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April 14, 2010 
Volume 12 - Number 15
Streamlining the Business of Commercial Real Estate
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In This Issue
Give Me Money or Give Me Time
Sales/Marketing Tip
Hot Deals/Leads
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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring Hicks)BDH Photo
 
Top of the Week to You! is designed to offer the inside scoop and latest of what's important in the world of technology as it relates to the commercial real estate industry.
Give Me Money or Give Me Time

It's a tough choice....money or time?  You have to spend one or the other and there never seems to be enough of either one.  But it sure seems people spend their time a lot more wastefully than they spend their money.  In today's economy, which is actually really good for us, it seems we continue to waste time.  Somehow it seems "free", when nothing is farther from the truth.  Now more than ever we should always choose to spend a little money to save a lot of time, unless of course, our time has no value.  I know one thing for sure; anyone who takes their valuable time to stop and read this knows the value of their time.

 

So why is choosing between time and money so hard?  Mostly because we don't put specific value on our time.  Think about it. Everyday we're faced with questions like, "Should I hire someone to do xyz or just do it myself?"  First of all, use a quick method of calculating your time.  Don't get hung up on being exact here...it's not worth your time!  I like this simple method...Take your annual income from working (not investment income), divide it by 2000, and then divide in half.  The 2000 reflects the number of hours in a year for your average professional, (50 weeks at 40 hours each week), assuming 10 holidays/vacation days throughout the year, and then divide that by half because of taxes, medicare, social security, and then tack on a little bit of a premium (and mostly because dividing by half is easy). So, if you make $70,000 a year, the value of an hour of your time is worth $17.50 after taxes.

 

Now of course, you have to factor in that the value of your time isn't a strict calculation because not all hours are created equally and not all decisions are made strictly on dollar amounts.  An hour on my sailboat is worth far more than an hour sitting at home watching television, but you have to start somewhere.  So, let's say the value of an hour for you is $17.50. Now you have a measuring tool.  But wait there's more. 

 

There are three important factors you need to be aware of...well, actually there are four.  The first and most important one is that you will lie to yourself.  You know you will.  So at least consider that when you're doing the "math".  Two, we surround ourselves with people who spend money like we do.  Yep, adult peer pressure.  We also have old tapes that play in our head (all the way back to childhood) about what we learned about spending money and time.  Try to rely on what you think...not on what someone else thinks.  Three, know that when we embark on a project, we assume it will turn out favorably no matter how hard it might be or how long it might take.  This, of course, is generally only true if you initiate the project.  Think about it...you'll admit it's true.  The result of this is we tend to waste a lot of time and energy trying to do something ourselves rather than making the most logical decision.

 

The fourth factor is we believe we have more time than we do.  For some reason, we know how much money we have, but we irrationally think we have more time than we do.  As a 'currency" we take more risk with time than we do with money.  Again, it's because for the most part we refuse to put a value on our time and spend it like we would cash. 

 

So what to do?  Actually it's simple. Always over value your time and you'll spend less of it!  Look for ways to save time (and be willing to pay for them) just like you would look for ways to save money.  Concentrate on tasks with a value greater than the calculated value of your time.  Really believe in the age old statement, "It's not worth my time," and you'll be on the right track to knowing what is worth your time!


Remember, if you want to share some of your thoughts, it's easier now because we have a blogging component to RealWired! News.
Sales/Marketing Tip
Things
After a certain number of years in the business world one almost can't help having acquired a few insights here and there. Perhaps the items on the list that follows are old hat to you. Maybe you don't share my sentiments. But my guess is that those of you who have been selling for several years or longer probably know what I'm talking about. Indeed, you, no doubt, have some even better insights. If you're inclined to share, then I'd love to hear from you.

Things I learned along the way:

Most people are nice. (This has the paradoxical effect of encouraging them to lie to you. They tell you things that they think you want to hear rather than the truth).

Sometimes the best strategy is to make people mad. (This might actually invoke the truth. Don't do this unless you know how to make them happy again).

It's not about me. (People procrastinate and engage in assorted other wasteful behaviors. They are not out to get me and they are not avoiding me. They are just very, very inefficient).

Many people are completely incapable of using a calendar. They'll repeatedly make, cancel, and reschedule appointments. (Don't write their names on your schedule or your own calendar will become as inaccurate as theirs is).

The Blackberry was invented by Satan to ensnare people who think that every communication and task is equally urgent.

The people at the top are as likely to be clueless as is anyone else. Alan Greenspan comes to mind here. (The real world is not a perfect meritocracy. Indeed, people tend to rise to their level of incompetence, and stay there).

The person in any business who is most likely to return your call is the owner. This sense of responsibility is the reason that they're the owner in the first place. (Less important people are much harder to reach).

You can't start a profitable sale by giving stuff away. (Consult your corporate documents to divine your for profit or nonprofit status and resolve to act accordingly).

It matters whether or not you sell stuff. (It doesn't matter whether or not you do THIS deal).

Life is short. (Have fun).

Mark Fitzgerald, Sales Training Institute, Inc., Tampa, Florida provides this column weekly.  Mr. Fitzgerald provides both group and customized sales training for professionals and companies.  For more information, please contact him by telephone at 813-831-5555 via email at mark@saleskills.com or visit www.saleskills.com© Copyright Mark Fitzgerald, 2009, All Rights Reserved.
Hot Deals/Leads
Tween Brands, Inc. trades as The Limited Too and Justice at 900 locations nationwide. The stores, selling apparel, swimwear, sleepwear, sportswear, accessories and footwear for girls aged seven to 14, occupy spaces of 4,100 sq.ft. in community malls and outlet centers. Growth opportunities for the Justice brand are sought throughout the existing market during the coming 18 months. For more information, contact Alan Hochman, Tween Brands, Inc., 8323 Walton Parkway, New Albany, OH 43054; Web site: www.tweenbrands.com.

Faconnable operates four locations throughout CA, FL and NY. The stores, offering upscale apparel and accessories for men, women and young boys aged six to 14 years old, occupy spaces of 4,500 sq.ft. in upscale regional malls and street fronts. Plans call for five openings nationwide during 2009, with representation by The Greenberg Group. Preferred cotenants include Burberry, Ferragamo, Saks, Neiman Marcus, Louis Vuittan and Hermes.   For more information regarding Faconnable, contact Steven Greenberg, 1200 West Broadway, Hewlett, NY 11557; Web sites:www.thegreenberggroup.comand www.facconable.com.  

Monro Muffler Brake, Inc. trades as Monro Muffler at 568 locations throughout CT, DE, IN, MA, MD, ME, MI, NC, NH, NJ, NY, OH, PA, RI, SC, VA, VT and WV. The automotive services centers occupy spaces of 4,500 sq.ft. to 8,000 sq.ft. in freestanding locations. Growth opportunities are sought throughout the existing markets during the coming 18 months. Typical leases run five to 15 years. Preferred demographics include a population of 25,000 within three miles earning $40,000 as the average household income. Major competitors include Midas, Tire Kingdom, Goodyear and Bridgestone. For more information, contact Tom Aspenleiter, Monro Muffler Brakes, Inc., 200 Holleder Parkway, Rochester, NY 14615; Web site: www.monro.com.

Moran Industries, Inc. trades as Alta Mere, Milex and Mr. Transmission at 190 locations nationwide. The centers, offering automotive repair, services and accessories, occupy spaces of 2,500 sq.ft. to 5,000 sq.ft. in freestanding locations and strip centers. Plans call for six openings throughout the existing market during the coming 18 months. Typical leases run five years with three, five-year options. Specific improvements are required. Preferred demographics include a population of 100,000 within three miles earning $50,000 as the average household income. Major competitors include Aamco, Meineke, Midas and All Tune & Lube. A land area of 0.5 acres is required for freestanding locations. For more information, contact Jack Yost, Moran Industries, Inc., 4444 West 147th Street, Midlothian, IL 60445; Web site: www.moranindustries.com.

Dutch Bros. Coffee operates 138 locations throughout AZ, CA, CO, ID, OR and WA. The drive-thru coffee shops occupy spaces of 377 sq.ft. in freestanding locations and pad sites. Growth opportunities are sought throughout the existing markets during the coming 18 months. Typical leases run 10 years. Specific improvements are required. Preferred demographics include a population of 50,000 within five miles earning $50,000 as the average household income. Major competitors include Starbucks. The company is franchising. A land area of 10,000 sq.ft. is required. The company will also consider locating in second generation sites.  For more information, contact Brian Maxwell, Dutch Bros. Coffee, PO Box 1929, Grants Pass, OR, 97528; Web site:
www.dutchbros.com.

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