The old standard axiom for sales-customer communication is “F.O.R.D” , which stands for ” Family, Occupation, Recreation, and Dreams”. The idea is simple. Most people are willing to speak to most anyone about those subjects. Unfortunately, “Dreams” comes at the end, but is maybe the most important of the four. In Chapter 145 of “The …Read More
-ISM
Accountability Partner
First used in the 1960′s in weight loss programs, the term “Accountability partner” morphed into use with entrepreneurs. The difficulty faced by the REALTOR entrepreneur is the often times prospect of going it alone. With the recent recessive economy, most members of our society have confronted at least some difficult and exhausting moments, with REALTORS …Read More
-ISM
Out-Write ‘Em: #121 of “The Little Big Things” (for REALTORS)
U.S. Grant The most successful General of the American Civil War, Ulysses S. Grant, wrote well. He wrote with clarity and was concise in his thoughts. At a time when battles often turned on poor or impreciseness communication, one could wonder if Grant’s victories in the Civil War owed much to his ability to write …Read More
-ISM
If You Have to Ask, Then Ask: #115 of “The Little BIG Things” (for REALTORS)
“I don’t invest in anything I don’t understand” – Warren Buffet Has those words been heard and considered by a whole bunch of people in the decade past, our country’s financial situation would be better off today. Buffet’s statement should be required reading for everyone buying anything that could be defined as in investment, …Read More
-ISM
Presenting to Win: The Sunday Book Report for August 22, 2010
By now, most readers are beginning to understand that the “PRESENTATION” is a one of the most important parts of a career in real estate. But most REALTORS® do not take the idea of presentations seriously, any more than do corporate executives or politicians, so this book fills a serious, if poorly understood need. The …Read More
-ISM
The 18 Second Manager: #113 of “The Little BIG Things” (for REALTORS)
In the book “How Doctors Think”, by Dr. Jerome Groopman, he writes that the best source of information to determine a diagnosis is the patient. BUT! Research indicates that doctors interrupt the patient 18 seconds after the patient starts speaking. 18 SECONDS! That ‘s it! If you are the patient, you got 18 seconds to …Read More
-ISM
NOW HEAR THIS! # 112 of The Little BIG Things (for REALTORS)
In this REALLY important chapter #112, Tom Peters suggests that listening can be be substituted with “OBSESSION with LISTENING”. So, according to Tom, Listening is: The ultimate sign of Respect. the Heart and soul of Engagement. the Basis for community. the basis for true Partnership Profitable the key to making the Sale Learning and a …Read More
-ISM
The Innovation 15: #111 of The Little BIG Things (for REALTORS)
In Chapter 111, Tom Peters offers 15 innovation techniques while making it VERY plain that there is no last word on innovation (that wold be an oxymoron). Here are just a few abbreviated: 1) Try It. Repeat. Repeat. It really is a numbers game. With innovation, you must try, try again. 2) Relentlessly decentralize-again numbers, …Read More
-ISM
Hell Hath No Fury: #110 of “The Little BIG Things” (for REALTORS)
“Disturbers of the Peace” Some people a rare few) do not like things the way they are. Without those people, we would not advance as a species. Someone “a disturber” must hear the clarion call of the future, and yell a response back. Since the bulk of humanity is OK with status quo, all of …Read More
-ISM
The Excitment Axiom: #99 of The Little Big Things (fro REALTORS)
and the People Corollary Straight from Tom Peters, his Axiom: Only excited People can excite customers over the long haul-i.e.,again & again. and his Corollary: To cause our colleagues to be Excited we must put-and keep-the maintenance of their well-being and their opportunity structure at the TOP of our agenda. What that means to a …Read More
