Reg Gupton reviews Who Are You Really And What Do You Want.

Who Are You Really And What Do You Want
by Shad Helmstetter

Ever wonder what you really need to do to get what you want in your life? I have and so have my coaching clients. A good friend recommended I read Who Are You Really Helmstetter says that his experience as a coaching and trainer tells him that there are three things needed to convincingly move you toward your goals and dreams.

First, one must modify your self-talk or mental programs. These are the conscious and sub-conscious tapes that run all the time in your head You are probably saying to yourself, “what tapes?" That is the voice that he is talking about. We have dozens, maybe hundreds of others running around in our heads. He offers powerful and proven ways to re-set these often harmful messages.

Second, you need an effective goal setting strategy. You and I have taken numerous goal setting classes. Most often they have not been successful Helmstetter offers an interesting twist on the process of developing and documenting your goals. I love it

Finally, he discusses coaching offering benefits and ways of selecting and working with a coach. Coaching is often about encouragement, creativity and accountability. Most of us receive little to no encouragement in our lives. What we hear from most of the people that we are around daily is disparaging comments. These seem to be the standard today. We all need someone telling us we can do it or that it will be OK.

All of us work better in our lives with some accountability. The need for this powerful motivator is not about getting beat up when we do not accomplish what we said we would. It is about having another brain/person help remove the obstacles that get in the way. Often we have blind spots in our behaviors and can not see what is blocking our progress. A coach can help.

You can order your own personal copy of this powerful book, Who Are You Really, and What Do You Want?, by Shad Helmstetter.

Reg Gupton

Empower yourself when prospecting

Several years ago while developing my real estate business, I like many of you struggled with prospecting and talking to people.

I would talk with individuals, worked with them, spend time with them and then nothing. I had major attitude problems. I thought every one should like, trust and want to work with me.

I can not give credit to to the following aphorism. I don't recall where it heard it first. I have used it for years and years. When I first heard it I was doubting. I had difficulty in believing that something this simple could make a difference in my life.

In order to effect a change in my behavior, I wrote it on a 4x6 index card and put on my credenza for years and years. And read it over and over and over and over, and over. Getting a pattern here? It worked at a very fundamental level.

Here it is. SW, SW, SW, N. Some Will, Some Won't, So What, NEXT. The emotional power of this expression is in the word, NEXT. It frees you to move on and not get wrapped up in your nickers and hold on to the any single prospect.

Let me know how this works for you. It works for me to this day.

Reg Gupton

Know the difference, it can mean a lot

Over the years a major tip to effective communication is the difference between a feature and a benefit.

I recently found a great definition which explains it perfectly. It follows: a feature is what something is and a benefit is what something does. A feature is a thing; a benefit is a solution to problem or the fulfillment of a desire.

As a great friend of mine, David Peri, says, we only buy two things, fun and a solution to a problem.

When working on a presentation or practicing your scripts and dialogues, work on communicating effectively the benefits of your product/service not the features. You will sell more.

Reg Gupton

Reg Gupton says print media advertising is not marketing

This has happened once to often for me to remain silent.

Many personal service providers and retailers that I work with seem to be committed to the position that advertising = marketing.

It does not. Advertising may be part of a thoughtful Marketing Plan. Marketing can (should) include things like referrals from past customers/clients, warm calls, direct mail, web sites, Pay Per Click and face-to-face contacts just to name a few.

Get out of the thought process that the only way to build your business is by advertising in a newspaper or magazine. How about the day that I don't read the page of the newspaper where you placed (and paid for) your ad the one and only time this week. Your money is wasted.

Create a robust Marketing Plan with proven strategies and tactics.

Need help? Give a call. We can create a Plan with proven solutions to the lead generation challenge.

Reg Gupton

Reg Gupton posts a Top Producer 7i mass email tip

As a strong advocate of building relationships using databases and a long-term user of Top Producer I have discovered a problem that you need to be aware of.

When you send mass email using Top Producer 7i many of them are blocked by AOL and spamcop.net. It is not your computer nor email address that is blocked. It is Top Producer's server. Top Producer tech support contacts the companies in question explaining how people use the system. After a day or so Top Producer's server is opened to send more email and be successfully passed thru AOL and spamcop.

I have gotten into the habit of contacting Top Pproducer tech support before I send a large mailing. You might do the same.

If all of us work together, we might have the company put more attention on this critical matter so we can all us Top Producer to its fullest.

Reg Gupton

Reg Gupton suggests how to get past the automatic and useless phone answering system

The other day a client was struggling with completing a real estate transaction. She needed to speak with someone and do it now. All she got when calling the companies main number which ended in 4600 was the maddening system and voice mail.

She got creative and dialed 4601. Got right to someone's desk. I happened to be the manager. What a deal??!! He was responsive to the max.

She got the help and answer she needed right away.

Use this tip and make your day easier and less frustrating.

Reg Gupton

Reg Gupton posts a book review of Endless Referrals by Bob Burg

Endless Referrals
by Bob Burg

Reviewed by Reg Gupton

A while back one of my clients thought that I might enjoy and be able to use a book about securing a continuing stream of referrals. During my real estate career, I realized a 93% repeat and referral business. I am always interested in learning how to work less and be more profitable which referrals will do for you.

I bought it right away and put it on the stack of books to be read.

Recently I had to travel to Nashville on personal business. I took the book along for the plane rides.

To make reading and studying books like this easier, I recently bought a tool that is perfect for reading content rich books. It is a highlighter with small Post-It notes that can be used to mark pages that one finds important. On the 2.5 hour flight I found that I highlighted something on most every page and had to use the small Post-It notes sparingly as I was using them very, very often. Really valuable, proven information on how to grow any business by referrals rather than working with cold prospects.

I did not finish the book on the trip and am so excited about it that I wanted to let you know about it now so you don’t have to wait for me to finish it.

Let me know if you agree about the power of the tools and strategies presented.

You can order your personal copy of Endless Referrals, Third Edition, by Bob Burg.

Reg Gupton