Sep. 29, 2005 - Tough Listing is Tough Love

Tough Listing is Tough Love

By Jerry Rossi

The day of the real estate agent riding in like the Calvary with a satchel of knowledge saving the day for sellers is gone, along with 49 cents a gallon gas, airmail, and the 1900s.  Real estate agents of yore were the purveyors of knowledge and thats what the clients paid for.  The adage Knowledge is Power just isnt true anymore.  Knowledge is instantly everywhere.  If you can think of it, you can Google it, as is done millions of times a second! 

The Internet has changed the landscape of real estate like a bulldozer blades a lot.  Within this change, some are designing the foundation, some are driving the dozer, some are watching in awe, and the balance are saying, That wont work in our area. 

In that we are no longer the source of knowledge, who are we?  We are still agents and brokers; however, weve changed hats from a size too big to one that fits just right.  Yes you heard correct, this new hat is a good thing.  We now wear the hat of Advisor.  The Advisor hat has worked for quite some time for successful associates (see the success expectation below) and perhaps this is what has made them successful.  The balance of the real estate community is now forced to wear this hat or they will be forced out.

Whenever change happens in our industry, it acts as magnesia of sorts by cleaning out those who are stuck in old ways, negative associates and brokers who find difficulty in justifying their fee, those who fear change, and finally those who got into real estate because its easy, fast money.  If you believe that its easy, fast money, Ive got some swamp land to show you.  This change and industry cleansing has caused quite a stir in the media, as do most things negative.  I recall past hurdles of; declining property values, 19% interest rates, lead paint, asbestos, and radon.  But as in all changing industries, the cream will rise to the top.

What defines a Real Estate Advisor in the listing agent role?  Based on my thirty-four years of experience, countless interviews, and shadowing of successful associates, I submit the following:

Traits of an Efficacious Listing Advisor

Confident

Im not just talking positive attitude here, although thats part of it.  Im talking root base confidence that its all going to work out.  Read Rosa Beth Moss Cantors book, Confidence.

Success Expectation

Too many people feel that success is the exception, that success is the other guy, not them.  If one wishes for success but doesnt expect to get it, tada theyre right!  This is America; success is the norm for all who believe and are willing to learn and work for it.  To define success, lets get some help from Michael Vance, author, intellectual, raconteur, and creator of Out of the Box Thinking.  He says, Success is the building and maintaining of Spiritual, Physical, Philosophical, Psychological, and Financial Goals.

Future Visual

Successful Real Estate Advisors must look to the future (up to your right per NLP) and see all that they, and their clients, desire.  I listen to many people in various professions who drag the anchor of, If only Id have…  How sad to live in a past of perceived wrong choices and mistakes.  We all have made bad choices and mistakes, but thats history.  Learn from them but dont drag them wherever you go!  Often people who are not dragging an anchor are pushing the boat of What if tomorrow… on a muddy shoal.  The future is a mystery.  All we know is that someday well die and go on to wherever our beliefs take us.  We can plan for the future, we can set our course, but worrying about it keeps us from doing what we can with what we have right now.  As Deepak Chopra in his book, 7 Spiritual Laws of Success, says, The past is history, the future is a mystery, the NOW is a gift, thats why they call it the present.

Motivated and Motivating

I recently asked a group of real estate sales managers, Are you motivating or de-motivating?  Most said, Sometimes, wrong answer.  If you believe that you are de-motivating at all, then you are perceived as not motivating.  This I know because I motivate for a living.  I bill myself as an Edutainer, as Motivational Speaker has a fluff connotation, but name a good speaker whos not motivating.  And to be motivating, one must choose to be motivated. 

Information Omnivore

Advisors are current on all local, state, and national guidelines and laws.  They monitor the market from many angles and solicit feedback within forums of other advisors.  Blogs, List Serves (RealTalk and ePROTalk are two of the best), Seminars, Conventions, and Magazines all provide up-to-the minute industry applicable information.  Advisors not only participate, they contribute.

High Values

Advisors dont just learn ethics in class.  Its a way of life.  Snake Oil, Robert Preston selling 76 trombones, swamp land, and wouldnt you, couldnt you, dont you agree? dialogue doesnt cut it anymore.

Self-Propelled

Advisors dont need hand holding, they do it themselves as real entrepreneurs.  Yes, they work for great companies with wonderful support and training, but once out the door, theyre self-propelled all the way.

Great Listeners

They listen so intently that they have the ability to repeat what was said to the senders approval.  Listening is a learned skill and must be practiced.

Truth Tellers

Mr. and Mrs. Seller, Im not here to tell you what you want to hear; Im here to tell you what you need to hear.  Too often, agents tell sellers what they want to hear because they (the agents) want the listing!  For instance, many over-price their estimate of value turning the situation into a listing, bidding war to beat out the competition, waiting until the last minute to bring up price.  Advisors tell sellers what they need to hear and talk price first stating, Based on my market knowledge, experience, and the Right Price Analysis Ive prepared for you, the price point on your home is $346,900 (the average price their RPA indicates).

Real Estate Advisors are matter of fact about price point, home, and market condition.  This includes pet odors, cigarette smoke, and wood rot.  You must look at the home with the eye of todays most discerning buyer and then advise the sellers on what they need to do to bring their property to market standards in order to sell at the highest price in the shortest amount of time with the least inconvenience to them.  This is Tough Listing, Tough Love.

Other truths Ive heard Advisors say are:

During the term of the listing, the 46 associates with my office may never show your property.  Its the truth, isnt it?

Real estate agents dont sell houses, they simply provide a window of opportunity though which buyers can look, then facilitate the process of purchase.

Agents dont price houses, the market prices houses.

Discount brokers are an important part of todays business, especially for those who cannot afford premium service.

Strategically Planned

Associates dont plan to fail, they fail to plan.  Advisors create personal strategic life plans as they would certainly advise others to do.  Life plans include prioritized values, five sense-surround-sound goals, time dated strategies, and tasks.  For coaching information on building your plan, go to http://ASPIRE.RossiSpeaks.com.

Techno Competent

Advisors are skilled in email communication, Internet marketing, transaction and database management.  This is not a request of real estate professionals, its a demand.  Because of this demand, NAR has underwritten the e-PRO Certification; an on-line course that is taught to all levels of competency at the students pace and time.  I personally did most of my work early morning in my bathrobe with my mug of coffee.  To find out more about e-PRO, go to http://ePRO.RossiSpeaks.com.

Compelling

All the above traits are compelling but theyre not enough.  A personal compelling point of difference must be exhibited.  Yes, this is marketing.  One can be the best Real Estate Advisor in the world, but if no one knows it…  Remember that referrals are the best, least expensive and most effective form of business.  Advisors create strong zones of comfort resulting in lifelong rapport, truly a compelling point of difference.

Ive outlined what I believe to be the threads that run through successful Real Estate Advisors; Confident, Success Expectation, Future Visual, Motivated and Motivating, Information Omnivores, High Values, Self-Propelled, Great Listeners, Truth Tellers, Strategically Planned, Techno Competent, and Compelling.  Stand tall in this wind of change, be flexible as the oak, and grow from the knowledge that you have all of these traits.  All you have to do is activate them now.

Sep. 28, 2005 - success

ASPIRE to be Great!

Ideas for building your Database/Contact Manager.

Who should be in your database?  A – B – C Prospects

A-   People who want to buy or sell now.  Someone calls and asks for a Right Price Analysis?  Theyre in and in forever.  When they sell, add the new buyers (yours or not) to your contact manager.  When they move, change their address.  You meet someone who is moving from Chicago at an open house, add them to your contact manager.  You get an email from a lady who saw your listing on REALTOR.com and will be moving here from Chicago, add her to your contact manager.  Everyone is good at working with NOW buyers or sellers.  You simply get their email address and attach yourself to them until they buy or sell.  Its a must.  Having them in you contact manager makes this easy.

B-    People who want to buy or sell later.  You meet Tim and Joan Johnson at a friends party.  Joan says, When our son Timmy graduates from high school, well want to move to a smaller house.  Wonderful, you say, I can help you do that, what year is Timmy in now?  Second grade, Joan exclaims gleefully.  Thats a B prospect.  Asking for their email address, you add the Johnsons to your contact manager and keep them in your loop.

C-    Everyone else!  Yes, everyone you know, have met, think you know, dont know, live around you, your listings, your sales, go to your church, your kids schools, your old school, where your spouse works, where you used to work, shop, play, and walk.  Its all about the rule of 200.  That is, that everyone has 200 people in their sphere.  So the 200 people in your conservative inner sphere know you are the best at real estate service, knowledge, personal attention, communication, overall quality, and integrity.  And they convey this fact to the 200 people in their sphere which gives you a contact sphere of 40,000 people.

But first, THEY have to know youre serious about what you do for a living!  Contact, contact, contact!  Every day, set aside time to telephone at least 10 people you know just to touch base.  Thats 200 in 20 days.  The simple rules of phone contact are:

·        Get your energy up. 

·        Speak a little faster than usual.  This lets the caller know youre in a hurry.  After a brief greeting, make a statement about real estate, something like, It seems like everyone has some interest in the real estate market today.  Its been very busy and there are lots of people on the move.  How are things with you?  Or, As you know (doesnt matter if they do or dont, theyll tell you) Ive chosen real estate as my career.  Im working for Mel Foster, a great company and things are very exciting.  How are things with you?  What ever you say, its high energy and you talk real estate first, then personal or small talk later.  If you talk real estate last, they think the only reason you called is to prospect.  Talking about them last makes them understand that you are truly interested in them.  If they inquire more about your real estate decision, tell them, I would really appreciate your help.  If you know anyone interested in buying or selling real estate, please give them my name and call or email me immediately.  By the way, what is your email address?  After you put their email in your contact manager, send them an email thanking them in advance for any referrals that they send and reiterate, Your referral would be the highest professional complement I could receive.

·        If they dont inquire further about your real estate career, dont push.  Do get their email address however.  Then simply send them a thank you note immediately after the call that says, Nice talking with you today.  You… (mention something that they talked about).  If they know of anyone interested in buying or selling, please give them my name and call or email me immediately.  Your referral would be the highest professional complement I could receive. 

·        If they ask how youre doing in real estate and youre doing great, tell them.  If you are just starting or havent hit your mark yet, say, Unbelievable!  Thats not a lie.  Never complain or tell others your problems.  Most people dont care, the rest are happy you gotem.

As you can see, its real important that you get email addresses.  Over the next couple of months, were going to develop an email marketing campaign.  Its cheap, easy, fast, and very effective.  But, if you only have a handful of email addresses, it will be of little or no value.

Other methods to get email addresses:

1. Make the 10 calls a day as suggested above.
2. Return postcard asking for birthdays and email addresses.
3. Offer specific area real estate market information only by email.
4. Have your assistant (or spouse or teen) call a list of people asking for their email address.
5. Solicit local dry cleaners, markets, bookstores, flower shops for coupons and send mailing offering coupons to all who email you at your address.
6. Free offers on your website by e-mail only
1. Home Buying First to Last
2. Home Selling 101
3. Relocation Activities Check List
4. Right Price Analysis
5. Public and Private School Information
6. Special Reports
7. Real Estate Buyers and Sellers Checklists.
7. Ask everyone you talk to for their email address.
8. If you have a PalmPilot, you can beam others with a PalmPilot and get their email address.  Its a social affair.

Sep. 24, 2005 - 23 Basic Steps of a Solid Lead Generation Program

Stop It, A 2 Letter Word for the Prospecting Dilemma

Prospecting, the bane of agents old and new; I should be, I need to, Ive got to, I have to, never I want to are the words I hear whenever the subject matter is brought up.  Prospecting conjures up visions of knocking doors and sweating hours on the phone cold calling.  Oh, I know, we cant call anymore since the do not call law came into affect.  Sure, like most agents ever called in the first place.  It seems that the word prospect causes most to cringe, get the hives, or much worse.  Prospecting is just stressful, lets face it.  Whenever we discover something we dont like, we simply need to reframe it to make it palatable. 

Diet is a good example of a word that needs reframing.  Diet has been framed to be negative.  Actually diet is a positive word, Websters first two definitions are:  1 a: food and drink regularly provided or consumed; b: habitual nourishment.  Nothing negative about that; however, listen to the world today:  I cant, its not on my diet.  I have to go on a diet.  This diet is killing me.  I just cant stick to my diet.  I just blew my diet.  Diet is now a negative word and, I must say, it doesnt work for me.  I used to proclaim every year that I was going on a new diet, bound and determined to lose a few pounds, instead I would gain.

I dont know about you but I am a basket case when I lose my car keys, go to the casino and lose $50, or, heaven forbid, misplace my wallet.  My brain will not let me lose.  Ive programmed my subconscious that I am not a loser.  So, when I told myself I was going to lose a few pounds, the internal computer called the brain said, No youre not big guy, you dont lose anything.  So I would unconsciously eat more to insure the no lose program.  Ah, reframe, yes, taking something that the brain believes, even if its wrong, and tweaking it.

At a Chinese restaurant with our friend, Ron Johnson, Broker, in Kenai, Alaska, we sat at one of those tables that turns like a lazy Susan so you can eat off others plates, never quite got the jest of that one.  We ended our meal with a common ritual of opening our fortune cookies one at a time and reading them aloud.  I was the last to open and it was EMPTY!  Everyone went Ooohhhh L  Now, I dont like Ooohhh, so I said (reframe), How blessed I am to have all the fortune I can hold.  Everyone went, AAHHH.  I like that.  Reframe, the art of changing words, statements, or ideas slightly to create a positive action or reaction.

Therefore, since I could not lose weight, I began to give it away, that was positive and easier than diet or loss.  And in the last two years, Ive given away 25 pounds.  TA DA!

Hence, Stop It, prospecting that is, and (reframe) start positive Lead Generation Activities.  Prospecting is difficult, and lead generation activities are easy.  What are LGAs?  In the wonderful world of real estate, its any activity where your involvement could lead to the development of a listing, sale, or referral.  How simple is that?  List, sell, or refer are how we, as Sales Associates, generate income, correct?  And real estate is a JOB, wouldnt you agree?  Then everything we do is lead generation.

DRAWBACKS

1.    Many people who have a license to sell real estate actually dislike the profession.  They dont like sales in any way, shape, or form.  Often, they believe that they can get a license, show up, and get paid.  Wrong, its a JOB and one must work at a job to get paid.  Real estate is a high pay for hard work and low pay for no work profession.  This is why a large percentage of licensed real estate salespeople are starving to death with their little frozen children in the dark, an exaggerated way of saying not earning a living.

2.    Many licensees are not sold on themselves.  You see, in real estate, we sell three things and always in the same order; Self, Company, Product or Service.  If an agent is not   sold on themselves, then how can they expect anyone to buy them, their company, or their product or service? 

3.    Lack of knowledge, this one chaps my lips the most.  Never in my 34 year real estate career has there been more good, available information on how to activate a lead generation system.  ABR, CRS, e-PRO, and GRI to name a few, add to that National and Local Association, Company, and University offerings!  Anyone who doesnt know how ought to quit and go to work for Woolworths.

23 Basic Steps of a Solid Lead Generation Program

1.         Be the positive influence everywhere you are.

2.         Stand Up, Stand Straight, and Stand Out.

3.         Smile, its your biggest gift.

4.         Never share your problems with others, half dont care about them, the other half are glad you got them.

5.         Accept that Wisdom is POWER, not money or knowledge.  Wisdom is the knowledge of how to make, spend, save, and share your money in abundance.

6.         Plan to Succeed, agents dont plan to fail they fail to plan.  ASPIRE, Rossis coaching program on building personal strategic plans.  http://RossiAspire.com

7.         Define your, purpose make it your Brand and mold all you do around it.

8.         Dont sanction incompetence in self or others.

9.         Discover how the CENTER is the new edge.

10.   Omni Task, multitasking is one dimension and doesnt fit with todays world.  Omni Tasking puts you in the center and revolves real time around you.

11.   Put EVERY goal, strategy, and task (personal and business) in your contact management system.  It will allow you to Omni Task.

12.   Schedule and assign a start and stop time to all your (personal and business) tasks.

13.   WORK five scheduled hours a day.

14.   NEVER be late for an appointment, it tells the other person that they are unimportant to you.

15.   Play a little every day.

16.   Refer negative people to other negative people.  They love to cluster.

17.   Listen to others instead of talking about them.

18.   Understand and accept the Law of Reality:  If A lies to B – A will lie to Me.  Substitute any other phrase for lies to.

19.   Own your mistakes.

20.   Wear your Association, Company, and Personal Brands boldly with honor.

21.   Tell everyone what you do for a living and how much you enjoy it.

22.   Walk, Breathe, and Carry yourself with power.

23.   Never forget to thank someone every day.

Its the little things that are the difference between those who do well in real estate and those who disappear, broken and unhappy.  This is true regardless of the community, your market, your family, company, or age.  Lifes successes are all about caring, strong, flexible, knowledgeable, confident, positive, professionally involved, and involving individuals.  Often we make it difficult by wallowing in our past, worrying about the future, blaming things and others, making excuses, and generally operating out of effect instead of being the cause of our lives. 

The above 23 items are the threads that run true through all of the successful real estate agents Ive taught, coached, or encountered since 1971.  Michael Vance, author, consultant, coach, and my mentor in the speaking business, says, Success is the building and maintaining of Spiritual, Physical, Physiological, Psychological, and Financial Goals.  So Stop It!  Whatever it is youre doing to yourself that causes you to not feel, see, and hear every moment of success you deserve.

Sep. 24, 2005 - The Multiplistic Simplisity of Omni Tasking

The Multiplistic Simplisity of Omni Tasking

Everything is possible if you are given the Freedom to think about it.

In charge of maintaining our Nuclear Stock Pile, Some of our nuclear arsenal are 40 years old, we dont just keep them in repair, we constantly rebuild them with technology that others have yet to uncover.  We dont have the used Chevrolet of nuclear weapons we have the Ferraris.  We are constantly creating defense against threats at a faster rate than THEY can manufacture them.  Were America, were smart and strong, dont ever underestimate use.

Rossis rules of rehab. 

1/Dont let anyone dictate what you hear, feel, or see without accepting that you are the one who permitted it.

2/Pain is real.  Spontaneous pain.  Feeding the Pain Wolf.  Know who you are comprised of.  Pain has memory.  Pain can be inflected by others, both physical and mental. 

3/Pain cant be sloughed off.  If it could Rule 2 wouldnt apply and rule 4 would be untrue.

4/Perception is Reality, not vs/vs, unless thats your perception.  The information age dictated that knowledge was power.  Thats no longer true.  It further dictated that your individual knowledge was unique and patentable, thats untrue as well.  You individual knowledge is more important than that, its what you use to create your own perception, hence your reality.  Your main importance to the team is in the understanding of rule 4.

5/Understand the power of intention and READ Dr. Wayne Dyers book Power of Intention The single best read since Da Vinci Code.  Feed the one who wins.

6/There is instant proof of the existence of karma – Parking Karma – the gift goes to the giver

7/Accept the Law of Reality

Life is great.

Sep. 24, 2005 - Diary Of A Real Estate Mother

Diary Of A Real Estate Mother

By Rossi

Since publishing Rich Agent, Poor Agent in Realty Times last year where I outlined the three reasons that people get into real estate as Money, Freedom and ILHILP (I Love Houses and I Love People), Ive had several agents and brokers approach me with different reasons for getting into real estate.  One man even said that he went through two rounds of the Dot Bomb and decided to apply his technology skills where they could give him real freedom, real estate.  Several have told me that they had such a horrible experience buying or selling that they just knew that they could do a better job.  But the one that took me back was from a very pleasant and fun Broker in Nashville, TN, Karen Hoff.  Karen enrolled herself and three of her buyers agents in ASPIRE, my personal coaching program.  At the end of a long day of strategic planning, Karen stayed to return phone calls while I packed up my gear.  Along with the usual real estate calls, I overheard her talking to one of her children.  When she hung up I commented on how calm and non-judgmental she was speaking to her child and how I admired the adult way she was conversing with him.  Im sure, subconsciously, I was reflecting on phone conversations with my kids of, Youre not going anywhere until you clean your room! or I dont care if Paige pierces her forehead with a railroad spike, youre not getting a navel ring!  But not Karen, she was softly talking about after school activities, some work the child was doing at her office, and then about dinner.  Upon further inquiry she told me, I got into real estate to have children.  My jaw dropped, as a past manager I had heard numerous times that they couldnt get into real estate because their kids were too young, too old, or not dead yet.  Children were always the reason not to and now Im hearing from Karen that the reason she got into real estate was to have children.  I had to know more. 

The story, as Karen tells it.  She and her husband, Robert, in their first year of marriage were planning a family and looking for a house.  Karen hasnt changed much, she still plans and gets more done in a shorter amount of time than most people I know.  Robert was a video tape editor at channel 8 TV and she worked at a credit union as a member services representative.  They were the typical 80s couple, lots of credit card debit, two new cars and no down payment.  She pre-qualified herself at the Credit Union for $40,000-$45,000 and proceeded to call agents to look at homes.  She said upon giving her financial qualifications they (real estate agents) laughed, told her to save money and call back in a year.  Finally she found an agent who ran ads for foreclosures and made an appointment to meet.  The agent who showed up was expecting and had another one strapped in a child seat in the back of her car.  She showed us the house holding her childs hand and telling us how easy this home would be to redo and live in. Karen said.  We ended up buying a HUD home from her.  She was very good at here job and I was impressed that she could include her family as she sold.

She further explained how she and Robert talked about the restrictions a 9 to 5 job held for parents.  How when they had kids they wanted to participate in every activity with them and it looked like real estate was the place to make that happen.  Karen got her license and took off on a career of helping first time buyers like her and Robert.  She said, There are plenty of homes out there that need a little love and attention, and Im the one to find them and their new owners.

Now, almost 20 years and three children later, Katrina, 16, Bob, 14, & Forrest, 12, they have achieved their goal of having a successful real estate career and a happy family life.  Karen says, It is with great joy that I can  say I spent a lot of time watching my children grow.  After all, when we are gone, our kids are what we hopefully leave as the best of ourselves in this world.  Not the biggest building, the next sale, or the most transactions.  It is important to be the best in our work, to excel to meet our goals, but we must remember to spend time with our families, the people who are there for us when we need them, the ones who depend on our love and attention as much as we do theirs.

Karen is a highly productive Nashville real estate broker who will close over 350 houses in 2005.  She and her husband own ERA Historic and Distinctive Homes, 1105 Holly St. Nashville, TN 37206 615-228-3723 http://KarenHoff.com email Karen@KarenHoff.com

Sep. 24, 2005 - Personal Strategic Plan

ARE YOU SUCCESSFUL, THAT DEPENDS

By Jerry Rossi

Fact:  A watched clock moves faster if there is a lot to be done simply because youre too busy to watch it.  Here we are with the year half over and many of us may be asking, Can I finish what I have started within my calendar goal?  The answer, That depends.  Webster defines depend as:

Main Entry: de·pend
Pronunciation: di-'pend
Function: intransitive verb
Etymology: Middle English, from Middle French dependre, modification of Latin dependEre, from de- + pendEre to hang -- more at PENDANT
Date: 15th century
1 : to be determined, based, or contingent depends on food> Y depends on X>
2 : to be pending or undecided
3 a : to place reliance or trust depend on me> b : to be dependent especially for financial support
4 : to hang down

Just like Webster gives us a choice for the use and meaning of the word depend, we have a choice to complete our tasks by the calendar goal date, or at least to give it our biggest push.  Year end pushes are not unique.  It seems that much of our life has been structured to react to and be constrained by the calendar.  So when we ask the above question, frequently we answer, That Depends.

Using Websters definition #1, fill in the blank:  success depends on __________.  How many said, Money, Cash, Income, Dollars, or Earnings?  Money is only currency used to survive in this Work to Eat World.  Yes, we need money to survive.  Yes show up and get paid should be a daily goal and currency is what we are paid, but is currency a necessity of success? 

At the beginning of the year, many of my students prioritize their personal values, (see Values Prioritization checklist at end) an exercise I have used and shared with students, family, and friends.  Understanding how Personal Values help us achieve or keep us from achieving our goals is a great life lesson.  Example, Betty, a single parent with 3 children, sets a goal to earn a lot of money.  Knowing that if she doesnt specifically define a lot of money and what it takes to achieve this goal, its only a wish like saying she wants to win the Power Ball but doesnt buy a Lottery ticket.  Betty clearly defines a lot of money as $100,000 and creates a plan outlining the tasks necessary to earn that amount by listing and selling real estate.  Let us hypothetically say that her plan includes a 60 hour work week, which Betty accepts and resolves to do.  However, Bettys children, the loves of her life ages 3, 8, and 12, are very active in school, sports, and dance.  Will Betty work the 60 hours a week to achieve her goal?  No, in truth, time away from her children is against her values.  Her goal of $100,000 income is incongruent with her values and, therefore, her values will take precedent.  Values must be congruent with goals in order for them to be achieved.

Interestingly, after September 11^th, 2001, an overwhelming number of people who completed the Values Prioritization list placed Family Happiness as the top priority.  In fact, 95% of ASPIREâ„¢ (personal strategic planning curriculum offered by ROSSI Speaks, inc. www.rossispeaks.com ) participants did so.  This being true, why is it that even they fill in the above blank as money instead of Family Happiness?  I believe the answer to that question is Habit.  From an early age, the importance of Money is ingrained within us.  Our government, churches, teachers, and parents fret, even argue, over money.  Entertainment, television, and print media all bombard us with messages that imply money is everything.  The so-called Golden Rule turns green, He who controls the gold makes the rules.  Its easy to control a work to eat world by controlling the money.  The goal of many corporations is to do just that.  Not get your money in big chunks, thats too difficult, but to get your money a little at a time on a continuum.  Its obvious that Three easy payments of $29.95 is easier to make than one payment of Ninety Bucks.  Why do you think we are mailed credit cards by the hundreds and encouraged to freely use them.  Corporate America wants us to all join in and sing, I owe, I owe, its off to work I go.  Like cigarettes, credit becomes a habit, then a fear, fear of 'not having enough money.'  Business uses the fact that, people are more motivated by their fear of loss than they are their desire for gain and creates dependency through credit.

Do I want to work harder so I can charge more?  That depends.  Websters #2 definition of depends states; to be pending or undecided, which means I must not be decided.  In the past, at the end of the calendar year, I would often get a queasy feeling, an unidentified feeling of dread that physically affected my attitude.  It wasnt until I began to write clearly defined goals, congruent with my values, that I understood what caused that feeling.  It was my indecision.  Not having a plan of where I was going, and why, made my stomach jump.  Similar to getting in the car to take a trip and asking, Where are we going?  Or, in Bettys case, Ill work 60 hours a week knowing good and well she didnt have 40 extra hours a week too work!

Will I write and prioritize my well-defined goals congruent with my values and create a plan?  That depends, on who, for what?  Websters #3 definition of depend says, 3a: to place reliance or trust depend on me.  Oh darn, that old depend on self deal again, unquestionably.  Who else is responsible for you, your parents, boss, spouse, children, the Government?  I think not, responsibility is uniquely individual.  If you are hit by a car while crossing the street, was it the cars fault?  How about the driver of the car?  Or is it YOU because you didnt look both ways before crossing the street.  You are the Scottie Dog or Shoe piece in the Monopoly Game of Life, its your sole responsibility to protect your piece.

Can you accept one hundred percent responsibility?  That depends.  Websters 4^th and final definition says, 4: to hang down.  Well, dont hang down your head and feel bad, most of us want someone or something else to be responsible for our actions, or lack there of.  Its human nature to want to be taken care of from time to time.  And in our immediate past, we could work for the man for 50 years and get a gold watch and a monthly retirement check or turn to our Government for social security.  That kind of security no longer exists, or maybe never did, or wasnt enough.  The bottom line truth is, YOU are responsible for YOU.  Your happiness, health, values, income, beliefs, and success are your responsibility.  That doesnt mean you get zero help from others, it just means that they are not responsible for you.

Okay, now back to the end of the year.  Execute the following steps:

• Do or redo the Values Prioritization Sheet.
• Write three specific goals you want to accomplish or finish by year end.  If they are not completed by that time, move the date.
• Prioritize them by asking, Which one is more important to me?
• Verify that these goals are congruent with your values.
• Rewrite each goal in present tense using all five senses as though it has been accomplished.
• Write prioritize and time/date six strategies necessary to accomplish each goal.
• Verify that the strategies are congruent with your values.
• Now, outline all the tasks necessary to accomplish each strategy and time/date them.

Congratulations, youve just created a Personal Strategic Plan.  Review your Plan daily and watch the queasiness go away.  Take a deep breath, relax, and smile that today you wont have to wear depends.

Sep. 24, 2005 - Confidence

With the absolute success of ASPIRE Personal Strategic Planning, why is it that only 25 to 30% of the participants complete 70% or more of their plan?  When I ask ASPIRE participants this question, I get the following answers:

          "I'm just too busy."

          "I can't get my thoughts together."

          "It's too big of a task."

          "I don't have time."

          "If you had my life, you'd never get anything done."

          "I think you should just hand us one and let us do it."

          "I 'tried'."

          "I don't know what to do."

          "I'm just not into it."

          "I don't think it will work for me."

          "I'm working on it."

          "My spouse (kids, significant other, coach, neighbor, friend, mother,) disagrees      with the program."

          "Oh, it's all in my head."

          "I have too much to do."

          "Oh, I'm supposed to write all of that?"

And my all time favorite,

          "I need to make money, I don't have time for this."

After reviewing these answers, I dropped the 'guilt ticket' and reflected on Rosabeth Moss Cantors new book, "Confidence".  I read a review of this book in the New York Times on September 16th, bought it at an O'Hare airport bookstore, read it and changed my personal thoughts on confidence.    http://www.amazon.com/exec/obidos/ASIN/1400052904/qid=1099490875/sr=2-1/ref=pd_ka_b_2_1/102-5391040-5928930  

I've look at Confidence in only three subcategories; (visual) Self Image, (auditory) Self Talk, (kinesthetic) Self Esteem.  Ms. Cantors book helped me to more clearly define the major category 'Confidence' as: an overall attitude that things will be okay.  Confidence is more than self.  It's more than what you can or cannot do, it doesn't allow excuses, it does, however, allow for the fact that things are up and then they are down and then up again, get over it.  You and I cannot worry about what others do or don't do, we can only 'do' ourselves and trust that it will be okay.  For when we leave this world, no one will talk or write about what we didn't do and the reasons we didn't do them, they'll only (hopefully) talk and write about what we 'did do'.

Do what you can with your Personal Strategic Plan; and remember, just thinking about it will create a 20% increase.  "The map is not the territory, and the menu is not the meal."

Thinking of each one of you often, and putting you in my success plan.

Sep. 24, 2005 - A Wish and a Goal

What a great summer so far with lots of new knowledge, a reawakening, and reframing of past knowledge.  Joe O'Donnell, MD, Advising Dean at Dartmouth Medical School, always meets with the first year students to get to know them and advise them regarding their career goals.  His first question is simply, What are your goals and dreams for the future, etc.?  Often hes asked, What's the difference between goals and dreams.  In that many of my ASPIRE students have asked the same question, I found his answer to be the best Ive heard to date:  The difference between a goal and a dream is, a goal has a timeline.  If you recall in the ASPIRE book Chapter 1 on page 8, I describe the difference between a Wish and a Goal as follows:

A Wish is a dream or desire that one cant, or wont, commit time effort and energy to its achievement, or has limited possibility of realization.

Example:

I wish I would win the lottery.  Cant or wont if you dont buy a ticket, and limited possibilities of winning because of the odds. 

A Goal is a personal want, need, desire, or dream with a defined possibility of achievement in which one will plan and commit time, effort, and energy to realize its outcome.

Its far simpler to understand that to turn a wish (aka a dream) into a goal, one only has to plan for its achievement, create a timeline for strategies and tasks, and, like magic, wish comes true.

Daily, I watch smart people struggle, unhappy with their position, possessions, and purpose.  One client recently complained how they just couldnt seem to get anywhere; their business sucked, their relationships were unfulfilled, they dont have any fun, and they felt depressed.  I asked, What plans have you made to change this condition?  Oh, you mean that strategic planning stuff you taught me in ASPIRE?  Im sure its good Rossi, but I dont have time for it.  My life is crazy and its all I can do to keep my head above water, let alone spend time on that.  I asked them to elaborate on just what they were doing to keep their head up and they replied, Working for a living!  Doing all the stuff I have to do in order to have a few closings to pay what bills I can.  Hauling kids, taking care of the yard, cleaning house, shopping for groceries, and sitting floor and opens.  I have no time for myself and you think I should sit down and write some five senseless statements!  Wow, not like I havent heard that before.  I think Ive even said it.  The truth is, without a plan to get somewhere, youll get exactly where youre going; No Where!

Plans dont have to be elaborate, they just have to be.  It wont work to wish that it was done, you cant try to get it done, you must just do it.

Almost every week now I hear from an ASPIRE Expeditor (past or present) who has had an epistemological experience or two regarding their personal plan achievements.  Rob McCain of Coldwell Banker Real Estate Professionals in Iowa City, IA called recently and said, Rossi, I was just driving home from the dealership in my wifes new car and it hit me.  The sounds, feelings, and sights were almost identical to the five sense statement I had written in my ASPIRE personal strategic plan.  I had to call you and tell you thanks.  You helped make the magic come true in so many ways.  Hearing from Rob was great and I was pleased that Rob gave me credit; however, he did it, I was just along for the ride.

May your summer dreams have timelines and may your successes be planned.  And remember, You Deserve It!

Sep. 16, 2005 - ARE YOU SUCCESSFUL, ‘THAT DEPENDS’

ARE YOU SUCCESSFUL, THAT DEPENDS
By Jerry Rossi

Main Entry: de•pend 
Pronunciation: di-'pend
Function: intransitive verb
Etymology: Middle English, from Middle French dependre, modification of Latin dependEre, from de- + pendEre to hang -- more at PENDANT
Date: 15th century

1 : to be determined, based, or contingent
2 : to be pending or undecided
3 a : to place reliance or trust b : to be dependent especially for financial support
4 : to hang down

Interestingly, after September 11th, 2001, an overwhelming number of people who completed the Values Prioritization list placed Family Happiness as the top priority.  In fact, 95% of ASPIREâ„¢ (personal strategic planning curriculum offered by ROSSI Speaks, inc. www.rossispeaks.com ) participants did so.  This being true, why is it that even they fill in the above blank as money instead of Family Happiness?  I believe the answer to that question is Habit.  From an early age, the importance of Money is ingrained within us.  Our government, churches, teachers, and parents fret, even argue, over money.  Entertainment, television, and print media all bombard us with messages that imply money is everything.  The so-called Golden Rule turns green, He who controls the gold makes the rules.  Its easy to control a work to eat world by controlling the money.  The goal of many corporations is to do just that.  Not get your money in big chunks, thats too difficult, but to get your money a little at a time on a continuum.  Its obvious that Three easy payments of $29.95 is easier to make than one payment of Ninety Bucks.  Why do you think we are mailed credit cards by the hundreds and encouraged to freely use them.  Corporate America wants us to all join in and sing, I owe, I owe, its off to work I go.  Like cigarettes, credit becomes a habit, then a fear, fear of 'not having enough money.'  Business uses the fact that, people are more motivated by their fear of loss than they are their desire for gain and creates dependency through credit.
Do I want to work harder so I can charge more?  That depends.  Websters #2 definition of depends states; to be pending or undecided, which means I must not be decided.  In the past, at the end of the calendar year, I would often get a queasy feeling, an unidentified feeling of dread that physically affected my attitude.  It wasnt until I began to write clearly defined goals, congruent with my values, that I understood what caused that feeling.  It was my indecision.  Not having a plan of where I was going, and why, made my stomach jump.  Similar to getting in the car to take a trip and asking, Where are we going?  Or, in Bettys case, Ill work 60 hours a week knowing good and well she didnt have 40 extra hours a week too work!

Sep. 16, 2005 - A Simple Plan

A Simple Plan
By Rossi

Keeping your Economic Engine fueled and rolling and your Life Plan on track daily for success is a Choice.  I look forward to our triumph.

Sep. 16, 2005 - WHAT IS ASPIRE

WHAT IS ASPIRE
Acronym 
    Activated Success Patterns Inside Resolute Effort
Purpose
    To teach, inspire, and motivate associates in creating a Personal Strategic Success Plan.