Real Estate Investing – Presenting the Offer (How I Get Offers Accepted)

When presenting the offer to a property owner, you need to focus on their needs, and their why. Why are the selling the property? Is there mold under the sink? Is the roof in need of repair? Is the foundation sloping? The list goes on and on as to why people sell a property, but when you come in with an offer lower, probably quite a bit lower than their asking price you are going to have to justify it.

Start by focusing on the negative things they showed you in the initial walkthrough, and reassure them that once the sale is over, they will no longer be burdened with these problems. Then you can talk about the amount of money that needs to be invested into the property to bring it up to market. Just remind them that you are solving their problem. Their problem is this depleting property and you are gladly taking it off their hands.

Sometimes their problems are personal, and have nothing to do with the property, death, disease, bankruptcy, divorce, disaster, like a fire or flood. Several things can play on people’s reasons for selling a property. But when you talk about your offer, always refer to the property as a property and not a house or home. That desensitizes them a bit, takes away a little of the emotional aspect of them selling their “home”.

When you create an offer, you never ever want to pay more than 70% of the market value of the property. Not 70% of the value of the property in its current condition, but 70% of it’s after repair value. This will keep you from taking a real low ball approach, but in turn give you plenty of play to fix the property up and make a hefty profit, even in these recession times.

Remember, you do not have to explain your offer to the owner, but you might have to justify it. Don’t give them the game plan; just tell them why you can’t pay the asking price, and why the offer is what it is. Insist that you offer is good/valid for 48 to 72hrs. After that, if they are interested you will have to renegotiate the deal, and probably make a lower offer. Explain that you are looking to invest money right now, and have been looking at several properties, and need to invest in one this week. Giving them a time frame, gives them a day or two to think about your offer, and if they have received any other offers on their property.

My last piece of advice is, if you have questions pertaining to real estate investing, presenting offers, or anything related to investing, you need to find yourself a mentor. Someone that will talk to you, not just give you a book to read or a DVD to watch. Someone that will give you real advice, in person or on the phone. So get out there and start presenting the offers and growing your real estate investing business.

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Christmas Presents For Him? What Shall I Get Him This Year?

Choosing a Christmas present for the man in your life can be very difficult as I agree that men can be very difficult to buy gits for, I know this as I’m one of those men. If I want something I go and buy it straight away and if Im asked what I want for Christmas my usual reply is I don’t mind. Now how do the women in my life stand a chance with an answer like that!

I think there are some simple rules to live by don’t just put money in a card as that is very boring and shows no imagination at all. Gift vouchers are much better than the above especially if you buy them from somewhere a little different rather than your local supermarket. Get them for a company that sells something that the man in your life would not usually buy from himself on a regular basis. The next things that are always a stocking filler that are not that popular are pants and socks! If you are buying those get him something else as well.

Experience days usually go down well with most men and with so many different things available to buy experiences in from cars to bikes, tanks to airplanes and much more you are sure to be able to find something to suit him. Generally Christmas and birthday presents that show thought are the best ones and because of that they don’t have to be that expensive.

Just a simple train of thought will be enough such as he drives a 4×4 I will get him some tailored 4×4 mud mats or seat covers. It shows you have thought about them, what they do, what they need and we all like to know that someone is thinking of us. Obviously the more complex the train of thought the better the gift will be perceived, even if it only costs a couple of quid. So when you are looking for a Christmas gift for your boyfriend, brother, father or friend just give him a little thought for Christmas this year.

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Sales Strategies – Four C’s of Successful Sales Presentation

You have never thought of yourself as being on stage – you are a sales person, not an actor. But if you are not careful it could easily be ‘exit stage left’ with no chance of a call back. Following the 4 C’s of presentation will mean that you ‘shine’ and get the standing ovation that leads to you getting the coveted ‘award’ you always wanted – the sale! So what are the 4 C’s? Clarity, control, consistency and confidence. Let’s have a look them, one at a time.

1. Clarity

Some of us have a tendency to speak softly or mumble. If this affects you, make a conscious effort to raise your voice and speak from your diaphragm. A good technique is to pretend your audience is at the far end of the room and to speak at a volume that they can hear. A good pace to your presentation and the avoidance of ‘umming’ and ‘ahhing’ will also ensure that they keep their focus.

2. Control

This may sound obvious, but you mustn’t be surprised by anything in your presentation. You should be aware and in control of every slide that comes up. You should not be surprised by your own graphics! Also, control your audience and do this at every point in your presentation. Are they interested? Are they bored? Confused? Distracted? Listening intently? Watch the body language and facial expressions of your audience, then pace or change your presentation accordingly (this may involve slowing down, asking more rhetorical questions to involve them more etc.). If a delegate asks you a question and you are not ready to answer it then keep your control and tell them you will come back to that when you have come to the end of the presentation. Don’t let anyone pull you away form what you have prepared to deliver.

3. Consistency

Consistency keeps your audience clearly focused on your message. Cover all the points in a consistent way and ensure that you keep coming back to your main points. If you are part of a symposium or there are other speakers on the day, try to avoid duplicating or contradicting what a fellow presenter has said or will say. If it is unavoidable, then at least make a small reference to that fact that it was touched on, but that you want to emphasis the main points.

4. Confidence

Confidence in everything! In yourself, the presentation itself, your product, and your service. This should be evident from the way you enter the room, the way that you interact with your prospects; members of your own team, as well as how you handle questions, interruptions and conflict. Social dynamics are at play throughout the sales process and the presentation is a major part of that.

I remember some of my first sales presentations and they were a disaster – really, terrible. But when I implemented the strategies that I had researched and that I had seen other top sales professional make effective use of, and not only in the area of the presentation stage, I found that I made better sales in less time with less effort. What I am describing here are basic steps to effective sales presentation – that are sadly often overlooked and, as with my experience, with disastrous results.

The ability to make effective and compelling presentations and to be confident when speaking in front of an audience is a key business skill, and you can master it if you implement the 4 C’s of successful sales presentations.

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Being in the Present Moment

To continue the lessons learned from my son’s tragic accident, the concept of being in the present moment was something I had only learned a few years earlier. The thought anchored me. Spencer Johnson’s book The Precious Present was one book I had been introduced to while working at the addiction rehab unit. Learning to accept the past, to not fear the future and to live in the moment were invaluable lessons in coping with this crisis and others since.

When something awful happens to someone you love the “if only’s” set in. I can well imagine the thoughts of the families of the 911 disaster. The twin demon to the “if only’s” is the “what if’s.” We traveled those roads. The first days in the hospital were the “what if he dies?” “What if he doesn’t wake up?” Slowly they became what if he never talks, walks, eats, or recognizes us? It was a daily, hourly and minute-by-minute struggle to stay in the present moment, as frightening as it was, because dealing with the awful “what if’s” was impossible. I still remember a doctor early on telling me he would never get any better than he was. I do understand the logic of not raising false hopes, but to destroy all hope is just cruel. Thankfully, one day at a time, for 13 years, our son has made slow progress to a present that is truly miraculous, and we face the future with less fear and more hope.

I believe that we are given the strength we need to cope in every situation we encounter. However, we are not given the strength to cope with the myriad of “what if’s” our minds can conjure up. Nor are we equipped to spend our lives looking back at lost opportunities. I used to teach my clients and patients not to stand rooted in the burned out forest, but to move toward the light. As we take each step I believe there is a powerful force guiding us forward, but mercifully we cannot see the whole path.

Five Concrete Steps to get in the Moment

  1. Breathe. Inhale deeply, exhale slowly three (3) times. Repeat whenever necessary.
  2. Use your senses to bring your consciousness present. What are you seeing, tasting, hearing, touching, smelling right now?
  3. Put your hands on the arms of your chair or flat on the table. Say and realize: “I am OK right now.”
  4. Pick an object in your close vision and concentrate on it for two (2) minutes.
  5. Decide one small action to take right this minute.

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The Value of Electronic Statement Presentment

Electronic Statement Presentment has been around for a number of years now and many companies have employed Electronic Statement Presentment technology with success.

For some consumers, the provision of statements electronically is highly desirable. It means that they can manage their financial relationship with your company easily whether in a hotel the other side of the world at home.

It also provides an additional vehicle for a company to market to their consumers. Just as we would use transpromo techniques on a traditional paper based statement, we can apply the same theory and logic to Electronic Statement Presentment.

So in the classic model, how does Electronic Statement Presentment work?

Electronic Statement presentment can be implemented and delivered most quickly and easily through the implementation of an electronic archive an retrieval (more latterly these are becoming known as ‘Vaults’) system. There are other ways of doing this but, they are complex to implement and perhaps have a greater value for B2B rather than B2C markets.

So, in this article I am not going to talk about high end Electronic Bill Presentment & Payment (EBPP), the payment side of this is a topic worthy of at least a few articles!

The Document Archive and Retrieval system will typically reside within the remit of the document production management team. In order to generate the electronic statement, the first stage is exactly the same as for the production of a paper based document.

The Document Composition engine is thus the first stage of the process. In fact, it is likely that Electronic Statements will be generated as part of the same job. The difference is a switch flag within the data file that tells the composition engine whether the bill is for Electronic Presentment or not – many companies will choose to ingest every generated document into the Vault -, if not to enable consumer access but to enable call centre and customer service access to customer statements and documents. But more on this another time.

In its simplest form (we willl avoid talking about XML generated data for online presentment at this stage) the document composition engine generates a print stream. Once generated, this print stream can then be ingested into the Vault. As the print stream is ingested, each customer statement is indexed by core characteristics – account number, name etc- and then utilising some clever compression algorithms is reduced in size and then stored in the vault.

For most Vault type systems, the compression algorithms are highly effective these days and can massively reduce the size of ingested print streams.

Most Vault systems have an API facility. This means that software such as that that drives your companies website can access the Vault. By communicating through the API, search and retrieve requests can be made by virtually any business application.

Once the search is complete, an individuals document can be made available online. To the user, the visibility of the document looks just like your website and is seamless from a user perspective. The document is secure because it is the website that is managing access to the vault – so only documents relevant to an individual user can be seen.

Good document archive and retrieval software will provide the user with additional functionality – such as the ability to generate a report from the document. They can search for frequency of use of certain phone numbers, spends within a particular restaurant and so on.

Where customers can be persuaded to switch off paper based statements and to start using electronic statements, the savings for the company can be significant. The cost of physical mail is high whereas the cost of electronic presentment is very low. Some companies choose to offer incentives to encourage companies to move towards a paper billing process.

But perhaps the real value of the Electronic Statement is the way in which it draws you customer to your website. It encourages an ongoing dialogue. There is a necessity now for the customer to visit your website and this provides the opportunity to market to the customer more, perhaps encourage the customer to take a short survey or purchase more from your company.

It is perhaps not a good idea to email statements to a customer, this is essentially insecure and, it is not likely to draw the customer back to your website. However, an email with a link to a specially designed landing page for that customer presents an exciting opportunity for customer engagement.

Electronic Statement Presentment will provide a host of operational benefits not least the operational flexibility that the automated document factory will get and, the reduction in call periods within the call centre -because the statements are held electronically, they can be viewed in the call centre exactly as the customer sees them which speeds up problem resolution.

Most vendors have some kind of Vault system, some with some very powerful features. But this really is the easy way to get documents online and available to customers.

These systems can literally be up and running within a matter of days, they are low risk projects that reduce costs and enhance the service that you can deliver to your companies customers.

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Presentation Disasters – Presenting Styles to Avoid

I have seen many great and inspirational speakers. We can learn so much from them. Occasionally we listen to speakers who do not communicate well with us. I have identified 5 ‘types’ of presenter that also provide us with great learning opportunities!

Timid Tracey. Tracey enters the room with her head down, looking at the floor. She shuffles in and has no eye contact with her audience and her shoulders are hunched. She has written her speech, longhand, in a small note book and wears thick glasses to read it, word by word. Tracey’s body language is closed with her note book held close to her face. Tracey doesn’t look up at all and has no connection with her audience. Her voice is very faint and shaky. She is relieved when the presentation is completed and does not invite the audience to ask questions.

Lovable Leo oozes self confidence. He enters the room with his head held high and a ‘look at me’ attitude. Leo normally presents to far more successful people than you, and at larger conferences – and reminds you of this. His clients are only the best and most important – and of course he can’t mention their names, but lets them ‘slip’ anyway. His speech is assured and confident, but alienates the entire audience. He repeatedly reminds the audience how important and successful he is, and shows no empathy with them. The speech is all about him, not the audience. At question time, he dismisses any question he can’t answer and is keener to repeat his successes than listen to questions and share knowledge.

Power Point Pete. Pete has spent hours preparing a state of the art Power Point Presentation. All of the latest visuals and sounds for the ‘wow’ factor impact on his audience. Pete knows how to use all the latest equipment and has arrived early to ensure it works. He is still fiddling with the equipment when his audience arrives. When presenting, Pete reads the text on each of the slides. He does not diverge from the Power Point Presentation, and his audience have more connection with the slide show than him. Pete is unable to answer any questions raised by the audience, although he does refer back to his slides.

Sorry Sarah. Sarah had a dreadful journey getting to the meeting. She left late and then roadworks and an accident on the M1 delayed her even further. She had forgotten to recharge her mobile phone and wasn’t able to warn the venue she would be late. On arriving, it is raining heavily but she has forgotten her umbrella, so she is soaking, with wet hair and runny make up. Immediately, the stressed organiser leads her to the meeting room where her audience are waiting in anticipation. There is no time for a cloakroom break. Sarah is terribly apologetic. Then she drops her prompt cards on the floor, and can’t get the equipment to work. Sarah becomes more flustered; her voice becomes higher and tenser, with her breathing becoming shallower; her audience becomes increasingly anxious that she is having a panic attack. Her speech becomes faster and faster, and instead of connecting with her audience, defeat faces her.

Whinny William has a very unfortunate voice; it is very nasal and penetrating. It is also monotone. Whinny William prepares thoroughly and practices before each presentation, but the content and style of his presentation are marred by his voice. His audience notice his voice more than what he says and leave the presentation feeling they have listened to a ‘noise’. Whinny William’s voice is a barrier between himself and his audience. People do not take William seriously even though he makes a valuable contribution to meetings and presentations. William’s voice is ridiculed by colleagues and it is preventing him from progressing careerwise or becoming an effective presenter and speaker.

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10 Common Presentation Pitfalls

In order to know what makes an effective presentation, you must first know what can destroy your presentation.

Here are 10 common presentation pitfalls you don’t want to make when giving a formal presentation for your job or business. These pitfalls will lessen your effectiveness and your audience will lose confidence in you as a professional.

1. Sounding or Looking Nervous – It’s only natural to be nervous in front of a crowd. A lot of very effective speakers are. However, if you nervousness cause you to be stiff and hesitant in your speech, you will cause your audience to focus on how nervous you are and you will loose them from the very beginning.

2. Monotone Voice – A presenter that has a voice with no emotion well take away from the presentation. It does not matter how great the information is. Presenting the information in a monotone voice will kill your speech.

3. Voice That is Too Soft – If the audience can not hear you past the first few rows, they will become disconnected from you and probably start to think about what the next presenter will be like.

4. Little or no Eye Contact – If you tend to look down, over or away from your audience, they will feel disconnected and also start thinking about the next speaker and what they will have for lunch.

5. Reading Slides or Handouts to Audience – Supporting materials and visual aids are meant to add value to your presentation. When you read them word for word, you will insult your audience’s intelligence. They did not come for you to read to them. They came to hear you speak.

6. Slides with Too Much Information – When you put too much information on a slide the presentation looses it’s value. Data and tiny charts takes away the audience’s focus on the presentation and they become frustrated because of all the tiny numbers.

7. Too Much Jargon – When you use too much company specific language or terminology you will loose your audience. They will look like deer in headlights.

8. Data Overload – Speaker gives so many details, the core message gets lost and to key points are remembered.

9. Too Much Humor – Humor can add a nice touch to a presentation. However, forced humor, or too much humor can take away from the seriousness of your message and you can make your audience uncomfortable and risk alienating them.

10. Having no Closure – The only way you know the presentation is over is when the speaker stops speaking.

If you do these things, your presentation will surely fail.

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Being Fully Present in Every Moment

“Lost, yesterday, somewhere between sunrise and sunset, two golden hours, each set with sixty diamond minutes. No reward is offered for they are gone forever.” — Horace Mann

One of life’s bottom lines is that we only have the present to use for our living. We have been trained in our schooling to think of time as existing in the present, the past, and the future. Our past is gone. Our future will come from today’s right now moments.

Can you see that all we have is our present moments? It is our present moments that have created our past. It is our present moments that will be creating our future.

What can we do to maximize our present moments? Would you think that grumbling and complaining to our best friend would be a great use of our present moment? What would you say about someone who lives in constant worry and fear about the future? I don’t think it is the best use of our present moment.

Try this idea on for size: what if you set out to create wonderful stories for your past by injecting all the fun and adventure, love and joy, success and profitability you could inject into your present moments? What if you decided to do that with complete focus, attention, and intention? Would your life change? I think it would change a lot. And you know I am dedicated to Be the Change, so this would be something I would completely support.

This is the way I live my life. I work to maximize every moment. I am mindful of what I am thinking and doing every waking moment. I have set a path of intention for myself and my daily doings. I relax into the joy of my work and I find a wonderful sense of fulfillment knowing that I am creating a wonderful past (passed) for myself. I am very aware that with this fruitful habit in place, my happy future is also assured.

I know that many things will drop away from your life if you will focus fully in the present. You won’t be tempted to overeat; you won’t worry about finances; you won’t wonder if you are good enough; you won’t experience depression. You will know that you are giving your all. No one could expect more of himself or herself than to give all you’ve got into your present moment.

Today’s right now moment is all you’ve got to work with. Ask yourself “Am I doing my best?” Cherish the present and your life will become a richer, fuller, happier experience. This is conscious consciousness of your moment and it is my wish for you today.

“If, before going to bed every night, you will tear a page from the calendar, and remark, ‘there goes another day of my life, never to return,’ you will become time conscious.” — A. B. Zu Tavern

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4 Tips For A Great Custom Presentation Folder

When it comes to a marketing or sales presentation you only get one shot to make an impression on the clients that you are meeting with. Due to this fact you will want to make sure everything about the presentation goes over well including the custom presentation folder. In order to make this happen you need to make sure that the final product looks great even if you are a bit crunched for time. To help make this happen here are four tips for a great custom presentation folder.

Place information logically

If you want to create a custom presentation folder that serves its purpose then you will need to think about how to place the information within the folder logically. The purpose if any custom presentation folder is to offer a final reinforcement of your presentation to the client or buyer. Therefore, you need to arrange the information to do so. Generally speaking, it is best to start with an introduction to the company and then lead into a full product description including how it will help the client. Make sure to also include your contact details at both the start and finish so that they will easily be able to contact you when ready.

Choose catchy colors

The next thing you want to consider is the color scheme because you want to grab the clients’ attention with the custom presentation folder so that they do more than just casually flip through it. To this end, it is important to choose complimentary colors that are attractive but will not overwhelm the customer or look tacky. Color copy printing can be tricky sometimes because what seems great does not always come out great so make sure your colors sit on the opposite ends of the color spectrum for the best results.

Choose a template design

Outside of color, you also need to think about choosing a template design in order to make sure that your custom presentation folder looks professional. Whether you choose the theme or use one that has already been created a theme builds consistency throughout the folder and offers a layout that is easy to read and follow. This is an important element that you should consider for any printed item and one that you will want to keep consistent throughout your business for added reinforcement on all types of additional orders such as digital brochure printing.

Allow time for color copy printing

Finally, the last thing to remember is that color copy printing can take time if you want the job done right on high quality printing equipment. To this end, you should always try to allow two weeks for the finished product to arrive and one week at the latest if you are running behind. While some printing companies can rush orders, it is a large risk to take if you need the custom presentation folder right away and have to face the possibility that they simply will not make it on time after all of your hard work.

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Why We Give Christmas Presents

Every year on December 25th we celebrate the tradition of giving gifts to our friends, family and loved ones whilst very few of us understand the reasoning behind doing so. There is a lot of history that people rightly and wrongly associate with the giving of gifts at Christmas, which in many ways is a relatively modern tradition.

One of the earliest significant customs of giving Christmas presents during the winter solstice was throughout the Roman festival of the Kalends, which occurred at the beginning of January. Leading officials of the Roman Administration were expected to present presents to their Emperor during the festival, these presents were known as strenae.

Originally, these presents were believed to be branches of evergreen taken from the grove of the goddess Strenia; but Caligula wasn’t very keen on olive branches, so, the Roman dignitaries began to give presents of honey and cakes which pleased their Emperor.

Modern beliefs in the Christian religion is that the giving of giving presents at Christmas can be tracked back to the gifts of gold, frankincense and myrrh that were given to the Christ child by the three kings.

The visit of the three kings who followed a star to the Christ child was originally celebrated on the Feast of Epiphany on January 6th. Time ensured the tradition of giving presents came to be more associated with Christmas than with Epiphany. However even today in many countries presents are given on January 6th rather than December 25th.

We can be certain the ancient Church didn’t celebrate Christmas as much as it observed it as a holy day. The tradition of giving presents at Christmas grew in popularity throughout the middle ages, bringing us to the modern commercialized era of present giving.

During the nineteenth century, the idea of present giving took on new dimensions, as the works of Charles Dickens and Thomas Nast helped shape our concepts of Santa Claus and other notable aspects of the holiday.

The belief that Saint Nicholas (Santa Claus) brings presents comes from the legend of the generosity of Saint Nicholas, Bishop of Myra. Remembered for his generosity and kindness, he died on December 6th, in the year 345 when it became customary to give presents on the anniversary of his death.

For a long time Christians would give presents on both Saint Nicholas’ Day and Christmas Day, but over time the two dates fused into one and Saint Nicholas was borrowed from his own day to be the patron saint of December 25th.

The reality of modern day gift giving is that we give presents to our friends, family and loved ones as a sign that we value and care for them, rarely because of the history that surrounds Christmas.

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