Steve Hoffacker's "Home Sales Insights"

Being Attentive To What Our Customers Tell Us

2009-07-14T21:01:00.000-04:00

Listening is the key to making sales. Asking effective questions is next. Product knowledge is a distant third. Processing the sale comes after the order is received.

Any good salesperson knows the value of conversation and of listening - especially listening.

We know that in listening effectively, purposefully, and intently that we will learn what our customers want and how we can meet their needs.

We know that when we ask a question that there is going to be important information coming from our customers to help us serve them better.

So often, our customers tell us what they want, how they want us to relate to them, and give us the information to make the sale.

Let's be still, and listen to our customers.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

Professional Skills Development

2009-07-13T21:06:00.006-04:00

I really enjoy working with professionals who are committed to improving their skills and are interested in helping people who want to remain living independently and comfortably in their current homes as they age or as their debilitating conditions persist.

It's especially gratifying that the participants drove up to three hours to attend today's session.

Today I led the "Marketing & Communications Strategies for Aging & Accessibility" class (also known as CAPS I) as part of the Certified Aging-in-Place Specialist designation program through the National Association of Home Builders. The class dealt with understanding the three main market segments and in connecting with those segment to provide useful solutions.

Tomorrow, the program continues with the second of three courses. This time, the topic is "Design/Build Solutions for Aging and Accessibility" (CAPS II) and will focus more on problem solving.

Drive

2009-07-12T11:45:00.006-04:00

In my podcast message today, "DRIVE," I talk about how our internal drive and passion can mean the difference in whether we accomplish our goals and do great things.

Without that all-out commitment, it's easy to fall short of our total effort. We need the power that comes from that drive to keep going and persevere.

Drive is our motivation - it's what propels us into action and keeps us moving toward our goals without distractions.

Drive can be a very important and powerful force in our lives.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

This Doesn't Pass The Smell Test

2009-07-11T22:51:00.004-04:00

Congress is misrepresenting us, and we're letting them get away with it.

Speaker Pelosi, Majority Leader Hoyer and other Democrats in the House - sorry, but this really is a partisan issue because they have made it one - are turning their backs on good government, government in the sunshine, honest debate, and the voices of the electorate.

Following the suggestion of the President, the Speaker and House leadership ran the Stimulus Bill up and down the flagpole so fast that no one could read its more than 1,000 pages and then took a hasty vote to pass it. Many Members admit to not even reading the bill. The Senate didn't do much better in its speedy consideration and passage of it.

Then, the Cap and Trade Bill hit the House on June 15th and was passed on June 26th at breakneck speed. Most Members didn't have a copy of this bill so there was no way they could read it either. They narrowly passed it anyway.

Now, the Health Care bill hits the floor on Monday with passage promised before the summer recess.

Folks, Congress has two main job responsibilities: (1) read and be knowledgeable of the legislation being brought before them and (2) vote intelligently on those bills. Running for reelection, campaigning, and fund-raising are not official duties.

How much longer are we going to take this nonsense?

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. All Rights Reserved.

Thursday's (Or Friday's) Thought - "Enliven"

2009-07-10T20:31:00.005-04:00

Thursday's (Or Friday's) Thought: These copperpod trees are quite pretty and leafy - and they provide a lot of shade. However, they are not complete or as pretty as they can be with their gorgeous flowers that give it new energy and life.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. All Rights Reserved.

Photography displayed is original composition and artistic expression of Steve Hoffacker, and as such is copyrighted. Photos are in their original digital image state and have not been cropped, edited, or enhanced in anyway.

Turn Up The Heat

2009-07-09T18:37:00.003-04:00

This is July. It's naturally hot. Why would we talk about turning up the heat?

I'm talking about internal heat - that firm, but gentle pressure we put on ourselves to get us motivated to act. We don't want to melt or overheat - just increase it enough to make a difference.

In my podcast message today, "TURN UP THE HEAT," I referenced the "Summer Selling Season" that I've been talking about and suggested we turn up the heat on our desire and motivational level to make sales and perform at our peak the rest of the summer.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

Fun With Numbers

2009-07-08T21:22:00.004-04:00

I'm taking a break from hammering the "cap and trade" legislation and the proposed Consumer Finance Protection Agency that will have the power to control all of the mortgage loans in this country as well as lending practices and the availability of money. As you can tell, I'm not totally getting away from it.

By the way, the NAR has supported both of theses fiascos - and the TARPs and stimulus bills - and I would think that anyone who is a Realtor should question their membership in this organization.

Now, for a lighter note.

Today is July 8th, 2009. Put another way, today is 07-08-09 - and there's your fun with numbers.

Now It's Up To The Senate

2009-07-07T21:34:00.002-04:00

The so-called "Cap and Trade" bill or "ACES" (American Clean Energy and Security) made it to the US Senate today. I'm told it will be some 6 weeks before it comes up for a vote.

That gives us 6 weeks to lobby every Senator that we can to vote "NO."

This bill is bad for housing, construction, homeowners, business owners, energy suppliers, manufacturers, families, and the list goes on. I stop just short of saying there is not one good provision in the bill, but that is debatable.

Some like the energy efficiency standards, and others like some of the other provisions - but they all come a very heavy cost in terms of both financial impact and loss of the freedom of choice.

Do you realize that section 788 in the bill which is found on page 602 is captioned "Section Reserved." That's right the bill was passed with a placeholder, blank check provision. How many times have we been told not to sign anything that was left blank?

Well our great House Members who wouldn't assert themselves against the leadership and either vote it down or allow time for it to be read before the vote - so that it could have been defeated then - did precisely this. The approved a document that can have language added after the fact.

THIS BILL IS BAD FOR AMERICA.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. All Rights Reserved.

No Excuses

2009-07-06T13:55:00.006-04:00

In my post yesterday, I talked about how we have just enterested the "Summer Selling Season" - an uninterrupted 60-days from now until Labor Day with no holidays to get in the way of just getting right down to business and focusing on just that.

With just an occasional vacation, cruise, or back-to-school concern, there is no major event during the next 2 months that forms a kind of mental hurdle for the general population.

Thus, we can really concentrate on making sales.

In my podcast message today, "NO EXCUSES," I discussed this and elaborated on yesterday's post.

The Summer Selling Season Begins

2009-07-05T20:14:00.003-04:00

Beginning today (tomorrow if you had the day off), we are embarking on a long, uninterrupted stretch of potential business days. This only happens a couple of times a year.

From now until Labor Day - exactly 2 months away - there are no other holidays or major observances. The start of the NFL training camp, the beginning of the regular NFL season, and back to school don't count.

My point is that we and our customers have no excuses for not acting. There might be a vacation planned sometime within these 8 weeks, but there is no major event scheduled to interrupt this selling season.

We need to completely focus on these next two months and take advantage of them.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC.

© 2009, Steve Hoffacker. All Rights Reserved.

The Numbers Are About The Same

2009-07-04T12:12:00.003-04:00

In 1776, 56 brave, farsighted men crafted and signed the Declaration of Independence.

Today, we need a little over 50 courageous men and women in the U.S. Senate to defeat the Cap and Trade bill.

While years apart, both documents are similar in that the direction of America is at stake.

Since this is the 4th of July, let's pay tribute to the original 56 and say thank you: George Read, Thomas McKean, Caesar Rodney, George Clymer, Robert Morris, Benjamin Rush, James Smith, George Taylor, Benjamin Franklin, John Morton, James Wilson, George Ross, John Adams, John Hancock, Elbridge Gerry, Samuel Adams, Robert Treat Paine, Josiah Bartlett, Matthew Thornton, William Whipple, Stephen Hopkins, William Ellery, Lewis Morris, Francis Lewis, Philip Livingston, William Floyd, Button Gwinnett, George Walton, Lyman Hall, Richard Henry Lee, Cater Braxton, Thomas Jefferson, Thomas Nelson, Jr., Francis Lightfoot Lee, Benjamin Harrison, George Wythe, William Hooper, Joseph Hewes, John Penn, Edward Rutledge, Thomas Lynch, Jr., Arthur Middleton, Thomas Heyward, Jr., Abraham Clark, Francis Hopkinson, John Witherspoon, John Hart, Richard Stockton, Samuel Huntington, William Williams, Roger Sherman, Oliver Wolcott, Charles Carroll, Thomas Stone, Samuel Chase, and William Paca.

Keep After Your Brand

2009-07-03T16:42:00.004-04:00

Earlier today, I went to my local branch of Bank of America. As I walked up to the entrance, I noticed the very substantial flagpole that is mounted to the building - I don't always go to this branch but I do remember the flagpole.

I glanced to the top of the pole to observe how large the American flag was and the condition of it. Funny thing - no flag.

Here it is - middle of the afternoon, relatively clear skies, not much wind, and their effective observance of the 4th of July since they are closed tomorrow. No flag.

Mind you, this is the Bank of America.

I inquired about the missing flag and got some lame response about someone had to leave early or they were concerned about it getting damaged in the wind.

If you're going to be the Bank of America, if you're going to go to the trouble and expense of creating a beautiful and substantial flagpole, and it's your last chance before the 4th of July to show your patriotism, wouldn't you think the flag would be flying?

They probably never thought about this as part of their brand - even though a stylist version is part of their logo.

Thursday's Thought: Stand Tall

2009-07-02T15:12:00.002-04:00

Thursday's Thought: Just as these palm trees are standing straight and tall and overseeing the surrounding trees and landscape, we should endeaver to maintain our integrity and stand out in the marketplace.

CAPS Certification Courses Being Offered Soon

2009-07-01T21:58:00.003-04:00

Monday, July13 and Tuesday, July 14, at the GCBA in Boynton Beach, I will be offering the first two certification courses for the CAPS designation.

The courses discuss marketing, sales, home modifications, planning, and design for issues facing older Americans as they want to age-in-place and remain in their homes for as long as practical as well as those who are chronically ill or injured that require home adaptation.

These are very informative, interactive classes with a lot of useful information.

Anyone in physical or occupational therapy, remodelers, home builders, space planners, gerontologists, interior designers, social workers, case workers, or health care providers can benefit from the classes and the designation.

Send me an email if you are interested in attending or want more information.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Halftime

2009-06-30T18:06:00.004-04:00

In just a few hours, the first half of 2009 will be over - I know, where has it gone?

This means that we have a fresh slate of 6 months to accomplish everything we would like to get done this year.

We've been getting ready, adjusting, adapting, trying new ideas. Now we're ready to go for the second half.

In my podcast message today, "HALFTIME," I give us a motivational pep talk for having a great second half.

America's Most Wanted

2009-06-30T12:46:00.003-04:00

In the historic and perilous vote last Friday, the House narrowly approved passage of HR 2454 - the so-called "cap and trade bill" by the slimmest of margins - 219-212.

Meaning the difference in passage were 8 Republicans who voted for the measure.

This is a horrible piece of legislation for so many reasons - regardless of where you stand on wanting to increase energy efficiency or reduce air pollution. It contains the largest tax increase in history, will destroy - not create - thousands of jobs, and impair our ability to compete economically on the world market.

As if that wasn't bad enough, it will create a national building code (explicitly in violation of States' rights) and mandate an energy inspection of every home in this country before it's allowed to be sold or have the title transferred.

It will take the steam out of selling real estate and could even deny people the right to market their property.

These are the 8 who can still change their recorded vote through tomorrow. They need to vote "NO."

Contact their local office as they are not in DC at this time. They are home on vacation - let's make it a working vacation for them.

Mary Bono Mack R (CA)
Mike Castle R (DE)
Mark Steven Kirk R (IL)
Leonard Lance R (NJ)
Frank LoBiondo R (NJ)
John McHugh R (NY)
Dave Reichert R (WA)
Chris Smith R (NJ)

Cap And Trade Is More Like Cap All Trade

2009-06-29T20:16:00.003-04:00

HR 2454 - the so-called "cap and trade bill" is bad for business and bad for America. Supposedly passed for its environmental foresight, it is based on a faulty premise of climate change and has very harmful business implications.

Actually the climate is changing - but that is a natural phenomena. Today, the EPA released a 98 page report that found that the world's temperature was actually in a cooling cycle - oops!

Anyone in real estate should vehemently oppose this bill.

Any Representative who voted for this needs to have the favor returned and voted out of office. The Senate has yet to consider it, so it needs to be stopped there!

A couple of things the bill does that would ruin new home sales and general real estate: (1) it creates a national building code for energy efficiency and specifically mandates that it takes precedence over State codes, and (2) it creates a federal inspection of all homes before they are sold or recorded to label the energy aspects of the home and make them a matter of public record.

There are so many implications here for reduced property values, further manipulation of appraisals, refusal to lend on certain properties, inability of people to even market their properties, increased construction costs, usurpation of State's and local government's rights - and even worse.

Stand up entrepreneurs. Stand up America. We can't afford to sit this one out.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

How We Can Improve Our Businesses

2009-06-28T21:26:00.002-04:00

Many people are hoping for or longing for the day when business returns to normal. That is a false hope.

I think they are talking about business the way it was 5-7 years ago when it was pretty robust but not crazy.

However, if we stop and think about what it means to have a typical, usual, average, or normal business, business plan, or business operation, we'll find that we can easily change it.

Typical, normal, average, or routine means that things have been better and things have been not so good. That's how we get an average.

Therefore, to have a business performing better than we are right now, all we have to do is raise the line. Change the average from "a" to "aa."

Obviously, it's not that easy, but we just need to shift our focus to create a little higher output, production, and revenue while holding the line on unproductive expenses.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

Two-Minute Warning

2009-06-27T15:46:00.000-04:00

Today is June 27. It is almost the end of the first half of 2009. In the couple of days that remain in the first half, I liken it to the two-minute warning in football - or if you prefer, the 7th inning stretch in baseball.

I think the two-minute warning analogy is perfect for us, because our focus is keener, our sensibilities are enhanced, our interest in making something happen by the end of the month is our main goal.

We have to do everything we can to end the first half on a strong note and to take the field next Thursday (July 1st) with a renewed commitment and intensity.

In my podcast message today, "TWO MINUTE WARNING," I discuss all of this and a little more.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

A Random Act Of Kindness

2009-06-26T18:51:00.002-04:00

I used to enjoy driving the highways in the late night and early morning (dark) hours because the truckers took care of each other and the other drivers who knew their system.

They would flash their lights, dim them, or otherwise signal when it was safe to change lanes, pass, or pull back into the lane in front of them. I rarely see this anymore. Maybe I'm just not in the right places, but I used to see it all the time.

Today - during rush hour and also the rain - police cars had one lane of traffic blocked servicing an accident (the one I was driving in). Changing lanes was not going to be easy. Finally, after 6 or 7 cars went speeding along oblivious to my turn signal and situation, a considerate driver (not even a truck) flashed his lights as a signal for me to change lanes in front of him.

How refreshing and appreciated.

Thursday's Thought: Balance

2009-06-25T18:26:00.007-04:00

Thursday's Thought: Just as this dragonfly is perched atop this stick, balance is so important in all aspects of our lives - from personal to family to business to human relationships.

The Finished Picture

2009-06-24T14:58:00.005-04:00

If you've ever seen a polaroid picture come to life, you know that it starts out as a white piece of paper and then turns into a picture. It's not a finished picture until the right amount of time has elapsed. Until then, it only resembles the final picture.

In my podcast message today, "THE FINISHED PICTURE," I talk about the jigsaw puzzle and how we need the picture on the box to guide us as we assemble hundreds or even thousands of small similarly-sized and shaped pieces into the beautiful picture that is on the top of the box.

Without that finished picture as a guide, we lack direction and definition.

It's the same with our businesses and our our vision, goals, objections, and action plans. We have to have some idea of where we are headed and what it will look like when we arrive to make the journey worth the effort. That's true whether it's a listing appointment, a sales call to a potential client, a major presentation, or a quarterly sales contest.

We need an end-game or planned outcome in mind at each step of the way.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.

People Are Looking For Answers

2009-06-23T16:19:00.004-04:00

We are in a business climate right now where people are looking for answers. They don't want to be entertained.

Whether we're talking about builders, Realtors, on-site salespeople - or even consumers, people want to know how they can improve their current position, stay in business, continue to meet their financial obligations, or find solutions.

I speak to people across the country by phone and through my blogs. I participated in two of the FHBA Road to Recovery Road Show stops. I hear it at SMC meetings around the State. People want answers. They want meat.

Whether it's a webinar, podcast, website, workshop, class, or seminar, people want the maximum return they can get for the time or money invested in the form of increased knowledge and solutions. If they can attend the program or get the information for free, that helps their cash flow position. If there is a nominal cost associated with it, they often will find a way to make it happen because it is so important.

Professional education which once was a discretionary decision has now become more of a necessity. Unfortunately for some who provide it, they have not repriced their services for their audience.

I like to think that we are sensitive to people's cash flow and revenue concerns while still providing outstanding programs that are full of strategies, ideas, and solutions that work in generating business and producing sales.

Lessons From The Heat

2009-06-22T22:19:00.003-04:00

Yesterday was the first day of summer, and while it didn't need to get any hotter than it had been to show us that summertime had officially arrived, the mercury climbed well into the 90s. Today it hit 100 (not officially but at my office and other places in the area it did).

Doing things when the heat is "in your face" is quite challenging - a little like trying to survive in an oven. You have to force yourself to go outside and leave the air conditioning. You have to take on the elements and resolve to beat the heat - if only temporarily. You can't take it on for very long because it such a force.

There is a real parallel here for our businesses. There are plenty of forces that would push against us, repress us, sap our energy, make us lazy or complacent, and wear us out. We have to ready for them. We need to pace ourselves. We need to be intentional. We need to anticipate and be prepared.

Summertime

2009-06-21T12:55:00.004-04:00

My podcast message today is "SUMMERTIME" - partially because today is officially the first day of summer.

I still believe in having a springtime attitude and mentality throughout the year, but now that the seasons have changed and it's officially summertime, we are challenged to put our businesses into peak growth mode.

We need to use these next few months to our best advantage to grow and sustain our businesses - as we avail ourselves fully of the summer growing season.

Just as plants, trees, flowers, and the grass grow the fasted during the summer, we need to as well.

We should pull out all the stops and get our businesses fully charged to give us momentum to carry us into the fall and the balance of the year. We've had time to revamp and retool our businesses and our marketing strategies during the springtime, but now it's summer. It's action time.

For more information about my consulting, teaching, and coaching services visit my website at stevehoffacker.com. I also maintain a blog (Sales Quips) on the real estate network Active Rain, and you can begin participating in this great forum by visiting here. I also write and maintain blogs for Gold Coast SMC and Florida SMC. © 2009, Steve Hoffacker. All Rights Reserved.