CHANGE!

 

  Change: are ready for it or are you just going to ignore it? I've had  the privilege to travel quite a bit this year talking about short sales and I've concluded there are three types of investors:

1) The investor who realizes that the market has changed and is  making the necessary steps to grow his/her business.

2)  the investor who knows the market has changed but won't make the time or effort to learn new strategies.  they go to meetings to eat and complaiN. Every speaker or presenter that gives information or advice is dismissed. they say, "that may work for them but our market is differen; My houses are older; there are no jobs" etc. ThESE people are really looking for company in their misery, and are not looking to change.

3) The Investor who knows the market has changed but won't change his/her own tactics. They keep doing the same thing over and over and expect a different result!!! I have asked these people what type of advertising they are doing and 99% of the time I hear "the newspaper." It costs $200.00 to  $300.00 per ad with no results!! And they keep doing it!!

I asked if they sent a letter to the present tenants and asked for referrals.  Or offered a premium like cable TV for 3 months or ceiling fans etc. All answered NO. I asked if they went to any marketing classes.They felt it was a waste of time and money!!! But they were running ads in the paper that they know would not work??? GO FIGURE.

I was asked by member from a local REIA group  for any ideas to rent his homes. I suggested some of the things I mentioned above, as well as purchasing the DVD the PHENOMENON ( cost: $39.95 and 100% GUARANTEED by Dan Kennedy the author.) This person told me he did not order it because of the $ 39.95 cost. He felt his advertising dollars could be used elsewhere. (Like the newspaper where he has had ZERO results.) I asked him why he would not try something new and he answered "I want to do what everybody else is doing." So if they jump off the SKYWAY BRIDGE you are going to jump as well?? You must CHANGE to survive.

 

 

 

Oscar Wilde

 

 

You have to put in many, many, many tiny efforts that nobady sees or appreciates before you achieve anything worthwhile.

 

Brian Tracy

 

A wise person should have money in their head, but not in their heart.

 

Jonathan Swift

This month's book is Exceptional Selling  

by: Jeff Thull

 

I found this book to be quite a learning experience. This book is only 208 pages but every page is filled with important strategies on how to be a better sales person.

One of the big cencepts of this book is "do you know your customer's business as well as they do!"?

It stresses the idea that you need to be on a peer to peer relationship and be willing to talk to your customers as equals.

One thing I learned was that you should record all or most of a phone or face to face conversation and listen to it afterward. Pay special attention to how you react under pressure or when a customer is not following your thoughts. 

In chapter one it talks about MIND SET. How do you see your role as a sales professional? Thull advocates the conversational style of sales which builds credibility and trust. He says when customers are engaged, they learn. When what they learn is compelling enough to make them want to change, to take action, they will buy.

Chapter 3  tackles the idea that DIAGNOSTIC SELLING is more important than conversational selling. Thull goes quite deep into this, and had me thinking about how I could change my own style.

Page 99 introduces the 20 second rule. This is the first time I have heard about it. When you read this book spend a little extra time on this page.

Chapter 5 goes into depth on diagnosis selling and how it  works and it was absolutely amazing. So please go to your local book store a get yourself a copy.

 

By Dr. Ernesto J. Fernandez, DOM, AP, LMHC

 

Your brain capacity is your single most important asset in your business for generating as much money as you want. As an entrepreneur and business owner, in order to make maximum profit with the least stress, you will need to have the brain capacity to function at a high mental level under stress and time pressure. Your brain's ability to adapt to constant daily change will determine how much stress you can handle, how quickly you can recover from stress and how fast you can process, learn and apply new information.

 

How many times have you taken a seminar and/or attended a mastermind/coaching meeting, filled several pages of notes, prioritized them and maybe just implemented one or two things from your notes, if that much?

 

The most common excuse I hear from my clients when they first start working with me is that they're too busy and don't have the time to implement in their business and personal life everything they learned. Although time management is often a significant issue, the most important issue that rarely gets talked about and nobody likes to admit is that they can't access enough mental focus, mental stamina, and mental clarity when they need it most. In order to implement much change in your business and personal life you'll need to access these abilities at will.

 

Your brain is designed to process new information very fast, yet it doesn't take much information to make the average business person go tilt, feel overloaded and forget most of what was just learned.

 

Whenever this happens to you, the parts of your brain that help create order and structure are operating at a very low processing speed. For example, instead of operating at a Pentium 4 level, it's operating like an old 286 processor. There are 23 known causes for slower brain processing. The most common reason for the slower processing is decreased circulation in specific regions of the brain. When the circulation is decreased, those regions of the brain don't receive adequate nutrients and metabolic waste stays longer in the area. This interferes with the bioelectrical signals from those regions of the brain to other regions.

 

When this is happening to you, it is virtually impossible to will yourself to operate at a higher level if you wanted to. You'll fall into one of two groups. You have been experiencing this problem for many years of your life, have come to accept it and have lowered your expectations of yourself, not knowing you can d

anything about it. Or you have functioned at a higher level before and have witnessed your processing speed significantly decrease over time and it's extremely frustrating and depressing for you. You don't feel as smart, as quick or as confident as you used to. You keep looking of ways to get your brain and mojo back.

 

These are just two out of dozens of structures and regions in the brain that you need functioning at a high level as an entrepreneur. Any number of these brain structures can have sub-optimal function at the same time and the only way you'll know it's happening is because you can't make yourself do something you really want to do. It's the gradual or sudden dumbing-down of your brain.

 

Fortunately, many people are able to make their brains compensate and function at a higher level by essentially borrowing energy and nutrient reserves (ie. RAM capacity) from other parts of your brain. You could do this for years without any side effects until you start running low on your reserves and you start developing high blood pressure, depression, anxiety, type 2 diabetes, chronic pain and/or chronic fatigue.

 

The good news is there are several effective strategies to upgrade your brain function.

 

If you are currently taking anti-depressants or anti-anxiety medication, just understand that these medications can be helpful in the short-term to alleviate symptoms and help people when they're having a crisis. However, these medications are not designed to help your body naturally produce the necessary brain chemistry needed for optimal brain function. There are toxic effects of these medications that can cause other unrelated problems. For example, the anti-depressant prozac contains a benzene molecule in the formula. Benzene is known to cause liver cancer. Current medical literature has yet to address this issue. It's just a matter of time before they issue a recall like they have with other medications once considered safe. Remember when they finally admitted that hormone replacement therapy was actually increasing the risk of cancer, not lowering your risk as originally marketed.

 

If you are dealing with high blood pressure, type 2 diabetes, chronic pain and/or fatigue and you haven't responded well to treatment, naturally improving your brain function can significantly reduce or eliminate these problems. For example, I have demonstrated hundreds of times in front of audiences in my seminars, how back pain can be significantly reduced within minutes just by upgrading the person's brain function and I never even touched their back!

 

I recommend you work with a physician that understands how to naturally upgrade brain function. I caution you to not try to self-medicate yourself with  herbs and supplements without fully understanding what you are doing. Although most herbs and herbal formulas are harmless when taken correctly, you can absolutely exacerbate your symptoms and create other unintended complications by taking them incorrectly. For example, ephedra is an herb traditionally and safely used to treat cough, colds and asthma for thousands of years. Then ephedra was marketed and popularized as a weight loss herb and it seriously injured and killed a lot people.

 

You understand the power and importance of having a coach to help you with your marketing to take your business to another level. The same is true for your health and your brain function. If you're not investing as much time and money on upgrading your brain function as you do with your marketing, I promise you, you're leaving a lot of money on the table and you're working a lot harder than you should for the money you're making. I guarantee once you start turning your brain on, you'll swear you feel smarter and 75% of the things that used to stress you out won't matter anymore! You'll just handle them.

 

Dr. Ernesto J. Fernandez, DOM, AP, LMHC, is a Doctor of Oriental Medicine, mental health counselor, author, professional speaker, and health consultant. He's developed two therapy methods, The BodyMind Assessment Method and The UnMasking Process to treat chronic health problems unresponsive to medical intervention. He is the nation's leading expert on entrepreneur health issues and has developed the Fernandez Health Audit Program for Entrepreneurs. Dr. Fernandez is also a Glazer-Kennedy Certified Business Advisor in Southwest Florida. Dr. Fernandez is available for private health consultations and speaking to groups.  Go to www.ernestojfernandez.com or call 941-923-0283 to contact him personally.

 

Copyright © 2007 Ernesto J. Fernandez