Conflict-Resolution?

Sounds like an oxymoron doesn't it?

Being a successful New Home Sale Person and interacting with new people every day, I have become very experienced in conflict-resolution.

I'll stop short of saying I'm an expert in the field because that would imply two things:

1. That I have been exposed to every known conflict and have an answer to all of them...which I don't.


2. That I deal with customers that are not happy....also very far from accurate.

I will say, that in any people business (which is ALL Businesses by the way) natural human emotions can be stirred up rather easily. So, it is important to understand how to remain calm and provide resolutions for people.

Many companies operate under the theory of the blame game...not productive.

At a former company that I used to work with, if any problems ever arose, the management team would literally hold a meeting to try and figure out whose fault it was.

Crazy I know. They would actually spend hours of time looking to assign blame to either an employee or a customer rather than spending their time looking for solutions and remedies.

They didn't understand that the past is over and the future was in their hands. Regardless of the situation and how you got there, you MUST look forward and not backwards to achieve any resolution.

Suffice to say, this company did very well during the housing boom because it didn't matter how they treated people. However, over the course of the last two years, their business is suffering terribly.

The key to successful conflict-resolution is creating a Win-Win situation. Both parties involved in the conflict must feel as though a positive solution has been reached.

I'll be expanding on this topic in the coming weeks with a more elaborate article as part of my Ezine mailer that I send out.

The Vegas Principle

I'm not sure if this is a Real Theory or not, so I'm gonna proceed as though it isn't.

I just spent the better part of this week in Las Vegas and came away with great appreciation.

Now I have been to Vegas on several different occasions, but it never really dawned on me until this week what they do so well.

You see, everyone that works in Vegas understands this principle already.

They ALL understand the simple theory of being nice and courteous.

When you have a problem with your room.

No questions or doubt, just quick assistance and a gift card.

When you have a problem with where something is.

Just solutions, maps, and directions.

If you don't understand when to "hit" in Blackjack.

Ask the dealer, they will help you...if you listen, you will actually win.

What they ALL understand is that by making EVERYTHING hassle free by being nice and courteous, YOU WILL hand over your money to them!

Simple right?

Well, it really is. Take care of your customers, make things easy, and be courteous.

Vegas is such a perfect example.

I believe people want to give their money to you, but you MUST provide them with Value First.

It’s ALL about commitment…wait, what does that mean?

Have you ever been in the situation where you asked someone for help?

This could be your best friend, your Mom, your Brother, your co-worker, your boss, etcetera.

Commitment: An act or pledge to do something in the future. This is the definition that is in Webster’s Dictionary.

Let’s see, an act or pledge to do something in the future. Hmmm, I think I can see the problem with that already. There is not a when mentioned. The future can be any point that occurs after the agreement for the commitment takes place.

So I guess all the non-committers out there can rest their laurels on this tiny little loophole that spares them from actually doing anything…ever. Obviously, this is not something that will apply to you, since success is your goal and Commitment to action is one of the most crucial steps towards that success.

The basic principle to achieving any level of customer satisfaction, even the very minimal standards, is to maintain some marginal level of commitment. Having said that, marginal and minimal are not what brings you an overjoyed barnstorming group of raving fans for customers.

Today, we redefine commitment.

Okay close your eyes for a minute and clear your mind of all thoughts. When you open your eyes, any old ideas of what commitment was will be gone forever.

From the moment you read the next sentence, commitment will have a New and More Life Impacting and Life Changing Meaning.

[Queue the glowing white doves and the soft sound of church bells ringing in the background]

True Commitment is an act or pledge to take an action to satisfy a need at a specified time in the future that is agreeable with the person that desires assistance.

Key Points:

1. Take Action


2. Satisfy THE Need


3. Specified and Agreed Time frame

These three Key Points are absolutely paramount to satisfying the needs of another person. Without any of the three, Customer Happiness is something that most likely will not occur. Sure, you may meet the marginal and minimum requirements of customer satisfaction, but True Customer Elation will not happen.

In any business or life endeavor that you set out to achieve, help is going to be needed to push you closer to finishing your quest WITH success. By immediately putting this new definition of commitment into practice, you will have people coming to you that are willing to help.When you make a Real and True Commitment to help someone and provide value, the law of reciprocity kicks into high gear.

The Law of Reciprocity is the principle that others will reciprocate in kind to the way you treat them.

In other words:

“You scratch my back, and I’ll scratch yours”

“You reap what you sow”

The basis behind Reciprocity refers to the fact that people respond to a positive action from you with a positive action of their own. On the flip side, a negative reaction from you will accompany a negative reaction from them.

Commitment Steps with Detail

Take Action: This means to make the conscience decision to willingly pursue more information in direct accordance with the desires of the person that needs your help.

Satisfy THE Need: When a person comes to you for guidance or more information, make sure you have identified the correct need. After this is established and you have taken action to satisfy their need, be certain that you have actually done so.

Don’t assume anything at this point. Ask them a simple follow-up question like, “Is this the information you were looking for?” or “Does this help you?”. Make sure the help you have provided is the help they desire.

Specified and Agreed Time Frame: This is a BIG one and is the most misunderstood. Taking action and Satisfying THE Need will mean nothing if it is not in accordance to the time frame the person needs it in.

At the outset of the conversation of someone requesting your help, be sure to understand when they need the issue resolved, the data to be sent over, the warranty item to be fixed, etcetera, etcetera.

Without this understanding and resolution time frame, you are NOT really helping. Let them know how long it will take to get what they need and verify that your time frame coincides with their timeframe.

What level of commitment are you willing to take to succeed?

Likeability TIP- Don't be the LOUD Cell Phone Talker guy!

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 listeneing 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 that 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.

It's all about genuine excitement!

I'm a HUGE Sports fan and have been a Texas Rangers Baseball fan since I was just a little kid.


With the small exception of a couple years about a decade ago they have been just awful.


They have always been missing that little extra oomph that all successful teams have. For years I have watched team after team fail to win.


Over the years I have made the comment countless times that it just doesn't look like they are having any fun. They are TOO business like in their demeanor.


I am a BIG believer in the fact that you MUST LOVE what you do and have a TRUE PASSION for it to see any real success.


Well, this year's team has the "IT" factor. I don't know if they will make the playoffs or not, but this is the most fun I ever recall this team having. This summer I believe is the first time in their history that they figured "IT" out.


In an era where professional sports are more often referred to as a business than a game, you no longer see the zany personalities or joking around.


The 2008 Texas Rangers have captured the essence of Passion, Desire, and Teamwork. They understand they play a GAME for a living and get paid millions to do what they love.


Take a look at this video form earlier this year and you will see what I mean. This genuine exuberance took place during a rain delay at a game in New York.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Are you creative?

What is creative?

Is it having a new idea pop in your head for the first time?

or

Is it creating a new spin on an old idea?

In talking to people I often hear them say, "I'm just not that creative."

The thought behind that stems from that fact that the "big idea" never pops in their head. So they don't feel creative.

Creativity though in most cases is not the "big idea." Rather it's a NEW spin on an old thought.

The difference between people that become successful and those that do not, is the ability to look at the normal approach to a situation and change it in such a way that creates a feeling of originality.

As a side note to Realtors, labeling every home as "one of a kind" or any other generic comment is not creative.

It isn't necessary to re-invent the wheel, but you can make the roll more smooth.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Don't stare at that closed door too long

There is a famous quote by Alexander Graham Bell:

“Sometimes we stare so long at a door that is closing that we see too late the one that is open.”

Basically, the meaning is that when something negative occurs in life, people often dwell on for so long they miss the new opportunity that has opened up.

A few years ago I recall a situation in which I sold a home to someone. It was a scenario where I was building them a new home, so the process had taken about 3 or so months at the point in which they told me they wanted to cancel the deal.

In the new home sales business cancellations happen, it's just a fact of life, but this particular scenario, really seemed to bug me.

At the point of cancellation, I had invested a vast amount of time and energy trying to please this person, but nothing seemed to suffice.

I recall feeling a bit angry and somewhat dejected as I sat in my office when someone walked in the door.

When I heard the door make the BEEP! noise to let me know someone walked in I have to admit my first thought was....What now?

Horrible, I know.

In any case, I decided to suck it up and help this person that best that I could.

As it turned out, they bought that exact home that I cancelled earlier in the day, than over the ensuing 3 months, they referred 4 other family members and a couple friends.

They ALL bought homes from me and they ALL closed as Happy Homeowners.

I could have just put my head in the sand and felt sorry for myself, but I didn't. Because this other buyer cancelled, I had the NEW OPPORTUNITY to help someone else.

This NEW opportunity led to 6 NEW Sales!

That was the moment that I learned how important the quote from Alexander Graham Bell was.

Do you stare too long at a closed door?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Where is the Passion?

I am wondering to myself how many times I will walk in a store or call some sort of service provider to be greeted with....."hello, my name is blah....how can I help you today?"

The thought that I have is two-fold:

1. That is the same generic question everyone for every company asks.


2. Why do you have zero emotion in your voice?

If you have no desire for what you are doing, STOP doing it!

There are lots of things that you can do so wasting the time away being miserable is not worth it.

Try something different...perhaps one of these phrases with some BIG EMOTION in your voice!

"Thank you for calling! I'm [insert name], how may I benefit you today!"

"Welcome to [Insert Workplace], I'm [Insert Name]! What would you like to Accomplish Today?!"

Instead of saying "hello" first, try thanking / welcoming first. It is disarming and polite. It is a subtle way to open a conversation that feels more comfortable.

Sometimes "hello" sounds like you are disturbing someone or bothering them...it can make the person that is needing help feel like a nuisance....depending of course on Passion and Voice Inflection.

Try it. See what kind of results you get. You won't be disappointed!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Why is Likeability SO IMPORTANT?

Over the years as products and various services have improved the mind set of many people is that the product will sell itself.

There are not many training programs that currently exist that focus on much more than increasing product knowledge and demonstration skills.

The BIG reason why YOU make the difference is this exact reason.

As products have improved and sales people have a better understanding of the product itself...the personal touch has been left behind.

People have learned to sell stats and facts rather than focus on the buying needs of your prospect.

Here are some Quick facts:

• There are TONS of choices for people today.


• Sales People generally sell Stats and Facts.


• Prospects Assume comparable products are the same..except price.

This data tells me that with so many similar choices in the market place and most sales people giving the same stats and facts presentation...providing a different experience to a prospect WILL create a NEW and Unique experience.

Many important choices in life come down to Likeability.

1. If someone likes you, they will talk to.


2. If someone talks to you, they will become more comfortable with you.


3. When they become more comfortable, they will open up and become truthful.


4. When they become truthful and open, you can listen to their real needs.


5. When you hear their real needs, you can tailor your presentation and product demo around helping them.


6. When people feel helped, they perceive Value.


7. When value is greater than price.....A Sale is made.


8. When you provide Outstanding value and complete a sale, you gain a NEW Fan.


9. New Fans create referrals.

This is the cycle of Success and Likeability is the Key Component!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

YOU need to be in HIGH Demand!

To succeed and be the best, YOU need to be in HIGH Demand!

Remember, it isn't about the product it is about how you Present YOUR Product.

Here are a few ways to Create your own brand:

Be Unique:

Not many people like boring and mundane. Whatever you are selling, give people a reason to buy it from you. Most consumers believe most products are simple commodities (equal). It is your job to make YOUR product one of a kind.

Don't ask the same questions as everyone else in your profession. Ask fun and enlightening questions that make your prospect think and take an active role.

Be Positive:

Lots of buying prospects come in with a bit of a chip on their shoulder. They may even say negative things about your product. Forget about it. These are defense mechanisms that all people have. If they weren't interested in some form or fashion, they would not be talking to you in the first place.

Stay positive. Convert Negative questions and statements into positive benefits. It's easy to jump on the bandwagon and be negative. Only true Professionals can stay positive and transfer that feeling to others.

Improve your Self Concept:

To be in HIGH Demand, YOU MUST believe that you should be in high demand. Tell yourself that you are the best everyday. I don't mean be arrogant, but you MUST have HIGH Confidence in your own ability if you want anyone else to believe it.

The power of positive thought has been proven throughout history to be the launching pad for future success!

Are you in HIGH Demand?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

When Training Works!

If you want to be a better golfer, you have to practice hitting golf balls.

If you want to be a better basketball player, you have to shoot more baskets.

If you want to be a better quarterback, you throw more footballs.

If you want to be a better hitter, you hit more baseballs.

Obvious right?

Why is it that most people only equate improving skills to athletic competition?

If you want to be a better sales person, you MUST practice that too!

Here are 3 items that WILL improve your sales skills:

Read positive books and articles about self-improvement

Improvement will happen because it is a proven fact the more confident you are in your own ability, the more success you will have in your endeavors.

Prepare yourself in advance for the most common objections you hear

If you sell anything, you know that objections are merely a defense mechanism that are designed to gain more information. You CAN also plan in ADVANCE for the objections you will hear. Perhaps not all of them, but most of them.

Learn to Listen Before Responding

No effective communication can take place without properly listening. Don't wait to talk, actually listen so you can respond. This takes discipline and effort to do it effectively.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

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.

You do not want to have them show up randomly on a Saturday or Sunday afternoon. This is your prime fishing time for new future buyers. 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.

Try this for one month and watch your sales grow!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

New FHA Guidelines...Listen Up Fence Sitters-IT IS TIME TO BUY!

Okay, so the House and the Senate have both passed the Housing Bill and it is just waiting for the Presidents Signature.

The signature will happen this week and is just formality as he said last week he will.

Here are the touch points:

NEW DEAL: Immediate relief for those people impacted by impending Foreclosure.

IMPACT: Less Foreclosed homes in the market place, which will lower the supply allowing more people to sell their home at current market value---NOT the deflated market value created by the high amount of Foreclosures in the market. Basic supply vs. demand principle here.

NEW DEAL: Down Payment Assistance Programs WILL BE BANNED.

IMPACT: If you have a DESIRE to own a new home, and HOPE to NOT be putting at least 3.5% of your own money into the sale, YOU MUST BUY NOW!! The Down Payment Gift Programs like Nehemiah, Genesis, and Ameridream will Officially Disappear on 10/1/2008.

To STILL qualify for a NO MONEY Loan, you MUST have a VALID Home Purchase Contract, An Approved FHA Loan, and an FHA Case number Attached.

This means:

1. BUY A HOME,


2. FILL OUT A LOAN APP,


3. SUBMIT ALL PAPERWORK for the loan BEFORE 10/1/2008.

NEW DEAL: Tax Credit for First Time Home Buyers.

IMPACT: First Time Home Buyers WILL be Eligible for a TAX CREDIT of 10% of the NEW Home Purchase or a TOTAL NOT TO EXCEED $7,500.

This Tax Credit is really more of an upfront loan as it WILL be required to be paid back in equal installments over the course of the next 15 Years. It will be taken out of your Tax return Check each year, so in most cases it won't be necessary to actually write a check.

Still a good scenario to provide an Immediate Boost to help First Time Home Buyers budget with their NEW Home Investment.

A First Time Buyer is Classified as NOT having any ownership benefit over the course of the last 3 consecutive years.

There are other details involved in the NEW Housing Bill, but these are the 3 MOST Impactful items to Affect YOU.

THE TIME IS NOW FIRST TIME BUYERS! If you are undecided about a home, but desire to make a purchase, the COST of WAITING just got a bit higher.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

The Country I Love!

I do not consider myself to be a Democrat.

I do not consider myself to be a Republican.

I do not have a rooting interest in Barack Obama.

I do not have a rooting interest in John McCain.

I consider myself an American Citizen.

I don't believe in labels that divide people or a nation as we have become.

The founders of our Great Country believed in that very fabric. They believed that the citizens should govern themselves.

It is sad to watch as our country is slowly being taken further and further away from where we began. Politicians decide what is law and what is not. Judges decide what is Constitutional and what is not.

These two facets of Government that are supposed to serve as the backbone of our great Democracy are failing and have been failing for many years.

This is NOT a Republican Issue and it is NOT a Democrat issue. It is an American Issue.

The problem is easy to identify. The solution is right in front of our faces. Why is implementation so difficult?

This is a country that is filled with Great Men and Women that are full of Desire, Wisdom, Focus, and Ability that strive to create a better Nation.

I have grown tired of listening to debates amongst Democrats and Republicans for the sole purpose of dividing our Country and feeding the agenda of the few and NOT the whole.

Throughout history we have seen the downfall of many nations and its citizens due to expanding perceived differences amongst the people and the powerful. Though I know our country is too strong to ever be brought to it's knees, the mere thought is not one that inspires.

We have entered an age of discontent and confusion. Fear Mongering and Negativity have become everyday mainstream news. The stories of triumph and hope have been suffocated and are disappearing with each passing day.

Are we still a Great Nation?

We are indeed. We are still the Greatest Nation on earth, but we are not without our problems and faults.

We need Leadership. Real Leadership.

We need Leadership not from politicians and policy makers, but from our Citizens. In a free society we elect our policy makers.

The time has come to drop the Status Quo. We need to ALL stand Up together as ONE. We are a Nation divided, but we CAN again be a Nation Together.

All people desire for Hope, Health, Opportunity, Security, and Comfort. These are not just the desires of certain people, they are the dreams of ALL People.

Allow your voice to be heard as an American Citizen! The time has come to drop the labels of political parties and agendas and BEGIN serving the greater good of ALL Citizens.

Am I naive to think this can happen?

Perhaps I am.

But as an American Citizen with ONLY one opportunity to live my life, it is my Desire to Unite not divide.

It is my goal to live in happiness not fear.

It is my dream to succeed and help others do the same.

We CAN make this happen. It is within our grasp. It is our Time.

Let's Lead Together and take back control of the Country I Love!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Time to throw away the OLD Sales Grading System!

As a Professional New Home Sales Manager I have given more presentations than I can recall.

As a Professional Sale Trainer I have watched more "Shop Tapes" that I can remember.

As a Normal Consumer of everyday products and services I have listened to more Sales Spiel's than I wish to recount.

My Conclusion:

• Canned Sales Presentations are Terrible
• Forced Sales Presentations are Forgettable
• Company Mandated Questions are Boring
• 95% of Sales Presentations are Predictable

What do the following words relay to you?

• Terrible
• Forgettable
• Boring
• Predictable

My thoughts exactly!

The majority of sales presentations have NOT evolved over time.

*(Que Movie Voice Guy)*

In a world where virtually every product or service has enhanced over time, why has the presentation part been left behind?

The product is important, the presentation is Crucial.

The Product may be necessary, the Perceived Benefits are Key.

The Product fills a void, a good presentation fulfills an Emotional Desire.

Has your presentation Evolved?


Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Be in the moment....at the moment!

The easiest way to increase your prospect of making a sale to ANYONE.... for ANYTHING is to be mentally present.

It's easy to be distracted by other thoughts that's why success does not come easy.

The key is to prepare yourself to ALWAYS be in TOTAL mental control of yourself at the moments you need to be.

An example of this, would be Tiger Woods.

He plays in a very limited number of Golf Tournaments each year. He often receives grief from other players or analysts to play more because he is so popular.

What they don't realize is what makes him different is the fact that virtually every shot he hits in every tournament he plays in, he is in FULL command of his thoughts.

That is why he WINS at a higher frequency than any other player that has ever played the game.

The time that he is not playing in a tournament is spent preparing for the next one.

His preparation is just as much mental that it is physical. Sure he hits plenty of golf balls in practice, but an equal amount of time is dedicated to his thoughts and mental control.

Sales Success is no different.

You MUST prepare in advance for the responses you will receive to different questions...and not just one standard canned response.

Some say that sales is a numbers game....talk to as many people as possible and you will gain more sales...

That is one school of thought, but I don't subscribe to it.

Sales is a People Game.

The more you master your mental control, preparation, and listening ability the MORE equipped you are to take better advantage of those opportunities when you are speaking with prospects!

Are you in the moment...at the moment?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Leadership is in what you DO, not what you say.

We are living in a an era where it seems change and guarded optimism is abundant.

In this time, many obstacles stand between us and the fruitful gains of a nation.

It seems, we as a people are looking to others for answers. We want someone to wave a magic wand of change that will transform the negativity and replace it with Prosperity overnight.

That is "the herd" mentality. People are hoping to embrace the ideals, convictions, and beliefs of others just for the slight chance that their lives can and will improve.

The ONLY way to effectively change anything is to Lead.

Leaders don't wait. They seize the moment.

Leaders don't follow. They are two steps ahead...always.

Leaders don't talk. They act.

Leaders turn a Vision into Reality.

For any Real change to ever take place, it will take the actions of many NEW leaders to stand up, clear the path, and guide the way.

In the housing market, negative stories rule the day.

We need ALL Real Estate Professionals, Home Builders, Mortgage Companies, Construction Workers, and Home Owners to STAND UP!

It's time for everyone to UNITE and push back the false negative stories and replace them with positive stories. Every single day all across the country, new home owners are handed the keys to their beautiful new home.

Where are those stories?

It's time to tell your story.

It's time to let your voice be known.

It's time to stand up and Lead.

Let me hear your stories.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Return Phone Calls equals Higher Likeability and More Sales

Do you ever miss a phone call and decide it can wait to be followed up with?

Did waiting result in forgetting?

How did it feel when that same person called back and the first statement was...."did you get my message?"

This happens all the time to virtually everyone in every business.

Clearly this is not a good formula for Creating a "Customer for life."

Rather, it implies that they are not very important, so their loyalty to you begins to fade.

• To gain higher customer retention


• Improved Referral Based Business


• Less awkward moments of you "making up a reason for not calling back"

Simply making a little extra time to return a phone call will do all the above.

There is an old adage that says "bad news is better than no news." Think of how it feels to make a purchase, have an issue or question, and not be able to get any help.

Just a 2 minute follow-up call makes all the difference.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Curiosity: A Pre-Requisite to Success in Sales

Some professions require years of schooling or some other advanced degree of something.

Not Sales.

Success in sales requires 2 main items.

Curiosity & Common Sense

Obviously there are many other skills and abilities that make up a Fantastic Sales Person, but these are simply two pre-requisites that will open that door for you.

Why Curiosity?

Well, simply put, you need to be curious or inquisitive about everything. You need to be curious about:

• Your Clients


• Your Product


• Your Current Skills


• Your Future Skills

Natural curiosity will keep you asking questions and listening to answers just as you would in a conversation with a close friend.

Curiosity will keep you interested in learning the tiny little nuances and intricate details of your product.

It will allow you to give yourself a "REAL" gauge of how efficient and effective your current skill level is and what it might be like if you improve.

How curious are you?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Attention all Sales People! Sell Yourself FIRST!

I have read article after article and listened to trainer after trainer give tips and clues how to sell more effectively.

Typically, you hear the same general stuff, with almost NO emphasis on the MOST important factor.

YOU!

In the eyes of the public---your prospects---whatever it is that you sell is not perceived as unique or "One of a Kind."

No matter how hard you try, people generally will not see things the way you see it. You know your product is unique and is great, but relaying that message in a sales environment is difficult.

With this understanding, it is IMPERATIVE that you sell yourself first.

If you go into demo mode or persuasion mode without selling yourself, you might as well just save your breath, because it won't matter.

The difference in virtually every decision that a prospect makes comes down to their experience with their sales person.

In home sales, it is the opinion of many decision makers and trainers that the sales person is not as important as the home itself or the options that are inside.

WRONG!

The sales person is THE MOST IMPORTANT aspect of the equation.

Don't fall into the trap that homes, prices, options, or anything else is what you should be selling.

You are selling yourself FIRST!

Once you do that, the rest comes next.

People make the difference.

YOU make the difference.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Preparing your Presentation....

In any sales, marketing, interview, or any other type of presentation, what is the first thing you think about?

Do you think about how your presentation is going to be interpreted or do you think about how it is going to sound?

This may sound like the same thing, but it is totally different.

Many times, people prepare their presentations around how it sounds, they stress using certain words that sound nice.

The key to a Great Presentation is to FIRST focus on your audience.

You need to understand how they are going to interpret your message FIRST.

Home Selling Example:

Typical Sales Person: "We have a great model home here to look at. It is a two-story home, with four bedrooms, it is 2700 sq ft, has a nice kitchen with tall cabinets, a game room, good sized back yard, and we have some great incentives too!"

Blah...

Good Sales Person: "What is important to you in a New Home?"

Hmmm.

The first example is so common that is ridiculous. That person is throwing out as much data as possible with the hope that the buyer will hear something that makes them say, "Yah, I want that!"

Instead of talking so much and dumping useless information, just ask them what is important.

A buyer WILL interpret the first example as someone that is does not care about them.

Ask how they plan on using their new home or car or whatever the product it is.

Allow them to tell you what is of value, then provide a solution.

By asking them a couple quick and simple questions FIRST, will allow you to shape your presentation around how they will Interpret your message.

It will make ALL the difference.

How do you prepare your presentation?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Notice to ALL Salespeople...Drop the gimmicks and start Helping!

I have to say, the sales arena has become a very diluted pool of people looking for the easy money over actually trying to help anyone.

"What's it gonna take to put you in one of these?"...I mean, seriously? What kind of ridiculous sales line is that?

If you take the time to actually ask quality questions and ENGAGE your prospect, you will never have to ask this question again...they will tell you...they WANT to tell you...if only you will let them!

People are WAAAAAY to smart these days and knowledgeable about your "sales tactics." Drop the spiel and start helping.

As a Successful Sales Professional that does a large percentage of business based on Strong Referrals, I can tell you it is easier, less costly, and much more friendly to do business that way.

I hear the following comments every week:

• "I was afraid to walk in the door at first, but you set us totally at ease"
• "This was a totally different experience than we though it was going to be"
• "I can't tell you how much you have helped us with such an important decision"
• "You are SO MUCH different than everyone else we have spoken with."
• "Why didn't the guy at the other company tell us about this?"

If these type of comments are not a regular occurrence for you, perhaps a change in approach is long overdue?

For help with your sales process and delivery send me an email to curt@thelikeabilityguy.com


Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

NEVER curb qualify a new prospect!

In this week's edition of my ezine I will tell the story of a fantastic first hand account of being curb-qualified.

Curb Qualified-When a prospective person makes a judgement about another person without any facts, conversation, and anything that results in a negative interaction.

To set the stage, I thought today was a great day to make a new car purchase....only the 2 auto dealers I visited had other ideas.

I'll detail my Interesting Encounters in this Thursdays Ezine.

Here are a just a few quick TIPS:

• Ask Questions:
• Listen to Answers Closely:
• Discover the Reasons for the New Purchase:
• Attempt to Help Satisfy your NEW Discovery:
• Confirm that your solution is the RIGHT solution for your prospect:
• Determine if there are any other IMPORTANT Factors in the Buying Decision:
• Don't Assume anything....EVER
• Base all your NEW prospect knowledge on the Answers you are provided and not the clothing or automobile they are driving....you never know who you are speaking with.

Do you Curb Qualify?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Likeability is all in the SMILE!

Have you ever worked with one of those people that just always seemed to have a scowl tattooed on their face? A person that no matter what is happening around them, they just look miserable.

They don’t seem very Likeable do they? I mean seriously, would you ever consider approaching the “mean scowl guy” for a problem?

I would be willing to bet that they have been stuck in the same job, doing the same task day after day after day with no satisfaction. They probably have received the minimum salary increase each year out of obligation rather then anything else.

Is this you? Do you want to end up like this?

Heck No!!

A nice friendly smile serves many benefits to both you and others around you.

Here are the Top 4 benefits of smiling:

1) It makes you feel better.
2) It relaxes others around you, creating a more approachable and comfortable feel. You are perceived as more friendly.
3) It gives off a great vibe that says, “I’m happy to be here, I’m confidant, and I love my job”.
4) Emotions are contagious. It you smile, so will somebody else.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, 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!

Come decision time, Likeability is often the deciding factor!

Likeability is a learned skill that will allow you to obtain all of your dreams, goals, and exceed your wildest expectations. It is the ability to be known and selected over others with similar or greater skills. Being Likeable leads to greater opportunity that turns to leadership and creates significance.

10 TIPS to improving Likeability

1. Smile More-More Smiling instantly lightens your appearance making you more likeable and more approachable.
2. Introduce yourself to the "new guy" first-This simple action makes people feel welcome and also places you in a position to be a leader.
3. Offer Assistance without being asked-This action alone will make you stand out and increase your Likeability by leaps and bounds. It is a fleeting practice.
4. Open doors for people-People notice the little subtle acts such as opening doors. You never know who is walking behind you. If you can just pay attention for 2 seconds while you walk through a door to glance around, you may just make someones day a little better.
5. Get better at self-deprecating humor-This shows confidence, humor and makes you more human. Poke fun at yourself and your Likeability Rating will soar! Use a bit of sense here though, too much of this shows low confidence which will have the opposite effect.
6. Understand that you don't actually now all the answers-The know it all soon becomes very lonely in just about any setting. The first thing that leaders understand is that they don't know all the answers.
7. Be open to the possibility that you are not right....all the time-This differs from #6 in that people that always have to be correct also come across as combative and argumentative. These people are always arguing their point without the slightest awareness that someone else may also have a point.
8. Be Positive-Positivity is infectious. More Positive=More Likeable
9. Speak with Enthusiasm--Buehler...Buehler...Buehler...Not so much. Monotone is boring. The average attention span is not long enough to fight through a boring and monotone voice. Enthusiasm is contagious. Enthusiasm = Passion.
10. Be Proactive-Be a go-getter. Being Proactive serves as motivation for others. They will notice your progress, respect your ability, and want to help you achieve your goal.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker

Can I Make a Difference?

I hear this all the time. Between yesterday and today I have probably had the "make a difference" conversation with 10 different people.

As a person with a HUGE passion for the Real Estate Market, I decided that I would begin a crusade to bring the TRUTH to people. It is my intent to help others filter through the massive amounts of negative information and misdiagnosis of the housing market.

In having some of these conversations, I could tell people were looking at me with eyes of uncertainty...almost with a disbelief that one person can make a difference in this large world that we live in.

I can tell you this:

If you can have an impact on ONE person that improves their current standard of living, whatever that definition might be, than YES, you and I can make a difference!

If you believe enough and are passionate enough, your desire will be infectious and others will be curious. Their curiosity will lead to helping you or it may lead to talking about you, either way, it is exposure to help achieve success in your endeavors.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker

The TRUTH about the Housing Market!

It seems day after day, I read story after story that promotes the downfall of the housing market. I see where homes are losing value and mortgages are more difficult to obtain.

There is only one problem with stories like these. They are NOT an actual representation of the housing market!!

For some reason it has become acceptable and almost expected to tell false blanket stories that project a very negative and false picture of the housing economy.

Is it true that housing has lost value in parts of California?....YES!
Is it true that home values have decreased over parts of the East and West Coast?....YES!
Is it true that the Economic conditions for job growth in Detroit are difficult?....YES!

As a Real Estate Expert in Texas I can tell you that these issues that are being faced in other parts of the country have little to no effect in the Texas market.

These are the FACTS!

• 262,000 NEW Jobs created from April of 07' to April of 08'!
• 11,000 NEW People move to the Dallas / Fort Worth Metroplex EVERY Month!
• Homes are NOT Losing Value on a wide scale.

So then why is it acceptable to issue Negative Blanket Statements for the Housing Industry to the Public?

In any other aspect of life, accepting blanket statements and stereotypes is considered the lowest form of journalism, is unethical, and is for the most part ignorant.

If Housing is down in Miami, does that mean it is also down in Dallas?.....NO! That makes NO sense!

If crime is high in Washington DC, does that mean crime is also high in Trophy Club, TX?....NO! That makes NO Sense!

The Media Needs to stop trying to Localize a National Issue. It is both inaccurate and Dangerous. The negative news flow is hindering the housing market across the nation by fear mongering and scaring the public.

THE TRUTH ABOUT what the media is doing is this:
In Texas and other very solid markets around the country, people are waiting to purchase homes because they HEAR the market is bad. They are waiting to purchase because the NEWS tells them prices will keep falling.

Only one problem....IT'S WRONG!

The TRUTH in TEXAS

• Prices WILL begin to rise very soon. With higher gas prices come higher building costs--just like anything else you purchase.
• Interest Rates will be going back UP to their normal range. 5% and 6% Mortgage Rates are NOT the norm.
• The LONGER you are told to wait...the HIGHER the cost to you.

The TRUTH about Interest Rates

• 20-Year Average is 7.3%
• 30-Year Average is 8.8%
• Pre 9/11 Average back to 1990 is 7.67%
• POST 9/11 Average is 6.23%
• *9/11 Shocked the world. Rates were lowered to stimulate buying to spur the economy and lower consumer fear.

The time has come to end the False Stories and the Negative Information Exchange. It is doing nothing except promote a poor economy, costing Americans more of their future money (the cost of waiting), and perpetuate a growing feeling of insecurity.

It’s time to change the Sale Model! Changing Buying Dynamics Requires a New Method…

As a New Home Sales Professional and a consummate student of gaining new information and studying habits, it is abundantly clear to me that the Old Sales Process needs a facelift.

Virtually every sales training class is based on the following cycle:

• Greet
• Discover
• Qualify
• Close

There are obviously many ways to re-word these terms or add other fancy synonyms, but the end message is the same as the above. The dynamics that I propose to change are not about altering the goal of the sale, but a better way to gain a trust building conversation.

So often in the typical sales cycle, Sales Professionals are given scripting methods for pre-determined questions or perhaps a long list of “good” questions to ask for “Discovering buyer needs” or “Qualifying and Closing related Questions.”

I’m not opposed to asking good questions at the correct and most opportune time for the buyer, but I do disagree with asking the wrong question at the wrong time.

What I mean is this: In watching countless shop tapes and listening to numerous sales presentations, what I see is NOT that people don’t ask all the questions the sales model says, it’s that they are asked at the wrong time only to feed the sales agenda of completing the sales cycle.

The end result is a more confused, frustrated and annoyed buyer that feels drained and beaten. If you have ever wondered why you feel a twinge of angst or apprehension before walking into any sales arena, (Car, Home, and Retail) it’s simply the pre-determined notion that the person doing the selling DOES NOT CARE about you.

Could it be because virtually every sales training program teaches the same general method? Perhaps if there was a different, more buyer focused method of Selling-(Helping), the buying-selling dynamic would change from a less guarded struggle to a more open and dynamic conversation.

In today’s world, buyers are savvier, more independent, and more knowledgeable about EVERYTHING! Many at some point in time have been in the same sales training as you have, so they know what you are TRYING to do.

So what is my method? What do I propose?

Instead of having pre-determined questions in your head or scribbled on your notepad to ask, focus on listening and responding instead. I am NOT saying do not be prepared and focused on taking the conversation down the path towards a sale, I am saying be LESS focused on TALKING and more prepared to LISTEN.

HINT: The Only way to make sure this NEW listening focus happens is to rid yourself of the habit of asking the same mundane pre-determined questions.

When the current sales model was first introduced many years ago, times were vastly different than they are today. If sales are down and you continue to do the same thing over and over and expect a different result that defines INSANITY!

This Listening Focus is virtually the exact opposite of the normal sales process. But guess what?

IT WORKS!! People care about themselves, their friends, and their families and do not have time for your agenda and sales method of talking and talking and talking some more.

Before a potential buyer ever walks in the door of a sales office they are well versed in the products you offer and that of your competition. They have some knowledge of the typical sales process and the pre-determined questions that will be asked. They know the sales persons agenda in advance and will be guarded and defensive until the sales person proves them wrong.

Being equipped with this knowledge, wouldn’t it make sense to CHANGE the sales approach?

It has become commonplace to hear sales people talk of their current day struggles as negative economic perceptions influence buying patterns. I hear stories of buyers being more aggressive towards sale people, less willing to talk, and less willing to part with their hard earned money.

If this is the case, perhaps it is time to shift to a more Buyer Focused Agenda?

Instead of calling my approach a NEW sales process, I would prefer to think of it is a New Buying Cycle. Nobody wants to be sold, but everyone wants to BUY!

To shed the notion of the non-caring sales person, and improve the Buying Cycle, this NEW approach needs to resonate and take hold across all sales industries from homes to cars to retail, would you agree?

TIPS TO THE NEW BUYING CYCLE

• Forget about the scripts and pre-determined questions you want to ask.
• Prepare yourself to Listen-NOT to talk.
• When a Buying Prospect asks a question, answer it and Piggy-back your next question from their previous question. This is conversational and natural.
• Be in Control of the path, but ALLOW the buyer to choose the road.
• Change the agenda from Sales Focused to Help Focused FIRST and sales will follow.

Likeability Tip: Show Up...ON TIME!

Have you ever had an appointment at a doctor or dentist office for a particular time? When that time came, did they call you into the “back”, where you went into a room and waited….and waited….and waited some more?

Why even call you back there then, right? I don’t get it.

Why not just take you “back” when they are actually ready to see you? At least you could stay in the lobby and read the 3 month old gossip magazines.

How about the cable guy that makes you wait ALL DAY? Why do you have to be home from 8 to 5, without knowing when he/she is going to be at your house?

To steal a line from Jerry Seinfeld, “What’s the deal with that?”

How does this type of situation make you feel?

• 
  Angry?
• 
  Under-Valued as a Customer?
• 
  As if your TIME is not valued?

Do any of these three options sound as though they build value? How about loyalty?

Probably not, right?

The one thing that you can never have back is TIME. When it’s gone, it’s gone. Cherish your time and be mindful and respectful of other’s time as well. Time is a commodity. If you set appointments at a certain time…SHOW UP!

Don’t show up twenty minutes late. Be at your meeting on time! If you can’t be there on time…pick up the phone and make the call. It is common courtesy. Don’t leave people waiting and wondering if you will show up.

On the flip side, it is equally as important to gain an understanding of how to set an appointment…and have somebody actually show up.

As a Real Estate Professional, setting appointments is a daily occurrence for me. Before I learned how to properly set an appointment, I would often find myself in the situation of waiting for someone to show up at my office….in all honesty; I never knew if the people would show up or not. In all honesty, I never knew if my customers would show up or not.

Then one day it hit me. I finally cracked the code to setting appointments. These days, I almost never have a “no-show” without a phone call.

What is the secret you ask?

Simple!

To properly set an appointment, a few things need to be established first.

1. 
   Have a reason for your customer to come back. This means that you have established what you are offering is what your customer needs…they just may not quite see it yet.
2. 
   Provide Value to your customer DURING their FIRST visit.
3. 
   Set a firm date and time for the appointment. Let your customer know that to provide them with your maximum service to give them the greatest benefit, it is necessary to set aside a specific time with them. Let your customer know that it is your goal to provide them maximum service. They will receive the greatest benefit, your time, if they SCHEDULE a date and time with you.

That’s it. That’s the BIG SECRET! Now go put it into action and you will see your appointment rate go up and the “no-shows” will stop altogether.

How do you set an appointment?

Are you the Star of your own movie?

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 who 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.