Leadership

Leadership is the missing ingredient in many management positions. Often the people placed in leadership roles in an organization are those who have simply been around the longest. Seniority, though, is not a substitute for effective leadership strategies.

Tough Decisions

Real leaders make hard decisions. Making the popular decision is not always the right decision. Colin Powell, one of the foremost leaders of this generation, says, "Trying to get everyone to like you is a sign of mediocrity: You'll avoid the tough decisions, you'll avoid confronting the people who need to be confronted, and you'll avoid offering differential rewards based on differential performance because some people might get upset."

Tough decisions are those that require confidence, because inevitably someone will not be happy with you. Fear of backlash should not concern you if you know the decision to be made is in the best interest of your people.

Challenge the Status Quo

Going with the flow is not what leaders do. Leaders challenge social norms, typical procedures, generic answers, and create new questions that outline new opportunities. When leaders hears the phrase, "We have always done it that way," they say "Why?" They desire a better result. Leaders don't understand or accept answers that have no substance, no valid reasoning, or opportunity for growth.

Leaders constantly look to challenge, tweak and change. They recognize opportunities and are curious to learn of new strategies that will test their current capabilities. They are pushing the envelope to facilitate a "better" way.

Personal Actions

General Douglas MacArthur, a great American leader, used to carry with him a list of questions to guide his journey. One such question, was, "Have I the calmness of voice and manner to inspire confidence, or am I inclined to irascibility and excitability?" This question gets right to the heart of leading by example. General MacArthur understood that to gain the support and trust of his subordinates, he had to carry himself accordingly. Leaders do not allow themselves to be drawn into situations that will impact their standing within their group.

Leaders carry themselves to a higher standard--a standard that inspires their people to want to excel and push themselves further then they thought they could go.

Action Plan and Training

Leadership is easy to explain, but harder to put into practice. Frankly, it is more about personal actions first and actual skill second. However, there are some useful items that can be practiced to try and improve leadership abilities.

• Place people in the best possible positions to succeed. Evaluate your employees and team members and figure out what they do best and enjoy most. Situate them as closely as possible to align them with their strengths.
• Allow your employers to make decisions. The transfer of empowerment is motivational and it's a great knowledge builder.
• Create an atmosphere of excitement and happiness. While all work is not fun, people are more productive when they feel good about their situation.
• Reward Excellence. When your people do something well or they consistently stop to help others, reward them and recognize their efforts. This provides a confidence boost and it delivers a firm message that you are valuable.
• Be Positive. Challenges arise each day. Rather then look at challenges as problems, turn them into learning and growth opportunities for the team. Allow different people to be involved in the process.
• Allow the free flow of ideas to be heard. Listen to your employees. Each day people have great new ideas, philosophy differences, and improvement suggestions. Foster an environment that allows this communication exchange to thrive. Just because someone has a lower tier job classification does not mean they have a lower tier brain. Use everyone on your team as a knowledge building opportunity.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and REALTOR with Atrium Realty Group in North Texas.

The 10 Truths about Likeability

1. Likeability Skill One:
   Know your strengths. Understand your current Limitations.
   
   
2. Likeability Skill Two:
   Don’t ALWAYS have “the” answer. Even if you think you know ALL the time, be willing to swallow your pride and be AGREEABLE.
   Context: If you are teaching or helping someone have the answers (the real ones—not made up). If you are in a normal conversation, be willing to concede to another point of view.
   
   
3. Likeability Skill Three:
   Listen first. Respond 2nd. When responding, piggy back your thoughts into a direct response to what you just listened to. This shows understanding and willingness to help.
   
   
4. Likeability Skill Four:
   Smile More. Not like a clown, but like you enjoy yourself and the company of others. Smiling makes you approachable.
   
   
5. Likeability Skill Five:
   Never buy into the idea that you are bigger or more important than you really are. Keep yourself in check. Job Titles mean very little about power and income has nothing to do with Intelligence.
   
   
6. Likeability Skill Six:
   Help other people. Not because you have to, but because you have the opportunity to.
   
   
7. Likeability Skill Seven:
   When in a position of leadership, step up and lead. Don’t ever lead by a title or “just because.” That’s ignorance. Show people why they want to follow you. Give them a reason. Share responsibilities with your employees. Recognize people regularly. Let your people become leaders by providing tools to aid them. Micro Managing is NOT leading, it’s managing by fear (Your Fear of someone else failing and the responsibility falling at your desk).
   
   
8. Likeability Skill Eight:
   Learn the balance of making your point of view known but not forcing it upon someone else. Disagreements are good when both people are willing to listen and learn. Forcing an opinion “closes” people off and creates tension leading to more separation.
   
   
9. Likeability Skill Nine:
   Be willing. This means be willing to learn, to help, to be open to new concepts, to try something new, or to fail. Failure when used properly will lead to future success. Failure is simply a new somewhat unforeseen learning opportunity. It is a skill and strength builder.
   
   
10. Likeability Skill Ten:
    Be courteous by being more aware. Be aware of where you are and what you are doing. Being oblivious to your surroundings will lead to rudeness and the perception of lack of intelligence. Being aware will open you up to new opportunities and a high level of perception.

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

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!

Incentives: Part Two - Recognition

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

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

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

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

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

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

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

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


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


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


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


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

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

Opportunities Abound!!

Yowza! There are opportunities everywhere.

Seriously.

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

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

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

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

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

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

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

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

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

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

What do you do well?

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

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

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

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

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

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

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

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

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

• "Why would I pick you?"


• "Why would I buy this?"


• "Why do I need that?"


• "Why is this better than that?"


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


• "Why is this person worth this much?"

If the decision maker is having difficulty answering any of these type questions, you may not be positioned in a very clear and unique manner.

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

Talking or Responding.....

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

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

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

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

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

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

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

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

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

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

Assumptions are silly

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

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

I didn't think so.

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

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

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

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

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


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


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


• When teaching someone something new, periodically ask if your message, "makes sense."

If you really know what you are talking about it is NOT demonstrated effectively in speaking over peoples heads. Your knowledge is ONLY demonstrated in how well it can be communicated and received by another person then put into action by that person.

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

You do WHAT for a living?

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

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

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

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

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

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

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

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

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

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

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

• Operations Manager


• Vice President


• CEO


• General Manger


• Team Leader


• Realtor

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

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

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

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

Opinions, Facts, and BS!!

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

**Warning**

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

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

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

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

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

It really is the height of ignorance.

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

NOT our politicians.

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

NOT our politicians.

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

NOT our politicians.

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

NOT our politicians.

So what kind of message do our politicians send to the youth of America?

• It's okay to lie.


• Facts are not important.


• Job performance is totally irrelevant.


• Laziness is rewarded.


• Grandstanding for exposure is key to success.

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

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

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

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

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

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

The always Illusive and Tricky "Value" Proposition

If there is a bigger sales buzzword than "value" I'm certainly not aware of it. Value is almost always talked about by training professionals as one of the most important measures of having a successful sales outcome.

It's often said that by providing "value" first, you will increase your odds of making the sale.

I don't disagree with this logic at all. As a matter of fact, I believe it whole heartily and have experienced many years of personal success having done exactly that.

Where this conversation gets a little "muddy" is the definition of "value."

1. What is it?


2. Who defines it?


3. Where can I get it?

Value IS anything (Verbal Exchange / Tangible Exchange) viewed in the CUSTOMERS eyes as important and it is provided by YOU.

Value IS ONLY defined by the CUSTOMER. It can never be assumed by the Sales Person what might be of importance to the customer.

Value can ONLY be found in understanding the TRUE needs of the customer. If a Sales Person guesses value and tries to provide their version...it will never be found.

Value can be construed in so many different ways it is difficult to provide a simple answer to the "what is it" question.

It can be simply that you are a fantastic listener and you make the customer feel comfortable and confidant.

It can be that you offered them a great "deal" after determining what is important for them.

It may be that you build great rapport (Likeability) and the customer really enjoys being around you and working with you.

• How do you Really know if you have been successful in your Value Proposition?

The way I can always tell is that the conversation will turn from a more superficial (generic)conversation to a way more meaningful discussion. The customer starts to describe their thoughts in descriptive paragraph like details rather then one word or odd single sentence type speak.

Many sales people think that Most prospective customers are a pain because they give them the "Heisman-(Stiff arm)" during their interactions. The truth is they are avoiding you as a defense mechanism to avoid the annoying and often clueless sales person.

You MUST prove otherwise for them to "open" up.

During conversations with past assistants or with sales people looking for help, I typically turn the topic to specific encounters. I like to always ask how the conversation typically ends with certain customers.

The customers I like to ask about are the ones that the sales person thinks were decent prospects, but they could not convert them to a sale. In essence, they were duped by the customer which creates frustration for the sales person.

If it is a cordial but still mostly generic conversation you may think you have a good prospect...most likely you don't.

If the customer is doing most of the talking and asking more and more questions you most likely have a winner. They are "hot." Don't blow this opportunity. Follow-Up quickly with answers to their questions.

Understand that every single customer is different so assuming the same value is good for each person will NOT yield the results you want.

Be aware that value is not a random buzzword but a very real transfer that must occur, in the customers eyes, from the sales person to them. The quicker in the conversation that this occurs the better odds the sales person will have in a successful outcome.

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!

Dream Big or Live in Content?

We had the baptism of my youngest daughter this past Saturday. We invited our immediate family and a couple close personal friends to join the celebration.

After the actual event itself, we went back to have the post reception type deal and everyone came over to have a good time. While there was definitely some non-eventful small talk happening throughout the house, there was one conversation that I had that made me stop and think.

To give a quick background check, you have to understand that I have always been the guy in the room (any room) that seems to think slightly different then everyone else. I don't say that to say that it is always a great thing, but rather to just inform that my thoughts are typically non-conforming to everyone Else's.

A friend of mine and I were having a conversation about current personal events, upcoming activities and things of that nature. About the moment that I was sharing a few details about some new activities I was about to engage in another person joined the conversation.

After a few moments of small talk about his business, he said something that got me to thinking. He basically made the comment that life is all about just getting through the day, plodding along trying to find moments of fun, then you basically die.

What?

Although, I have always thought tons of people think that way, it always just kind of startles me when I hear it verbalized.

Can you really believe that is what your life is meant for? All I could think about is that is a horrible way to live. Basically, it sounds like if that is your thought process, you are just waiting to die.

Wow. Just terrible.

I like to think that each day I wake up, it is my obligation to try something new, push myself to some activity that I am not sure about, learn something, help someone, or whatever else.

The way I see it, every day is sort of a new adventure. I don't allow the day to take me down a boring path of mediocrity. But rather give myself an opportunity to grow in some area.

To me, it comes down to one simple thought.

No matter what happens or what action you take or don't take, the same exact amount of time is going to pass. It is not preventable. The clock WILL keep moving forward. If everyone knows this, then why not spend that same exact amount of time doing something different?

Use that window of time to learn something, try something, or help someone.

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!

Do you want the ball?

Okay, here it is.....

You've angled for this for so long. Working extra hours, helping your co-workers, whispering to upper management in the shadows...and now, the big moment has arrived!

You are officially promoted to a management position.

Wonderful. Great. Que the bells and the perfectly sculpted white doves for a fly over.

Finally, now that all that effort has paid off, it's time to relax and tell other people what to do. Let the Good Times Roll!

(Move the clock forward 1 month)

Why won't anybody do what I tell them? This stinks. I'm getting yelled at because these people won't do their job. Why can't they work like me?

Here's the deal...

• If your management style is to talk AT people, rather than with people, you will lose.


• If your management style is to dictate mundane tasks without explaining the benefit to them, you, or their co-workers, you will lose.


• If you let your guard down even slightly after the promotion, it isn't an act of the universe conspiring against you that more issues arise, it's that you are slightly less motivated.

To effectively manage people, especially in situations where the work is somewhat mundane, it is imperative that you understand people.

• People want to feel important.


• Many people feel their daily job tasks are boring, spice it up.


• People enjoy the feeling of recognition...on a routine basis. (monthly perhaps)


• People are more capable than they think. Switch things up and add responsibilities.

Create a series of mini managers in your group and guess what? You get WAY MORE done. Your employees are happier. YOU look better. Everyone wins.

Understand that as a manager, it is no longer about you. It's about your employees and creating MORE situations for them to succeed and feel happy. When they win, you win. Not the other way around.

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!

How bad do you REALLY want it?

Over the years, I have taken part in many "business opportunity" type meetings where friends, colleagues, strangers, or whoever have approached me about an "idea."

In almost every situation, if I have the time, I will meet and listen. I learned a long time ago that I have no false illusions of thinking I know everything or how to do everything. My contention is that for long term financial security it is important to have multiple streams of income.

Therefore, if market conditions dictate the slow down of one aspect of your business, you are not placed in a bad situation. So I will sit and listen to most "new" opportunities.

This is what I have found:

1) There are some great "untapped" opportunities out there.

2) People do NOT lack the ability to formulate the idea, the lack the desire to actually make their idea a reality.

3) People do NOT lack the knowledge for improvement, they lack the motivation to change "old" thinking.

4) People do NOT lack the desire to have more success, they lack the consistency it takes to achieve it.

5) People do NOT lack the vision of new opportunities, they lack the confidence to deal with the initial "vision rejection" that takes place.

The opportunities are there for everyone to take advantage of. You don't have to be wealthy in terms of financial ability to launch your idea or dream. You MUST, however, be Rich with internal fortitude to have the stomach for the fight.

You MUST be wealthy with confidence to know that you are destined for something more which WILL give you the ability to change other peoples "old" mind sets and get on board.

It isn't that people oppose new ideas or changes, it is that they have not yet been shown a better way to do something with unwavering passion that provides them the motivation to do something new.

Give people your passion and a good idea and you will get the change.

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

Leadership Misconceptions

I just left a meeting where an interesting conversation took place.

An Employee was having an issue with a vendor.

In the situation, the vendor was having some issues in meeting the schedules and requests of the employee. However, the employee was up to speed on all the details of how the issue began and had a solution for how to resolve it.

He was clear, concise, and quite informed. The issue was not one that could be resolved in a quick manner like one or two days, but rather about 3-4 weeks. It sounded as if the 3-4 week time line was virtually unavoidable due to certain lead time issues.

At the conclusion of the employee having this conversation, his Director Level Superior chimed in with what I found to be somewhat misguided leadership. She said, "we need this issue resolved," in a somewhat stern tone. Her goal was to intimidate the employee.

After a few other misguided comments from the Director, the employee reiterated the work around plan with clarity.

I was left sitting there with questions of leadership in my mind.

1) When an employee shows intelligence, control, and has the ability to create a successful plan of action, why would a Manager try and make them feel useless?

2) Is true leadership in an instance like this not telling the employee good job on organizing your resolution plan?

3) People are NOT leaders because they have Manager in their title. They are leaders because they can LEAD people to follow them.

4) Why would any employee ever follow or be motivated by a Manager such as the one in my example?

5) Do Bad Managers know they are not leaders or do they think they are successful because of a title?

REAL Leadership IS:

1) The ability to make your employees feel "success" in their everyday job tasks.

2) The ability to step back and allow your employees to make REAL Decisions of action.

3) The ability to say, "thank you" or "congratulations on a job well done."

4) The belief that you ONLY want to hire people that want YOUR job.

5) The confidence to "Step back" and let your employees take the Lead.

6) Giving your employees a taste of NEW responsibilities on a REGULAR basis.



Curt Fletcher 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!

Improving Your Selectability!

So you want that new job, huh? Perhaps you are angling for a promotion. Maybe, you are trying to get a better deal on a home purchase or a car. Could it be that you are striving for more money or recognition. What about those event tickets your co-worker is giving away?

Hmmm. If there are so many opportunities in any given day, I wonder why you never hear anyone discuss the single most important factor of the selection process?

Perhaps it is not known. Maybe it is misunderstood. I think it is the latter.

I hear so many people talk about being "lucky" they got picked for this or "lucky" to have received such a generous pay raise. I have talked to people that explain that they don't understand why they were either picked or not picked in an interview.

Quite simply. It's ALL about Likeability!

The time has come to understand this dynamic of the selection process...of anything. The stars just don't align for some people while others are constantly followed by an annoying rain cloud. It isn't some metaphysical happening that certain people are seemingly always held in higher esteem then others.

Here is the dilemma for many people. They get frustrated by not being able to get the job they want, promotion, pay, or whatever. When that happens, they get bogged down in mediocrity because they don't understand how to change their situation. It isn't that people strive for mediocrity, it is that they don't know what to do.

Well, it's well past time to kick of the Likeability Revolution.

Likeability IS a LEARNED skill. Some people have the natural ability to be Likeable, but many do not. GOOD NEWS!! It CAN be learned.

If you can learn it, you can do it. If you can do it, then you can improve your situation if desired. If you can improve your situation, you can show someone else how to do the same thing and improve their situation.

It's a circle of success. When you choose to get started, you will forever alter your future for the better. You become a pillar of success by creating your own empire of happiness. Think about it....

If you choose to improve your Likeability and then gain new success, then show others how to do the same thing, how will you be viewed by your circle of influence? Most likely you will be near the top because you have had a direct hand in the success of others.

Do you think this opens the door for new opportunities? Where would you be in the chain of selectability?

You guessed it. At the TOP!

Responsible Reporting....A thing of the Past?

I've thought that News Reporting has been less then responsible for quite some time now, but with this over reaction to the Flu is startling and even down right scary. Every network and most reporters are all out there looking for the next BIG story because they want BIG ratings.

Unfortunately, when these stories are only half told or slanted to a particular viewpoint it creates a false perception of realty...and guess what, perception IS reality.

This whole Swine Flu reaction is unbelievable to me. Here is Texas, schools are being closed for weeks, ALL athletic events for youth activities have been canceled, and the state is just in a tizzy. Seems every place I turn or each person I interact with has the Swine Flu on their mind.

The frightening part to me is not the flu or it's potential to end the human race like it is being reported, but it is how easily people get sucked into believing everything they hear. Nobody seems to be questioning any of this reporting or it's viability as a real threat to everyone.

Is it that simple to scare an entire country of people and force them into an abstract belief of reality?

What are the facts?

• Over 30,000 people die every single year due to the regular seasonal flu. Many of these are children under 5 years of age because they immune systems are not as strong as adults.


• There has been 1 death from the Swine Flu in the United States. This was a child under 2 years of age that is from Mexico visiting family. The child was not a U.S citizen and he suffered from another medical ailment already.

I just cannot wrap my arms around how this new strain of the common flu demands this kind of scrutiny. If it is this easy to scare a nation, what else is possible? How easily can a country be tricked into something?

All this fear mongering really has me worried that as a country we are not as independent in mind set as we should be. Has nothing been learned from tactics of "leadership by fear" in the past? Where will the fear tactics stop? More importantly when will the people stop following blindly the advice and thoughts of people that have ulterior motives?

• Be vigilant in learning about something for yourself.
• Do NOT take everything you hear as fact, even if is from an outlet that should be providing facts.
• If EVERYONE is being led down a particular uncertain path, it is a GOOD time to ask questions BEFORE following.
• Use your mind and create your thoughts. Opinions that are not the same as the majority are good. They create an educated dialogue.

Can we Lose the Gloom and Doom already?

I gotta say, I am just about totally fed up with the doom and gloom media coverage and other such "world ending" mantras being thrown about by our countries leaders.

Let's see here, we have Swine Flu, The New Great Depression, Wars, Terrorism...

This is all so ridiculous that there must be some agendas out there.

Let me tackle a couple of these items:

Swine Flu: The world is not going to succumb to some random strain of flu. In a regular year, approx 30,000 people die from the regular flu in the U.S. As of this morning, we have 1 death from the Swine Flu, yet it is the lead for every major news network and the President is actually addressing the issue.

A few years ago, the world was supposed to succumb to the Avian Bird flu...seems that turned out to NOT be the pandemic that was being reported.

The NEW Great Depression: Give me a break. Our country and the world is currently cycling through a downturn. We are NOT in a depression. After 8-10 years of consecutive record shattering growth and boom, we have scaled back. You can't continue to peak year after year without a setback forever.

Many people have lost jobs due to the newer slowed down pace and many companies are now having to pay the piper for years of greed and bad management. I have had several close friends lose jobs as a result of this, but in less than a month, they are all now employed at new companies making the same amount of money. If we were in a depression, there would not be new jobs....

Everyone needs to take a step back and really think about what is being reported and why it is being reported. Do NOT take everything at face value, because very seldom is the published story the real story.

Media outlets like big ratings. Why? Because they don't care about reporting news, they care about the advertising revenue that is received when ratings are high.

Political folks such as congress and even the President ALL have agendas. To further an agenda or goal you need your constituents (the public) to buy in. Fear is the Number One way to deliver a message as it gets to the emotional fabric of every human.

If you want to pass legislation to somewhat nationalize banking, what would you do? Perhaps report stories everyday of failing banks and the non-lending of money...

If you want to pass legislation to nationalize health care, what would you do? Perhaps pray on the fears of the public of a flu epidemic....

If you want to pass legislation and gain support for war funding, what would you do? Perhaps report each day of impending world doom from terrorism....

I'm not making political statements, I'm just saying, that all these people have agendas and your genuine well being is very seldom one of them. Don't be so quick to believe what you read and hear. Use your common sense and start filtering out the nonsense.

Until the masses decide that no more of this is acceptable, nothing will change. Be an individual. Be a thinker. Be different. Don't follow. Lead.

Pressure

What do you define as pressure?

The Thesaurus defines pressure as: physical force, weight, demand, difficulty.

I define pressure as opportunity. Meaning, when I think of pressure, I think of my obligation to take advantage of situations to create a better opportunity for myself, family, or friends.

To me, real pressure is bigger than an individual moment in time to meet a deadline, make a phone call, or get a timely response. It is more about the big picture of the overall scheme of success.

For example:

In many jobs or professions, people are depended on to take care of their business in a timely and results oriented fashion. Basically, the success or failure of that individual is based over a specified / fixed period of time. That is all good. I have no issue with that.

The problem that occurs, however, is that companies / employers become so fixated on certain overall results, they begin to focus on all the small details creating unrealistic and false pressure situations for their employees.

The company goal is simply that if they focus on all the small minutia stuff the overall result will improve. They feel by doing this it will limit certain items slipping through the cracks thus creating a better final scenario. Typical increased pressure means more meetings, increased reports, more employer / employee performance reviews, etc.

What companies / employers either fail to realize or fail to care about is that this behavior of turning up the pressure on their employees actually has the reverse effect over a period of time.

Why?

• Continued increased pressure on everything numbs the employee to focusing any longer.


• Not allowing the employee to prioritize their own business to self generate pressure, creates an employee that will begin to no longer think as a business person and they will stop caring about the company.


• Micro Prioritizing false pressure will result in less efficiency when "true" pressure is needed.

If you are in a position that requires a disproportionate level of pressure, speak with your manager about your frustration. Bring a plan with you of how you can show them you are handling your business and you can self generate your own urgency / pressure when needed.

If you are self employed or in a little more loose sales environment focus on the end results. Create a clear picture for yourself of how you can benefit in the future by creating your own pressure. Focus on the details, but only in the capacity that your future accomplishments are enhanced by it.

Simply put, don't expend vital mental energy on items that do not lead to future results.

Understand what you expend your mental energy on and re prioritize it if necessary. Wasted mental pressure on a continual basis is the largest factor of burn out and future give up. When you maximize your mental focus and mental pressure on the important items only, much better results will be received and your attitude will be improved as well.

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!