Monday, July 27, 2009

Will the REAL Free Thinkers Please Stand Up


"Where have you gone, Joe DiMaggio? A nation turns its lonely eyes to you..."

Simon and Garfunkel hit the nail on the head with this line. In today's world, we can substitute Joe DiMaggio for "Free Thinkers" or "Creative Thinkers." We have gotten stagnant, boring, and predictable as a country. There is very little challenge to the status quo and even fewer new thoughts being accepted.

The United States rose to power and significance due to the mentality as whole that there was no limit on our opportunity. People challenged the norms of society and persevered to change the entire landscape of human thinking.

There was no thinking that we had maxed out our potential. Original thinkers continued to push the envelope into developing new limits. They challenged theories and ideologues, which provided momentum into creating a more prosperous country.

Somewhere this has been either lost or postponed. We are in a mental rut as a country which in large part has contributed to our economy slipping a bit.

We need new ideas, new processes, and new optimism. People need to stop being so accepting of silly accepted norms. If you ever get an answer that sounds like "because that's the way we have always done it.."it's time to step up and challenge it.

Challenge does NOT mean confrontation. Challenge is providing a smart alternative to an old thought.

I challenge you to think more about making improvements then accepting anymore silly beliefs.

What would you like to change?

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, “How To Sell More Homes and Increase Your Income,” Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, July 23, 2009

How to Interview Prospective Employees



When either starting a new business or maintaining a business, you must be able to bring in new talent and hire employees that will allow your company to thrive.

With a growing number of people to choose from, it is essential to have a firm understanding of how to hire quality people.

Attitude

The most crucial aspect of hiring is the attitude of that individual. You must hire people with an outstanding daily outlook--not false interview bravado, but true optimism. Most interviewees pretend to be someone they are not because they want the job, so you must be able to cut through the act and find the real person.

Do not simply read the applicant's resume and ask generic question about accomplishments she has or where she sees herself in five years. Be more thought-provoking to pull out something real.

Ask the applicant about what or who has been the biggest influence in his life and then find out the story why. When you ask why, just listen. This question is hard to fake an answer for. It will give you a glimpse deep inside someone to see who and what has shaped his personality.

Next, find out what the applicant feels is the greatest obstacle she has ever overcome. This can be related to prior work, but most likely it won't be. Figure out how she felt when this obstacle came into her life and how she came to the decision to overcome it. These are questions that require soul-searching; they elicit real answers from people.

The goal here is to not hire a generic person that can talk his way through an interview, but rather to hire a person who has a great outlook on life, who has human emotion, and cares deeply about the course of his life.

Desire

Desire is the second most important factor that should be looked at. If a person has a great attitude and a high level of desire to do well, that person will not lose and neither will you if she is on your team.

Desire can be determined a few ways, but asking where someone visualizes himself in a few years will rarely provide that information. Be blunt but polite. Ask the interviewee if he would like to have your job in the near future. If he says "Yes," that's actually a good thing. You don't want to hire people who are just satisfied with the status quo.

Good employees push other employees to improve themselves and they push their managers to challenge them with harder tasks and relevant actions. Ask the applicant what motivates her. Ask about the real reason.

For instance, money is not a true motivator; it is what an individual will do with that money that is the motivator. Similarly, power alone is not a motivator; it is the influence and change that can be implemented with a high-level position. If you get shallow reasons to these questions or you appear to have stumped someone, move along to the next applicant. You want good people, people with a great desire and a positive attitude.

Intelligence

Intelligence is the third item on the list. Most people have this prioritized first, but that won't yield the best results in most cases. Intelligence is simply when someone has learned some form of knowledge and they put that new knowledge into action.

This frequently happens when you hire someone with a great attitude and desire. Defining intelligence as simply performing well on a test or having a large vocabulary is misguided. Intelligence is about awareness, social consciousness, aptitude, desire for growth, and the will to continue learning all the time.

Inquire how often people read, what are they reading and why. What kind of hobbies does the interviewee have, and how often does she do it? Intelligence is also about a person understanding balance in life: family, work, and personal growth. Too much tilt into one area over another can be a strong indicator of a future problem.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, “How To Sell More Homes and Increase Your Income,” Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, July 20, 2009

Are you the loud cell phone talker?


Have you ever noticed that when people answer their cell phones in public, their voice suddenly raises several octaves?

Why do people feel the need to talk as though they are stuck in a wind tunnel and the only way to give the listener the most valuable of all information is to talk so loud as if their life depends on it?

This is something that has always confused me. It never fails, as soon as you walk into a store or a restaurant, someone will get a phone call and go from a normal inside talking voice to that of an obnoxious celebrity that needs to tell all their fans and paparazzi what is happening.

I think the public cell phone call makes the talker feel like they are starring in their own movie and all the people around them are just “extras” or “fans” getting a glimpse into your life.

Since you are the star of the movie, you have to “over” talk, make yourself sound WAY more important then you really are, or laugh louder than normal to entertain your audience.

It’s almost as if the cell phone gives people a feeling of importance and empowerment that otherwise doesn’t exist. The public phone call is your opportunity to “show off” your power, control, humor, stature, popularity, or any other role that is otherwise lacking in your normal daily life.

When the phone rings, your fifteen minutes of fame begins.

I’m going to burst your bubble just a little bit. It’s not fun to be an “extra” in someone else’s movie. It is actually really annoying and somewhat inconsiderate of others around you.

Now I have to admit, from time to time I have actually been entertained by the “I’m so important talker.” For some reason, I gain enjoyment from listening to people talk about how they are thinking about quitting their job and how their company will really miss their valuable input when they are gone, yada, yada, yada speak. Or my personal favorite is the “I’m gonna tell my boss off talker”.

This is always funny for me. I love the people that tell other people how they either told their boss off or that they are going to. I am willing to bet very few of those “telling your boss off” conversations ever really happen, so it always perks up my ears when I hear that kind of talk.

I realize that most of these conversations take place in more of a “blowing of steam” manner, but when they happen on the cell phone in public, they are always in the harsh factual power tone so their audience gets the impression they are a real force on their job. I think it is the ego boost that derives from other people hearing of your importance is the real reason for this kind of talk.

The thing about being the “loud cell phone talker guy” that impacts likeability is simple. You lose credibility when you talk “big” talk or you are obviously making yourself seem over important.

It really means that you may lack the internal confidence to not need this extra ego boost to always perform at a high level. Aside from that, you never know how is in your audience, perhaps it is someone that knows you or works with you. Maybe it is a manager at a company you would like to work for and you show up for an interview and they remember you as the annoying loud talker.

The best rule of thumb here is when your phone rings in a public setting, walk away from the majority of people and have your conversation somewhat privately. If you need to yell to have your listener hear you, get a new cell phone.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, “How To Sell More Homes and Increase Your Income,” Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, July 16, 2009

It's called..."The Way it is"


I bet I have the conversation at least once a day with someone that is upset, disappointed, annoyed, or just flat out depressed about some situation.

It could be that they didn't get the job they wanted, pay increase, bonus, present, discount, or whatever. In each situation, something seems to have gone wayward from what was either hoped for or expected.

Virtually every conversation stems from the fact the REAL result of a situation went poorly. Each time, the person dwells on the result for longer than necessary and it negatively affects a NEW future result.

Here is the simple fact:

It is what it is.

Whatever negative result that happened....already happened. It cannot be changed. The longer that situation is top of mind and affecting your attitude you will not be very productive.

That being said, here are a few tips to dealing with an unfortunate outcome:


  1. If you didn't get the job you wanted, pay raise you were expecting, or promotion that you feel you deserve, ask why. Rather then take the news at a negative face value, take the opportunity to learn something. Perhaps there is something you need to improve or knowledge to be gained before taking on something you aren't really ready for.


  2. If you are in a relationship with someone or attempting to date someone and you like them significantly more then they like you it can take an emotional toll. If over time, the situation has not improved, stop forcing it. It is what it is. Everybody isn't meant for everybody, no matter how much you try. Do yourself a giant emotional favor and end the attempted relationship and move on.


  3. Lets say that you grew up with a less than stellar parent combination which led to some less then favorable growing up conditions. It happens. It happens with a lot of people. If you are over the age of eighteen, you are considered an adult. This means you control your life, mood, and situation. If you still dwell on "growing up" conditions from a parent beyond the age of thirty, you need to look within yourself to solve the problem...nobody else. Never blame your shortcomings as an adult on parental influences as a child.


Life is what it is. Time keeps moving and you can't look back...unless you are learning something. This does not include obsessive reminiscing, wishing you could "be back in a situation," or blaming others for your current level of unhappiness.

I challenge anyone that has these feelings to look inward, take TOTAL control of your life and emotional well being. Sometimes this takes help and guidance from another person to show you the way. When you ask for help, be certain you are ready to receive it, or the benefits will be fleeting at best.

Live in the moment and live for your future, the past is what it is and it's long gone.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, July 15, 2009

Can You Change People...or Can People Only Change Themselves?



I would be willing to bet at some point in everyone's life they tried unsuccessfully to change someone.

There are obviously many reasons to change another persons behavior some good and some bad.

The question here is, IF you can change another persons behavior. I say no.


However, you CAN influence the behavior of another in several ways.


  • Take away something that person desires.
  • Show that person (by example-not words) how you do certain things.

  • Give that person small rewards for certain improvements.

  • Never be an enabler.

  • Always behave in direct accordance to the message you speak about.

  • Do not be confrontational in a manner that you come across as "all knowing" or arrogant.

  • When explaining about "the change" speak about the benefits they will receive from making that change. Don't use the "just because" line of thinking.
Try some of these scenarios out next time you desire to change another person's behavioral patterns. When doing any of these remember to keep your approach genuine and calm if you want to receive the most beneficial results.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Tuesday, July 14, 2009

Don't Let Your Great Thoughts Disappear into the Idea Graveyard


So you have all these great ideas and big future plans huh?

You write down your ideas, do just enough research to gain confirmation that the idea is in fact good. Then you start talking about your idea to others to gain even further confirmation that you might be on to something big.

Then it all fizzles into the idea graveyard...

What happened?

Most people fall short of actually implementing "the idea." They fall short not because the idea is bad or destined to fail. They fall short because they reach the stage of NOT having the "know-how" of completing the plan.

The easy way to end an idea is to say, "I didn't have the money for it," or "I didn't know how to do ________."

These are obstacles that virtually everyone encounters from time to time. Including the people that push forward and see their idea put into action.

Make a list:


  • Write down everyone you know (tier 1 friends).

  • Write down the people that those people know (tier 2 acquaintances and tier 3 never met before people).

  • Write down what all these people do / special skills.

  • Make a list of people (more then 1) that have skills in an area you need but don't have.

  • Call the people on the list, share your basic idea and see if they are willing to help.

  • If someone does not want to help, move to the next person on the list and ask them.

This is exactly how idea implementers move forward when they get stuck. As the idea person, you don't have to be able to do everything personally. You just need to know how to get everything done.

Save yourself a trip to the idea graveyard by making your list, speaking about your idea, then asking for assistance.

What great ideas do you have floating in your mind?

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, July 13, 2009

Likeability vs Normal


The conversation comes up from time to time about what the difference is between Likeable behavior and normal behavior.

For some people, they are one in the same, but for many they are substantially different.

Here is a list of some of the differences:


  1. Likeability is opening doors for people. All people. It is holding a door for a couple extra seconds to allow someone to walk through it. It is being aware of other people around you. Normal is being oblivious to your surroundings. It is about letting the door you just opened close in the face of the person directly behind you. It is watching someone struggle with opening a door and doing nothing to help.


  2. Likeability is introducing yourself to a new person on a job and making yourself available should they need it. Normal is being quiet and not offering assistance. Normal is the thought that, "I learned on my own, so can they."


  3. Likeability is listening during a conversation and responding with something that directly correlates to what the other person is saying. Normal is waiting to speak during a conversation to make your statement. Your statement has nothing to do with the other person's comments.


  4. Likeability is volunteering for something that other people don't want to do. Normal is waiting for someone else speak up.


  5. Likeability is helping someone that needs help without regard to your personal advancement. Normal is offering to help another person if it leads to a better opportunity for you.


  6. Likeability is being yourself and acting the same regardless of who may be listening. Normal is changing your personality dependant on who is in the same room and possibly paying attention.


  7. Likeability is taking a personal risk to attempt to succeed at something you love. It is risking failure in attempt to succeed. Normal is always being "safe" and grinding out day after day in something that you dislike doing. It is never risking anything to take your shot.


  8. Likeability is living your life in accordance to the same message you speak. Normal is talking about the right things and then actually doing something else.


  9. Likeability is being able to "make fun" of your self when you make a mistake or screw something up. It is letting people laugh with you at your own expense. Normal is blaming your mistake on someone else and getting angry when someone tries to call you on it.


  10. Likeability is not making excuses when things don't go as planned. It is about looking at a "one time" failure as an opportunity to learn and win next time. Normal is always making excuses when something goes bad, not learning anything from the experience and repeating the same action at a later time.


Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, July 8, 2009

Prioritize your day and life


From time to time I am approached by someone that desires to "feel" better about their current situation. Often times, these are successful people in some aspect of their life, but still have a somewhat "hollow" or "empty" feeling.

Most often this feeling creates a sense of angst because they feel it shouldn't be there. After all, why would a successful and happy person with a great job and family ever feel this way?

Well, it isn't quite that simple. People are still people.

For whatever reason, a particular pattern emerges in many people that are busy.


  1. Over inflated feeling of importance on a particular task.

  2. Less delegation of work duties due to feeling that only you can do something right.

  3. More time spent at work and thinking about work.

  4. Feeling distracted when you are trying to relax or spending time with family.

  5. Becoming a poor listener, because you are distracted by your own problems.

  6. The perception of you by others becomes that of not caring or thinking you are better then someone else.

  7. You become slightly withdrawn and disconnected.

This cycle then begins to continue as you can't seem to get out of the funk.

How to get out of this cycle:


  1. Delegate specific job tasks: You may be responsible for the overall outcome of a project, but that doesn't mean each detail must be personally handled by you.

  2. Set up evaluation points: Depending on the length of a particular project, set aside time so that you and the the person / people working on each task can discuss how it is going.

  3. Improve listening skills: During the course of any conversation, listen to the other person. Instead of focusing on your next job duty or the next thing you want to say, simply listen to what the other person is saying. You "prove" your listening when your responses are in tune with the other person's questions or statements.

  4. Prioritize your life: While people have many interests at any given time, the time spent doing and thinking about them need to be clear in your mind. This is work, family, and recreation. When this prioritization gets out of whack, you know it internally because you are either disconnected at work, home, or in your hobbies. There is a balance.

What this improves:


  • The people you interact with will enjoy their time spent with you. Nobody enjoys feeling like they are playing 2nd fiddle to your thoughts. When you are distracted....everyone knows it and they feel it. Doing this on occasion is normal, doing this all the time is annoying.

  • You will see that you have more free time. Delegation of duties is true leadership. It empowers another person, it shows trust and confidence, and it will free up your time. If you feel you have to do everything because quality of work will suffer, then re-evaluating your employees may be in order.

  • Quality of family time will greatly improve. Family time is not work time. Don't focus on work when with them. Remember, once time passes, you can't get it back. Not many people speak of wishing they spent more time working and less time with family when they are dying.

  • Free flowing thoughts will once again emerge. When you allow yourself to be unburdened with unnecessary stress, your mind enjoys it. You will regain your creative thinking and get much better sleep.

  • More time means more relaxation. Nobody can operate at a high level all the time. It is absolutely necessary to step back from time to time (regularly) and free yourself from everyday life. Do something you enjoy. Read, write, play golf, go to a movie, whatever it is, go and do it. Don't feel bad about it either. "Me" time is crucial for a more well balanced life.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Tuesday, July 7, 2009

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How to Set an Appointment


One of the quickest ways to increase your sales and income is learning to set an appointment correctly.

Are you one of the sales professionals that delivers a good presentation, and at the conclusion asks the prospect when they will be back in? Maybe you get a reply of “later in the week,” and you respond with “okay, I’ll see you then.”

Does that seem like a good method? You probably do not get very many returning prospects with that approach. Recent studies show that 70% of prospects do not return for a second visit without a firm appointment. However, those prospects with a set appointment return and purchase 50% of the time.

Wow! You spend all that time with a prospect and 70% of the time, you will never see them again. Are you interested in learning the correct technique?

Rule # 1: Know when your prospects are coming back.

In real estate sales for example, you do not want prospects showing up randomly on a Saturday or Sunday afternoon. This is your prime fishing time for new prospects. Spending this time with an unannounced prospect return eats into your future sales.

How to do this:

Have a reason for a return visit. You do not have to show off all your knowledge on the first visit. If you cannot close a buyer on the first visit, be smart with the information that you provide. Hold back a few key details that they have questions about.

If there are no questions at the conclusion of their visit and they don’t buy, you are not doing a good enough job at discovering their buying objections.

"The two best ways to ensure a return appointment are Urgency and Benefits."

Provide Value and people will return.

Reasons for an appointment:
  • Unable to show a particular home

  • Unable to show a certain homesite

  • Unable to get certain pricing on luxury features

  • Come back for financing details

  • Price Increase

  • Incentives Expiring
I will repeat this line. If you are unable to close the sale, hold back some of the above information for a follow-up.

When you call them, say something to the effect of, “In order to give you the time and attention that you deserve….”

Remember, you need to create urgency and benefits, beginning your statement like I have written above; you make the prospect feel important by the value you will provide them at the appointment.

How To Set The Appointment

Use the Alternate Choice Close.

Say something like this, “Since I know you love the home and that beautiful homesite, I would hate for you to be upset with me if I didn’t inform you that our prices are increasing on Monday. With that in mind, when is a better time for you to come back and review this great opportunity? Is Tuesday at 6:00 PM good, or would Wednesday at 11:00 AM be better?”

Don’t talk again, until they respond. Oh, by the way, be truthful. If you say your prices are going up on a certain day, those prices need to go up. Being dishonest will lead to everyone losing in the long run.

Try this for one month and watch your sales grow!

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, July 6, 2009

The 10 Truths about Likeability







  1. Likeability Skill One:
    Know your strengths. Understand your current Limitations.

  2. Likeability Skill Two:
    Don’t ALWAYS have “the” answer. Even if you think you know ALL the time, be willing to swallow your pride and be AGREEABLE.
    Context: If you are teaching or helping someone have the answers (the real ones—not made up). If you are in a normal conversation, be willing to concede to another point of view.

  3. Likeability Skill Three:
    Listen first. Respond 2nd. When responding, piggy back your thoughts into a direct response to what you just listened to. This shows understanding and willingness to help.

  4. Likeability Skill Four:
    Smile More. Not like a clown, but like you enjoy yourself and the company of others. Smiling makes you approachable.

  5. Likeability Skill Five:
    Never buy into the idea that you are bigger or more important than you really are. Keep yourself in check. Job Titles mean very little about power and income has nothing to do with Intelligence.

  6. Likeability Skill Six:
    Help other people. Not because you have to, but because you have the opportunity to.

  7. Likeability Skill Seven:
    When in a position of leadership, step up and lead. Don’t ever lead by a title or “just because.” That’s ignorance. Show people why they want to follow you. Give them a reason. Share responsibilities with your employees. Recognize people regularly. Let your people become leaders by providing tools to aid them. Micro Managing is NOT leading, it’s managing by fear (Your Fear of someone else failing and the responsibility falling at your desk).

  8. Likeability Skill Eight:
    Learn the balance of making your point of view known but not forcing it upon someone else. Disagreements are good when both people are willing to listen and learn. Forcing an opinion “closes” people off and creates tension leading to more separation.

  9. Likeability Skill Nine:
    Be willing. This means be willing to learn, to help, to be open to new concepts, to try something new, or to fail. Failure when used properly will lead to future success. Failure is simply a new somewhat unforeseen learning opportunity. It is a skill and strength builder.

  10. Likeability Skill Ten:
    Be courteous by being more aware. Be aware of where you are and what you are doing. Being oblivious to your surroundings will lead to rudeness and the perception of lack of intelligence. Being aware will open you up to new opportunities and a high level of perception.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, July 2, 2009

Top 10 Mistakes by Sales People


I have compiled a list of the TOP 10 mistakes made by sales people. This list is formed based on years of being in sales and sales training and years of being a consumer.

While most people don't do all of these thankfully, many salespeople do a couple of them. When you read this, be honest with yourself. After all, the only person you are hurting is yourself. Think of all the other people you could help and how much more money you can make by getting a little better at these.


  1. Assumptions - Never assume you understand what a customer is asking. If you think you have a solution to a need the customer has, confirm it. State the solution, then ask if that solution will help them. Remember that just because you like something or your manager likes something, every single customer may NOT like it. Don't point out a "great" feature of your product if you are not already aware that particular customer has a desire for it. When you assume you set yourself up for failure and awkwardness.


  2. Wrong Energy Level - Too many sales people haven't grasped the concept of either having a normal energy level or somewhat mirroring your prospect. Way too often it's either over excited sales person or super relaxed low key sales person. Neither is good. Be normal. If you are too many energy levels higher then the prospect, they WILL think you are obnoxious. If you are too low, then you are perceived as aloof and mildly clueless.


  3. Not Prepared - If you don't know the basic information about your products, you lose. It's okay and perfectly understandable to not be aware of every detail of every product. That is actually a good follow-up scenario. But, if you are not aware of basic pricing, functionality, process, or how a particular product will benefit that particular customer you should NOT be selling it. Learn first, sell second.


  4. Lazy - This one is fairly far reaching. Laziness really encompasses a bit of each category because of a failure to be aware of your deficiencies or lack of knowledge. For the context of this writing, I am going to use lazy to encompass a different meaning. Be on time. If you get to work 10-15 minutes late everyday, you are lazy. Sorry to be the bearer of bad news, but get to work on time. It just isn't that hard. If a client shows a desire to go see a home, car, product demonstration or whatever else. Take them! Don't give directions. Don't hand them a key. Go take them! What else are doing besides killing a possible sale that is right in your face?


  5. Bad First 2 minutes - Does your greeting stink? Try something else. The first two minutes of any conversation are important for a customers perception of you. Make a note: Many customers don't want to talk to you anyway and want to avoid you initially. Why? Because so many sales people pounce on them in the first two minutes. Don't be that guy / girl. NO SELLING ALLOWED in the first two minutes. This is rapport building time. Be Likeable. Be someone that another person may actually want to talk to. If you screw this part up, it is hard to get yourself back to being viewed favorably.


  6. Over Selling - Over selling is obvious and boring. It is NOT necessary to point out every feature of a product to a customer. They don't care. People want to know details about the things they find important not you. People have short attention spans and no time to waste, so don't bore people with insignificant details. You will lose them. They will tune out and start coming up with escape mechanisms to get away from you.


  7. Confrontational - If a customer makes a statement of dislike, distaste, or dissatisfaction with a product you offer, DON'T take offense. You most likely didn't design it, create it, or invent it. Why are you offended if they don't like it? Find out what they dislike about something and why, then attempt to shift them to something they will like. Confrontation makes the experience bad for the customer and awkward for you. Avoid it.


  8. Talk too Much - If you talk more then you listen, you are talking way too much. If you want to be good at selling and I mean better then most other people, scale your talking way back. You should only be talking to greet someone, ask question about your customer's needs, and answer questions that your customer asks. If you talk to fill what you perceive as an awkward silence, get some more confidence and hold your tongue. If you love to tell personal stories while making a sale, you lose. Customers are there to be helped, not listen to personal stories of some random sales person. Listen to your customers and respond with helpful and thoughtful solutions.


  9. Wrong Focus - If your sole purpose of being in sales is to make a ton of cash, you will lose in the long run. If your goal each day is too sell your product, you also most likely lose in the long run. Focus on that individual customer that is standing in front you. Only focus on helping them. Don't push any product on any person. People love to buy, but they hate to be sold. Focus on helping the client see the benefits of your product and how it improves their current situation. Sales and money will come consistently when and if you have the right focus.


  10. Arrogance - Confidence is crucial. Arrogance is the kiss of death. Arrogance is thinking that you already know everything. In many cases it leads to laziness because you stop learning new stuff. It is annoying and is a major turn-off and it has been a dagger in the heart of many once good sales people. In reality arrogance is false confidence that is created to make up for some personal deficiency in another area. It is basically a personality flaw that covers up a weakness.


Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, July 1, 2009

8 Great Reasons the Hand Written Thank You Note is Better


I have been involved in Real Estate selling for the last five years. In that time, I have met countless people for the "first" time. To ensure I met as many as possible a "second" time, I knew I needed a better approach then my competition.

Among other things, I knew I needed a strong immediate and genuine follow-up method.

The hand-written thank you note.

This is such a strong tool that is vastly misused and underused in virtually every "service" oriented business.

Over the years I have compiled this list of outstanding benefits of the hand written thank you.


  1. It is pure. The hand written thank you is the purest, oldest, and most understood form of appreciation.

  2. It is conscientious and caring. The implied message from the recipient is that you sat down and took time to write and think only about them at that moment. It is subliminal, but understood. Most people personally dislike the act of writing thank you notes, so when they get one, they appreciate the time dedication you took for them.

  3. It helps you learn and pay more attention on your first encounter. If you know that you are going to write a hand written thank you note after you meet someone, you pay more attention during the visit.

  4. It's better then what your competition is doing. Most people send out an automated email or standard generic letter. This is boring, easy, and average....so is the received perception of your prospect when they get this type of letter.

  5. It is personal. In the thank you note do not list your credentials or boast about your company. Recount a detail from your encounter. Jog their memory to create a visualization that only you and that prospect shared.

  6. It will actually be read. Most generic forms of follow-up are easily identifiable and discarded into the trash without being opened. When people receive a handwritten thank you note with a handwritten address on the envelope, they open it.

  7. It demonstrates confidence. By taking time and writing about a detail during your encounter displays a level of confidence that you feel the meeting went well. It affirms to the prospect that you believe in your product and yourself. And it subtly relays that the prospect also enjoyed the encounter. If you thought it went poorly, would you be writing to remind them about it?

  8. It's a Reminder. People often visit many different locations before making a purchase, so they may not actually remember you. The thank you note is a reminder that they did come visit you and the experience was a good one. Many times, they may still not remember you specifically, but the thank you makes them "think" they enjoyed what you had so they will come out a 2nd time.

Remember that follow-up isn't about you and what is the fastest and easiest way to complete it. It is about an individual customer that took their time to come and talk to you. If you want to have better results with the people you meet, try a personal hand written thank you note. You won't be disappointed.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Tuesday, June 30, 2009

Incentives: Part Two - Recognition


In part one of my incentive breakdown, I talked about how "incentives" are used in the world of Real Estate. Part two is how incentives should be used in everyday non "sales-ey" jobs.

If your a manager, time to perk up a bit.

So many companies operate under the premise that the job itself and its ensuing compensation is the "incentive." While true, the philosophy is a bit tired.

To be clear, I'm not an advocate of being lazy or waiting for handouts. What I am suggesting is little motivators, moments of recognition, and the on going feeling of self worth and importance within a group and an organization.

Many jobs can get stagnant, boring, and unfulfilling. If everything is the same ALL the time, how can that feeling change?

Once you get in a rut of low self worth and monotony, it can be very difficult to climb out of that hole.

Want a better workplace? Try suggesting or implementing some of the following reward based incentives.

  1. Recognize an outstanding employee at least once per month. Give them a nice gift card to a decent restaurant.

  2. Switch up job duties within your group to "spice" things up. Let people experience something different. See how different people respond to similar situations. You may be surprised to learn of an individuals capabilities.

  3. Allow your team to make decisions, without your permission. Making decisions is an important value shift that improves confidence and self worth.

  4. Be receptive to suggestions / improvements in your organization. Just because you may be a manager doesn't mean you know everything. Your way, may not be the BEST way. Strong leaders are not so arrogant to think they know everything.

  5. Anytime you feel an employee has shown good decision making or exceptional service, recognize them in front of the group. Allow them a moment of feeling good about themselves.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, June 29, 2009

Incentives: Part One - Real Estate


Incentives are little carrots dangled in front of another person in hopes of getting a quicker decision. They are "the bonus" on top of the normal transaction.

In the Real Estate world today, the term incentive has become the norm, which really means it no longer has much value. An incentive is supposed to be unexpected. It is supposed to carry enough "juice" to create a buzz thus encouraging a purchase to take place.

These days, just about every single home buyer asks the question, "What is your incentive?" Most times, prospective home buyers ask this question in the first 5 minutes of the conversation. That is before they know if you even offer a home that fits their needs or before they know the price.

Seems like a totally ridiculous time to ask the incentive question, but virtually everyone does it. The worst part about this is that this single question throws sales people off their game more then anything else.

That should never happen.

If you have been in Real Estate for only one day or even one hour, you should be well aware that the incentive question is coming early and often.

How to deflect the "incentive" Question in a normal situation:


  • "Before we discuss incentives, help me understand what is important to you in a new home."

  • "I would be happy to go over my incentives, we will get there soon. First, lets discuss how I can help you find the home you desire, does that sound okay."

How to deflect the "incentive" Question when the prospect is less friendly:


  • "It sounds like incentives are very important to you and I can appreciate that, but what good is it to speak about incentives if I don't offer the right home for you? Don't you agree it would be better to come back to the incentive conversation after we discover that I offer a home that will work for you?"

  • Would you be willing to make the purchase today on a home sight unseen and design unknown if I can offer what sounds like a good deal?"--the answer will most always be no to this. After you get the "no"go into discovery mode and find you what is important.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, June 25, 2009

Opportunities Abound!!


Yowza! There are opportunities everywhere.

Seriously.

Opportunities are really just "time" decisions. The more selective you become with your time, the more opportunities you can create.

For instance, you can choose to watch TV for a couple hours each night or you can choose to clarify your position on an issue, prepare for tomorrow's meeting, practice your sales presentation, write about your product, market yourself on the Internet, Network with people you want to meet, or whatever else might improve your current position or knowledge even slightly.

While you may not see results overnight, you will see results in the future. If you ever want another person, prospect, or company to notice you, without just blind luck, you must improve your current standing.

That could be learning a new skill, making yourself more original, or simply generating a buzz about yourself in some form or fashion.

Opportunities are born out of personal time well spent. Don't kid yourself into thinking you are either born with the magic touch or you aren't. That is a bunch of nonsense.

Tiger Woods was born with talent, but if any other human had even a small piece of his work ethic, they would be superstars as well. He creates opportunities every single time he plays golf because he puts the most work in when the cameras aren't turned on. People only see a snapshot of him playing golf 10-15 times per year and winning tournaments.

From that, they deduce he is just a ridiculous athlete with enormous talent. They don't understand that he cultivates his natural talent and learns new skills every single day by practicing ALL day.

The same can be said for most enormously successful people. When nobody is watching they are improving while everyone else stays the same. They read, learn, improve, practice, teach.

They don't expect a handout. They put themselves in the best possible position by working hard in their spare time so when the time is right, they seize their opportunity.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, June 24, 2009

What do you do well?


Do you ever get stuck in that mode of wanting to be something or wanting to do something that someone you admire does?

Have you ever found yourself trying to emulate that person, but seemingly not having the same results?

This is a tricky topic to explain because it can be thought of in different ways.

The old school of thought is to simply copy or emulate what the most successful people in your field of work do and you will improve. While I believe much of this is true, there is always one little hitch left off of this theory.

If you are ever going to do something really well, meaning better then most others, you must make it unique. You must put your own spin on it to allow for obvious differentiation amongst you and anyone you are competing with.

If everyone takes the same books about success, implements all the theories, then what happens? Truthfully, not much. You will be working and operating in a big sea of similar people with no unique standout features.

What made the people like Dale Carnegie, Zig Ziglar, or you name the "success" person, is that they were totally unique in their particular era. So much is written today on the topics of success based on the theories of a small handful of people, that the message has been diluted.

What brings real success is when you implement successful habits on a daily basis, but also make yourself or product unique. You have to answer the "why" question for people, but it has to be answered in a way that is obvious to them. This isn't something you can just tell someone.

To be selected in any situation, your clients, prospects, hiring managers, or whatever, must internally be able to answer these questions without much deep thought.


  • "Why would I pick you?"

  • "Why would I buy this?"

  • "Why do I need that?"

  • "Why is this better than that?"

  • "Why is this person better than that person?"

  • "Why is this person worth this much?"
If the decision maker is having difficulty answering any of these type questions, you may not be positioned in a very clear and unique manner.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Tuesday, June 23, 2009

Guarded Optimism


Is guarded optimism an oxymoron?

Seems guarded and optimism should not be in the same sentence.

While I do understand the meaning behind the phrase, it seems a different set of words could be used. After all, optimism is "glass half full" and guarded often means "glass half empty." You are either one or the other, but not truly both.

You either believe something positive will happen or you think that a negative result is inevitable.

Deep down, most people have a "gut" feeling one way or the other, but to cover for not wanting to sound negative, the term "guarded optimism" is used.

If you start a new venture with guarded optimism, most likely you are destined to fail. You either go in with total belief or you don't do it. Your mind is a funny thing. The things you think about most often, will typically become your reality.

So when you think with total success and optimism, more often then not, you will be correct. On he flip side, when you half attempt something because you don't truly believe, failure is typically the result.


Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, June 22, 2009

Opening Doors


I can’t tell you how many times I have walked into a store or restaurant behind another person, only to have the door close on me before I can grab it. It is amazing what a lost art the opening of a door for another person is.

It’s as if everyone is in such a hurry these days that they cannot slow down for 15 seconds to either open a door or hold open a door. Next time you go anywhere that involves a door, start to notice how many “holders” that you encounter and how many “shutters” that you see.

I bet you will be amazed if you already haven’t noticed.

The biggie with door opening is also noticing if someone needs help with it. Pay attention to the person holding a child, or groceries, or anything that seems as though it may complicate the door opening process.

If you are at a restaurant in the waiting area and ever think to yourself, “someone else will help them,” this thought means that you need to get up and help. Be the difference maker for this other person.

Set yourself apart from the millions of other people that don’t even pay enough attention to their surroundings to think about helping someone else.

Opening and holding doors for people = High Likeability.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Friday, June 19, 2009

Addicted to Success!


I've been in Real Estate for the better part of the last 5 years. In that time, I have helped a good number of folks purchase new homes and had a great time doing it.

About 6 months ago, I opted to focus my priorities on some different ventures and get back into writing. Then, a few weeks ago, an old friend called me up and enlisted my assistance with a New Custom Home Building Company, Diamond R Homes. They had such a great concept, something so fresh and new, that I just had to get involved.

Well, last night I enjoyed the first sale since my return to Real Estate. What a blast!

It's hard to believe that I could forget what that feeling of excitement was like in such a short time, but sure enough, I did.

That feeling reminded me how much I truly enjoy helping people purchase homes. It also reminded me that while I have many interests and activities, Real Estate must remain on my top priority list.

It's hard to explain that immediate feeling after a successful sale is made. But it is nice.

So what does all this mean?

Do what you love. Do it well. Enjoy it.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, June 18, 2009

Truth


As I write this, it's about 6am in the morning and I am feeling a bit sleepy, so perhaps I am a bit delusional or maybe I am just having a little moment of clarity.

The word "truth" conjures up particular thoughts in my mind as it probably does in yours. Truth is a tricky concept sometimes. Is it telling an event exactly as it happened? Which can make telling a story less exciting. Is it answering certain questions that your spouse asks with 100% honesty. Questions like, "How do I look in this shirt?"

While these are truth related questions and also very interesting, the "truth" that I have in my mind this morning goes a bit deeper than that.

I am curious about my personal truth.

I wonder if I stay true to myself in the events I have engaged in the past and am going to engage in the future.

I wonder if my daily habits coincide with what I believe to be my true path for the rest of my life.

These two questions are interesting.

In my mind, I know what I believe in. I know what I want to do and I know the journey I want the path of my life to take me on.

The question then is if I know these two very real life altering scenarios, do I stay true to my life's ambition in my daily actions?

Is every action that I take in direct correspondence to what I desire to achieve?

Do I get further away from achieving what I believe to be my truth with each passing day because I engage in the wrong activities?

Do I spend more time each day on things that are not as productive as what something else might be?

I wonder if I am honest with myself each day about what I actually accomplished in accordance with my truth.

I wonder if other people have defined their own personal truth.

What about you?

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, June 17, 2009

Talking or Responding.....


I have noticed over the years that the higher a particular person's work "title" is the more they enjoy talking and the less they understand responding.

I suppose much of this is from feeling they already know all the answers as they have climbed the ladder.

Part of it is probably from getting more accustomed to giving direction rather then receiving it.

Talking is about making a point or statement regardless of what the other members of the conversation are saying. It is about "you." Not about furthering the dialogue.

Responding is about making a point or statement based entirely on what the other members of the conversation are saying. It is about "them." No about your agenda.

Talkers are fairly annoying to communicate with as they are the "know-it-all" types. What you say doesn't matter and these people make that obvious.

Responders on the other hand are very pleasant to speak with as they convey a level of understanding and a desire to learn about you.

Very successful CEO's and other high level Management types never lose the concept of being responders. They may not agree with what you say, but they make you feel as though they understand what your view is. Which is precisely what leaders do. They make decisions, but allow their subordinates to feel good about it.

Fancy high level titles do not make people smart or more special than anyone else. The way they treat the people that work for them does.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!


Tuesday, June 16, 2009

Sleepy Time Power Down


At what point do you check out mentally?

We all have certain things that we have a genuine non interest in doing, but we have to do them anyway. For the most part, we fight through the apathy of disinterest and do what we have to do. However, there is always that one thing that immediately results in a complete mental shutdown or power down.


  • It could be that moment of a particular conversation where you realize the other person is not listening to you.

  • It could be that when a particular required task comes up and you don't understand the purpose of it, the task then feels pointless.

  • Maybe it's when someone is trying to motivate, but it is way over the top and seems phony.
The problem with the total power down is that sometimes when you tune out mentally, you could miss something substantial.

So how do you stay mentally checked in the majority of the time?


  1. Understand that while every task may not be that important, until you are in a position to make changes the task must still be done.

  2. When you realize that someone is not listening to you, either stop talking and walk away or ask them why they aren't listening.

  3. If some is coming across as the "over" motivator understand they are trying to bring up the level of excitement in an effort to get a better result. If nobody seems to be responding to the message, perhaps a conversation with the person that hired the over motivator is necessary.
I have been guilty of letting myself power down on many occasions in the past, but eventually realized that I was only harming my future productivity by not being in control of my mental awareness.

Is it hard to always be at least marginally tuned in? Yes it is.

But it is worse to check out mentally and miss out on a huge opportunity that you didn't allow yourself to be receptive too.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, June 15, 2009

Assumptions are silly


Does everyone know what you know or what you are thinking?

Do you know what everyone else knows or what they are thinking?

I didn't think so.

With that being the case and seemingly very well understood, why is it then, that people are always assuming things about others?

One of the most common ridiculous assumptions is the way people talk. Within any given company there are people that have worked there forever and those that are fairly new. Many of the "old-timers" speak in some foreign code using acronyms and company slang speak all the time, including when they are "teaching" the new folks.

This isn't helping anyone. What happens in many cases, the new person doesn't want to look "stupid" so they will just nod and act like they have some clue as to what is being said, then they go back to their desk or work location and wonder what on earth they should have just learned.

The learning curve actually expands in these scenarios. The new person is trying to learn a new company, new system, new idea, or something else new....they don't need to try and learn a new language at the same time.


  • Never assume someone knows the same things that you do.

  • Never assume someone knows what you may be thinking at any given moment.

  • When explaining things to people you do not know, speak in normal terms...not acronyms.

  • When teaching someone something new, periodically ask if your message, "makes sense."
If you really know what you are talking about it is NOT demonstrated effectively in speaking over peoples heads. Your knowledge is ONLY demonstrated in how well it can be communicated and received by another person then put into action by that person.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Thursday, June 11, 2009

Course Evaluation Forms....Tell the Truth or Not?


Course Evaluation forms are a tricky proposition for many people.

These of course are the forms that an instructor typically hands out at the end of a seminar or training event in an effort to gain some form of feedback.

The actual goal of the form is different though for different trainers or speakers. Most of them ask for honest feedback so they can figure out what to tweak, change, remove, or add to a presentation which is great.

Some just want testimonials so they can add them to a web page or other marketing materials and don't really care to change up their presentation.

Others do it in an effort to simply gain a form of contact information so they can broaden their "network."

Then of course, there are the folks that do a combo of all scenarios.

The kicker is this. Most people fill these forms out in a very polite manner for fear of insulting the presenter. They will write nice things and leave out much of the improvement type feedback altogether.

There is of course, always the few that will totally light you up with negative feedback which also doesn't always help.

The real trick is getting people to submit honest and constructive feedback. That is the only way to really improve a presentation. The ALL positive stuff or ALL negative stuff is not really very helpful.

Next time you fill out one of these forms, be honest in an effort to allow the presenter to grow and improve, but also and perhaps more importantly, so the next presentation that person gives the audience will also benefit.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Wednesday, June 10, 2009

You do WHAT for a living?


I wonder if people enjoy being boring or if they feel they have to be boring to fit their roll...

In any given week, I get a handful of business cards handed to me. The first thing I like to do is look at the picture to see if it looks even marginally like the person that actually handed it to me.

Typically it doesn't, but that is another topic for another day.

The next thing I do is read the "Job Title."

This is where I get the most interested. 99% of the people I meet have a horribly boring job title. When I read it, I immediately have an image in my head of what that persons normal work day must consist of....and truth be told, it makes me very sleepy.

There are lots of discussions out there about spiffing up job title names for various reasons. I'm not interested in creating a title that over inflates what someone does, but certainly there are ways to make you sound more interesting.

I love handing someone a business card and watching their face.

I have a few different cards I use, but one of the has the title of "The Likeability Guy" with a job title of Likeability Expert. The typical response I get is the person looks down, scans the card, then they look at me, then they look down again with a slightly perplexed look with a quasi half grin and they say..."What does a Likeability Expert do?"

BAM! There is my perfect opening. The ultimate ice breaker. The mood is immediately lighter and they are asking me about what I do. I didn't have to just blurt anything out that they weren't interested in.

My job title creates enough interest to where it extends or promotes a new and exciting conversation.

Job titles like the following are boring and illicit no responses or interest from someone else:
  • Operations Manager

  • Vice President

  • CEO

  • General Manger

  • Team Leader

  • Realtor
I could go on forever, but you get the point. Every start up company or small business titles themselves with the same names...it means nothing anymore.

Try something different. Be original. If you want new business or some random person to show interest in you, then you must be creative and exciting. Unless your company offers a true one of a kind can's miss product that everyone must have, you might want to diversify in other ways.

You WANT people to ask you about what you do. It is SO much easier that way.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Tuesday, June 9, 2009

Managing or Empowering?

There are many different kinds of managing styles that get utilized each and every day. But there is one style that gets utilized the least.

Its called Empowerment.

Empowerment is managing to the individual strengths of each member of your team. It means that as a manager, you allow your employees to focus on certain sectors of the organization and allow them the latitude to lead, change, and make important decisions.

It means that as a manager you have total faith that the decisions an employee makes will be the right ones. Basically it means that you are more than just a manager. You are more of a visionary pacesetter that empowers your team to ALL be managers of their own little niches inside the company.

This is a kind of management philosophy that is extremely rare. However, it is the hallmark behind true greatness.

Many managers operate under a different theory.

They believe that it is their responsibility to manage to the weakest team member. What I mean by that is on any given team there is going to be a group of people that can handle almost anything. Then there will be another group of people that probably can do anything, but they lack some form of internal fortitude that promotes self motivation that drives them. Finally, there is a group of people that has a lower skill set and learning capability than the other two groups, but these people typically have a very good attitude and willingness to improve.

Having been a manager in various facets, I always enjoyed the first group that I mentioned and the last group. The middle group of the skilled but not motivated people is what can be frustrating.

So what happens is this. Many managers believe they cannot give certain "freedoms" in decision making to just certain groups for fear it will alienate the other team members. Specifically those that either do not have the knowledge yet, or those that lack the motivation to put the work in to make the best decision.

The theory behind this thinking is understandable. After all, the manager does have an obligation to keep a cohesive team in place that can produce consistent performance.

The inherent problem though is that the group of people you are not catering too is that group of intelligent and motivated people that are also typically your top performers.

Too justify the actions, the manager feels confidant in explaining to their top tier performers why they cannot have certain "freedoms." The manger feels that this group of people is smart enough to understand why they are not allowed to make certain decisions.

It's really more about keeping the peace and attempting to remain consistent.

This is the average cycle for many businesses which is why you see so many average to below average operating companies. They are only working at about half of their real capability, but they don't realize it.

The difference between managing and empowering is that empowerment is NOT about managing anything. It is solely focused on leading.

On any given day, there are many decisions to be made. Some big and some small, but they ALL need to be made.

The job of the visionary pacesetter is to discover and observe the strengths of the team. They need to decide which people should be responsible for what. The key here is about role definition. Ambiguity will lead to confusion and will not be good.

What the Visionary Pacesetter MUST do:
  • Each person needs to have a specific core scope of responsibility. No crossover of job tasks amongst the team. This creates a lack of decision making and a lack of that feeling of identifiable responsibility that people need.
  • NOT Micro-Manage the new responsibility. Make the decisions you feel are correct and be willing to live with the results. If an individual shows they are not a good decision maker, then re-evaluate their current role.
  • In a weekly or regular staff type meeting, recognize those individuals that have shown excellence in their new position.
  • Allow the flow of creative "new" thoughts to be recognized and discussed for implementation.
The rewards that you will reap from this philosophy shift will stagger you.
  • Production will improve.
  • Motivation will improve.
  • Attitude will improve.
  • Energy will improve.

Anybody can be ordinary and boring. Why not shoot for Extraordinary and fun. There is no rule that says work must be painfully boring and unproductive. Why would you even become a manager if you are just going to implement the exact same processes that the person before you did?

People want to feel important. They want to feel necessary. Be the catalyst that perpetuates the changing of the "old school" of thought. Be a Leader. Be a Visionary Pacesetter.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Monday, June 8, 2009

Custom: The REAL Definition


One of the words that is overused to the point of confusing the public is "Custom."

The word Custom is often used in higher end Real Estate or other "perceived" high end products. The word is used by marketers to make consumers feel as though they are going to receive a unique and high quality product.

The problem is that most products including homes are not really custom.

For 99% of people that have ever built a home from a New home building company they had about 6-12 different floor plans they could build, with each home having various other "limited" options to add or enhance. Then, there is a specific amount of lots that person can select from to build the home on in a specific location.

That's not custom. It's ordinary.

  • Custom is different

  • Custom is unique

  • Custom is one-of-a-kind

  • Custom is both a product and an experience

Custom is NOT...

Providing the exact same service to ALL your customers. People are ALL different. They learn different, understand different, have different expectations, and feel different.

Saying "no" to your customers more often then saying "yes." Finding a way to say "yes" more often then not is what custom is all about. Custom is about them, not you

Telling your customers "when" they can call you or be able to get in touch with you. If you have a voice message that says when you return phone calls each day or your available hours totally coincide with the normal work hours of your customers, you are NOT custom.

Modeling your business plan after any other company. Most similar type business are copycats. Many home builders use the same philosophies, procedures, rating systems, etc. If you are not original, don't start business.

There is a Custom Home Builder that has been taking the North Texas area by storm. They have figured it out. They are unique. They are On-of-a kind. They are TRUECustom™.

Diamond R Homes does not design your home, pick your lot, or tell you how you will be communicated with.

They will change, tweak, create, or whatever it takes to design the home that you really want. You don't have to settle for a home being 70% of what you want. Diamond R Homes allows you to be 100% exhilarated with YOUR home.

Diamond R Homes does NOT own a slew of lots in any given location. They build on your lot, help you find a lot, and negotiate the acquisition of a lot on your behalf.

The Hallmark behind any great company or product is the manner in which you feel before, during, and after the experience. This, more than anything is the real value behind a TRUECustom™ home. At Diamond R Homes, it is ALL about the Individual customer.

Custom is about experience. It's about caring more about something or someone else before you care about yourself. Diamond R Homes believes that by providing selfless service first, the rest will take care of itself.

It's easy to be ordinary. Choose something Extraordinary.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Friday, May 22, 2009

Opinions, Facts, and BS!!


With a title like that, it can only mean one thing. Politician Talk!!

**Warning**

This article will only be offensive if you ARE a current politician. It is NOT a partisan article.

Okay, with that disclaimer out of the way, I have one question that made me think about writing this.

Why would any young person ever want to choose and pursue a career in politics?

If you you live outside the bubble of die hard raging partisan politics, it seems pretty clear that our current group of policy makers are nothing more than a bunch of knuckle heads that will do nothing productive.

Rather then create policies that are good for 90% (can't please everyone) of the people like they should be doing, they have to be stubborn and closed minded. There only REAL Goal is to take a generic position on an issue and then defend it vigorously no matter what kind of evidence is thrown in their face.

It really is the height of ignorance.

In REAL life, it is okay to believe a certain way is the right way to go, but it is also okay to change your mind when presented with facts that support a different position.

NOT our politicians.

In REAL life, when you are pitiful at your job and you do nothing productive while being argumentative with everyone you work with....you get FIRED!

NOT our politicians.

In REAL life, when EVERY performance review comes back negative, you have a period of time to improve or you are also FIRED!

NOT our politicians.

In REAL life, when speaking in a courtroom it is required for people to tell the truth.

NOT our politicians.

So what kind of message do our politicians send to the youth of America?
  • It's okay to lie.

  • Facts are not important.

  • Job performance is totally irrelevant.

  • Laziness is rewarded.

  • Grandstanding for exposure is key to success.

To be honest. These are the traits that I teach my children are for the weak minded. I tell my children that hard work, honesty, communication, intelligence, desire and passion will allow them to achieve anything they want.

But then I sit back and wonder if my message will fall on deaf ears as my kids get older.

I wonder if they will see what our "leaders" do to become successful and want to mirror them.

I wonder if they will see the lack of common sense, compassion, and intelligence displayed and start to behave accordingly.

Then I take a deep breath, sit back and realize that by the time my kids are old enough to start paying attention, most of today's ridiculous politicians will be gone and I am left with optimism that WE as citizens of the United States will unite in the face of all the nonsense and simply say....No More.


Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!