Protecting Freedom

Today, we observe Memorial Day by thanking and remembering the scores of men and women in uniform who have gone to war to protect what we have and to help insure that our freedoms and liberty will remain strong.


They acted selflessly, and we are grateful.


As civilians, we also are responsible for protecting our freedoms and advancing free enterprise, capitalism, private property ownership, and our other Constitutional freedoms.


In my podcast message today, "Protecting Freedom" I thank those for their service and charge us to remain steadfast in protecting our freedom and liberty also.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Sunday Spotlight - "Memorial Day"

We have much to be thankful for. We begin with those who helped make it possible.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Taking A Breather

This weekend is a great time to take a few minutes for ourselves - to be with family to get away, to do something for ourselves, or just relax. The people we work with are doing the same so this is a great time to take a little break.

Many of us work in a virtual 24-hour world where it's hard to get away. This weekend gives us this.

Let's step back and catch our breath, recharge our batteries, or take time to smell the flowers. This three-day weekend is a good reminder for us to do this, as many of our customers and sales leads are doing the same and may not be available to meet with us or focus on what we are offering.


In my podcast message today, "Taking A Breather" I suggest that we slow down now and then to catch us and relax. This is such a weekend when we can do 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. © 2010, Steve Hoffacker. All Rights Reserved.

Friday's Thought - "Bold"

Friday's Thought: Bold. This yellow flower stands bold and proud and in full color. It holds nothing back. Bold is not the same as arrogant. It takes courage to be bold.

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. © 2010, 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.

Building The Sale

In my podcast message today, "Building The Sale," I introduce my new book "Building The Sale" for Realtors and residential real estate professionals. It has be written to help Realtors control the sales interview with people looking to sell their current home or purchase another.

This book provides strategies as well as dozens of specific questions to use as in discovering who the customer is, what they want, when and where they want it, why they are looking, and so much more about their new home search. This is the definitive book on the sales interview.

If you want more information on it or would like to order it, visit 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. © 2010, Steve Hoffacker. All Rights Reserved.

Prepare For Sunshine

Prepare for sunshine but plan for rain. No this is not a paradox.

We should plan our days as if it's going to be sunny - weather-wise and event-wise - but not be surprised or taken off-guard if it begins to rain or storm. This is our "Plan B."

That we we can forge ahead confidently regardless of what happens.


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. © 2010, Steve Hoffacker. All Rights Reserved.

A New Awareness

The aging in place classes that I have been teaching this week are a great example of how our awareness and knowledge level can be increased if we look for new information.

We have a constant thirst for knowledge, and we often acquire a new awareness in our search – things unknown to us before or not to the extent we have found them. Our horizons are broadened – not in a general sense, but in ways we can apply them to our business. We find new ways of doing things or a new appreciation.

We can gain a new perspective or understanding of business issues, principles, and concepts by being open to continuing study or through making ourselves available in ways where learning can take place.

In my podcast message today, "A New Awareness" I discuss how we expand our we keep adding to what we 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. © 2010, Steve Hoffacker. All Rights Reserved.

Monday Spotlight - "Persistence"

Rocks may seem immovable, but a steady force of water will eventually erode 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. © 2010, Steve Hoffacker. All Rights Reserved.

Fending For Ourselves

As independent salespeople and small business owners, we set the example for free enterprise and capitalism to those around us - as we make our way in the world. We don't depend on outside help, handouts, or government bailouts. We use own own strengths, abilities, and inspiration to get things done.

We have no guarantees. Businesses survive because sales are made. We are the ones who makes those sales. We use our own strengths and resources to make things happen and earn a living.

In my podcast message today, "Fending For Ourselves" I encourage us to remain strong in our pursuit of free enterprise and success.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Great Customer Service

Every now and then, I get to experience exceptional customer service. Such was the case today with Direct TV.

I sense they are working on their image and the process. Not only was the service technician extremely knowledgeable and pleasant, I received 2 separate recorded messages after completion to make sure the work had been done and that it was satisfactory.

The real kicker for me was when the tech and I were discussing a couple of different ways of resolving an issue, and he indicated his willingness to think of a way to do it that would make both of us happy.

I do hope this attitude continues with this company.


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. © 2010, Steve Hoffacker. All Rights Reserved.

Follow The Script

Some salespeople feel they need to use a script in a sales interview or conversation; however, they detract from the conversation and aren't necessary. Scripts are OK for training, but they should be set aside when talking to a customer or sales lead.

The information on the script needs to be internalized. Until it is, no customers. Therefore, learn the script, but don't use it. Use your own words.

Never forget that the customer doesn't have a copy of the script. When they say something that isn't on the script, it can't throw us. We have to be ready for that.

In my podcast message today, "Follow The Script" I talk about the use of scripts in the sales interview and find that there is no place for 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. © 2010, Steve Hoffacker. All Rights Reserved.

Thursday's Thought - "Expression"

Thursday's Thought: Expression. Just as these palm trees are able to stand tall and full in the warm sunshine - and blow back and forth with the tropical breezes - we have the opportunity to express ourselves in our marketplaces by being visible and showing off what we are really good at doing.

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. © 2010, 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.

Anyone Can React

We have two ways that we can deal with situations that crop up in our lives. We can react by letting the situation dictate the terms, or we can respond by remaining in control.

It doesn't take any planning to react. Often it's instinctive and emotional. Responding, on the other hand, is gaining control of the situation by dealing with it in an intelligent, planned, measured way. It doesn't always work the first time, but we are more in control that just jumping in.

In my podcast message today, "Anyone Can React" I differentiate between just reacting - almost an instinctive way of dealing with an issue - and responding - a more intelligent, thoughtful way of approaching 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. © 2010, Steve Hoffacker. All Rights Reserved.

Wishful Thinking Is Just That

Daydreaming or wishful thinking may be fun, and it may pass the time, but it doesn't help us get any closer to our goals.

Planning and thinking about a direction or course of action has its place in business, goal setting, and achievement, but we only succeed when we move from the planning and thinking stage to the action arena.

Wishing that something would be a certain way cannot make it so. We have to act on it.

Prizes are awarded at the finish line not at the starting line.


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. © 2010, Steve Hoffacker. All Rights Reserved.

Time For A Change

Today should be a great day. Regardless of what we are facing, we can feel enthusiastic about it and help facilitate a good outcome.

By having a positive, excited attitude about facing today – a Monday – and the week ahead, we can energize ourselves to change our outlook.

If we are not excited about facing today and this week, it’s time for a change. Maybe not a physical change of leaving our present company or switching product lines. Definitely an emotional and mental change. This is change that begins on the inside and comes forward. Adopt a positive attitude and seem how the world around us changes.


In my podcast message today, "Time For A Change" I  stress the importance of having a positive, fresh outlook on the week ahead and our 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. © 2010, Steve Hoffacker. All Rights Reserved.

Sunday Spotlight - "Proud"

This flower stands tall and proud - representing a perfect specimen of color and size. It's OK for us to be proud of a job well done or an accomplishment that we achieved.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Choose Action

We can choose to talk about a problem or issue that is facing us, or we can choose to act on it.

We have the ability - if we choose it - to do something about building our business, calling on customers and sales leads, meeting new people, and setting appointments. It's easy to talk about the issues and our circumstances. That doesn't move us any closer to our goals. That requires action. 

Talk doesn't help us accomplish our goals or make sales. That requires conscious action. Action is a choice - one we're able to make often to actually work toward what we want. Life is not for spectators.

In my podcast message today, "Choose Action," I  suggest that we should do something to help ourselves instead of sitting back and waiting.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Friday's Thought - "Anchored"

Friday's Thought: Anchored. These trees are tall, strong, and mighty. The are standing in water but thriving. They are well anchored. That is our message for today. Be well anchored. Have a solid foundation.

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. © 2010, 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.

Are They Competition?

Everyone in business has competition in some form. There is no such thing as a business so unique that it does not have competition or imitators.

There are two principal types of businesses that we need to be concerned about from a competitive basis - those that are similar in some respect (comparable) to who we are and what we offer, and those that compete for the same dollar (competitive) as we do. We need to be knowledgeable of both.

In my podcast message today, "Are They Competitive?" I  discuss the differences between the comparable and competitive businesses and how to determine what those are.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Do They Still Teach Courtesy?

Just wondering? Do they still teach courtesy? Good manners?

If someone is running 10 minutes late for an appointment (for whatever reason), do they call and tell someone? Kind of hard not to with cell phones. but is it actually done? How often?

If we have a conference room reserved for 4:00 and something happens to amke the meeting unnecessary or postpone it to a later time, do we call and cancel the room or just not show? What if someone else could have used the room when we didn't need it?

Is it necessary for someone to cut across 4 lanes on the freeway just to get off at the exit that they were not paying enough attention to - without so much as a turn signal or wave?


I know many of us respect others, but I suspect that not nearly enough are doing this.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Operation Discovery

In my podcast message today, "Operation Discovery," I introduce my new book "Operation Discovery" for new home salespeople.

This book is written for on-site new home salespeople and home builders to control the sales interview. It provides provides who, what, when, where, why, how, and which question formats and scenarios to use in working with people looking for a new home.

This is the definitive book on the sales interview.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Monday Spotlight - "Freedom"

The majesty, the colors, the power of our country is represented in the way our flag flies so freely in the breezes. Freedom being free.


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. © 2010, Steve Hoffacker. All Rights Reserved.

Find A Mentor

Happy Mother's Day to you or your wife or mother. Mothers are important as mentors because they set an example and help us learn. We aren't born with much of a skill set.


Professionally, we have a chance both to be mentored and to give back by being a mentor to someone coming along.

Today we celebrate Mother's Day by remembering how they mentored us in life skills. We need to find someone that we can partner with professionally to serve as a mentor for us. We also can mentor others to share our experiences and knowledge with them.

In my podcast message today. "Find A Mentor," this is what I am sharing.


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. © 2010, Steve Hoffacker. All Rights Reserved.

Values Are Important

As salespeople, values are very important. They are a part of our character. We should never do anything contrary to our basic values. No sale is worth that. No customer is worth that. In the long run, our integrity and our values matter the most.


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. © 2010, Steve Hoffacker. All Rights Reserved.

Launchpad Friday

Friday is regarded by many as the end of the weak, a type of letdown. Cast it in another perspective. Think of it as a springboard to next week.

Whether we work over the weekend or not, whatever plans we make today and whatever appointments we can set for next week just give us a headstart for next week. that's why I like to use today - often when things are a little slower - to get started on next week.

This makes Sunday or Monday more exciting to know that some groundwork has already been done.

In my podcast message today, "Launchpad Friday," I suggest that Friday is the ideal time to make calls and set appointments for next week so that we will hit the ground running rather having to try to build momentum for the new week.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Thursday's Thought - "Brightness"

Thursday's Thought: Brightness. The bright beautiful color of a sunset adds a special glow to the closing of the day. Even though much of the day's activities have been completed and the daylight is disappearing, it still gorgeous and colorful - bright in its own 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. © 2010, 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.

Starting A New Day

Each brand new day, we have opportunities and challenges that come our way as we navigate the day's activities. It's up to us to use our time wisely while still having some fun. It's important that we take care of business first, however.

How we fill up our days and our calendar is up to us. We can have meaningful activities scheduled for ourselves, or we can do fun but unproductive things. Also, we need to keep filling up the pipeline or the business that we work on today and tomorrow will soon be over with nothing to replaces it.


In my podcast message today, "Starting A New Day," I encourage all of us to make the most of each day.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Taking Effective Advantage Of Opportunity

We have so much opportunity. The challenge is focusing and deciding which opportunities to pursue. We need to follow those which utilize our strengths and not be inclined to choose those which really are a stretch for us. When we have an affinity for a new pursuit, we can give it our passion and turn it into something dramatic.


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. © 2010, Steve Hoffacker. All Rights Reserved.

May Is Enabling

May is a transitional month between spring and summer. Spring is everywhere. Summer is just ahead of us. Until Memorial Day at the end of the month, May is full of workdays. Let's accomplish as much as we can during this great time of year. It won't happen without effort, but we can do it.


In my podcast message today, "May Is Enabling," I focus on us finding the enthusiasm and the motivation to make things happen this month.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Sunday Spotlight - "Fresh"

Nothing says "fresh" like white flowers with rain droplets on them. In life and business, we need to maintain a freshness of attitude, purpose, and delivery.

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. © 2010, Steve Hoffacker. All Rights Reserved.

Finding Hidden Talent

In the recent NFL Draft that was conducted, many college football hopefuls were selected to tryout for the 32 NFL teams. Those taken in the first round commanded a very hefty signing bonus. Interestingly, over the years several of the outstanding players to emerge were not the players chosen early in the Draft but in later rounds. Often there are real gems in places others don't look. If we know where to look, what to look for, and are patient, we can find hidden talent that will be top producers.

This hold true for selling as well as football.

In my podcast message today, "Finding Hidden Talent," I focus on finding hidden talent to help us in our business by being aware of where to look and what to look for and then waiting for just the right 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. © 2010, Steve Hoffacker. All Rights Reserved.