Get It Out Of Your System

As we prepare for the stroke of midnight, we should write "2011" as much as we can and get it out of our system. Date everything we can for this year while it is still with us. Actually get tired of writing "2011."

Then, it will be much easier to make the transition after midnight to writing "2012."

I'm sure we'll have a momentary relapse or two and revert to writing 2011 - after all, we have had a year's worth or practice writing it. Now, however, it's time to break that habit and form a new one - writing "2012."

Happy New Year!!

For more information about my sales training, consulting, and teaching programs 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 Fond Farewell

As we say goodbye to 2011, on this the next to last day of the year, we note how quickly 2011 has passed.

We will stand at the threshold of 2012 in a little over a day from now. We have so many opportunities, and the year will be what we make of it and how we respond to events we encounter.

In 2011, some of us had a great year, others not so much. We had joys, disappointments, setbacks, maybe some sadness. All of that is history.

The important thing is to look ahead to a new year that is full of opportunities and a blank slate on which to write our impact. We can let 2011 hold us back or we can use it to vault into the new year - more determined than ever


In my podcast message today, "A Fond Farewell," I look back at 2011 but get ready for 2012.

For more information about my sales training, consulting, and teaching programs 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.

3-2-1

Well, there's no stopping 2012 now. It's here. If we begin the countdown, today is 3 days to go, tomorrow is 2, and Saturday is 1 - 3-2-1!

In some ways ending a year like 2011 is a little frightening - it went so fast and maybe we left a lot undone. It seems like something was only a few days and it turns out to be weeks ago.

On the other hand, starting a big, bold, 366-day year (we don't have those very often) can be a little unsettling, too. Where will it go? What kinds of twists, turns, and bumps will lie ahead for us?

Still, it is all very exciting. We literally can turn our back on 2011 - good, bad, or so-so - and march bravely into 2012.

We really don't have any choice. Time marches on. However, we do get to choose our attitude.

For more information about my sales training, consulting, and teaching programs 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.

Cruising Down The Highway

Today, I compare our brief trip through 2011 to a drive down the highway - sometimes eventful with plenty to see and other times kind of the same scenery for miles. Sometimes we are actively driving, other times it seems like cruise control is on or someone else is driving and we are in the passenger seat.

Did we notice the scenery as we passed by of was it all a blur? Did we take time to see some of the sites or smell the roses? Did we take care of our vehicle? Will it get us to the finish line and down the road into 2012?

In my podcast message today, "Cruising Down The Highway," I talk about the great adventure we have come through and the one we are going on.

For more information about my sales training, consulting, and teaching programs 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.

"Mining Your Database" Now Availalble

My new book "Mining Your Database: Making More Sales Through People You Already Know" is complete and ready for printing. I am now accepting pre-orders for it.

Why not start off 2012 by taking control of your sales business and begin contacting your circle of contacts strategically to learn which can use your products or services and which can introduce to people in their circles?

If you are in commercial real estate, selling membership opportunities for an association, a stager, a mortgage broker, a contractor, a remodeler, a web designer, a consultant, an attorney, a designer, or any other type of non-residential real estate salesperson or professional, this book is for you.

Use the scenarios, scripts, and templates for talking with people in person, calling them on the phone, taking their phone calls, meeting them over coffee, sending them cards and letters, and even using texting and email to learn if they are aware of what you are doing (have you ever told them?), could possibly use what you are offering, and can lead you to people who may have a need for what you offer.


For more information about my sales training, consulting, and teaching programs 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.

Last Minute Packing

Leaving 2011 is like getting ready for a trip somewhere - we need to make sure that we are all packed and that we haven't forgotten anything. Some things we can get ready early, but some will be last minutes additions or leave-behinds.

We need to make sure that we finish everything we need to before we leave and that we have the rest with us for the journey into 2012.

As we get ready for the journey into 2012, we should make sure everything is accounted for in 2011 and that we have everything that we're going to need for the new year - without taking along anything not required.

In my podcast message today, "Last Minute Packing," I talk about the great adventure we are going on.

For more information about my sales training, consulting, and teaching programs 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.

Snow In Sunny South Florida

Merry Christmas! Whether you are celebrating the significance of today or just enjoying a day off with family - nearly all of the stores are closed - have a great day.

Wanted to share with you something you won't see that often. Last night at our Christmas Eve service, it snowed briefly.

It's still in the low 80s today, but enjoy your day whatever the weather.

For more information about my sales training, consulting, and teaching programs 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.

Family Time

Here in the Christmas (or Hanukkah) season, nearly everyone gathers around family and friends to celebrate memories, relationships, and the festive season. We review the year and cherish the relationships we have.

We naturally gravitate toward friends and family - those people who are important to us. We count close friends, associates, colleagues, family, neighbors, delivery people, and others that we have had some relationship with during the year. This time of year can be very lonely, however, for people without many relationships so we need to extend a greeting to them as well

In my podcast message today, "Family Time," I talk about relationships and how important they are for us.

For more information about my sales training, consulting, and teaching programs 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.

It's Almost Here

Waiting can sometimes overshadow what is coming, but several important events are coming soon - Christmas, the weekend, and the New Year. All are pleasant and exciting.

Waiting involves anticipation and patience. For Christmas, which is almost here, remember how youngsters have such a hard time being patient for it to finally come. The weekend is almost here also. In this case, the weekend is Christmas. Then, the new year is almost here. This is exciting. We have been working our plans and are wrapping them up. Now it's time for a fresh start.

In my podcast message today, "It's Almost Here," I talk about waiting for happy events to get here and then enjoying once they do.

For more information about my sales training, consulting, and teaching programs 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.

It's How We Play

We can't always come out on top, but we can always give it our best, most professional effort - regardless of what game or endeavor it is.

The old adage of "it's how you play the game" is true. We can be winners even in a defeat - if we perform to the extent of our abilities. It's when we skate by and don't live up to our expectations or fail to make a valuable contribution to the team or company effort that we have to question our commitment and level or intensity.

We don't like it when we purchase sub-par services or entertainment - we shouldn't allow ourselves to deliver it either.

In my podcast message today, "It's How We Play," I talk about a winning attitude and what it means to our performance.

For more information about my sales training, consulting, and teaching programs 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.

Fair Weather Clouds

With the iPhone, box.net, dropbox.com, SkyDrive, CRMs, Google, Carbonite, and so many other platforms where we can host and access data and photos, I am really liking the cloud experience and plan on using it even more in 2012.

I think there will be additional applications available for us to connect with people and access and share data virtually as we move into the new year.

For more information about my sales training, consulting, and teaching programs visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain. Photography by Steve Hoffacker. © 2011, Steve Hoffacker. All Rights Reserved.

Two-Minute Countdown

We are now in the last two-weeks of 2011, and I liken them to the final two minutes of a football game - where all the action and much of the scoring occurs.

This is when everything gets done – the concentration, the intensity, the execution – to make up a deficit, to protect a lead, to win the game. Soon 2012 will be here, and we no longer will be able to do anything to make 2011 come out any differently. Now is the time to act to insure this.

In my podcast message today, "Two-Minute Countdown," I suggest that we manage the clock like a two-minute offense and make sure to make every play count.

For more information about my sales training, consulting, and teaching programs 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.

Laying In For 2012

Now is the time to make last minute preparations for the year ahead so that we can enter it ready to go and not be taken by surprise. It is coming - it's how prepared we are for it to get here that is the issue.

Let's  approach the coming new year with preparation the way we anticipate and get ready for a major weather event such as a blizzard, record cold, wind storm, hurricane, or other event for which we had advance notice. We go to the store while we have time and stock up on nonperishable groceries, batteries, flashlights, candles, blankets, tarps, and other necessary supplies. We need to prepare for 2012 in like fashion to have everything ready and standing by for an immediate launch.

In my podcast message today, "Laying In For 2012," I suggest we make immediate plans to get ready for 2012.

For more information about my sales training, consulting, and teaching programs 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.

Freedom To Choose

There has been a lot of discussion about talking on our cells or texting while driving. What we need is responsible behavior, not more government regulation.

Drivers can choose to act responsibly or carelessly without additional legislation trying to mandate what they do, and there is no way to eliminate all distractions short of taking us out of the driver's seat.

Legislation is not the panacea for everything that  people do that is ill-conceived. Sure texting can cause distractions and cause the driver to look away from the road - so can so many other activities - smoking, talking, singing, daydreaming, tuning the radio, looking at gauges, looking for our exit, thinking about our presentation. Careless driving is already an offense. We don't need to complicate it.

In my podcast message today, "Freedom To Choose," I take on the proposed texting ban - not because I support texting but because I support freedom and choices.

For more information about my sales training, consulting, and teaching programs 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.

Take A Stand

All of us in business or in sales must take a stand on issues that impact our ability to be in business and stay in business - plus that affecting our customers.

No one is going to speak out for us except us.

Congress proposes and passes laws which are harmful to us and to the US economy. If no one - such as us - calls them on it, things will just keep moving along as they are.

I challenge each of us to get involved in issues that affect and impact our businesses and ultimately the economy of the US. Regulations cost money in compliance and lost time. They cost jobs. Enough. Let's speak up and out.

It's easy to take the position that this is for lobbyists or elected officials to do, but they have their own agendas. The same with membership organizations which often are fighting larger issues.

For anything impacting us - light bulbs, drilling for oil, use of the internet, and more - we must make our voices heard.

In my podcast message today, "Take A Stand," I urge each to get involved - even if that's something we never thought we would do. Our future depends on 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.

Better Stock Up Fast

Congress has pulled a fast one on us - but it's been 5 years in the making.

We must stock up on the 100 watt incandescent bulb before it disappears from store shelves in 3 weeks. Beginning January 1st, they can't be sold anymore. Pity. This is such an important part of Americana.

100 watt incandescent light bulbs will not be sold after December 31st per an act of Congress and signed into law by George Bush in 2007. What was he thinking?

The CFLs have been a huge disappointment and can't be disposed of easily. The LEDs aren't ready for prime-time yet. That leaves the incandescent. Don't be left without any!

In my podcast message today, "Better Stock Up Fast," I focus on trying to bring jobs back to this country and giving us choices for our light bulbs.

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 Best Gift

As we focus on the holiday season and giving gifts and presents to people important to us, we should remember that we all carry a very important gift with us that we can dispense anytime we want - a smile.

This is important at anytime of the year - not just now during the holiday season. It is an important gift that costs us nothing except the effort to give it.

We all have a priceless (and free) gift that we can give to anyone that we want. That gift is a smile. We have it with us at all times – just ready for the opportunity to give it.

In my podcast message today, "The Best Gift," I talk about how we can enrich the lives of others with just the simple act of a smile.

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.

Time For An Oil Change?

If we use the 365-days of the year as a mileage measurement (similar to the 10-12,000 a year we typically drive our cars) we can evaluate the plans we made last year - assuming we made plans - to determine if we have kept on course or if we even know.

Comparing the 365 day year that we are completing to a normal maintenance plan for our cars of 3,000 miles or so between oil changes, I wonder how many of us have gone the entire year - well beyond our recommended maintenance interval - without changing the oil and are still running on last year's plans without ever stopping to evaluate or revise them. They may be quite inadequate for us where we are today. Time for a new plan?

In my podcast message today, "Time For An Oil Change?" I suggest that we need to refresh our plans before the new 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.

Get 'Er Done

With 2011 winding down, we must concentrate on completing our goals and our business plan for the year. The amount of time remaining is short and we can't afford to be lax in how we spend our time and energy.

I borrow the catch phrase from Larry The Cable Guy and apply it to the work items we have remaining for this year. Four weeks from today is January 1, 2012. We must decide what we need to get done in the next 27 days and get to it. The time for thinking about it is past. Now is the time for action.

In my podcast message today, "Get 'Er Done," I focus on making the most of the time we have remaining this 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.

No Wasted Efforts

With 2011 winding down, we must concentrate on completing our goals and our business plan for the year. The amount of time remaining is short and we can't afford to be lax in how we spend our time and energy.

Make everything count that we do for the remainder of the year. Whether it's spending quality time with family, recharging our batteries, or working on those last minute action items to complete our sales and business goals for the year, we need to make sure that we stay focused and on point. We don't have any days when we can let up and take it easy - unless they are planned for that.

In my podcast message today, "No Wasted Efforts," I focus on making the most of the time we have remaining this 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.