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July 7, 2010 
Volume 12 - Number 27
Streamlining the Business of Commercial Real Estate
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In This Issue
Compound It!
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.
Compound It! 
Dag nab it.  Gosh darn it. Confound it. Or better yet, Compound It!  The first three slang terms remind me of being a kid and watching old cartoons where the character would like to swear, but of course it wouldn't be appropriate.  The last term is usually associated with complex financial calculations, but is certainly applicable in a variety of situations and has a good lesson for us all in this time when frugality seems to be more popular than in years past.

Perhaps you're familiar with the math problem that asks you to figure out whether you'd have more money at the end of one month if you were given $3.0 million on the first day, or you'd have more money if you got a penny on day one and the amount doubled each day thereafter for the same period of time.  Without getting into the whole "time value" of money, "a bird in the hand is worth two in the bush" or some other nonsense that would make you chose the $3.0 million on day one, know that you'd be wrong to guess that the $3 million would be the better option.  If you choose the penny, by the 31st day you'd have $10,737,418.24 and gosh darn it, that's the power of compounding.

Darren Hardy, publisher of Success Magazine, has a fairly new book out, The Compound Effect, which illustrates that everything you do in life exists because you started by making a choice about something.  It's the ripple effects of our choices that lead to success or failure.  I especially like this book because Darren wrote the book based on his own experiences, giving it extreme credibility.  He tells about an upbringing by his single Dad, who wasn't exactly the soft, nurturing type.  Actually, he was a former university football coach, who based on his own expectations for himself, hard-wired his son for achievement.

From his early years, Darren learned through example not to expect overnight success and that instituting change is hard work.  That's where it seems the compounding effect is most useful.  The more change one makes, making choices over and over is required and is the ultimate key to success.

You've heard me say it before...as independent people we love change...but only when it's our idea.  So it makes sense that the only way to be successful is to institute change for ourselves over and over and over and take responsibility for the results, good or bad.  The compounding effect of good choices is no different than the $3.0 million money "math problem".  Compounding bad choices, or even no choices and, well, you get it.

No matter what we might try to pretend, we really are 100% in control of ourselves and pretty much have 0% control of others.  We can influence and lead but we sure can't control.  We can set examples and teach, but it's like that old saying about taking the horse to water but not being able to make it drink.  If you're not inclined to like "change" you're in good company.  No one really does.  But the successful people get accustomed to the uncomfortable feeling it brings and, like working out or training, understand that the pain is clearly worth the gain.

We all know people, perhaps a whole generation, who have become very successful and have then gotten a little lazy.  It's easy to get tired and lose some of the discipline that is needed to achieve whatever we choose as "success".  And success isn't a place or time...it's like the horizon...it's there but you can't really get to it and you wouldn't want to because it's "the end".  The discipline needed to be successful is real, but it's not always that hard.  It takes thinking and caring more about someone other than you and it takes consistency so the compounding effect can work its magic.  Chose to check out Success magazine and the works of Hardy, who by example and prose reminds us; "You make your choices, and then your choices make you".  Oh, and while you're thinking about it, choose to "do something" and start and share your thoughts here.
Sales/Marketing Tip
You Want Me To Say What?
Why does anyone bother to watch television when real life is so much stranger? In defense of TV, at least nobody expects us to believe that what we're watching is real. Whereas, here on the street, people will, with a completely straight face, tell you some whoppers. As salespeople we get a ringside seat. Everyone knows that you can lie to salespeople and still go to heaven. Do prospects really believe that when they tell us that they're going to think about it that we believe that they really are thinking about it? The sales life is funny. But nothing tops salespeople selling to salespeople for sheer credulity stretching.
 
The only thing that most salespeople like better than selling is buying. Salespeople are great prospects and there's a whole industry built around selling us stuff. Some of what's available is quite good. Most, however, is clearly aimed at the super gullible. Apparently there's no shortage of qualified prospects in that category. Don't believe me? Here's an example.
 
I just saw an advertisement in a paper that's widely read by salespeople. It was promoting a salesmanship improvement seminar. The copy stated that the normal cost was $295 but that it was available now for $89. Wow! That's a savings of $206. Here's my question. In what city did the attendees pay $295? Why is there a special discount for salespeople here? Why did the speaker feel obligated to lower her price in order to make the sale before she even tried to sell it at the normal price? What would your boss say about making deals by cutting the price? What do you have to learn from someone who does?
 
But wait. It gets better. In a nearby article the same speaker suggested that if a prospect resists paying your price you should divide the price by the number of days the prospect will use the product so that you can show him that owning the product costs only pennies a day. The technical name for this strategy is reduction ad absurdum. The name is Latin because the ancient Romans invented this sales strategy. If you decide to actually say this to a modern prospect you have a good chance of success in two cases. One, if the prospect is a big fan of sales history and/or a Latin scholar. Two, if your prospect is impressed that you can do long division.
 
Of course there's always the chance it will work. Maybe the prospect is as gullible as most salespeople are.
 
Bonus tip for the incorrigibly naive: If you go to a sales seminar and they're selling books and tapes in the back, you're the prospect.

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
Good Times Restaurants, Inc. trades as Good Times Burgers & Frozen Custard at 54 locations throughout CO, ID, ND and WY. The restaurants occupy spaces of 2,400 sq.ft. in freestanding locations. Growth opportunities are sought throughout CO, IA, MO, NE and SD during the coming 18 months. Typical leases run 15 years. A vanilla shell and specific improvements are required. Preferred demographics include a population of 10,000 within one mile earning $50,000 as the average household income. Major competitors include Dairy Queen, Sonic Drive-In and Wendy's. A land area of 25,000 sq.ft. to 30,000 sq.ft. is required. The company is franchising.  For more information, contact Boyd Hoback, Good Times Restaurants, Inc., 601 Corporate Circle, Golden, CO 80401-5622

Brock White Co., LLC trades as Brock White at 22 locations throughout MN, ND, SD, WI and Canada.  The company provides specialty products to concrete and masonry construction markets, including hand tools, specialty chemicals, waterproofing materials, paint, concrete, masonry accessories, caulking, insulation, concrete repair and restoration materials and landscaping accessories.  The company prefers to occupy spaces of 5,000 sq.ft. to 120,000 sq.ft. in freestanding locations.  Growth opportunities are sought throughout the existing markets during the coming 18 months.  For more information, contact Rick Garland, Brock White Co., LLC, 2575 Kasota Avenue, Saint Paul, MN 55108

Rommel Holdings, Inc. trades as Rommel's Ace Hardware Home Center at 11 locations throughout DE, MD and VA.  The home improvement centers occupy spaces of 9,000 sq.ft. to 12,000 sq.ft. in freestanding locations and strip centers.  Growth opportunities are sought throughout the existing markets during the coming 18 months.  Typical leases run 10 years.  A vanilla shell is required.  Preferred cotenants include drug and grocery stores. Preferred demographics include a population of 30,000 within four miles earning $50,000 as the average household income.  Major competitors include Home Depot and Lowe's Home Improvements.  For more information, contact Dick Livingston, Rommel Holdings, .tInc., PO Box 310, Fruitland, MD 21826

Le Creuset of America, Inc. trades as Le Creuset Store and Le Creuset Outlet Store at 48 locations throughout 25 states nationwide.  The houswares stores, offering cooking and kitchen items made of iron, steel, clay and silicone, occupy spaces of 1,500 sq.ft. to 2,500 sq.ft. in freestanding locations, downtown areas and lifestyle, outlet and specialty centers.  Growth opportunities are sought throughout the existing market during the coming 18 months. For more information, contact Catherine Miller, Le Creuset of America, Inc., 114 Bob Gifford Boulevard, Early Branch, SC 29916

Bonefish Grill operates 130 locations throughout AL, AR, AZ, CO, FL, GA, IA, IL, IN, KS, KY, LA, MD, MI, MO, MS, NC, NE, NJ, NV, NY, OH, OK, PA, SC, TN, VA, WA and WI. The seafood restaurants occupy spaces of 4,800 sq.ft. to 5,500 sq.ft. in freestanding locations, malls and entertainment, lifestyle, power, strip and tourist centers. Growth opportunities are sought throughout CT and Westchester County, NY during the coming 18 months, with representation by Aries Deitch & Endelson, Inc. Typical leases run 10 years. A land area of 1.5 acres is required for freestanding locations. For more information, contact Bill Grad, Aries Deitch & Endelson, Inc., 110 South Central Avenue, Hartsdale, NY 10530; Web sites: www.ade-re.com and www.bonefishgrill.com.
 

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