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| Your Gameplan for Success! |
December 5, 2008 |
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Have Robert Speak at your upcoming Event!
No matter what the event, Robert is sure to entertain and inform your audience ! Call today to reserve the date!
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Greetings!
This month I am introducing a new column which I am calling: "Hero of the Month". Every month I will highlight a kitchen business owner or designer who, in my opinion, is running their business in a way that will inspire my readers. I welcome your suggestions, if you have someone in your region who is a source of inspiration for you.
Attitude is the topic I want to discuss in depth this month. Your attitude and behavior toward your fellow human beings attracts (or detracts) from your experience in business, sales and in life. This subject is very deep and I can only introduce it here. However, I have created a new seminar that goes into much more detail and drills deeper.
There are still some skeptics out there who think their business is just great without a Project Management system. In light of the changes in our economy I will revisit the Project Management and how it can build your referrals and increase your revenue stream immediately! In this environment that is critical -right?
Read the entire issue, print it out and post it in the WC room where you know your staff will read it. :-). Wives know this trick already-right honey!
Thank you and Enjoy the Issue!
Please share this newsletter by forwarding it to a colleague or associate that you know. Thank you.
Have a profitable month!
Robert Foltz, CKD
954 683-2565
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Kitchen Business Heroes!
Dolly Moronta of "The Kitchen Place"
In my travels I often run across someone who is "doing it right". Someone who has taken a great idea and put it to work for them, they inspire me and I think their stories will inspire you as well. Every month I will be choosing a Kitchen and Bath retailer or designer whose story complements my main article. I would love to hear from you if there is someone in your area who inspires you. Please send e-mail me their contact information and what you think makes them a leader in our business.
This month I want to highlight someone with an inspiring attitude. Dolly Moronta, owner of The Kitchen Place in Florida has a modest showroom that caters to her very loyal customers. She started her business only 3 1/2 years ago and she is busy and profitable even in this business climate! Why, because instead of complaining about the market or "listening to the noise" of her competitors, she is finding new ways to serve her loyal customers. She is constantly looking for ways to improve her product offerings while carefully staying within her market price points. She knows who her customer is and works hard to serve their particular needs. Because she took care of her customers her referral base is very strong and they keep coming back to her to accomplish projects that she had no time to do 3 years ago, but now, she is doing them gladly. She recognizes that serving her customers and finding new streams of revenue will keep her going and build her business even stronger. Dolly has her niche and she works it to the fullest.
Way to go Dolly, Thanks for the inspiration!
Robert Foltz, CKD
Kitchen Sales Coach!
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3 Simple Keys are the Foundation to Your Success!
The last few months I have outlined some of the ways your thoughts and perceptions create your business and personal experience. This month I want to introduce three ideas where a change in your thinking will produce HUGE results. As we talked about last time your "little voice" likes to keep you safe in your comfort zone and it hates change of any kind. See if you can resist the urge to stop reading this article, or go and get a cup of coffee and read it ...later. See if you can stick with me and if these ideas resonate with your heart. Remember it is your heart that will lead you to happiness and abundance.
OK, you're still with me, good and congratulations. Learning to turn your mind off and your heart on is the first step. The three principles that we are going to discuss in this article are about your behavior to the other human beings you come into contact with every day. You can change your thoughts-RIGHT NOW and these small, simple shifts will change your life:
1. Criticism NEVER WORKS!
2. The personal pronoun "I" is misused and overused - turn it into an advantage for profits!
3. Seeing others Point of View as well as your own is the secret to success!
Criticism:
In our popular culture today,whether it is the news, cartoons or even commercials, we are taught that "This is right and That is wrong" or "those who use this product are smarter than those who use that product". That in order for me to be right, you must be wrong. Criticism of ideas and opinions are all over the radio. (Left and Right) This is the popular culture today and such rudeness is not only tolerated, but expected.
Criticism is NEVER RIGHTEOUS or RIGHT under ANY CIRCUMSTANCE.
Have I made my point?
Criticism only creates resentments and builds distrust. All human beings do find it difficult to blame themselves for anything done wrong? Think about yourself and the last time someone criticized you. Did it make you feel more flexible, or happier? How did you feel about the criticizer? We create "stories" or scenarios where circumstances or others are to blame for our shortcomings or mistakes. IT IS OK, recognize that we are all human and, I believe, we all do it. So why criticize? What good does it do? Remember, when we point our finger at someone else we have three fingers pointing back at us!
So, what you ask do we do when someone else is clearly wrong? The answer is to put yourself in his or her shoes, what do you see from over there? Ask questions if you are having a hard time getting there. Looking at "the problem" together instead of at each other will change everything. This change will bring more happiness because you tend to spend more time searching for the other person's point of view rather than a simple, short criticism of the idea or point of view. It is easy to find fault, more difficult to try and think of why the disagreement occurred in the first place. Simple, but not an easy change to make. Do it anyway!
The Personal Pronoun "I":
I went on Google to see where "I" ranks in out of all the words in the English language. The personal pronoun "I" ranks number 18-20 depending on the source. It is everyones favorite word. Why? Because people tend to think of themselves as the center of the entire universe rather than the center of their own personal world. My point of view is the most important-TO ME! Your point of view is the most important - TO YOU. I can change my point of view, if I ALLOW it to be changed! Am I making my point here? It is not that I disrespect other points of view, I absolutely do, but I am the one that respects your point of view.
Point of View:
If we know this about the human condition, why not turn it around to our benefit? What if I always address the I in You to get what I desire? Try this on for size-" I do not blame you for feeling the way you do, I would feel the same way if I had your perspective! You see, people do not care about your perspective itself, they only care that theirs is being addressed. This is where you can turn the I around to a You or a We and build comradery and partnerships with your clients or vendors.
The ability to see others points of view as well as your own is what I believe (Oh there it is again :)) to be a real key to success! Rule number one here-Never talk about what you want without first getting permission by genuinely caring and listening too what THEY want. This point is key and one way I have found successful is by asking directly-" You told me that you do not understand......, What specifically do you not understand about........."
or even better- " I absolutely will not agree to............., Ok, I understand that you're upset about this and are not going to agree, but can I ask you a question? What is your concern about my proposal on ....... that you disagree?".
Thank you and Have a Profitable Day!
Robert Foltz, CKD
Kitchen Sales Coach
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Project Management System
$500.00 with Unlimited Coaching!
Yes, you got that right...
I guarantee my Project Management System will produce $15,000.00 MINIMUM revenue within 120 days.
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Project Management Systems
Describe
What Your Responsibilities Are and What They Are Not!
In these challenging economic times Kitchen and Bath Dealers need to maximize profits on each and every sale that closes - and they need an edge over their competitors! When a prospect walks in the door you must be prepared to separate yourself and your business from the competition.
How do you do that? First, get the prospect to understand that you are prepared to "handle only as much of the project as they desire you to." Nothing more, nothing less! It is no longer prudent to tell a prospect what you will NOT do ...... they will find someone who will. My strategy is to teach the dealer to ALWAYS offer be your prospect's advocate.
If your business does not do construction management or coordination now-Start! I will teach you how to do it legally, with limited liability and so everyone: prospect, subs and dealer wins. It is easy money, and your clients will love you because you become the client's advocate. You avoid the general contractor conflict because the client is contracting directly with the "GC" just under your supervision!
Many of you reading this are saying "Why would a client pay more to do that?" You have established a trusted advisor relationship with them. You understand their needs, the parameters of the job and you know the subcontractors and GC's. For most of your clients this kitchen/bath project will be the biggest investment they have ever made in their home and their first time dealing with so many sub-contractors. Many have had bad experiences with sub-contractors (you know, some of those inexpensive, unprofessional types) You will be protecting them and their investment from many potential headaches for a fee. Any issues or complaints go through you and they gain peace of mind. This is where you both win.
If the prospect does not want you to be the "project coordinator" because they already have a trusted advisor (GC, architect or designer) or they are confident in their own abilities and they do not want to pay your reasonable "actual cost plus" fee, then you, and their trusted advisor, are put on notice of EXACTLY what the Kitchen Designers responsibilities are and are NOT on the project! This will save you a lot of money when subs make mistakes on the job. You will only be responsible for the subs you are supervising for a fee. You both still win because the responsibility was spelled out at the start of the job, not when a problem arose!
Thank you and keep your mind focused on forward thinking ways to serve and add value to your clients!
Robert Foltz, CKD 
Kitchen Sales Coach |
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