There’s always something to howl about.

Category: Flourishing (page 18 of 38)

Thriving as only a rational animal can

Marketing is what you communicate, not what you say.

I’m sorry if I seem to be neglecting folks here, but I’m sure you can guess why. Plus which, at Day 13 of our goal-questing, I’m five for five most days, and days without appointments are the only holes on the calendar. But I’m done for the day, and I’m bound for bed, and I lay me down with a will. Meanwhile, I’m having lots of ideas as I work — ideas both global and granular. This is one I’m gnawing on pretty hard:

Marketing is what you communicate, not what you say.

That’s working two ways for me, but the second — call it Actions Sell Louder Than Salespitches — I can think of a zillion ways to work with an idea like that.

Learning the art of selling consciously

I do not contribute much mostly due to my fears of my writing not holding up well next to so many of the great writers here. However, the only way my writing can improve is by writing and submitting so with that in mind.

I sell real estate. Those four words do a great job of describing me as a professional. Of course there are other things I do with my life but the engine that powers the other areas is selling real estate. I have been on a path to living more consciously for the past few years.  One of the take aways from living consciously is that I need to be focused on whatever task I am working on when I am working on it. I cannot be thinking or worrying about anything else but the task at hand. I have found putting this into practice to be more challenging than I would have ever thought. It is a constant effort to be present in the moment and not be thinking about something completely different. While this has been a struggle it has had success too. When I find myself in the moment I often do not realize it until later when I realize that I just knocked several things off my to-do list and I did not even realize it. It is in that moment that I know I am growing and beginning to master being conscious.

Taking this concept and applying it to sales and prospecting is currently on the top of my to-do list daily. Learning how to sell consciously will allow me to grow my business and my professional abilities to levels that in months past I had only dreamed/wished of. When I committed publicly to prospecting six or more hours a day for the next 120 days I was really pulling out the last of the excuses I had so carefully crafted to keep myself from succeeding  at levels that frightened me. Now I have nowhere to hide. I have opened myself up to accountability and critique if I do not do what it is that Read more

How do you make the praxis of continuous goal-pursuit work in practice? It’s not a matter of avoiding the negative consequences of failure, but of celebrating the steady accumulation of successes.

I think Jeff Brown and I are both thinking out loud, by this point, and I want to emphasize that I am not quarreling with him. It’s his hammering away on the topic of goal-achievement that induced me to think about the subject in a systematic way, and I am by his discourse and by his good example much enriched.

So here’s where I am tonight: You have to make the commitment, yes. Without a sincere resolution to do something different, you don’t have a goal, you just have a wish, a whim, a will-‘o-the-wisp wheedle issued for any reason or for no reason to a benignly indifferent universe.

But: Even so: Just having a specific plan is still not enough. You have to follow through. You have to do what it is that you have planned to do. But when we talk about the process of following through, too often we do it in a language that is inherently dis-motivating.

Like this: No pain, no gain. There is a truth to that cliche, obviously, and that’s why it’s such an easy sentiment to express. But by emphasizing the pain entailed by, in this case, exercise, the expression throws a formidable barrier in the way of actually digging in and doing the work required by the goal.

I keep thinking that for a serious resolution to change one’s behavior to be effective in the long run — to get fit or to lose weight or to learn to speak Spanish or to master a seven-figure state of mind in your career — you have to rethink the incentives. The reward — to yourself, in your own mind — for having made incremental progress toward your goal has to exceed both the cost of achieving that small success and the putative benefit of doing the opposite, instead.

Do you see? Eating is easy. It can be very satisfying, fun even. Not-eating is hard, and it’s hard to think of not-eating as being any fun. But if you cannot find a way to celebrate the victory of not eating the wrong foods, of not eating as much or Read more

The Goal of Achieving…Goals

“But a deed cannot be both wise and unintended.” Greg Swann

Substitute goal for deed, and it’s still a profoundly affecting thought. In the context of Greg’s post, one could reasonably assume deed could be construed as goal.

The thrust of the post talks about the tactic of exposing your goals to the ‘public’, or at least a person(s) you know. The thinking is that you will tend to be more motivated by the fear of others knowing you not only failed, but failed by lack of commitment or best effort.

Clearly their are two schools of thought on this.

One is the unstated but obvious conclusion that using fear in a positive manner, as a motivator, will keep some folks on track to achieve the announced goal. Others go farther than a mere announcement — they set up fiercely painful penalties for failure. One such case was the woman who’d failed spectacularly time after time to lose weight which was life threatening.

Apparently she gathered her closest friends together to tell them the penalty for failure — running naked down the street in front of her neighbors. In other words, she established a penalty so severe, that would cause so much pain, her motivation to avoid the pain superseded her motivation to extend her life by losin’ the damn weight.

Though not my approach, whatever works, right?

As I commented in Greg’s post, I am in some ways, almost, but not quite against my will, my father’s son. I’m a pretty private guy, but he was extremely so. When he set goals his wife was fortunate to be in the know. Not kidding.

It was his preference, and now mine too, that if one doesn’t have a strong enough desire to bring about what the achievement of any particular goal brings, they shouldn’t set the goal in the first place. It’s not a value judgment on others. It’s like losing weight, gettin’ in shape, and eating a healthy, well rounded diet. There’s no one correct way.

I believe in keepin’ my personal and business goals to myself because I don’t set goals Read more

Do you want to actually achieve your goals? Then make your commitment real by making specific, explicit, objective, detailed plans.

Teri Lussier turned me on to this TED talk on goal-achievement. The video makes the seemingly confounding claim that announcing your goals to other people makes you less likely to achieve them. As with every other seemingly confounding “argument,” the matter turns on the conflation of unlike things. What the speaker, Derek Sivers, is talking about are not actual goals but casual whims. What a huge surprise: Eating cotton-candy spoils your appetite for real food! Who knew?

I once worked with a woman who would issue random statements of desires completely unconnected to her real life. Like this: “I think it would be fun to be a flight attendant.” This is actually an easy goal to attain, but it requires a process of thought and effort and a significant amount of focused action taken over time. The same criteria would apply to any sort of meaningful goal.

Simply announcing to another person that you might like to lose weight, or you might like to see the pyramids, or you might like to be a better Realtor — these are all equally meaningless expressions of whims. They are the verbal equivalent of cotton-candy, a big pile of sugary nothing whipped up by your mind to confound itself into believing that it has been nourished — when you know without any possible doubt that it has not.

The TED talk turns on psychology, which should be warning enough that it’s pure bullshit. The “science” of psychology exists to “persuade” you to be “satisfied” with a lifetime of dull dissatisfaction. “Come on, now, you know that expressing your goals only makes them harder to achieve. Now take another pill and go back to sleep.”

No, thank you. And don’t make me say it again.

The problem is not expressing goals, but expressing empty whims and then doing nothing. Yes, that is self-destructive, but this is not something anyone needs to be told.

Here is what needs to be explored in detail:

Expressing your goals requires a very strong commitment. A true goal is detailed and specific, explicit and objective. It includes a list of serious actions that must be taken through Read more

Your Right to Say Nothing

I’m going to give everyone a little unsolicited information. It’s a free gift from me to you, partly paying you all back for all the great advice I receive on Bloodhound Blog.

Call it educational. Let’s just say I’m in a patriotic mood. Labor Day and all that. And when I get into a patriotic mood, I start thinking about all those rights that Americans have that they routinely throw away as if the Founders never existed.

If you are ever in a position where police officers are talking to you about your conduct, whether it be speeding, drunk driving, or something more serious, always be polite, but never speak to the police without an attorney present. You would be shocked at how, by showing restraint, you can dramatically improve your chances for a better outcome in your case.

You could be stopped on the side of a road and a police officer asks you if you know how fast you were driving. Instead of saying “I know I was speeding,” how about you just say, “Thank you, Officer, I appreciate your job.” And when the police officer asks, “How fast were you driving?” Maybe a good response might be: “I really appreciate the job you do, but I’d prefer not to answer any questions.”

Most police officers will respect you, and most police officers would do the same in your position. The ones who don’t respect you for asserting your rights weren’t going to let you off with a warning anyway.

I don’t handle traffic tickets, but I do handle everything from a DWI up to violent crimes. And – I know this is going to shock you – some defendants are innocent. Still more are innocent of the crime for which they’ve been charged. And still more would be found not guilty, but for statements they made to police.

It’s not your job as an individual to give to the government all the evidence it needs to convict you of a crime. And given that in the United States we’re all guilty of Read more

Dear Steve Jobs: Stop jerking everyone around with a goofy set-top box. Give us a real Apple TV — a TV engineered by Apple.

iOS 4 can go there, no doubt. And the lame-ass “web-enabled” HD-TVs shipping now are no competition for what Apple can do. The iPad may be the actual future of video content, but there will be room in the home for big screens for a long time. An Apple TV becomes the ideal blackboard, too, and the ideal game machine. Integrated with nearby iPhones and iPads, it can become everything we ever hoped to find in a package marked “entertainment center.” Really, truly, the television — the lowly, despised television — is the computer for the rest of us. This is a reinvention that Apple could do better than anyone…

Celebrating Praxis: “And my heaven will be a big heaven. And I will walk through the front door.”

I wrote this in a comment a couple of weeks ago:

Everything we’re doing on-line emerges from the points of this star:

* engenu — rapid web site development
* encartus — elaborate custom Google maps
* Scenius — dynamic blogs-within-blogs
* ScentTrail — CRMishness with transaction management
* FlexMLS and the FlexMLS API — very robust MLS search

There is now a sixth point in our star: Praxis. I had an appointment cancel today, and I wrote the whole thing in just under five hours — while juggling all my usual eggs.

Although there is less editorial control than with engenu, now anyone we might add to our staff can create very professional looking web pages on the fly, with essentially no knowledge of how a web page goes together. Supplemented with other software (e.g., ScentTrail), I have the ability to create whatever I want with virtually no effort.

We hosted BloodhoundBlog Unchained in Phoenix twice, two years in a row. For both years, my local competitors made a big point of insisting that I have nothing to teach them. Perhaps they’re right. The only regular user of engenu I know of is Teri Lussier. Scenius has one fan, Cheryl Johnson. And only Cathleen and I are using encartus.

This seems a shame to me, but I’m the real estate business, not the software business. My belief is that the software I have written makes us much, much stronger as Realtors. We have tremendous marketing leverage for just two people.

But Praxis compounds that leverage a thousand-fold. I can do anything I want. I think I can take on anyone, including the Realty.bots. I’m convinced I can take whatever turf I want in Metropolitan Phoenix.

I don’t know when or where we’re going to do Unchained the next time. But I won’t be teaching Praxis, in any case. Even so, I have an idea that my local competitors may come to regret not having studied what I have to teach when they had the chance.

“The American dream is not dead — it’s just taking a well-deserved rest.”

From the New York Times, economist Karl Case of Case-Shiller fame says: Buy!

This financial crisis has made us all too aware that we live in a Catch-22 world: the performance of the housing market drives the economy, and the performance of the economy drives the housing market. But housing has perhaps never been a better bargain, and sooner or later buyers will regain faith, inventories will shrink to reasonable levels, prices will rise and we’ll even start building again. The American dream is not dead — it’s just taking a well-deserved rest.

A kinder, gentler Jeff Brown challenge: Catch yourself doing something worthwhile — for every day in September.

It’s hard not to love Jeff Brown’s prospecting challenge. But it’s kind of easy to note that most of us have not raised our hands to submit ourselves to its arduous benefits. It goes for me, too: If I have six hours to spare on any given day, I’m going to throw it at marketing — specifically software — not prospecting. Mainly, though, because our marketing is producing healthy results, I don’t have a lot of time to spare in any case.

Take note: I am not absolving you of anything. If you don’t have enough money work, and if you don’t have any money, prospecting will solve those two problems in very short order.

But whether or not you are running Jeff’s gauntlet, the kind of goal-achieving behavior we have been talking about is hugely beneficial — to your health, to your wealth and to your happiness.

So: Let’s set ourselves a challenge. Declare a worthwhile goal — prospecting, exercise, learning a new skill, etc. — and then jump in and actually do it for every day in September. You can use the don’t break the chain strategy I talked about yesterday. Here is a printer-ready September calendar.

Goal-setting is easy. It’s actually accomplishing your goals that is so hard. Between public declarations here, in the comments below, and that growing chain of red X’s, the month of September 2010 could mark a turning point in all of our lives.

Tag-teaming off of Jeff Brown: Daily action builds habits, so don’t break the chain.

I had a short sale get to approval this morning, which puts us one tiny deal away from a million-dollar September. We haven’t seen many million-dollar months since 2005, and it’s a harder target to hit than it was in those days. I’m loving where our business is going, and I feel like we might be just that close to the glide path. It’s been a hard road since the market turned, but it has been the dedicated — driven — dogged — pursuit of sales fundamentals that has put us back on the road to financial recovery.

Meanwhile, I’m loving the hardy souls who have taken up Jeff Brown’s prospecting challenge. Quoted below is a snip from a Lifehacker post we have talked about privately for a couple of years. The topic? If you want to master something, do it every day and don’t break the chain:

Years ago when Seinfeld was a new television show, Jerry Seinfeld was still a touring comic. At the time, I was hanging around clubs doing open mic nights and trying to learn the ropes. One night I was in the club where Seinfeld was working, and before he went on stage, I saw my chance. I had to ask Seinfeld if he had any tips for a young comic. What he told me was something that would benefit me a lifetime…

He said the way to be a better comic was to create better jokes and the way to create better jokes was to write every day. But his advice was better than that. He had a gem of a leverage technique he used on himself and you can use it to motivate yourself—even when you don’t feel like it.

He revealed a unique calendar system he uses to pressure himself to write. Here’s how it works.

He told me to get a big wall calendar that has a whole year on one page and hang it on a prominent wall. The next step was to get a big red magic marker.

He said for each day that I do my task of writing, I get to put a Read more

Tag Teaming Off Of Jeff Brown: Rescue Time

Right now, there’s no real way to do business with me online.  This is not an accident–and I’ll get to the Jeff Brown section of the equation momentarily.  I’m redoing everything. We’ve not been marketing lately, because we’ve got to raise the standards of everything.

This won’t be interminable, we’ll be done with this at some point real soon.  Like this week.   I’ll be up on Tuesday or Wednesday (read Thursday or Friday) and this will certainly be the last ‘public iteration,’ that I ever go through.  I’ve got to end the “stay up all night and then roll the site back to how it was” school of doing things for myself.

A detail to peep at before it gets built into the shopping cart: what happens after people buy. This is one of many things that we’re rolling out, and it simply takes time. Making a sales channel that is tight, that makes and keeps promises and that is reasonably indifferent to the volume it handles.   I’m working back to front- from the customer experience in the first minute, day, 3 days 5 days.

Here’s the “thank you” page that most see the moment their credit card is processed.

http://flatratebiz.com/thank-you

There are a series of emails that go out in the first few days, and my illustrious customer service turk calls people within 2 business hours to restate the same stuff and welcome them to our team.  While I was waiting to get this done, I tore out my old shopping cart.  I am not sorry I did this because the project is moving faster.

Now: there is no way to do business with me but sales are not down.  Projects are getting done and delegated, my books are more or less kept (the bane of a small business for many reasons).   Revenue is coming in at the same clip it had been before.

Why?  Because I know what the hell I’m doing all the time.

As part of a fun & semiprivate project, a few of us wanted to get good at what we do for a living . I wanted to Read more

“The Next Time You Actually Work 40 Hours In a Week Will Be the First”

Note: This post isn’t aimed at the (IMHO) 10-20% of the real estate agent population who, day in and day out, work hard, effectively, and with massive purpose.

Dad, ‘FDB’ to some of his friends and family, said those exact words to me a few months after I’d gone from part time agent/student, to real estate full time. He wasn’t one to sugarcoat his words. Silly me, I not only protested like a stuck pig, I gave examples of how hard I’d been workin’.

22 year olds can be exceptionally clueless at times. 🙂

Mind you, in 90 days of hard 40 hour weeks I’d produced exactly one damning goose egg on the listing/sales board. I now know what Dad was talkin’ about, cuz a 14 year old C- student could put something on the listing/sales board after 12 hard working 40 hour weeks. It’s seriously not possible to get shut out workin’ that many rigorous hours week in and week out for a full quarter.

The trick is to be honest about how you’re defining hard, effective, work.

It’s not what you tell everyone else either. Imagine your husband/wife is in the room with you. Now how hard are ya workin’?

I’ve never understood this, even though I was guilty of it myself. Dad busted me for constantly gettin’ ready to get ready, to do something really lame, that wouldn’t produce squat anyway. Why do people get licensed only to pretend to work, then complain about how bad the market is, or the rest of the litany we’ve all heard — or uttered ourselves.

Lord knows I’ve put in my share of overtime over the years. But I’m hear to tell ya, with rare exception, those who work at doing what gets them in front of serious buyers/sellers and/or doing what gets those buyers/sellers where they wanna go, don’t hafta work wicked long hours to make an exceptionally good living. If you like working longer hours for whatever reason, good for you — and your bank account. But you can earn six figures workin’ 40 hours.

It’s like diggin’ 4′ X 6′ Read more