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!

Incentives: Part One - Real Estate

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

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

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

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

That should never happen.

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

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

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


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

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

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


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

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

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!

Guarded Optimism

Is guarded optimism an oxymoron?

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

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

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

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

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

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

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

Opening Doors

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

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

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

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

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

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

Opening and holding doors for people = High Likeability.

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

Addicted to Success!

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

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

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

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

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

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

So what does all this mean?

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

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