Only One To Go

Today, we get ready for the start of the last month of 2011 and the end of the year. Just 31 more days to get everything done that we intended to do when the year began. Time is slipping away.

This has been a very fast moving year. Still, we likely have many things that we had planned on completing before the curtain comes down on this year. Therefore, we need to examine our list of outstanding activities and choose those which we can complete and get working on them.

In my podcast message today, "Only One To Go," I think about what we still need to get today this year as the time to do it gets very short.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Mondays Are Magic

Mondays are powerful - they allow us to determine and designate the week's activities and help us fill the week with events and appointments that are beneficial to us.

Mondays are one of the most exciting and influential days of the week. Today we get to survey the blank slate of the week ahead (even if there are a few scheduled activities and appointments already) and decide how to allocate our time to pursue our business plan. That's the magic - to be able to create what we need and rearrange or eliminate what isn't helpful.

In my podcast message today, "Mondays Are Magic," I reflect on just how great Mondays are as we anticipate rather than dread 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. © 2011, Steve Hoffacker. All Rights Reserved.

Four Minute Drill

As time winds down on 2011, we need to focus on the end of the game and get down to business - concentrating on what works and making it happen.

I took a page from football to talk about the 4-minute drill and apply it to the remaining days of 2011. We have basically a month to go or 4 weeks. We can sit back and be on vacation or really get into gear and make things happen like never before. That’s the concept of the 4-minute drill – to focus and get things done that didn’t have the proper urgency before this point in the game.

In my podcast message today "Four Minute Drill" I encourage us to make the most of the time we have remaining.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Our Many Blessings

We have so much to be thankful for. Sometimes, it takes a special day like this one for us to pause and remember the many blessings that we do have and enjoy.

We especially give thanks for the many blessings we enjoy as small business owners and salespeople who get to define our business, market our products, determine our income through our efforts, and even start over again if we misjudge the market. We are very fortunate to be part of the free enterprise system - along with the many other blessings we enjoy.

In my podcast message today "Our Many Blessings" I encourage all of us to remember how blessed we 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. © 2011, Steve Hoffacker. All Rights Reserved.

Forget "Buy Or Die"

Many people have ideas for follow-up strategies. A prevailing one, which is a big time and money, waster is the concept of "Buy or Die" - that we should maintain contact with people forever once they initially show some interest in what we have to offer.

When we keep chasing and inundating people with cards, calls, and messages long after they are disinterested in what we have to offer on the improbable chance that they will eventually get worn down by us and change their mind and want to buy with us, we are being totally inefficient. This is a huge waste of time and energy and harms our brand.

In my podcast message today "Forget 'Buy Or Die'" I dispel this myth.

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. © 2011, Steve Hoffacker. All Rights Reserved.

A Day Of Upsets

Many times the odds-on favorite doesn't end up with the "W" at the end of the game. When the underdog comes out on top, we call it an "upset."

Yesterday's college football games illustrate how preparation, attitude, coaching strategies, momentum, and even luck, factor into the final outcome of games and contests where one team, player, performer, or salesperson wasn't supposed to do as well based on a paper assessment going into the match, but they prevailed for a variety of factors. This makes for an upset victory.

In my podcast message today "A Day Of Upsets" I discuss how teams that aren't supposed to prevail often do and what goes into 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. © 2011, Steve Hoffacker. All Rights Reserved.

Just Quit Spending

Passing a BBA this afternoon in Washington would have been a feel-good measure, but it would solve nothing. The real key is to stop spending and tighten the belt.

The concept of a BBA is flawed. It is totally unnecessary. If it ever did pass, it couldn't be enforced. 

Just stop spending. That's all the action that is required. Reduce staffing, reduce office space, reduce programs. Spend less this year than last. Make programs justify themselves or they're gone.

In my podcast message today "Just Quit Spending" I want Congress to act like they are spending their own money and to question every dime that is authorized.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Accenting Our Strengths

In winding down 2011 and planning for 2012, we should focus on the areas in our lives and businesses where we are already good to make them even stronger and not worry so much about developing the areas where we are not gifted.

We can't be good at everything. The sooner we understand and admit this,m the sooner we go on to be great at a few things - or even one thing.

We need to determine where our strengths lie and concentrate on getting even better at what we are really good at. Usually we enjoy doing what we are really good at anyway. We all have various gifts and we should use them to their fullest.

Rather than spending time trying to develop areas where we don't shine, we need to be even better at those strong areas.

In my podcast message today "Accenting Our Strengths" I want us to lok at our strengths and commit to getting really good at 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. © 2011, Steve Hoffacker. All Rights Reserved.

There Is A Huge Difference

There is a huge difference between requiring someone to have auto insurance and making them have health insurance. Some politicians would have us believe they are the same principle.

We have a choice on whether we want to own and drive a car. It's not mandatory. We can use public transportation, have a family member or friend drive us, walk, ride a bike, or make even other arrangements.

If we choose to drive, the state - and not the federal government - says that we have to be insured. Some people ignore this and drive anyway.

We do not need to have health insurance. We can pay for our treatment as we go. We can get family to help us for unusual or larger than expected expenses. If we are involved in a catastrophic accident or major illness without insurance, collectively others have to pay for that. But don't people without kids pay for schools? Don't we all pay for welfare? Don't we all pay for most government services whether we use them or not? Not a real strong argument to say that everyone must pay their own way when there is all this precedence against it.

There is a huge difference in requiring auto insurance if you want to drive and health insurance because there is nothing attached to it as a sufficiency. Even requiring people to have homeowners insurance or flood insurance is only applicable if there is a lien holder. Otherwise, it can't be mandated.

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. © 2011, Steve Hoffacker. All Rights Reserved

Play To Win

A winning attitude is important in entering a sales presentation, negotiation, or a football game. We have the choice of directing that energy into either going for the win or scoring just enough and then being defensive to keep the other team from winning.

There are 2 strategies for achieving victory. There is outright pursuit of winning by doing what we have prepared to do and executing our fundamentals properly. Then there is the defensive posture of trying not to lose. In the end, both strategies can show a "W" in the win column, but it's how we get there that matters. One is aggressive, the other more preventive.

In trying not to lose we may not be able to do enough. Going for the win is the more strategic effort.

In my podcast message today "Play To Win" I discuss going for the victory and how we approach 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. © 2011, Steve Hoffacker. All Rights Reserved.

Stick To Real Issues

Kmart's very popular and successful layaway program that even Walmart is now copying is coming under attack from Chuck Shumer. He says that the $5 fee that the stores charge to set up the layaway account is just an exorbitant interest rate that needs to be examined and potentially regulated.

He is distorting the fee to be an interest charge at a very high rate when it clearly is not. Customers are not charging anything. They are not using anyone else's money. Therefore it cannot be construed as an interest charge.

He says he wants more disclosure. What's to disclose? It's a fee - it's disclosed.

People who wants to select merchandise for Christmas can set it aside now for a $5 fee - for the privilege of having the store keep the merchandise for them while they are paying for it in full over time with no interest charge. They are paying just the full retail cost (unless it's on sale) plus $5. It's a convenience.

Where is the injury?

Why not stick to real issues like disbanding unnecessary bureaucracies and cutting taxes?

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. © 2011, Steve Hoffacker. All Rights Reserved

Don't Pretend You Care

There are so many email surveys that are being used by businesses today, and consumers are weary of the overload. What was once a nice gesture is now clearly just something companies do.

So many companies routinely send out email surveys - ostensibly to measure their performance and monitor customer satisfaction - but in reality is just something that is triggered after every phone inquiry, no matter how quick or simple the conversation. The surveys have become so numerous and commonplace that they have lost most of their validity.

In my podcast message today "Don't Pretend You Care" I suggest that surveys be discontinued (although they won't) because they are ineffective due to the frequency of use.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Thank You, Veterans

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. © 2011, Steve Hoffacker. All Rights Reserved.

Why Not Stock More?

Ever shop for a dress shirt or sportswear? Have trouble finding your size or a very wide selection? I wonder why the buyers - the people who order for clothing stores - seem to load up on the very large and the slim sizes while not accommodating the average person that much. Need a 3X or 4X or an extra slim and there are more choices than you need.

Most people don't fit this mold, but oh the colors, patterns, and selection available if they do.

For those of us that need a small, medium (especially the medium), or large, the choices are typically limited or not available.

In my podcast message today "Why Not Stock Less?" I ponder the business model that must be behind this retail stocking plan.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Less Than 52 Weeks And Counting

As of yesterday, there are now less than 52 weeks until the 2012 elections. The field is set although the Republican nominee needs to be selected. It's doubtful there will be anyone new enter the field at this point since the primaries are just around the corner. There had been speculation that he might decide not to run or that he would be challenged. This will not happen.

Thus, one of the known candidates, from either side, will be the next (or continuing) President.

The Senate and House races are another matter. The Republicans will be trying to keep the House. They also will try to gain control of the Senate. This will actually be more important than who wins the White House.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Leave it All On The Field

When we give our supreme effort so that we know that there was nothing held back, no reserve, nothing else we could have done, then we can have the satisfaction that we did all we could - even if that wasn't enough.

When we go all out in an athletic contest or a sales presentation - holding nothing back, having no regrets, and having nothing else that we could have done - we will be satisfied that they was nothing left to give. It means that we gave everything we have for that moment. It means leaving the field of play or the sales office with nothing left - running on fumes. We literally gave it all in that endeavor. That is how we know that we did all that we could.

In my podcast message today "Leave It On The Field" I talk about going "all in" or being totally committed to the effort.

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. © 2011, Steve Hoffacker. All Rights Reserved.

Back To Normal

Today we revert to standard time and we also find that this seems to sit well with our internal clocks – not nearly so hard as adjusting to one less hour in the spring.

With the time change today – falling back an hour – we returns to normalcy and get ready for all of the great wintertime holidays ahead. The extra hour gives us a little more energy and quickens our pace. Nothing wrong about the extra hour of daylight in the spring and summer – it’s just that this is a nice change that we can use.

In my podcast message today "Back To Normal" I acknowledge the return to standard 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. © 2011, Steve Hoffacker. All Rights Reserved.

Midseason

We are the midpoint of both the fall and football season, and they form a benchmark for reminding us to reflect on what we are doing in our progress toward our goals to see where we are and what changes might be necessary in the coming weeks.

As we focus on what type of progress we have made and where we are in out year or our business plan, we can make the required adjustments to get back on track or keep doing what we are doing to stay on track toward achieving our goals and plan. Mid fall or midway through the 4th quarter is a good time to reflect on this as we get ready for 2012.

In my podcast message today "Midseason" I talk about looking at where we are and where we need to go by the end of the year.

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. © 2011, Steve Hoffacker. All Rights Reserved.

The Survey Says

If you're like me, and I have no reason to believe otherwise, we get several  survey requests a week from well-meaning businesses and online service providers. It seems like we get a request with every contact that we have with a company by phone or email.

As a result, surveys have lost their effectiveness, and I don't participate in them or recommend them to my clients any longer.

Rather than doing what surveys ostensibly are designed to do - measure the quality of the interaction that we had with a particular company and determine perceptions and attitudes - they are now designed to create bragging rights and top performance scores for companies. The surveys are just a means to an end.

In my podcast message today, "The Survey Says," I talk about why surveys are no longer the great tool they once were.

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. © 2011, Steve Hoffacker. All Rights Reserved.