Trick Or Treat

Happy Halloween - the day known as "trick or treat."

We probably all have fond memories or childhood Halloweens or those of our kids. In my podcast message today, "TRICK OR TREAT," I use these two opposites to illustrate a similar phenomena in our sales process.

We need to be wary of the tricks that customers might offer us - intentionally or not - that might distract us, mislead us, change our focus, or cause us to form the wrong conclusion. Things they say, the way the act, their apparent readiness, and other such issues are what I'm talking about.

On the other side are treats that we reward ourselves with or goals we strive for. They might be tangible treats or possibly a little getaway. They could just be the accomplishment.

There definitely are tricks and treats in our business. We need to minimize the former so we can enjoy the later.

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're Taking Up A Collection

America, we need to step up and help out. Nancy Pelosi has unveiled her health care plan than she promised she would keep under $900,000,000 ($900 trillion) to gain the favor and approval of the President. Now we hear that she didn't quite make it. Estimates are that it will be over $1,000,000,000 ($1 trillion) - for openers. There are many parts of the bill that haven't be calculated or determined.

Nevertheless, if every single person in the United States (estimated earlier today at 307,822,352) all chipped in and gave $3,250, we hit the initial goal of $1 trillion. Mind you that this changes nothing that we have now - it just pays for what she wants to enact.

Also, there's the enormously huge startup costs for creating a government run insurance company and staffing it - not accounted for in the bill.

Then, there's the $500,000,000 ($ half-trillion) being borrowed from the Medicare fund for this new plan that is going to need to be replaced.

Wow, we're beginning to talk about some serious money here just because Speaker Pelosi has expensive tastes.

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 - Courage

Thursday's Thought - Courage. Courage is not given, it is not awarded, it is not earned. It is assumed. It comes from within. It comes with a boldness, a sense of purpose, a commitment, and, in some cases, an indifference to pending consequences or danger.

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.

Misdirection

There's the misdirection play in football, the illusionist's sleight of hand or misdirection, the intentional misdirection that Members of Congress put us through, and the misdirection that we often get from customers - intentional or not.

We are subjected to many episodes of behavior that are designed to fool us into thinking that something is different than it is.

In my podcast message today, "MISDIRECTION," I illustrates how we are often tricked or misled into believing that something is so just because we are hearing it or seeing it. Many times we are intentionally diverted into a faulty conclusion.

We have to on our guard and be aware of attempts to misled, misdirect, of fool our senses into believing things that aren’t as they appear. This is especially problematic in sales where we might tend to focus on excuses or objections rather than pursuing the sale.

Let's utilize our senses to explore and question what doesn't seem right to 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 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.

Keep Your Eyes Open

A strategy that our government is using to try to get unpopular issues accepted - cap and trade, for example - is to distract us. The debate on the public option in health care or the talk about the pending decision over committing more troops to Afghanistan give us plenty to discuss and focus on without seeing or noticing what is going on behind the scenes.

It a little like an illusionist's or magician's act. They get us to concentrate on what they want us to see while we miss the trick.

Our government knows exactly what it is doing to mislead us and build a larger, stronger organization with more power and control over us. They are counting on us not noticing until the "ta-da" and we wonder how it was done.

Don't be dazzled by the footwork or put off the scent by side issues just because they seem to be popular. In many cases, they are masking the important issues of the day that are going on undetected.

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 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.

Teamwork Is Required

I am really amazed at the lack of cooperation and teamwork that I see among professionals that are trying to put a business deal together.

You'd think people - particularly when business isn't as plentiful or as easy to get as it was a few years ago - would welcome the opportunity to make something work and would go out of their way to work with each other to make it happen. You'd think.

When two companies start talking about a way to make something happen that is mutually beneficial, I'm seeing and hearing a disappointing trend toward lop-sided contributions - where just one of the companies does most of the work.

If both companies - or even more than two - are going to benefit from the business, then why is it that typically only one shows the initiative and drive to make things happen?

If both (or more) are going to share in the profits, shouldn't all share in the labor to win the 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 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.

7 Hour Bonus

It's not often that we find out that we have more time to do something. After all, there are only so many hours in a day.

Most of the country has been experiencing daylight savings time since March of this year, and the return to standard time normally is the last full weekend in October. In other words, today.

However, for the past couple of years that has been extended until the firt Sunday of November - next Sunday.

This means that most of us have a bonus hour of daylight each day this week. We didn’t do anything special to earn it, but let’s enjoy that extra hour of delay each day this week – beginning with today.

In my podcast message today, "7 HOUR BONUS," I reflect on this time bonus.

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 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 (Saturday Edition) - Clarity

Thursday's Thought (Saturday Edition) - Clarity. Just like this woodsmoke from a campfire obscures some of the trees, we need to be aware of distractions in our lives and maintain a clear vision of our purpose and direction.

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.

Words Without Action Are Just Words

As salespeople, we want and need people to believe us. If we say that we can do something for them, we want people to accept it as true. It we say that our product or service will perform in a certain way, we expect people to trust us. This is a key concept in sales.

Unfortunately some people abuse this principle. They become known as sharks, hustlers, and con artists.

I can think of another occupation where they expect us to believe what they say, but their actions negate everything they tell us.

I'm speaking of Congress and the President. Transparency, bills published on the internet, no more earmarks, no new taxes - in fact a tax cut for the middle class. All of this has failed to materialize.

Congress and the President have proven that they'll tell us anything they think we want to hear just to get elected, but then they can't be trusted. Don't bore us anymore with your rhetoric.

We can't get away with it as salespeople - neither should you.

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 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.

Distractions

Distractions in one form or another impact our lives everyday. Sometimes they're serious, but most of the time they're just nuisances or something we have to deal with.

We need to remember to focus on the important parts of our day and or businesses and not to let the inevitable distractions become paramount in in our lives. If we allow them to, distractions can take over and run us instead the other way where we work through them and move on. We can't eliminate the distractions. We just need to manage them.

We need to deal with them with the appropriate amount of emphasis and then get back to business. We can’t allow distractions to rule us.

In my podcast message today, "DISTRACTIONS," I talk about the issues and the attitude for overcoming 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 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.

Empowerment

I've heard people talk about empowering others, but that's not exactly how it happens. People can't be empowered, they have to take it.

We can provide the means and the opportunity for people to become empowered - to seize the reins - but that has to come from them.

We might wish for people to take command of a certain situation or to run their business or profit center with more authority or autonomy, but they have to embrace this leadership and run with it.

Leadership is taken or assumed, it is not given.


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 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.

Plan B Isn't Always As Good

Sometimes when we have a backup plan - a "Plan B" - it turns out better than what had originally planned. Sometimes it doesn't.

We can encounter them in many areas of our lives, and they can involve people, machines, data, processes, or any number of other issues.

For a few weeks, I have been having computer issues, It has been sluggish at times, slow to respond at times, and has demonstrated an ability to become non-responsive.

I have rebooted, cleaned, defragged, run checkdisk, run a dozen different virus and spyware programs, and everything checked out OK. I deleted programs I wasn't using. I updated others.

Then today, the real issue surfaced. The C drive went down.

Plan B? I'm typing this on my notebook. I like my notebook very much. It's just not the same.

I wish they would come with a "service engine soon" warning light on 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 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.

Gorgeous Fall Color

We look forward to the fall for many reasons - football, cooler temperatures, and fall color. It's this fall color that I find fascinating.

This amazing display of color - yellows, reds, oranges, russets,, tans, and browns - is inside the leaves all along. We just get to see it when the green goes away. these are the "true" colors of the leaves. The green is a mask that falls away.

Many of us attempt to mask who we are in our relationships with others. We need to respect our inner beauty and that of others and live lives of integrity.

In my podcast message today, "GORGEOUS FALL COLOR," I discuss this concept and urge us all to be real and authentic.

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 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.

Speaking Of Consistency

Yesterday, I was talking about consistency and reliable performance. Then I saw the NASCAR race last night. Jimmie Johnson has won the season championship the last three years. He is trying for an unprecedented fourth.

Last night he won his 3rd consecutive race in the sport's version of the playoffs. He now has the points lead. Want to keep people from gaining on you in the points? Win the race.

Congratulations Jimmie and #48 Lowes's team as an example of consistent performance.

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 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.

Consistency Impacts Performance

Many factors impact our performance. Our attitude, ability, composure, execution, and knowledge are all part of that. However, consistency is what defines our overall performance.

In the long run, a consistent performer - even someone that has slightly lower sales numbers or conversions that someone who isn't as consistent or reliable - will be the one that both the company and the consumer can count on.

Someone who is streaky - several sales one month and none or just a few in another - is hard to rely on for specific performance. Over time, the production is there, but month-to-month, there can be wide fluctuations.

Go for consistency, and then go for high numbers to be a part of that consistent performance.

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 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.

Tell Me More

The ability to ask questions is the hallmark of a successful salesperson.

Not only that, but I consider this as one of the top two "must have" characteristics for success in sales. A love for working with and helping people is the other. That will help insure that the necessary questions are asked during the initial and subsequent sales interviews.

In my podcast message today, "TELL ME MORE," I discuss the importance of being able to ask questions and mention my upcoming class "Operation Discovery: Effectively Leveraging The Sales Interview" next Friday morning, October 23rd in Boynton Beach, Florida.

Specifically, I'll be talking about the who, what, when, where, why, how, and which as it applies to 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 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 - "Momentum"

Thursday's Thought: Momentum. Like the rocks in this stream that the water has to flow around, we have obstacles in our lives and businesses that we have to deal with. Our momentum helps get us through, around, and over 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.

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.

Protecting Our Way Of Life

We have a very proud and glorious history in America. We've had our ups and downs, but our freedoms and liberties are the hallmark of our great nation and the envy of other peoples around the world.

Therefore, it was heartening to hear yesterday that each branch of the Armed Forces has met its recruitment goal for 2009. Not only that, but the quality of the new recruits was reported to be exceptional - over 96% were high school graduates.

Apparently, this is the first time since the all-volunteer service started in 1973 - over a third of a century ago - that all of the branches have achieved their goals.

In another way of protecting our freedoms, I am participating in the jury system today. This is one of the ways that we safeguard our laws and public safety.

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 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.

Comebacks

As Americans, we love the underdog. We are a nation of second chances. We root for comebacks.

In sports, politics, business, and relationships - unless we already are leading - we cheer for the one that is behind to catch up or win. 2009 has been a challenging year for many of us, but we are ready for a comeback in 2010.

If it hasn't already happened in 2009, we are ready to comeback in 2010 and to retake our markets. We have been preparing for it all year. Now is the time to move forward.

In my podcast message today, "COMEBACKS," I challenge us to make the comeback that we deserve and to be successful in 2010.

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 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.

Columbus Was A Visionary

Today is Columbus Day - a minor holiday when we commemorate the discovery of the New World. The prevailing opinion when Columbus set out on his voyage was that the earth was flat. He believed otherwise. He let his vision of a sea that would contain him and keep him and his crew afloat guide him.

How many times are we tempted to do something or to strike out in a certain direction but stop because our vision isn't clear or we lack the courage?

From Columbus and the other explorers we can learn to follow our vision and to put into action that which we believe in. We can't always have all the answers or an assurance of success before we act.

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 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.

Exploiting The Defense

If you've ever played or watched a team sport such as football, baseball, softball, volleyball, hockey, or basketball, you can relate to this.

The offense reads the defensive alignment before a play starts and attempts to put the ball where no one can catch it, return it, or impede its progress. That's why bunting and hits down the line work so well in baseball. It's how quarterbacks outsmart a blitz or double coverage in football. It's how successful plays are made in other sports.

In sales, we look at the competition to see what they are doing or we evaluate market conditions. We look for opportunities, and we take them. This is how we make the most of what we confront. It's how we are successful in the face of obstacles.

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 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.

Adventure

Monday is the Columbus Day holiday observance. Banks and the Post Office are closed. Some other businesses are as well.

This holiday celebrates the boldness, courage, and vision of Columbus and other adventurers who left the safety of the Old World to sail uncertain waters to see what they might discover. Some still believed the world to be flat.

This holiday inspires us to reflect on our plans for the rest of 2009 and how we are prepared to move boldly into 2010.

We need to strike out with an air of courage and an eye on success rather than just survival.

New frontiers, a new direction, and a boldness of spirit is what we need.

In my podcast message today, "ADVENTURE," I give us a little perspective to get started.

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 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.

Promises, Promises

Have you ever been named salesperson of the year for your company or region based on the sales you almost made or the ones that you promised to make at some point in the future but haven't actually done so yet?

Have any of your customers given you checks to hold as deposits on properties you plan to develop or ones that might come on the market?

Really? Amazing.

Imagine then how someone could get the Nobel Peace Prize based on something they have talked about but not actually done yet - or even begun?

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 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 - Vision

Thursday's Thought: Vision. Like this beautiful structure with its surrounding wall of glass, we need to have a wraparound vision that looks out on all facets of our lives and surroundings so that we are making the best choices for ourselves and the others that we might impact.

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.

Check Your Rulebook

In any game or contest - including sales - there are rules governing the conduct of the players, the way the game is played, and how a winner is determined.

In the past few years, the rules for selling have changed dramatically. The new rules aren't actually written down anyplace, but they exist just the same.

The way customers contact us, their expectations, their level of knowledge, how they make decisions, and how we attract them to us have all changed.

If we aren't prepared to operate in this new business climate, we are not going to be successful at attracting new business.

In my podcast message today, "CHECK YOUR RULEBOOK," I discuss how these changes are impacting us and how we need to be ready to embrace the new rules.

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 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.

Who Is Calling The Shots?

Yesterday we talked about how the Health Care bill passed the Senate Finance Committee without a written copy of what they were voting on. No, it wasn't lost or misplaced. It doesn't exist. The staffers haven't written it yet.

Did you know that our elected representatives to Congress don't write their own bills? Many don't read them or even know what is in them.

Who then is in control? A bunch of recent college graduates and others hired by the Members of Congress to do the grunt work and actually determine policy. Since no one actually reads the entire bill before it is passed, the staffers - with the able assistance of highly paid, biased lobbyists - are able to stuff the bills with their own idealism, regulations, and unproven concepts.

This has to stop. If members of Congress don't want to do a simple thing like writing a bill on their own notebook computer (or even dictating it) and then reading the whole thing before passage, they likely are in the wrong line of work.

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 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.

Congress Is Broken

Congress is broken, and that should be no surprise. The only thing we can do to fix it is replace all the players and hope that whatever is there now is not contagious.

How else would you explain the arrogance, the indifference, and the lack of responsibility?

Today, the Senate Finance Committee voted the health care bills to the floor of the Senate for eventual debate - without knowing specifically what they voted on.

Chairman Baucus had told us on Friday that they wouldn't be able to have a bill ready to read before today's vote, but that didn't stop them. They voted anyway and passed something that they haven't seen.

They may think they know what the bill says, but after all the amendments and discussion, who really knows for sure?

They couldn't have waited to have it in writing first to make sure they were voting on what they had agreed to in Committee?

What is this big hurry in Congress? Afraid we will find out what's in the bill and not like 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.

Put Me In, Coach

So here we are starting the 4th quarter of 2009. It doesn't matter what the score is for this year - as long as we are committed to changing the score and putting more points on the board before the gun goes off on December 31st.

We have an opportunity to gain momentum and finish strong. Maybe we’ve been on the sidelines or not fully engaged for parts of this year. That's behind us now. It’s time to get into the game and play to score.

We must be an active participant. We can’t sell or score from the sidelines. We have to be in the field of play – the marketplace. The 4th quarter has started and we need get in the game.

Listen to my podcast message today, "PUT ME IN COACH," for your personal pep talk.

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.

Don't Force It

I see it all the time. A team that is behind tries too hard to catch up and squanders the legitimate opportunities that it does have.

A baseball team trailing at their last at bat tries to hit homeruns instead of just getting on base. They seemingly would rather strike out than get on base with a walk.

A football team that needs to score in the closing minutes will pass the ball (incomplete) on all four downs and give up the ball and the game.

In sales we try to close too early and show our desperation to the customers. Result, they walk.

If we employ a little patience, we can often get the job done.

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 - Structure

Thursday's (Or Friday's) Thought: Structure. The ultimate strength and viability of this home lies in the basic structure of it - what lies beneath what is visible. So it is with us. Our structure - our principles and values - make us strong and viable.

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.

The Big "Mo"

Momentum - also known as the big "mo" - is important in any endeavor. In sports the team that has the momentum behind it the most will usually win. Momentum can change, however. It can be gained and lost.

To finish strong in 2009 and accomplish tasks that maybe looked a little unlikely just a few weeks ago, we need to get momentum on our side. As we start the 4th quarter, this is the time to harness momentum and have it work for us.

In my podcast message today - "THE BIG 'MO'" - I discuss the value that momentum has for giving us additional power and energy to accomplish our goals.

In football, players will raise their hands and extend 4 fingers at the end of the 3rd quarter. This signifies to themselves and the fans that the 4th quarter belongs to them. That's where we are. Let's raise our hands.

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.