Operate from Abundance!

By Jack Harper, J S Harper Real Estate

Is the glass half full - or half empty? Is the market going up, or going down? Should I sell now, or wait for better pricing? Should I buy now, or wait for better pricing? By the way: In the last two, the question is exactly the same, yet the reality is exactly the opposite. Better pricing to a seller means one thing, while better pricing to a buyer means something else altogether - doesn't it?

Several years ago, I came to know of the concept of abundance. Roughly speaking, it goes something like this: When I am likely to get down about losing out on a great listing, or when a buyer I may have been working on for months happens to fall in love with an Open House and is convinced to buy it on the spot (through the listing agent, mind you) I can usually go forward without the old-style debilitating frustration of my youth. I can do this because I have come to see things in the total, instead of in the specific.

What I mean is this: If I am worried about my only prospect or client, the result can be devastating. Lose that client, and I have lost all of my current business! On the other hand, if I widen my focus to see all of the possibilities that lie ahead, I have only missed out on a small piece of my total available business! The truth is that there are always more buyers who will buy, sellers who will sell and friends to make along the way. By making a small adjustment to my thinking, I can usually see the bigger picture. And, that picture is absolutely filled with potential - filled by the sheer abundance of the world we live in.

Buyers and Sellers too can benefit from a small refocus, can't they? By the way, there is no such thing as a Buyer or Seller. There are clients and friends who sometimes buy, sometimes sell and often do both simultaneously. Make that small change in thinking and the world opens up a little wider for them too. Now we can think in terms of balance: yes, you may sell for less than you might have two years ago, but you will also enjoy a much lower purchase price on the next home than you would have in the past two years. Balance.

Now, take it to the next level. My attitude can sometimes cause a dramatic impact on my clients. If I am so worried about the one single transaction, I will have a tendency to fall in step with them as they commiserate about the sad state of real estate affairs. If, on the other hand, I am operating from abundance, I can usually help them change their focus just a little bit. Sometimes that little bit is just enough to help them go forward when fear, uncertainty and doubt might otherwise leave them unable to move.

It seems like such a small change, doesn't it? It , in fact, is a small change. The results, however, can be huge.

The Power of Asking.

by Jack Canfield

Boost Your Business. The gift called “asking” has been around for a long, long time. One of life’s fundamental truths states, “Ask and you shall receive.” Kids are masters at using this gift, but we adults seem to have lost our ability to ask. We come up with all sorts of excuses and reasons to avoid any possibility of rejection.

Yet the world responds to those who ask! If you are not moving closer to what you want, you probably aren’t doing enough asking.

Here are seven asking strategies you can implement in your business (and in life) to boost your results and your bottom line:

Asking Strategy #1: Ask for Information

To win potential new clients, you first need to know what their current challenges are, what they want to accomplish and how they plan to do it. Only then can you proceed to demonstrate the advantages of your unique product or service.

Ask questions starting with the words who, why, what, where, when and how to obtain the information you need. Only when you truly understand and appreciate a prospect’s needs can you offer a solution. Once you know what's important to them, stay on this topic and find solutions for them.

Asking Strategy #2: Ask for Business

Here’s an amazing statistic: after giving a complete presentation about the benefits of their product or service, more than 60 percent of the time salespeople never ask for the order! That’s a bad habit, and one that could ultimately put you out of business.

Always ask a closing question to secure the business. Don’t waffle or talk around it—or worse, wait for your prospect to ask you. No doubt you have heard of many good ways to ask the question, “Would you like to give it a try?” The point is, ask.

Asking Strategy #3: Ask for Written Endorsements

Well-written, results-oriented testimonials from highly respected people are powerful for future sales. They solidify the quality of your product or service and leverage you as a person who has integrity, is trustworthy and gets the job done on time.

When is the best time to ask? Right after you have provided excellent service, gone the extra mile to help out, or in any other way made your customer really happy.

Simply ask if your customer would be willing to give you a testimonial about the value of your product or service, plus any other helpful comments.

Asking Strategy #4: Ask for Top-Quality Referrals

Just about everyone in business knows the importance of referrals. It’s the easiest, least expensive way of ensuring your growth and success in the marketplace.

Your core clients will gladly give you referrals because you treat them so well. So why not ask all of them for referrals? It’s a habit that will dramatically increase your income. Like any other habit, the more you do it the easier it becomes.

Asking Strategy #5: Ask for More Business

Look for other products or services you can provide your customers. Devise a system that tells you when your clients will require more of your products. The simplest way is to ask your customers when you should contact them to reorder. It’s often easier to sell your existing clients more than to go looking for new ones.

Asking Strategy #6: Ask to Renegotiate

Regular business activities include negotiation. Many businesses get stuck because they lack skills in negotiation, yet this is simply another form of asking that can save a lot of time and money. Look at your vendors and suppliers and see if there are areas where you can be saving money. Just ask.

All sorts of contracts can be renegotiated in your personal life, too, such as changing your mortgage terms and rate, reviewing your cell phone plan and requesting a policy review with your insurance agent. As long as you negotiate ethically and in the spirit of win-win, you can enjoy a lot of flexibility. Nothing is ever cast in stone.

Asking Strategy #7: Ask for Feedback

This is a powerful way to fine-tune your business that is often overlooked. How do you really know if your product or service is meeting your customers’ needs? Ask them, “How are we doing? What can we do to improve our service to you? Please share what you like or don’t like about our products.” Set up regular customer surveys that ask good questions and tough questions.

HOW TO ASK

Some people don’t enjoy the fruits of asking because they don't ask effectively. If you use vague language you will not be clearly understood. Here are five ways to ensure that your asking gets results.

Ask Clearly
Be precise. Think clearly about your request. Take time to prepare. Use a note pad to pick words that have the greatest impact. Words are powerful, so choose them carefully.

Ask with Confidence
People who ask confidently get more than those who are hesitant and uncertain. When you’ve figured out what you want to ask for, do it with certainty, boldness and confidence.

Ask Consistently
Some people fold after making one timid request. They quit too soon. Keep asking until you find the answers. In prospecting there are usually four or five “no’s” before you get a “yes.” Top producers understand this. When you find a way to ask that works, keep on asking it.

Ask Creatively
In this age of global competition, your asking may get lost in the crowd, unheard by the decision-makers you hope to reach. There is a way around this. If you want someone’s attention, don’t ask the ordinary way. Use your creativity to dream up a high-impact presentation.

Ask Sincerely
When you really need help, people will respond. Sincerity means dropping the image facade and showing a willingness to be vulnerable. Tell it the way it is, lumps and all. Don’t worry if your presentation isn’t perfect; ask from your heart. Keep it simple and people will open up to you.

© 2008 Jack Canfield

Jack Canfield, America's #1 Success Coach, is the founder and co-creator of the billion-dollar book brand Chicken Soup for the Soul and a leading authority on Peak Performance and Life Success. If you're ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com