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Being present in the moment
In December, 2008 I received a website request for seminar information from someone I had never met. His name is Jamie Adams. Jamie had read an article in the Dallas Business Journal where I was explaining how using NLP technology can make selling easier and more rewarding for home sellers and buyers. Jamie was somewhat familiar with NLP and wanted to know if NLP might benefit his salespeople. When I called him back I explained that NLP would definitely help his people communicate better and the result would be more sales and a decidedly more satisfied client. Jamie invited me to his offices in Arlington to learn more about NLP and my other training programs.
The Ballbark in Arlington
Jamie owns a Real Estate company in Arlington, Texas that specializes in selling homes to professional athletes. His company is called MVP Agents. His offices are located at The Ballpark in Arlington. From Jamie’s conference room table you can watch the Texas Rangers play the New York Yankees … very cool to say the least. Every inch of wall space is covered with photographs of famous professional athletes. Just visiting Jamie’s office is an experience.
After looking at all the pictures and listening to the story behind each we went to lunch. Over lunch we talked about selling, business and life. Jamie is the type of person who has his priorities straight: Family first, followed by friends, and then business. He talked about how important it is to stay grounded in these difficult times. He said he knows that these are difficult and demanding times but if people stay focused in the present they will succeed.
Following lunch we agreed that I would come back and talk with his salespeople and thirty to forty of his business acquaintances. We would then adjourn and watch a ballgame together, network and get to know each other better.
The next day I received an email from Jamie. The email included the following story. I called Jamie and asked for permission to include the story in my March newsletter. What your about to read is a true story. I hope you enjoy it as much as I did. The story will cause you to stop and consider your priorities. Enjoy!
Remember to stop and listen to the music
A man sat at a metro station in Washington DC and started to play the violin; it was a cold January morning. He played six Bach pieces for about 45 minutes. During that time, since it was rush hour, it was calculated that thousands of people went through the station, most of them on their way to work.
Three minutes went by and a middle aged man noticed there was a musician playing. He slowed his pace and stopped for a few seconds and then hurried up to meet his schedule.
A minute later, the violinist received his first dollar tip: a woman threw the money in the till and without stopping continued to walk.
A few minutes later, someone leaned against the wall to listen to him, but the man looked at his watch and started to walk again. Clearly he was late for work.
The one who paid the most attention was a 3 year old boy. His mother tugged him along, hurried but the child stopped to look at the violinist. Finally the mother pushed hard and the child continued to walk turning his head all the time. This action was repeated by several other children. All the parents, without exception, forced them to move on.
In the 45 minutes the musician played, only 6 people stopped and stayed for a while. About 20 gave him money but continued to walk their normal pace. He collected $32. When he finished playing and silence took over, no one noticed it. No one applauded, nor was there any recognition.
No one knew this but the violinist was Joshua Bell, one of the best musicians in the world. He played one of the most intricate pieces ever written with a violin worth 3.5 million dollars.
Two days before his playing in the subway, Joshua Bell sold out at a theater in Boston and the seats average $100.00 each.
This is a true story. Joshua Bell playing incognito in the metro station was organized by the Washington Post as part of a social experiment about perception, taste and priorities of people. The questions to be answered: Do we perceive beauty? Do we stop to appreciate it? Do we recognize the talent in an unexpected context?
One of the possible conclusions from this experience could be: If we do not have a moment to stop and listen to one of the best musicians in the world playing some of the best music ever written, how many other things are we missing?
Remember to stop and hear the MUSIC!!!
Difficult and demanding times
Yes, the home building industry is going through difficult and demanding times. Each one of us has been affected by the recession. Are these tough times causing you to miss the things you really care about? I believe that this crisis will pass – the key is to stay present in the moment. Let go of things you can’t control and do everything possible to control what you can control.
The truth is everything you need to successful in good times and bad times happens right in front of you. Are you so blind that you’re missing out on the opportunities that present themselves every day? Open your eyes and ears and take advantage of what you are given.
Send to a friend
Thank you for reading our newsletter. Please do me a favor and forward this newsletter to 5 people who you feel will benefit from the ideas and principles included.
Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded our newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales/I>, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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About Selling More Homes
Last year I had the pleasure of meeting two people who are doing great things for the home building industry. Their names are Jerry Rouleau and Scott Stroud. Jerry and Scott are the producers of BuilderRadio. What follows is a short write-up on the benefits of joining the thousands of people who subscribe to BuilderRadio. BuilderRadio is a free service and is must for new home salespeople, Realtors and sales managers.
BuilderRadio.com
BuilderRadio's feature program, Selling More Homes: The Monday Morning Sales Meeting, is an online radio show focusing on sales & marketing tips for realtors, builders and new home salespeople.
The show offers tips and ideas on how to connect with buyers, drive traffic and increase sales. BuilderRadio interviews top sales people, sales managers and trainers from all over the country, and they share with listeners what’s working for them now to drive sales. It’s a great way for salespeople to become exposed to new sales, marketing & management techniques without the cost of traveling to attend a seminar in person. Here, the training is at no-charge. You just click the ‘play’ button and listen.”
The Monday Morning Sales Meeting
A new meeting is posted at www.BuilderRadio.com every Monday morning, in time for salespeople or groups to ‘click on’ and get an instant guest speaker for their sales meeting. The program remains up all week and available on demand.
Each episode of the program is archived online, so visitors can visit the website and take their pick from over 60 plus pre-recorded meetings, with a new one being added each week. In addition to the audio, an article about the interview is also available so that visitors have their choice of listening to the interview or reading the highlights. Both the articles and the audio files can be downloaded to a computer or mp3 player, such as the popular iPod, or BuilderRadio makes copies available on CD for a fee. There is no charge to listen to the programs online or to download them.
Don't delay go to www.BuilderRadio.com and sign up today to receive The Monday Morning Sales Meeting.
Send to a friend
Before reading Charlie's Corner we have a favor to ask. We want you to send this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. To achieve this goal we need your help. If you have already forwarded our newsletter to 5 friends or colleagues, thanks! If not, at the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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The concept of presuppositions
By definition, presuppositions are assumptions that are implied in a verbal or behavioral statement. They are often not in the consciousness. For example, presuppose that most prospects who walk into your models cannot get a loan in today’s challenging environment. With that presupposition, imagine feeling motivated to go through a two-hour presentation of your models and showcase homes. What feelings would you have and how would that affect your behavior?
NLP experts will tell you that presuppositions of NLP are those, which allow the most flexibility in behavior. With that thought in mind I'm going to share with you seven NLP presuppositions. I don’t say these presuppositions are true. I merely find that when I ACT AS IF they are true, my communications are better and I'm able to create more options of enhancing success and influence.
Seven NLP presuppositions to consider
The map is not the territory: It is helpful to understand that there is a very real difference between the world and your experience of it. You create a representation of the world in which you live. You create a model or “map” which you use to decide how you will behave or respond to different situations. The key to this presupposition is that no two “maps” are the same. Each person’s representation is unique; hence your perception will determine what choices you have available.
The meaning of communication is the response it elicits: What would happen if you were held responsible not only for what you told customers, but also for what customer’s understood? The intention to communicate something or in a particular way is not enough to guarantee that it is received as intended. When someone responds to your communication, it will either validate your communication is adequate or it will be feedback that something else is needed or desired.
Present behavior represents the very best choice to the person in a moment in time: Based on your life experiences and the perceptions you create, and the choices you feel you have, you will do what you believe is the best thing to do at that moment in time.
If it’s possible in the world, it’s possible for anyone; it’s only a question of how: I don’t have to explain this one. Enough said…
People have all the resources necessary to make the changes they want: You have a wealth of experiences and resources to pull from. A resource can be anyone who models the behavior you would like to attain. This person now becomes the roadmap for what you want or desire.
The person with the widest range of choices and with the most flexibility in behaviors, will be the controlling component in the system: The person with the most flexibility or ways of interacting with others is the one who will have the most influence. If something is not working, then make a change!
Resistance is evidence of a need to pace further:
Someone once said “There is no such thing as failure, it is just feedback”. When a customer is showing resistance, this is just feedback about your customer is making sense of the situation. Maintain rapport or get back into rapport to help clarify the situation or event.
Let these presuppositions guide you to success
There are quite a few more presuppositions in NLP, however I like the number seven, so seven it is. Plus, I really like these particular presuppositions and how they relate to our industry. Read these repeatedly until you really comprehend the message for each one. You will find these to be paramount in achieving success in influencing others.
Send to a friend
Thank you for reading our newsletter. You now have a choice to make - choose to use the ideas we have shared with you or not. The choice is yours to make – remember that choice not chance always determines success.
Make the right choice and begin today to meet the challenge of today’s ‘new’ home buyer. Additional sales and income are the result.
Forward this newsletter
Please do me a favor, forward this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded my newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping me and your friends achieve their goals. It is appreciated!
Charlie Roter Seminars
To learn more about Charlie Roter seminars visit www.CharlieRoter.com. You can also reach Charlie by emailing him at buildingresults@CharlieRoter.com or call him at 719-205-1385. Charlie will respond to your request within 24 hours.
Good Luck and Good Selling!
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