Being self-reliant is important - being able to do things ourselves and counting on our own abilities to get things done rather than depending on others to do it for us.

However, we can't be the best at everything we do. Sometimes we really will need help - advice or physical labor. That's when it's nice to have strategic partners or people that we can utilize to assist us in accomplishing a task.

The point is twofold: we have to be humble enough to recognize that we can't be an expert in every field and that we may need to consult with someone or enlist their help, and that whatever we do and whoever we rely on, it is still our name on the project or assignment.

Just because we use someone else to help us does not remove us from total responsibility for the outcome.

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.

Finish Strong

We have completed nearly three-fourths of 2009, but a very significant part of the year remains. If if focus on that, we can finish strong and have momentum for 2010.

It is this 4th quarter that really is the key to the success of our year.

By now, we have either worked our business plan for 2009 the way we put it together at the end of last year or the beginning of this year, or we have revised it - possibly more than once - and are ready to complete it.

In my podcast message today, "FINISH STRONG," I stress the importance of finishing 2009 on a strong note. There are going to be more family distractions for our customers - holiday and parties - than in previous months, but we can still build toward a strong close and a great beginning for 2010.

For more information about my consulting, teaching, and coaching services visit my website at . 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 . © 2009, Steve Hoffacker. All Rights Reserved.

We Are The Heart And Soul Of This Country

My fellow salespeople, business owners, and entrepreneurs, we are the strength of America.

It is us who embrace its free enterprise and capitalistic system. It is us that create employment. It is us who neither request or need government bailouts. We understand that this is not the role of government, and we don't want their meddling anyway.

It is us who shun excessive regulation because we believe in competition and market forces to regulate commerce.

We will pay taxes but only for the skinniest of governments.

We will not be taxed for health care, cap and trade, or to enlarge this already gluttonous federal government - and many local ones also.

We make America great, not the other way around.

For more information about my consulting, teaching, and coaching services visit my website at . 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 . © 2009, Steve Hoffacker. All Rights Reserved.

September Is Full Of Milestones

September certainly is a month of milestones, and it's almost over.

First we look forward to September as a time when fall weather begins and the kids go back to school. It's also a return to our routine that may have slackened a little during longer periods of daylight hours and vacations.

Then we had Labor Day. This is the unofficial end of summer. In some places, it's the first school holiday of the schoolyear. In other places, it means school starts in a day or two.

Also in some places, September is when the leaves begin to change and maybe even the first frost or snow.

Then we had the first official day of fall this past Tuesday on the 22nd. Last weekend therefore was the last official weekend of summer before fall began.

This current weekend (today and tomorrow) is both the first official weekend of fall and the last weekend of the 3rd quarter. Last weekend of the 3rd quarter? Where has this year gone? What about all of our big plans?

As I said, September is full of milestones. We really do need to focus on the balance of the year and finish strong.

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.

The Red Zone

In my podcast message for today, "THE RED ZONE," I take still another page from football and talk about the importance of the red zone to both football and sales.

Just as the red zone signifies an important area of the football field because it has been determined that most of the scoring comes from here, in sales we have to make the most of our best opportunities so that we make the conversions that lead to success.

While we can make sales or score points at time other than being in the red zone, it is here that our focus and concentration is heightened toward scoring or making a sale.

In the red zone, our strategies change from just progressing down the field to scoring - making the sale.

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 - Complementary

Thursday's Thought: Complementary. Some things just go together or complete each other. Take this picture. Without the tree, you have a nice photo of a full moon. Without the moon, you have a fairly close picture of the tree. However, put the two together and you have more than just the two parts. Now, you've got a mood and a feeling in addition to the picture of the moon shining through the branches.

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 any way.

Connecting And Interacting In Florida

"Connecting & Interacting" is the title of a program I teach on social media. Today, I put it into practice in a slightly different way.

I began the day with a presentation to 30-some people in Tavares at the Lake County SMC on the topic "So What Is Blogging Anyway?" as an introduction to the exciting field of blogging. Most of those present were not that familiar with it.

Then I drove across the State to Melbourne and concluded the day with an early evening program to some 35 people at the Brevard SMC on "Hand-To-Hand Contact" concerning lead generation and networking.

Both groups were quite enthusiastic and receptive. I connected and interacted with nearly 70 people today face-to-face.

Based on these 2 groups sales professionals in Florida are quite interested in improving their careers.

Thanks to the sponsors, organizers, and attendees at both locations.

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.

Hello, Fall

Today is the official beginning of fall and the move away from the outdoor activities of summer - hiking, swimming, boating, picnics, family vacations, gardening, landscaping, and ballgames.

However, there is much still to be done this year. This is the time to examine our business plans and evaluate our progress so that we can finish the year successfully.

The fall is an exciting time, but the year 2009 is winding down. While our thoughts turn to football and indoor activities, we can use this time to focus on what we still need to do this year.

Maybe we were overly ambitious back in January. Maybe we've been able to identify some new opportunities that we hadn't anticipated earlier in the year.

In my podcast message today, "HELLO, FALL," I welcome us all to fall and encourage us to make a push toward completing our objectives for the year and finishing strong.

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.

Summer Ends Peacefully

This is the last official evening of summer for 2009. We won't notice any changes in the weather for a couple more weeks, and there aren't a lot of trees for leaves to change color. Still, the seasons are changing.

The tropics have been peaceful this year. The humidity has been tolerable. It has been a good summer.

On the political front it has been a great summer. We have made it this far with no Cap and Trade and no health care reform. We have seen a tremendous outpouring of public spirit against the "business-as-usual" shenanigans of most Members of Congress.

This summer likely served notice to many of them that their service is no longer desired or needed.

On to the fall to see where that takes 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.

Stretch But Be Realistic

Goal setting and performance are the subjects of many sales meetings and planning sessions. Most of us want to perform better, set records, and be the best that we can.

Along the way, we may need to stretch to achieve even more than we are capable of. However, there are reasonable or realistic stretches and then there are dreams.

A baseball player who has never hit a home run may connect with a ball at some point and actually hit a home run. However, saying that he wants to hit 10 of them before the end of the season when he has yet to hit his first is just not a reasonable plan. It's not impossible, but its is improbable and highly unlikely.

Staying within our capabilities but stretching to do more or achieve more than we might normally do with our abilities is a good plan. Wishful thinking is not.

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.

Hold Onto The Ball

Today, college football games were played across the country. One of the keys to success in those games was the ability to hold onto the ball and not fumble it or throw an interception.

In my podcast message today, "HOLD ONTO THE BALL," I took this concept from football - the necessity to hold onto the ball - and discussed that we have to maintain control of the ball if we want to score. We can only relinquish control voluntarily – no fumbles or interceptions.

While we won't be successful on every presentation, we can't afford to give up control. This is the premise.

On the football field as well as in the business world, we must maintain control of the ball and not relinquish it involuntarily.

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.

When Much Is Expected

Occasionally in sport - football or basketball, for instance - one team is a very heavy favorite over other the other in a particular contest.

Some might argue why the game should even be played.

The danger in being a heavy favorite is not living up to the expectations. Winning by less than the anticipated difference - or even losing in an upset.

The point is this. Sometimes when we think things are going to be too easy, we don't give them enough consideration. We don't give our full devotion. Tough contest or easy, it still deserves our supreme effort.

When people are expecting a lot from us, we need to demand even more from ourselves.

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 - "Calm"

Thursday's (Or Friday's) Thought: Calm. Just as this lake is smooth and calm (and beautiful), our lives need to deflect many of the pressures that we have bombarding us and to refelct a calmness and inner peace that gives us the margin to be able to handle issues without them crushing or overtaking 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 any way.

First And Ten

In life, we often get a chance to start over with a new beginning - each week, each day - as often as we like. The concept of the first down in football symbolizes a new beginning, a fresh start.

In my podcast message today, "FIRST AND TEN," I liken the first down, or first and ten, to the opportunities we get to pursue our goals and dreams anew with a fresh perspective and insight.

First and ten is a great idea. Get a first down, and then another and another. Keep getting new opportunities. Keep planning and working toward the goal.

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.

Pioneering Change In Your Market

Want to be looked at as a builder or remodeler who is leading the way? Want to be a salesperson who is way out in front of the curve?

Try learning about and delivering universal design or visitability elements in your homes or being able to discuss them and recommend them to your customers.

These are powerful, useful building strategies that will help you create a following for your business.

These are easy to implement, easy to create, inexpensive, forward-thinking, easily adaptable and adaptive when necessary, and applicable to the entire marketplace.

If you're looking for a way to make a positive difference in your building or sales business and impact your clientele, let's discuss how you can do just that.

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.

Trying Too Hard

Ever want something so bad that we just try too hard and get in our own way? We essentially sabotage ourselves with our actions.

It's not intentional, but our greed to accomplish something shuts down our other systems.

Sometimes we need to make a sale, and we push. We try to convince someone who is not interested or not qualified to buy because we need to make a sale.

Maybe we want to make a particular sale because we consider it to be a personal triumph.

We might want to win a race and train so hard that we injure ourselves or become so fatigued and worn out that we can't even compete.

Being motivated, driven, and determined are fine when it helps us channel our energies into achieving our goals, but we must keep them in check. Being overzealous will often cause us to stumble and fail.

Persistence is good. A measured effort is good. Too much intensity means we are trying too hard.

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.

Going For Broke

While making a sale - especially when we haven't made one in a while - is very important to our success and financial well-being, we must not allow ourselves to become desperate and for this state of mind to become apparent to our customers.

Drive, determination, and willpower are great qualities when they help us achieve our goals and make sales when those sales are in the best interests of our customers. However, when we focus on our needs, these qualities turn into pressure, overbearing, and desperation.

We need to keep the customer’s agenda in mind and to take a reasonable amount of time in making a sale. Being desperate, accepting anything that comes along, and trying too hard are not good strategies.

In my podcast message today, "GOING FOR BROKE," I liken being needy for a sale to happen like the football team that squanders its chances to score the tying or go-ahead field goal or touchdown at the end of the game.

It's OK to need a sale - we just don't want our customers to feel any pressure because of our situation.

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.

Lucky Breaks

With the college football season underway, there have already been a few upsets - where the ranked or favored team was defeated by a supposedly lesser qualified team. There have been a few instances of the favored teams just barely winning also.

The simplest way to explain this phenomena is "luck," but luck doesn't just happen. First, there's preparation - mental and physical. Then there are opportunities - albeit convenient ones - where a team that is ready to recognize and act on a situation can gain the advantage.

There's also momentum - so important in sport but also valuable in sales. It seems that through the successful execution of the basic fundamentals, one attracts opportunities to be even more successful. This is momentum. It is vital for success.

Whether it's football or sales, "luck" is important, but we create our own luck by being prepared and from the proper execution of fundamentals.

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 (Or Friday's) Thought - "Integrity"

Thursday's (Or Friday's) Thought: Integrity. The strength, uniformity, and consistency of these flowers illustrate integrity. Each is identical to the other, and there are no streaks or variations in color. They also represent dependability. Each will look like the others, and you always know what to expect.

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 any way.

Pass It On

We have an opportunity to be intentional in passing out random acts of kindness – even when the situation might not seem to call for that type of response. This will make a difference in the lives of others.

We can be kind, gentle, pleasant, or courteous with people around, and in doing so, motivate them to pass it on and impact others as well. This could be at home, at the office, in the marketplace, or in public.

In my podcast message today, "PASS IT ON," I suggest that this is a way to positively impact the lives of those around us - particularly people we don't even know.

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's In A Number?

Many people thought that today had special properties because of the way it is written in common shorthand. Aside from being September 9th, today is written 09-09-09.

Weddings took place today all over the world - people feeling a special type of luck or blessing because of the special day.

Was the day special for us? Did we find greater success today than other days?

If we did, then we know why - it was the date. If we didn't, oh well - who believes in these things anyway?

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.

Being In The Right Place At The Right Time

Whether it's seeing a beautiful sunrise or a breathtaking sunset, looking out over the landscape from a mountain peak on a clear day, cruising down the freeway with little traffic to slow us down, driving though town with all (or nearly all) of the traffic lights green, getting to the checkout with no one in front of us, walking into the bakery as soon as the the pastry comes out of the oven, finding more than just a penny on the street, getting an unexpected check in the mail, or having no one sit next to us on the plane, sometimes we just get lucky or happen to be in the right place at the right time.

Happens in sales, too. A sale on the first visit, someone come in and falls in love with what we have, someone decides to buy the home no one seemed to want, someone wants to pay the list price without negotiating, or the offer is all cash.

When fortune smiles, enjoy it.

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.

Fall Begins

Today, Labor Days, signals the unofficial changing of the seasons from summer to fall.

As we move away from the slower pace of summer, our focus turns to the home, the family, and indoor activities.

For home sales and home improvement products and services, this is great. The only real challenge is maintaining the concentration of our customers as they want to look toward the holidays.

In my podcast message today, "FALL BEGINS," I celebrate the new season and describe why this is such a great time of year to be in 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.

Fellow Americans, Take Hope

Not long after I wrote yesterday's post about the need for Van Jones to be separated from government service, the exciting news of his resignation was made public.

This is great news for all capitalists and Americans, and he is taking it like a true radical - blaming "opponents of reform (who) have mounted a vicious smear campaign against me."

It doesn't say when the resignation is effective, but hopefully we will have paid him his last taxpayer dollar.

He may still have a very influential role in the Obama White House - it just won't be official.

All I can can say is one down and thirtysomething to go. Way to go America., Keep the pressure on.

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.

Our Capitalist System Is At Risk

Increasingly, it's becoming apparent that our government doesn't respect or understand American capitalism or our free enterprise system. There are a few legislators who do, but they don't stand up to the others.

We actually have communists in the President's circle of advisers (Van Jones to name one). This does not bode well for us.

We must become more vocal. I realize that this takes time away from running our business and making a profit, but if we sit back we could lose it all.

This is a serious threat. We should have a serious response.

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.

Dependability

It's nice to sure that we can depend on certain things. On the football field, the running backs and quarterbacks like to be able to depend on their offense line. We like dependable transportation that will get us where we need to go.

Our customers look to us for that same type of dependability. They rely on us for making a decision that is in their best interests and for us to fairly and accurately portray what we are all about.

In my poscast message today, "DEPENDABILITY," I discuss how our customers need to be able to count on us.

Being dependable is more than doing what we say or showing up when we're supposed to. It's being truthful and honest. It's putting the customer's needs first. It' representing what we offer and what we are all about with integrity. It's being believable and trustworthy.

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 - Reputation

Thursday's Thought: Reputation. When people expect certain things from us because of our brand or reputation, we need to make sure they are not disappointed. We need to make sure that we consistently deliver. Like these sunflowers, we expect brightness and happiness just from looking at them - and we get it.

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 any way.

We Need To Look Inward

As professional salespeople, we like to have everything going in our favor. We are driven. We are competitive. We don't like to lose.

Sometimes, we don't give ourselves enough credit. We think that if we just had a little more advertising or a little lower price that we'd do better. We think that if the buyers had more tax incentives that they'd be more prone to act. We tend to think that outside influences and forces are more of a factor than they are.

In the end, it comes down to our abilities and preparation. If we approach each sales encounter with the right attitude and skill set, we should have enough to prevail if we meet a customer that truly is interested in making a decision.

Let's not be so quick to look outside ourselves for help when - in most cases - we have the talent and ability to make things happen on our own.

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.

Play Strong

Now that football has started again, I am reminded of how some players are playing hurt because the game and their performance is more important that a little personal comfort.

While we are not asked to play with broken bones or pulled muscles, we often face emotional bruising that we have to live with, overcome, and get past as salespeople.

In my podcast message today, "PLAY STRONG," I suggest that we need to "play" each presentation with a customer as if nothing else was going on in our lives. In this sense, we might be playing hurt, but we will be playing strong.

Cancellations, missed opportunities, sales that fell apart, customers that weren't honest with us, issues that homeowners are having, or anything else that might be on our minds needs to be put on hold while we work with a new customer.

This is playing strong.

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.