Archive for the 'Boosters' Category



08
Feb
10

Do You Have an Attitude Problem?

Check out this article on “attitude”…

Why do we often think we have it worse than the next person? Why is it so easy to get discouraged when markets change and actions that were working for us suddenly become ineffective?  Most people tend to always look for the worst in every situation and instead of adapting, they wait for things to go back to the way they were before the changes.  The reality of life, economic cycles, and change in general is this:  those who wait are left behind and those who adapt are ready to take advantage of the moment and the future.

The history of the world is the story of men and women who took adversity and created success.  The worst diseases were cured at the height of epidemics, and the greatest advancements in technology were made during wars.  What makes some people victorious during times of adversity and others hopeless?  In a single word: “attitude.” Attitude is a confusing word to many people. It is often viewed as something that comes from the outside created by positive situations, good fortune, or even luck!  Nothing could be further from the truth.

Attitude comes from within and it is created from the fierce determination not to be defeated.  People often say that attitude is a choice, but it is more than that.  Attitude is a conviction.  It works independently of most choices and comes from a far deeper place-  a place that says to us, “I will not be defeated, I will not give up, I will not fail!”  The results of the “right attitude” are an unrelenting focus that seldom varies from day-to-day.  It is so deeply ingrained that nothing will stop it and nothing will change it.  It is this “right attitude” that will carry you through your darkest hours.

Attitude is not deterred by sadness, tragedy, depression, anger, or obstacles.  In fact, there are only two things that can defeat the “right attitude:” lack of consistent action and loss of hope.  In fact, failing to take unrelenting action will eventually lead to a loss of hope.  My definition of hope is the belief in what has not happened and has not been seen. It can be mystical or logical but what is hoped for exists beyond the present and current conditions.  America’s renowned psychologist William James said, “The greatest revolution of our generation is the discovery that human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.”

Is there a formula for the “attitude shift” necessary to change our lives?  There is and it is this:

1.  Whatever it is you want, you must want it with intensity and passion.

2.  Once you know what you want, focus on it with positive thoughts and affirmations.  Negative thinking will produce failure.

3.  Determine the daily actions that must be taken, break them into small actions, and simply do them!

4.  When you are faced with obstacles and failure, take more action and remain focused and hopeful of your success.

5.  Never quit and never surrender.  Nothing that can defeat persistence!

Helen Keller overcame more obstacles than any of us can even imagine.  Blind and deaf since early childhood, she achieved worldwide admiration and unimagined success.  She once said, “Science may have found a cure for most evils: but it has found no remedy for the worst of them all-the apathy of human beings.”  Helen Keller was right.  Science cannot cure a poor attitude.  It is up to you!  Live to laugh, live to learn, but most of all, live to win!

The above article was written by Ken Taylor.  Ken is President of Kent Taylor & Associates, Inc., a training and consulting firm. I came across it and shared it with you because I care about your success.  Contact us call today and let’s discuss all the ways that we can help grow your business. Email us at info@thefernandezgroup.com or visit us at http://thefernandezgroup.com.

05
Feb
10

Building Rapport

In nearly every market across the country sales volume is down significantly.  Many markets are off by over 25%.  That means there are over 25% less commissions to be earned.  The pie is smaller.  How can you ensure that you get your piece of it? It’s a Buyer’s Market.  Buyers have an advantage and they know it.  To capture the serious motivated Buyers, to have them take you seriously, to have them want to meet with you and work with you, you need to have a captivating interaction with them by phone or e-mail.

There is only one way to have that interaction.  I recently read an article written by Rich Levin that really had some good tips on that initial interaction.  I hope you enjoy it!

“The Interaction: If the person you are talking to is in your Sphere of Influence, a personal referral or a repeat customer, start by asking questions that show you are interested in them and their move.  You then ask questions about what they are looking for and where.  As you answer their questions, you then proceed with the script below.

Provide the information they want regarding the property they are inquiring about and immediately ask a follow up question that indicates that you are knowledgeable and interested in what they want.  Like this: “That one is $279,900.  Is that the price range you were considering or are you looking higher or lower than that?” Then follow up with similar information and questions about location, number of bedrooms, and square footage.

You then ask, “Tell me all the things you are looking for in a new home and I’ll make some notes.” If you have gotten this far and they have answered all your questions, follow this process to make the appointment (if you want it).

As they offer their desires, acknowledge them with comments like: “great,” “sounds perfect,”  “I like that too,”  “mmm hmmm” to indicate your sincere attention and interest.

Next, ask this: “Do you have a copy of all the latest documents and contracts used during the purchase process?  I find that if you are familiar with the paperwork ahead of time it adds to your confidence and reduces stress when it is crunch time and you want to make a decision on a home that you like.  Has anyone gone over a copy of that paperwork with you?”

And ask this: “Hmm, has anyone sat down with you and gone over the whole process of buying, like when you will need legal counsel, what inspectors and inspections you may want… really everything from now until you are happily moved in so you can be more comfortable and confident through the whole process?”

And finish with: “Let’s do this.  Let’s get together.  I don’t bite.  I promise. I’ll go over all of that with you.  I’ll give you a copy of all the paperwork and I’ll walk through the whole process with you.  If we hit it off, I’ll help you buy your next home.  If not, we’ll go our separate ways and I promise you will be a lot more informed, confident and ready to buy.  Although, I think we are going to like each other.  What afternoon this week would be best for you?”

Some variation of this is the only way to capture Serious Motivated Buyers.  With Internet leads you do exactly the same thing in an e-mail exchange.”

I hope you found this information useful.  We are trusted advisors  focused on helping YOUR business.  To find out more about what we can do for you, email us at info@thefernandezgroup.com or visit us at http://thefernandezgroup.com




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