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Get Curious!

Sometimes all it takes is changing your routines and yes, most of us have many routines and set patterns in our lives.

• Try something new – whether a different flavor latte, a new sport or form of exercise, reading a book that you wouldn’t normally read, taking a different route to the grocery store.
• Be observant – pay attention to what’s happening around you. Look at billboards, signs, ads in the paper or magazines and note interesting words and clever phrases.

Idea: start clipping words, phrases, pictures from magazines and newspapers and pasting them into an Inspiration File. This will help when you are searching for words to create punchy titles and interesting phrases for your website and marketing materials.

Idea: look at words within words. Some I have used in the past are commUNITY, accent-YOU-ate, e-VALU-ate.

• Talk with others – ask how they generate fresh ideas in their business. Create a brainshowering, vs. brainstorming, meeting with a small group of people from a variety of fields. Come with the intention of not only sharing a wealth of ideas but also of helping those who are creatively blocked or struggling with a specific marketing or business problem. It’s amazing what can happen when energies and thought powers are combined.

Idea: if you can’t physically get together, consider a conference call or group email format.

I was asked recently how I come up with weekly ideas for Two Tip Tuesday and the answer is, I get them everywhere - from something I may have just read, heard, seen or from questions I get asked. Some of the best ideas have come from my own experiences and challenges or problems I am trying to solve.

Learn to pay attention to what’s happening around you, even though it might seem trivial. EXTRA-ordinary discoveries can result from ordinary experiences. Look how Jerry Seinfeld created an Emmy award winning television series using normal life experiences for material.

“Creative minds are rarely tidy.” - Author Unknown

“Creativity is inventing, experimenting, growing, taking risks, breaking rules, making mistakes, and having fun.” - Mary Lou Cook

“Creativity – like human life itself – begins in darkness.” - Julia Cameron

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Are You Suffering From CDD?

Creative Deficit Disorder

Q: Have you ever felt your marketing materials, presentations and/or networking efforts were flat, uninspiring and lacking originality?

Q: Do you struggle when it comes to creativity and finding ways to inject pizzazz into your business?

If the answer is YES, get ready to discover a few simple ways to get those creative juices flowing.

Simply stated, creativity is the ability to imagine and invent something new – whether in your life or in your business. Some creative ideas are unique and one-of-a-kind; others are just simple, practical ideas that haven’t been thought of by anyone else.

Whether the ideas are unique or simple, the point is to give your business a creative injection on a regular basis – before the lack of creativity starts to show.

Unleash Your Imagination

First of all, stop saying you aren’t creative - even if you might be feeling that way. Be open-minded and willing to try new, never-thought-of-before ways to improve and liven up your marketing. Here’s an idea to spark some creativity that is well worth trying:

Spend time in a new environment or schedule creative timeouts to inspire fresh thinking. Go to a serene, picturesque place that is void of distractions and give your cell phone a hiatus. Try a park, botanical garden, lake, beach, museum, art gallery – you get the idea. Let your mind wander and take a notepad to jot down words, sentences, ideas that pop into your mind. Don’t try to make sense of them; that comes later.

My Story… Several years ago I booked a two day stay at a B&B outside my town. There was no television or radio and I left my cell phone and laptop at home. I took along comfortable lounging and hiking clothes, my favorite scented candles, three motivational books, a journal, stack of fresh writing pads, pens and colored pencils. I spent this gift of time making an effort to tune out all the programmed thoughts and to be open to new thoughts and inspirations. I came away energized, re-focused and brimming with creative ideas.

Whether you take half a day or multiple days, go miles away or just down the block, getting away is important to recharge your energy and encourage creative thinking.

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Create Your USP (Unique Selling Proposition)

1. What words reflect your strengths and show how you are different from your competition? Some examples might be: professional, fast, economical/budgetminded, attention-to-detail.

2. What are the reasons clients should choose you over your competition? Examples might be: certification and credentials; years in business and experience; specialization and expertise; award-winning; published or showcased in specific magazines or television; professional recognition and member of your specific industry and your involvement.

3. What benefits do you provide that make you and your company unique? Such as:

• I take a green approach because I use existing furnishings.
• I provide an economic advantage because there is no need to buy new items.
• My clients get immediate gratification because I perform my services within a day.
• Consider me your ultimate resource or go-to person when looking for a particular service.

4. Identify for your client the pleasure quotient involved with using your service, or pain you would eliminate for them. Examples might be:

• My services relieve the frustration of not knowing how to pull a room together.
• Existing furnishings and accessories take on a brand new look.
• Rooms feel more spacious, calm and visually appealing.
• Multiple styles can be easily blended into a cohesive and attractive arrangement.
• Heirloom pieces can be integrated with current furnishings.
• Collections, memorabilia and special accessories are creatively showcased.

5. What specific problems do your services solve for clients?

• Defeats overwhelm of making decorating decisions.
• Eliminates the fear of making wrong choices.
• Showcases the full potential of a space, because clients tend not to see what’s around them on a daily basis.

6. Write sentences using your answers to the above questions. Eliminate unnecessary words and keep the wording concise and clear. Remember, your USP is a call to action and is a promise you are making to clients. It needs to convey your message so they understand it and are inspired to call you.

7. Once you have written four or five sentences, ask friends, associates or family members to assess them and to choose the one or two they feel best conveys your message.

8. Put your USP to work. Start using it on your website, in your marketing materials, including your business card, and as a dynamic introduction when addressing a group or meeting someone for the first time – it makes a perfect 30-second introduction.

“Education is a lifelong experience. Experience is a lifelong education. Education plus experience equals expertise.” - Michael Bugia

“Never become so much of an expert that you stop gaining expertise. View life as a continuous learning experience.” - Denis Waitley

“You will be surprised at how receptive people can become when you are willing to share with them your expertise, enthusiasm and energy.” - Mitch Thrower

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ExpertEASE

I frequently get asked how small business owners can differentiate themselves from their competition and more specifically, how to get potential clients to see them as the clear choice when making the decision whom to select for a specific service.

I like to say, “You can’t sell if you don’t tell,” which means if people don’t realize what your strengths and areas of expertise are, they are not going to be able to clearly see the difference between you and others who offer the same services you do. So what’s the solution? Hands down, it’s having a dynamic USP - the secret weapon in your marketing plan.

USP means unique selling proposition and is the core of your marketing message. It is two to three benefit-rich statements that clearly and concisely answer your customer’s question, “What’s in it for me?” It is also the most effective way of differentiating yourself from your competition.

Your USP should convey the key benefits your service will provide to your clients, what is unique about them and the compelling reason that will motivate them to take action and call you.

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REALATIONSHIP SELLING STRATEGIES

Your career growth in the mortgage industry depends largely on your ability to build strong, continuing relationships with top quality sources of business, the Realtors, affinity groups, past clients and sphere of influence contacts. Additionally, a professional mortgage originator must know how to:

• Get business from a prospect who is currently committed to working with another loan officer
• Help prospects reach their full potential and accomplish their specific goals
• Constantly upgrade his or her clientele

So how do you attract the attention of these top quality sources of business and overcome their commitment to another loan officer? How do you combat the closed door policy at real estate offices and their indifference in wanting to see you?

The bottom line is that when two individuals want to work together, details won’t stand in the way. The key is to building a relationship where they will not only want to work with you, but seek you out.

Let’s use Realtors as an example. Too often loan officers make frequent sales calls in an effort simply to be visible… hoping to get lucky and be in the right place at the right time and catch a realtor outside the closed door. If and when they do get face-time with an agent, they do an information dump of programs, pricing and company competencies. In other words, they act like a sales person, instead of a sales partner.

To be competent at relationship-selling, loan officers must put the highest value needs of the Realtor in order of priority. They must then decide how to present a solution for these needs. The days of stuffing rate flyers in mailboxes, delivering cookies and bagels and showering agents with themed gift campaigns are a thing of the past. Getting noticed and getting business are two different things. You can only accomplish both by bringing true value to the table by taking these three simple steps:

#1 Define your prospective Realtor’s primary needs and goals: Get more clients = Sell more properties = Make more $

#2 Determine solution strategies to help meet those needs and goals: More buyers + more listings + quicker sales + higher sales prices = More $

#3 Deliver pertinent information efficiently and effectively: Pre-approach marketing campaign + solution-specific seminars and newsletters

The last ingredient to this success formula is crucial to the overall effectiveness of the plan, plus, it makes the relationship selling process much more enjoyable:

Establish alliances with those who share the same choice client as you

The alliance strategy comes to life when a cross-functional group is created to service the needs of a common prospect. You will not only reach more prospects by joining forces with an alliance partner who also calls on Realtors, but you will be providing them with a more diversified and higher level of service.

There is a wide variety of service providers that call on Realtors: Professional Home Stagers, Professional Organizers, Virtual Tour Photographers, Database Marketing Companies, Home Inspectors, Appraisers, Title Companies and Moving Companies… and more.

Remember, no matter how committed Realtors are to another loan officer, you can win them over with professionalism and by distinguishing yourself as a valuable resource and creative problem solver.

 

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Send a thank you note when you don’t get the business:

Yes, indeed… that’s what I said. If you want to leave a lasting impression, plus exude professionalism and class, send thank you cards or notes to clients who have not chosen you.

Say something like, “I appreciated the opportunity to submit a proposal to stage your home,” or, “I want to thank you for giving me time to explain my services to you and I wish you the best success in selling your home. If there is ever anything I can assist you with in the future, please call.”

The extra few minutes you take to do this one simple thing just may come back to you in amazing ways… you might get their business after all; they may hire you for another service or they may refer you to others. One thing for sure, it will get their attention and set you apart from your competition.

“Now go out and practice an attitude of gratitude.” ~Sandy Dixon

“One can never pay in gratitude; one can only pay “in kind” somewhere else in life.” ~Anne Morrow Lindbergh

“Gratitude is the most exquisite form of courtesy.” ~Jacques Maritain

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How should you be thanking?

After completing a project or providing a service, you may want to leave a small token of appreciation, in addition to expressing thanks verbally. It doesn’t need to be expensive, but do make it useful, appropriate and memorable, with this in mind: more and more people these days are de-cluttering and eliminating the excess in their lives, so give a thank-you that can be used or used up.

Top thank-you token suggestions:

Send an artistic thank you card from The Word Garden catalogue, 3Hwww.maryanneradmacher.com. My favorite verse of the two home-related cards they carry is:

“May your walls know joy, each room hold laughter & every window open to possibility.”

The verse is related to what I do (redesign and stage); it is positive, inspiring and is frameable as art.

Need further inspiration for token thank-you gifts:

• Live plants or fresh flowers
• Box of candy
• Scented candle (I prefer fresh linen or new mown grass scents)
• Note pad cubes (with your logo and contact info, of course)
• Teacup with packets of tea – and your card attached to the cup handle
• Before & after photographs on DVD of their newly arranged room
• A useful tool – such as the multi-function tape measure with notepad and pen attached that is my all time favorite and most cost effective leave-behind gift; see promotional products at www.creativeangle.net

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Recently I read a short article written by a person who delighted in retrieving, analyzing and pondering grocery lists she found discarded in carts left in the store or out in the parking lot cart stalls. I almost didn’t read it because I couldn’t imagine it being interesting, but after a few sentences I became intrigued with the questions the author was posing AND what she was ‘supposing’ about the list writers and the left-behind scraps of paper.

I started to think about how I created my grocery shopping lists and whether there was any rhyme or reason to how I went about doing it. Did they leave any ‘clues’ as to my culinary likes and dislikes or the extent of my entertaining? Then I started wondering how others made their lists and what the common and not-so-common elements might be. I was curious as to know if they might hold clues as to how people lived, entertained and of course, ate.

My own grocery list-making brought to light a few notable consistencies. For instance, in most cases I have a ‘running list’ which means I add to it throughout the week as I run out of or low on certain items. As much as I would like to have it in order as to type of food (vegetables, canned goods, meats and fish, sundries, etc.) so as to make my grocery store trips more efficient, it almost never happens. I can tell by looking at it if I was in a hurry or whether I was sitting with a recipe in front of me consciously identifying what I needed. It was also quite obvious when I was entertaining because the list was longer and contained that didn’t make the list very often.

Sometimes I will combine a to-do list with my grocery list and bullet point stops I need to make while out getting groceries….or draw a little box around the other stops so I don’t forget.

But what else might people’s grocery lists reveal…possibly a celebration if candles, flowers, prime cuts of meat, specialty or seasonal foods have been listed?

Do they have a preference for a particular ethnic cuisine?

Are brand names mentioned or a specific size, weight or amount of an item noted?

I think some lists are good indicators of eating habits, indulgences or mood enhancers like chocolate, ice cream, sweets.

Could we take a guess at the list maker’s age, gender, marital status and/or interests? A well organized and easy to read vs. a haphazard and smudged list might give us an indication of the writer’s persona. Do they methodically cross items off as they locate them in the store? Are the lists crumpled up as if to say ‘I no longer have a purpose’?

Isn’t it amazing how so much can be surmised from such a mundane task? Next time you make a list or see someone else’s list, think about the story it might be telling…you might even surprise yourself!

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I am always intrigued when I see variations of a common theme or personal ‘takes’ on a particular subject. I delight in diversity!

This time of year I find the way people decorate for the holidays fascinating. It can be very unique to the individual, vary from formal to whimsical, expressions of old and/or new traditions and sometimes can be non-existent or dramatic departures from what was done in previous years.

Christmas trees for example, bring different personalities to the season, depending on who is doing the trimming. Some are loud and grab your attention with their lights, while others have a subtle beauty that shines through. Decisions must be made: to have one or not; should it be real or artificial; small or tall; pre-lit or DIY ‘patience-required’ lighting.

Do you have your favorite type of Christmas tree or do you just buy the first tree you see on the lot? Most people ponder this decision, looking for the perfectly shaped, fullest, most beautiful tree they can find. Or, maybe instead of a traditional variety like fir, spruce or one of the pines, you opt to go in an entirely different direction. For instance…

Instead of a live Christmas tree, try an inflatable version. They are reusable and oh-so-easy to put away after Christmas, since they collapse into the size of a small bag once the air is released.  They can be used indoors or out, and inflate with a simple pump. No watering required!

Making your own Christmas tree can become a great alternative to cutting down a tree, especially if you get the whole family in on it. Creating a tree from recycled materials can be very rewarding and ‘green’ because you can keep it and reuse. A beautiful clear tree made from used water bottles or a wooden tree from scrap lumber—anything in your recycling bin can be made into a unique “tree.”

If you are crafty, think about sewing, stitching or hooking a Christmas tree wall hanging. Simple to hang and to store, they can be works of art that can even be lit.

If you are a bit more traditional, however don’t want to go the ‘big’ tree route, try a bonsai or miniature evergreen tree. Also consider decorating a completely different kind of household tree or plant. This is a great solution if your space is limited and they are readily available at your local nursery or home improvement store.  In Hawaii, the Christmas tree of choice is the Palm tree.

I wanted to share how three of us friends approached the Christmas tree decision this year: Barbara’s is traditional and loaded with sentimental ornaments; Nita’s is a Charlie Brown version made from a tree limb and log from her yard; and mine is the ‘not decorating this year but need some token of the season’ folk-art, wood cut out ‘pseudo tree’.

What are your TREE-ditions for the holidays?

 “Never worry about the size of your Christmas tree. In the eyes of children, they are all 30 feet tall.”
-Larry Wilde

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Intuition shun

You know that little voice inside your head that often will try to ‘nudge’ you in a certain direction for seemingly no good reason? It keeps nagging you to take some sort of action? You know…the one that most of us will ignore, but surprisingly, is almost always right?

Last Saturday, we were invited to friends for dinner and since I was bringing a couple of appetizers I wanted to be sure to arrive a few minutes early. I planned my day according to our departure time (which allowed for holiday traffic) and was quite pleased that the schedule went as planned.

A few times throughout the day however, a thought would cross my mind about calling my hostess to confirm the arrival time which I was certain was 5:30pm. I ignored the thoughts.  Something also kept popping into my mind about double-checking my Outlook calendar to make sure I had the time right…but did I? No.

You may know where this is leading, but let me share the scenario. We left home as scheduled and arrived (to our delight) exactly five minutes ahead of when we ‘thought’ we were expected. Each holding an appetizer, we rang the door bell…and waited…and waited some more. As I peered through the window in the front door I could see the setting was ready for entertaining, however missing a critical element…the host and hostess. I began to hear that little voice again, but this time it was saying ‘what did I tell you?’

After a few more knocks on the door, the hostess (still in her prep clothes) opened the door with a big smile on her face and exclaimed ‘you’re early!’ Thankfully they are good enough friends not to have been flustered by our 30 minute advance arrival. In fact, she put us to work lighting candles and opening wine bottles while they finished dressing for the party.

The good news is we weren’t late; the bad news is I failed to listen to my internal guidance system…my intuition. Whether we call it our gut, ‘that little voice in our head’ or intuition, I believe we do indeed have a second sense that directs us when we need it. This built-in alarm system can protect us, guide us, be our ‘voice of reason’ and even help us make important personal and business decisions…if we just listen. In most cases, we dismiss the thoughts and plow ahead with our actions.

So as I challenge myself to start paying better attention to these little ‘passing thoughts’, I encourage you to do the same…and watch what happens!

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