White Tank Mountains

If you love the outdoors and enjoy hiking, there is no better location than the beautiful White Tank Mountains just west of Surprise, Arizona. In fact the Maricopa County rangers at the park offer ranger-guided hikes and family-oriented programs. Reservations are not needed unless requested.

It is recommended that you wear sturdy, closed-toes shoes for most programs and bring plenty of drinking water. There are no fees for the programs, however entry fee to the park is a mere $5.

You can get to the White Tank Park on Olive Avenue, west of the Loop 303 through Waddell.

This is a fun way to see the gorgeous mountains and a spectacular view of the valley with your whole family.

First Time Home Buyer Credit

The first-time home buyer tax credit deadline of December 1st is fast approaching. In February Congress increased the credit from $7,500 to $8,000 and eliminated the repayment requirement. Now is the time for buyers to take advantage of this program – before it is too late. There is still a large segment of the market that is not aware of this program or it’s advantages.

Buyers who wish to utilize this program but don’t have the $8,000 up front can ask lenders to give buyers access to tax-credit funds at closing through a loan facilitated by the FHA. Another possible solution is to increase the number of dependents on the tax withholding statements buyers file with their employer. It does free up more money but it does take months to accrue the $8,000 that the government will eventually reimburse.

Even with these shortcomings, this is a terrific program and a benefit to many, if they are aware and can take advantage of it. Now is the time to put this program to work. If you have buyers, let them know of its availability and how they can use this to purchase the home of there dreams.

What Do You Really Think?

I am fascinated with the number of people who read blog posts and never leave a comment, positive, negative or neutral. I wonder if they agree, disagree or don’t care. It would be interesting to know some of the thoughts of readers. How about you? Care to comment?

Roses

Wow, September 1, 2009, where has the year gone? Life flies by so fast I can sometimes get caught up in it and miss the real beauty of everything around me; how about you? Have you stopped to smell the roses at all this year?

Secret Agent

So you want to purchase, sell or lease your home in Surprise, Arizona and use a professional Realtor to insure fair and ethical treatment. Congratulations on your first correct decision! Now where do you go and how do you decide which agent to utilize? Let me suggest some criteria that might help you select the best person for you.

Does your potential Realtor really know Surprise? Are they a “secret agent” only visiting the community if they have a buyer? Do they “live” in the area or do they have a main office in the town which they rarely frequent? Many agents list homes in area’s but really don’t have first hand knowledge about the community, the amenities, schools and HOA information. Information that goes deeper than just the name of the schools or just handing you a package of Home Owner CCR’s without knowledge of what they contain.

Is your agent involved in the community and do they know what is happening in the marketplace because of their contacts and service? Have they worked with property managers of HOA’s and do they know what homes are selling and which are not because they are in the area. Anyone can get information from the ARMLS but the information obtained is basic about the home listed but almost nothing about the community or services offered.

Is your agent familiar with the new ordinances and/or laws that effect your ability to lease or rent your property. How about water issues that arise and could cost homeowners large increases in HOA dues?

Does the potential agent offer “full” service or do they buy and sell only, leaving you to find additional representation if you wish to lease or need property management services?

Information is the key to success so take your time and select the one that can give you the details through experience and first hand knowledge. What you don’t know can hurt you!

Infinite Possibilities

“The future belongs to those who see possibilities before they become obvious,” says John Sculley, American businessman, best known for his positions as President of PepsiCo and Apple Computers. At times it is difficult to see opportunities right in front of eyes. In this “information-age” our minds are bombarded from every direction with facts, figures, and opinions. Environment and past experience also “color” our perception of things that may be accomplished and block creative or “out-of-the-box” thinking. All of these factors can stymie anyone from seeing what is possible for them to achieve.

Irish playwright, George Bernard Shaw summed it up thusly, “You see things as they are and ask, ‘Why’ I dream things as they never were and ask,’ Why not.” Our focus may be diverted from the endless possibilities we can accomplish when our center of attention is consistently on the past. We first must dream, and then make them come true with untiring work and perseverance.

For example, in a special address to Congress on May 25, 1961, President John F. Kennedy outlined four goals for the United States space program, in our “race” with the Soviet Union for space supremacy. The first goal, was a dream of something that almost seemed impossible, “…I believe that this nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to Earth.” In 1961 a man on the moon and return to earth was something out of a science fiction book or movie script. It was a real dream.

July 20, 1969, the first words utter by a man on the moon, “That’s one small step for man; one giant leap for mankind,” voiced Neil Armstrong, as lunar dust kicked up from his first footprints. The dream of a President and a Nation became a reality at very moment. Untold numbers of people worked on the project, looking for answers to the goal before they became obvious.

In sales, sales management, and marketing, infinite possibilities exist that are not presently obvious. For those willing to see or dream the impossible, then find a way to make them come true, the future, and unbelievable success, will follow. A case in point, the biggest auction site in the world, eBay, started sometime before 1994 with the first sale, a laser pointer, for $14.83 and today eBay has millions of user and tens of millions of hits. Web pages and social networking are additional illustrations of new ways to market and sale products and services.

The future can be compared to a clean blank piece of paper. Will you be the one to take your company’s sales growth to the moon or develop a marketing campaign that will be out of this world? If not you, someone will fill that blank space with new fresh innovative ideas that will do both, take sales to the moon and develop and implement marketing campaign that is out of this world. It may not be obvious, but the possibilities are infinite for YOU!

The Good Old Days

Remember the “good old days” when you pulled into a “Service Station” and actually got service? May I check your oil? How are those tires? All this while the gas was pumping in your car and you didn’t have to lift a finger. If you aren’t old enough to remember, this was service. When the tank was filled the “Service Station Attendant” brought a clip board with your gas receipt to be signed, gold or green stamps came with your purchase and you received your change. All this and you never left your car.

I am showing my age, and I admit, I did “pumped” gas when I was in high school and learned what service was all about and how it should be done. Now let’s fast forward a number of years to our present day. There is no such thing as a “service station” everything is self serve which means you can pump your gas, check your tires and oil and pay a much higher price for the privileges.

Unfortunately, this sounds like many Realtors in the Real Estate profession. They lack service to clients yet get paid a large commission for as little work as possible. I know this is discouraging to full service, professional agents who have been in the business for many years and provide unparalleled service to clients. They
provide “old fashion service” and I tip my hat to these people who do more than the norm and do it with a smile and no excuses.

Talk is Cheap

The great steel magnate and philanthropist Andrew Carnegie knew how to measure a person by simply watching them. He said, “As I grow older, I pay less attention to what men say, I just watch what they do.” Although Andrew Carnegie passed away in 1919 his sage advice lives on today and is still one of the best ways to measure the character of a person.

The statement, “talk is cheap” goes hand in hand with watching what a person does. Years ago, a person’s word was their bond. If a deal was “struck” and people shook hands on the agreement it was as good as gold. No attorneys were required, no long documents; a man’s word was binding. In “those days,” a person’s integrity meant something to them. Most would rather die than lose their good name.

Unfortunately, a person’s word does not mean what it did in the past. People will say anything to get what they want regardless of the truth of their statement or the intentions and motives they possess. In most cases, it is wise to watch what a person does before listening to what they say. It is disappointing that the virtues of honesty and integrity are taking such a beating.

As a manager or leader of people, can your employee’s trust your words and do your actions support or detract from what you say? Leaders who inspire, do so with actions that show they possess intergrity and can be trusted. Are you one of these leaders?

A Few Dollars More – Value

There is hardly anything in the world that some man cannot make a little cheaper, and the people who consider price only are this man’s lawful prey.” Attributed to English critic, essayist, and reformer John Ruskin (8 February 1819 – 20 January 1900), the topic of price has been discussed since the first purchase in history. In every economic climate, whether buying a product or service, price is a major factor in the decision and in a slumping or down economy, it usually is the only feature considered.

Based on the statement by John Ruskin, price should be only one aspect of the purchasing decision. Price is an excellent starting point and once we know what the price of the goods or service is we can determine the value we receive for the money. For example, let’s say you work for or own a medium size business and utilize a cleaning service. The decision is based on the lowest price received because of the “perceived cost savings” you realize.

What value do you receive for the monthly cleaning fee? Your facility receives the basic “trash and dash” service, that is, the trash is emptied, restrooms cleaned, hard floors mopped, and heavy traffic areas vacuumed three to five times a week. Because of the low cost that is all the janitors have time to do for you. Looking deeper into this basic service are you really saving money and are you getting the best value for your money? Consider this example; germs build up in offices, restrooms, break rooms – everywhere workers congregate and you don’t see them so to your eye, the facility is clean and you are saving money. Because you cannot see germs so there is no need to worry, “out of sight, out of mind” and my facility is clean.

Have you considered employee absenteeism from illness due to the spread of germs located in your facility? In the December 10, 2008 Issue of The Total View, a survey was reported by Mercer called “The Total Financial Impact of Employee Absences,” and the total cost of absence can equal as much as 36% of payroll (compared to 15.4% for health care coverage). Of that figure 9% account for unplanned absences and for a midsize business that can account for as much as $4.5 million dollars per year. The survey reports that unplanned absences like casual sick days result in the highest per-day productivity loss, 21% versus just 15% for planned absences like vacation days.

The basic service sanitizes the restrooms, but what about other areas that are not being cleaned because of the low cost does allow for this service? What if for a “few dollars more” you could help reduce the potential for the absences and keep productivity and moral high because you invest in value added cleaning. If your cleaning service cleaned for S.H.A.P.E., an acronym for Safety, Health, Asset Preservation, Productivity, and Environment, you could pay for the added benefit from the savings generated by less absenteeism and healthy, happy employees.

Cleaning for health involves extra time and effort that costs a few dollars more, but pays for itself by greater productivity. In our example, it is critical for daily cleaning of touch points, such as doorknobs, light switches, telephones, railings, and the reception desk. These are all key area’s that must be sanitized to eliminate the spread of germs from visitors and employees.

All products and services have intangible features, advantages, and benefits. An advantage is what the feature does, the function it performs. The benefit is the value of the advantage to the user. When making a purchasing decision price is only one consideration. Take our example above, cleaning for health; the feature is spending extra time cleaning touch points to eliminate germs. The advantage is a reduction in employee illness and the benefits, or values, greater productivity and savings from less absenteeism which will pay for the” few dollars more,” and add additional profits to the bottom line.

Price is definitely a factor to consider but by digging deeper a person can determine what value is obtained for the money. In challenging economic times it is wise to get the best “bang for the buck.” Next time a purchasing decision is made, consider John Ruskin’s statement, you can always get it cheaper, but take time to see if it is better. Matching products and/or services, side-by-side – apples to apples – is the best way to determine features, advantages, and true value.

As a sales professional it is your responsibility to help the buyer look at all the factors. Your success and in many cases your income depends upon your ability to do just that. Are you up to the challenge? “

Blocking and Tackling

Ever since the first sale was consummated years ago, sales people, and those that manage them, have been looking for new and innovative ideas to improve their company’s market share and increase sales. In an effort to find new “glitzy” sales techniques and approaches, many business’s forget since selling began there are basics of sales planning, call preparation, calls, presentations, follow-up, and follow through that must be mastered and used on a daily basis.

The fundamentals of sales can be compared to the famous Vince Lombardi power sweep that ruled pro football for a decade. Coach Lombardi explained it this way, “You think there is anything special about this sweep? Well, there isn’t. It’s as basic a play as there can be in football. We simply do it over and over and over.” The play was so successful the Green Bay Packers under the leadership of Vince Lombardi in nine seasons (1958-68) won six conference titles and five championships including victories in the first two Super Bowls in 1967 and 1968.

Since the first football game played November 6, 1869 between Rutgers and Princeton teams that block and tackle the best win. The fundamentals of the game have not changed and “The Power Sweep” of Lombardi relied on the basic task of blocking, nothing new, or flashy, just using a long-term basic principle to achieve maximum results.

In sales executing the basic principles will win over clever strategies or fancy programs. Setting goals, planning the day, the week, the quarter, the year, working on the sales presentations by learning the product or service, making sales calls, and following up once the sale has been closed does not seem exciting but the results from doing these things over and over again will have the same success as “The Power Sweep.”

If you are not familiar with the fundamentals of sales or would like more information, please write to: gthornton3@cox.net and I will be happy to answer questions to help increase your knowledge and sales.