It's Been Worth The Wait

Football season officially began began as teams from around the NFL officially opened their training camps in preparation for the fall campaign.

I like football as a sport and as a laboratory for sales. Many of my posts throughout the year - and especially in the fall - parallel aspects of football.

The nice thing about the next few days is that every team is equal  and every player is theoretically equal on their individual teams. While some teams have more potential to do well than others, some seem to have more talent at various positions, and some seem to have an easier schedule of teams to play, the standings show that all teams are equal at 0-0.

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.

Fitting It In

We talk about time management as if it was something we could do. We talk about fitting more activities nto our schedules. We all have the same amount of time to use each week.

 

We have to use our time wisely to get done the most important activities done in the time allocated for them and still have time for other activities in our lives. It's deciding how to use that time that makes the difference.

That's why good use of our time requires setting priorities and determining which activities need to be done within the time allotted and which can be deferred. We might need to take additional steps such as cutting back on time for personal activities or other assignments until the higher priority ones are completed. We manage the activities we do and the time they take - not the time itself.
 

In today's podcast message, "Fitting It In," I talk about using our time more wisely to get the required activities done and still have time for the fun things.

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 - "Energy"

Thursday's Thought: Energy. I love watching waterfalls. They start out as trickle upstream and then build so much energy and momentum as they release their beauty over the side of a rock.

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.

Knowing How

Imagine trying to do something such as riding a bike or playing a game of tennis if we had never done them before. We might have seen them but never actually done them. Care to guess the outcome?

Then, take sales. The same thing can happen when we are not prepared to make a presentation, and as a result we misrepresent what we are offering.  We must know how to do what we set out to do in order to be successful.

Knowing how to do something and having the know how to explain what we are offering rather than just inventing claims or winging it makes all the difference. Sales requires ability just like any other pursuit.

In today's podcast message, "Knowing How," I discuss how being unprepared can impact what we are trying to accomplish.

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.

Know What You're Selling

In sales, first comes the basic skills - an inquisitive style and a genuine interest in helping people. Then comes the application of those skills - discovery, relationship building, and answering questions and concerns, Then comes the actual product knowledge and closing techniques to help with an ownership decision.

Product knowledge is important, but is fairly far down in the list of importance for building a sale.

Nevertheless, a salesperson with inaccurrate or incomplete product knowledge cannot close a sale effectively.

Recently I received a call as a result of an internet inquiry. The person calling me almost created enough interest for me to consider her offer. However, what she offered as a special feature was not realistic. I knew more about her product than she did.

The point is that we need to know what we are selling before we engage a customer and get them to the point of interest in our product or service.

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.

Happy Birthday

Birthdays, anniversaries, and other important dates have a special meaning to all of us - and especially our customers, friends, colleagues, associates, family and sales leads. We need to pay particular attention to learning about them and then remembering and recognizing those special days with them.

People don't typically approach us with all of their important days and favorite colors and foods written out for us.

We have to ask questions. Then we have to remember and follow-through with the commemoration or celebration of those dates or occasions.

In today's podcast message, "Happy Birthday," I remind us to learn about and then to commemorate or help celebrate birthdays, anniversaries, and other important dates, events, or milestones in the lives of our close friends, associates, customers (and of course family).

It shows that we care and that other people are important 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 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 - "Maintaining Focus"

If we lose focus, we may end up going in the wrong direction or doubling back on ourselves - wasting time, energy, and possibly money.

 
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.

Take A Break

We all need to take a break from our normal routines to change the pace, refresh ourselves, and keep our edge. It will make us stronger and more effective. It doesn’t need to be a full vacation, but it needs to be a break.

Saturday is a good reminder of the importance of pausing, refreshing, and recharging. We need to break up our routine – once a day, on weekends, every now-and-then – whatever is comfortable for us – but we need that break.

In today's podcast message, "Take A Break," I discuss things that we can do to break up the routine.

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 - "Tranqulity"

Friday's Thought: Tranquility. These calm waters, surrounding by mountains and still trees, create a very relaxing image - one that should challenge us to have peaceful moments in our lives.

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.

Universal Design

Universal design is a common and popular way to approach new construction, remodeling, and home modifications.

In today's podcast message, "Universal Design," I talk about transforming homes with universal design to make them more comfortable, safe, and modern.

Anyone who has taken the CAPS II course on “Design/Build Solutions for Aging and Accessibility” can begin using the universal design concepts to generate business and satisfy homeowners’ needs. There are 5 simple things can be done in every home that doesn’t already have them.

These 5 are single lever faucets, lever door knobs, rocker light switches, 36" (3'-0")doorways throughout, and 36" hallways.

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.

SEBC Opening Day Is A Great Success

Today was the initial day of SEBC (Southeast Building Conference) in Orlando. Tomorrow is the official opening day, but many activities were held today - including educational programs and designation courses.

We had a great response to our "Seven Secrets of Sales Success" all-day program, and the luncheon presentation on distressed properties added updates to this important aspect of the real estate market.

The Social Media Boot Camp had the first of its two days, and I did a two-hour segment on "Introduction To Blogging."

The mood at the Show today was upbeat with an eagerness to learn and embrace new techniques and strategies.


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.

Opportunity

Opportunities come at us from all sides.

We need to be prepared for them when they come along, be able to recognize them, and know which ones to hitch onto and which ones to let go. Not all opportunities are beneficial to us. Some will take us out of our game into a new, unbeneficial direction.

Opportunities are important, but only the ones that can help us or that we can add value to. Knowing the difference is the key and the challenge.

We have to be discerning and not just take up with anything that comes our way.

In today's podcast message, "Opportunity," I discuss being ready for opportunities.

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 - "Inherent Beauty"

This beautiful goldenpod tree is interesting even when it is not flowering, but this tree - as is true with so many others - has a hidden beauty that explodes in color when it blooms. Our senses are happy, the insects and bees are happy, and the butterflies are happy.

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 Good Referral

We all appreciate a referral - someone who comes to us already knowing something about our business and maybe even inclined to buy before ever meeting us. Referrals come from satisfied customers and from just asking for them - though we never know when or how many will materialize.

Also a good referral is what we're looking for in an ideal customer. It's who we like to meet and serve because that is the essence of our business or the person who typically buys what we offer

In today's podcast message, "A Good Referral," I discuss getting that person whom we can help that will, in turn, help our business to grow.

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.

The Good Old Days

It's nice to rely on tools like calculators and computers to help us in our businesses, but if we don't   understand how we are getting the results or why something is happening, we may be misled into accepting an answer that is unreasonable.

We need to know how things are done rather than just heading straight for the shortcuts or tools. Take adding or subtracting in our heads or on paper, knowing how to conduct sales follow-up without relying on computer-generated materials, and using good old prospecting to meet sales leads and generate customers - just for starters.

In today's podcast message, "The Good Old Days," I reflect on the importance of understanding the underlying process behind many of the things we do so that we know if the results are reasonable and we have some 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. © 2010, Steve Hoffacker. All Rights Reserved.

I'm Responsible

We are in the driver's seat and responsible for achieving what we accomplish in life. We make no excuses and go after what we want. We make our own way and are paid for it.

We are profit-centers and must be in charge of our sales operation - regardless of what we sell or how we are engaged to do that. We can't play the "victim" card or be concerned about our condition, situation, or circumstances. They can't hold us back, and they don't determine what we can accomplish or achieve.

In today's podcast message, "I'm Responsible," I stress how important it is for us to have an ownership paradigm.

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.

Expanding Markets

The past 2 days, I've been leading a group of professionals from various disciplines in helping them complete their Certified Aging in Place Specialist (CAPS) designation and expand their awareness into the many business possibilities there are to pursue in the aging-in-place market.

Depending on how they want to focus their businesses, there are many places for them to establish and grow their businesses as they return to their local markets.

This is a rapidly expanding opportunity with many ways to channel delivery of the improvements to help people remain in their homes through the normal aging process or accommodating special needs resulting from traumatic injuries or progressive diseases.

To learn how this can help you and your business, contact me.

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.

Seven Secrets

If you're going to be in the Orlando area next Wednesday, join us for the "Seven Secrets Of Sales Success" - a day-long sales motivational program. This is for all types of sales and is being conducted to help you with your business. Lou Ludwig and myself, along with other speakers, will be presently tips and strategies for helping you succeed in 2010 and gaining momentum for 2011. The all-day program is $99 and includes lunch and a networking reception.

In today's podcast message, "Seven Secrets," I talk more about the program.

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.

NAHB Has Half A Good Idea

NAHB has part of a good idea. They are filing suit against the EPA for removing the "opt-out" provision from the Lead Paint Rule. This means that a lot of wasted time, money, and paperwork are going to be involved complying with the Rule when often it is not necessary.

The "opt-out" Rule which was removed last week, allowed - and would allow again if reinstated - a homeowner to stipulate that no pregnant women or children under 6 resided (for more than 2 days a week) in the pre-1978 home. Without this, needless compliance will happen- at a tremendous expense and inconvenience.

NAHB stopped too soon. Rather than just suing for reinstatement of the "opt-out" they should have sued for repeal of the Rule.

For decades, homes with lead paint have been renovated. Now, it's a crime to do so without proper certification and hazmat suits? Studies have shown that the little amount of lead particles that become airborne are not a significant health risk. The EPA so much as admits that with the "opt-out" provision they originally included.

More useless regulation.

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.

Buckle In

In my last podcast message. I talked about the "Summer Selling Season" and what it means to our sales business.

In today's podcast message, "Buckle In" I talk more about it and how this is the perfect time for reaching out to all of our customers, clients, and sales leads - everyone in our database.

Over the next two months, many things need to happen to propel our success. This is the time to pull out all the stops.

Take advantage of the "Summer Selling Season" while there are no holidays to distract our focus or that of our customers.

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.

Some Days Are Just Better Than Others

Some days are just better than others. Some days are, in fact, great. We hear from someone we've been trying to contact, we set an appointment, we make a sale, we are asked to prepare a proposal, we receive compliments about our work - maybe not all of those in one day, but any of those is enough to tip the balance to the good side.

Anytime we have good news, it makes up for the days when there are unusual challenges. When we get a good day, we relish it and plan on others like it. We just never know when they're going to happen.

The key to success and happiness is to have as many of those good days as we can, and we do what is necessary to facilitate 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.

Think Ahead

In my podcast message today, "Think Ahead" I focus on being productive - and in eliminating those unproductive aspects of our day.

So often when we get ready to do something, we have to stop while we look for information, keys, a piece of paper, a file, or other things we need to make a phone call, write a report or proposal, or go to an appointment.

Our days are busy enough without adding more to them in the form of extra work just finding the essential materials that we need to do the work at hand.

A little thinking and planning ahead is good medicine for all of us.

Just by paying attention to some of the little details before we need them, we'll be in a position to maximize our effectiveness by avoiding the downtime, distractions, and mental drain that occurs.

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.

Some Days Take Longer To Get Started

Ever notice how some days just seem to take longer to get started and ready than others? Maybe we oversleep? The shirt we were planning on wearing in in the laundry or at the cleaners? We ate all of our favorite cereal and forgot to get more? We can't find the car keys? We misplaced an important document we need this morning? The car won't start? One of the tires is low or flat?

While we won't likely encounter all of these in the same morning, some mornings just seem to take longer to get going than others.

Hope today wasn't one of 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.

Pull Out The Stops

Welcome to the "Summer Selling Season" which exists between now and Labor Day - 2 full months. There are no holidays of interruptions except back to school or end of summer vacations. This is the perfect time to engage our customers and make sales. Nothing distracting is capturing the attention of our customers, so this is our golden opportunity. Pull out the stops and make things happen.

In my podcast message today, "Pull Out The Stops" I unveil the concept of the "Summer Selling Season" and how this can be a fantastic opportunity for us to succeed.

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.

"Summer Selling Season" Underway

Today kicks off the "Summer Selling Season." There are no more holidays or days off until Labor Day. That's 63 uninterrupted selling days, starting today.

There's back to school and the start of football season, and there are family vacations. Essentially, though, we have one of the best opportunities of the year to make sales.

It's past the spring so people's thoughts aren't of that time and breaking away from the winter. It's far enough away from Halloween and the end of year holidays. This is the perfect time to focus on sales - and we have over 2 full months to do it. 

Welcome to the "Summer Selling Season." Make it a great one!

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.

Reflections On Freedom

Happy Birthday, America and Americans!

Today we celebrate July 4th - Independence Day, America's Birthday -  and remember the many freedoms and liberties and the hard fought struggles and sacrifices that have protected them. We have a responsibility to protect our freedoms as well. They are under constant attack - from without and from within. We must remain steadfast and diligent. Today, let's celebrate our freedom, free enterprise, and our many liberties!

We must remain diligent in safeguarding and protecting them to keep them from eroding or disappearing.

In my podcast message today, "Reflections On Freedom" I remember what this day means.

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.

Summer's Mid-Point

While not exactly in the middle - they are more days ahead than behind - the 4th of July serves as the midpoint of summer. It falls between Memorial Day and Labor Day. Between the start of summer and the end of it. Between the end of the the old school year and the beginning of the new one.

There are vacations, outdoor activities, and a lot of fun packed into these summer days, and we still have plenty of time to enjoy the summertime.

It's just that now our focus moves a little to the fall. Back to school, football season, and more indoor activities.

Let's take advantage of the summertime while it's 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.

An Overlooked Day

Even though July 4th is the day that is celebrated, July 2, 1776 was the actual day of independence for our country - the day on which the resolution of independence was adopted. July 4th was the day the document was approved.

Because we tend to overlook and neglect this important day, how many other important days in the lives of our families, customers. clients, employees, co-workers, and sales leads are we forgetting about or not observing?

In my podcast message today, "An Overlooked Day" I talk the importance of July 2nd and the other days we should be remembering.

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.

Welcome To The Second Half Of 2010

Today, the second half of 2010 kicked off.

Regardless of what the score was this morning at halftime, let's make it it a brand new game and finish strong. The only score that matters is the one at the end of the year.

We still as many months before us as we have behind us.

Welcome to the second half of 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 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.