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ADD A BONUS BOOST TO YOUR SALES TRAINING PROGRAM!
Let's face it, folks: People who feel good about themselves make more sales!
That's why, for so many years, an integral part of our company's training regimen was a program called "In Search Of Maximence."
It taught men and women with a weak self-image to walk taller, and those with a healthy one to reach even more of their potential.
After also being delivered by me in live seminars on three continents, the program was captured in an audiocassette album, two productions of which have been completely sold out.
By popular request, it has been re-mastered in the form of a 4-CD album, accompanied by a 20-page Action Book.
Its core message is that, while excellence is a status reserved for a very few extraordinary individuals, Maximence is not only attainable by anyone, but its actually a higher level of personal fulfillment.
It means being all that you CAN be that you CHOOSE to be in the areas of your life that are important to you.
It has changed the lives of thousands of others, and it WILL work for you!
Information about the album (at a special price of $16..75) is available at www.joeklock.com, or by calling (305) 451-0079.
A BASIC TENET OF GOOD MANAGEMENT
The manager's job has less to do with actually doing things than with getting things done through others.
Alfred P. Sloan, legendary leader of General Motors during three decades of its explosive growth, put it this way:
"The most important thing I ever learned about management is that the work must be done by other men."
Older readers will forgive Mr. Sloan for failing to mention the female force, but they were still in the shadows during his tenure at the helm.
Managers who CAN do everything are valuable assets. But those who try to DO it all just don't understand what management is all about.
That includes, by the way, those "indispensable" men and women who would cause an organizational collapse if they didn't show up for work tomorrow...or ever again!
ON THAT SAME SUBJECT...
Delegating, a necessary function of managers, runs contrary to the entrepreneurial and competitive instincts developed in many of their past experiences.
Often, it's more comfortable and convenient for such "chargers" to say, "I might as well do it myself."
While that attitude may seem to be expedient, it does nothing in the area of team building and can be damaging to morale.
THEY CAN'T DO BETTER THAN THEY KNOW HOW....NOHOW!
Always include at least some elements of self-betterment in each of your sales meetings.
There is noone on your team, no matter how well he or she might be doing, who can't do at least a little bit better.
And it's your job to put the know-how tools in their hands at every opportunity.
A VARIATION OF THE GOLDEN RULE
"Do unto others as THEY would have you do unto them."
Marketing gurus preach (correctly) that before offering goods or services to people, one should first find out what goods and services those people want and need.
This principle applies equally to the members of your team, and suggests an excellent agenda item for future meetings.
Occasionally, distribute a simple checklist form something like this:
At a future meeting, I'd like to:
__ Discuss ________________________________________
__ Learn about ____________________________________
__ Listen to _______________________________________
__ See a demonstration of ____________________________
Leave plenty of space for them to fill in the desired subject, plus a line for their OPTIONAL signature. Provide a discreet place for the forms to be turned in.
At the earliest opportunity, acknowledge all suggestions, including (with an explanation) those you're unable to accommodate.
Don't try to be the answer to their prayers until you know what they're praying for!
AFFIRMATION OF THE MONTH
"I never worry about things I can't change. If I can't solve a problem that comes my way, I learn to live with it."
"THE MESS OF NEAR MISSES"
That's the title of Joe Klock's column in the current (November/December) edition of The REAL ESTATE PROFESSIONAL.
It deals with the problem of underachievers who are unaware (as all managers should be) that there is a very slender margin between mediocrity and stardom.
The article covers both diagnosis and treatment of a condition that prevents Charlie Brown from approaching that little red-headed girl - and traps hordes of erstwhile superstars in the horse latitudes of "Almostville."
If you're not a subscriber to that excellent publication, drop a line to TheREPro@aol.com with your name and snail-mail address.
Tell 'em Joe sent ya and they'll send you a sample copy - gratis!
DREAMINGS VS. DOINGS
Someone (might have been yours truly) once said that management problems result not as much from the big things we want to do and can't, as from the little things we ought to do and just DON'T.
And someone else (not I, though I wish I had) wrote that only those who learn to do simple things consistently ever learn to do difficult things with ease.
Piece those two adages together and you may gain a bit more respect for the humdrum, boring, repetitive, "everyday" stuff that is so often either neglected or under-emphasized...or both!
MAKING PLANS FOR 2005?
Good for you...and your team members, too!
BETTER for all of you if you review those plans at least monthly, making adjustments...upward OR downward...when your projections don't pan out on the playing field.
If you aimed too high or too low, the sooner you change course, the surer your likelihood of reaching the longer goals.
HAPPY NEW YEAR!
This being the final newsletter of 2004, here's hoping that the coming year will be better that the one just past, no matter how happy the OLD year might have been!