Ethics, Sales and Business Relationships

Shortcuts taken to achieve sustainable business success will lead to future failure. The ONLY way to become a respected and long term successful business is through proper planning and unwavering ethics.

I was recently pursued by a small custom home builder to help them get off the ground and get the right systems in place. I met many times with the owner of this company in advance of my agreeing to work with him. Many promises were made.

What I soon learned, is that this guy had very little care for business ethics or respecting others. He had zero intention of allowing me to do any of the things we discussed, which led to a poor relationship.

Ethics are not optional in business or life. When commitments are made, they need to be kept. When parameters and expectations are relayed clearly, no wavering is allowed. This business owner believed  only about the quickest way to make a buck and sadly it will lead to the destruction of his company.

There are too many people willing to to the right thing for their employees and customers for unethical business owners to be successful long term.

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 Sales Manager.

The Sales Script Dilemma

Most home sales companies today employ some form of sales trainer. This sales trainer has a role of increasing sales for the company. This is typically accompanied by the sales trainer utilizing some form of selling script.

The idea behind the selling script makes sense. It is to give each and every sales person a tool or path to follow. During any given sales presentation, your potential buyer has their own agenda and it has nothing to do with your selling agenda. The sales script (if used properly) can help you stay on your path even when the client throws you curve balls.

The problem with the sales script and many new home sales trainers is they feel these sales scripts are the bible to more sales. They are not. When scripts are followed too closely they WILL become a very large detriment to gaining sales.

People are all different. Personalities vary. Their goals and desires are vastly changing at any given moment. When sales scripts are used for anything more than simple reminders to stay on your selling and questioning task, the sale will most often be lost.

The issue for new home sales companies is that they rarely trust ALL of their sales people to always be doing the right thing during a selling encounter. Therefore the implementation of the selling script for ALL employees. Then they video tape their sales people with secret home shoppers to make sure they are using the sales script. Not too motivating or effective to retaining gifted sales people.

I have a better idea. Hire only positive and motivated people. The talent pool is actually very rich these days, but you have to understand how to interview and hire good people. When you have a staff of only positive and motivated humans, no scripts are needed. No more managing to the weakest link will take place and selling will occur in large quantities.

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 Sales Manager with Lillian Custom Homes.

Excuses or Solutions?

Excuses are all the things that people say to make their inevitable failure seem acceptable. It is failing before starting. Excuses are nothing more than a crutch to allow people not to take responsibility for their own actions. Excuse based people never create solutions, because their mind is always looking for the easy out.

Solutions are all the things that people come up with to open the jumbled path of confusion and make it Crystal clear. Solution based people never make excuses, because their mind only thinks in terms of accomplishment. Failure is not an option.

Don't be a mediocre person that doesn't allow yourself a true chance at success. Stop making excuses and learn to see solutions at every turn. There is a solution to virtually all situations, but it may require you to make a difficult decision or to take a long look in the mirror. The choice of success is yours.

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 Sales Manager with Lillian Custom Homes.

The Training Paradox

In sales, you often see those people that are fresh and new get off to a fast start. They are excited and don't know what they should be afraid of yet, so they set off with wild abandon and simply sell.

Then something funny happens...

They get training and information and then more training and more information. Then you look at their faces and the fresh excitement is washed away and replaced with confusion, doubt and fear of saying the wrong thing.

I wonder when or if companies and sales trainers will ever learn. Are they so arrogant they cannot see they create their own selling dilemma?

Sales is more about emotion, excitement and passion and less about knowledge and memorizing a sales presentation. YES, knowledge is important, but it is only important when it relates to what your client has a need for.

If you have excitement and passion, you WILL gain knowledge! That is simply how it works. Knowledge is best gained when discovered through passion and excitement NOT when it is force fed through a stagnant training class like it is the medicine for some disease.

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 Sales Manager with Lillian Custom Homes.

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!

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!

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?

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!

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!