Yawn….Seems like everybody has something to say about starting a new decade…a new year. There are plenty of prolific writings about the excitement of starting anew….

It IS all about new beginnings – but it really comes down to the same thing; If you want change, you must want it bad enough that the pain NOT to change is more painful than making the change itself.

The question to ponder is ….

Am I becoming the person I wanted to be, living the kind of life I had dreamed?  With so many people in this country on anti-depressants, my guess is that the “unhappiness” we feel is not from having too much or too little of anything, but rather a disconnect in not having what we had dreamed about having, being and doing.

If we really can change and do believe we really can, then why is it so many of us fail at these fervent but weak resolutions? 

What separates the winners from the losers are the ACTION-able steps to change the direction of your life and the belief that you can change the outcome, and it begins with the power of compounding positive or negative steps to our goals.

Health: We all know we need to be more proactive about our health – that said, if you are younger in age, you don’t feel the same pressure to focus on a healthier lifestyle as those of us who are farther down the runway of life. Losing a couple of pounds a month can a good goal, but facing 20-30 pounds at one time may seem unattainable.  If you want to be healthier you’ve got to start MOVING.   Walking is a cheap and simple way to get in better shape. Bottom line: start a new walking program with a friend or bunch of friends. Too cold? Find a mall – Too warm? Find a mall

Finances:  Saving money? – Now there’s a challenge! Spend an extra dollar a week and you are out $50+…Save a dollar, well, you get the picture.  How much time have you invested in actually seeing where your money goes every day? You might be seriously surprised to find many ways you can re-direct your spending and ultimately your income.  Look at the many entrepreneurial business opportunities available with little start up needed in both money and time to build your income.

Self Improvement: So you want to be better read? Get a library card and schedule a couple of hours a week reading away from home so you meet your goal. Perhaps you want to improve your language skills.  Check out low cost or free programs in the local schools and universities and begin the path to becoming and doing what you visualized for your life

Social: Want more friends? Make some new ones. Learn how to be a better friend to others and you’ll become a better attracter of the kind of friends you’d like to have

Get a Coach: Can’t stay focused? Getting a coach can improve the odds of your getting where you want to go.  Coach Anne Bachrach has no problem kicking your butt into action to keep you on target to get what you said you wanted. (http://www.accountabilitycoach.com/) 

Excuses: We all are faced with crazy schedules, interruptions, no money, no time, no energy, etc. But as our good friend Giovanni Livera, speaker, trainer and master magician says “No Change? No Change!” (http://www.giovanniexperiences.com/)  You can’t expect a change if there is no change in your behavior! There really are no excuses, but rather that we get lost due to our lack of focus, our lack of planning and the discipline needed to delay immediate gratification. 

What if….you could really change your lifestyle, cash flow, energy level, improve your health, be a better husband, wife, son, daughter, or friend?   We live in a land of unlimited opportunity! So dream a little dream and then let nothing get in the way of your having your best life now.

Terri Murphy

Terri Murphy, President of  Terri Murphy Communications
CIO, USLearning.com-
Featured author with Donald Trump-”The BEST Real Estate Advice I Ever Received”
901-767-0000
www.TerriMurphy.com  -
Terri@TerriMurphy.com

www.Linkedin.com/in/TerriMurphyCommunications
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If you think it’s been a tough year, bad market and find yourself thinking from a scarcity point of view, you might find yourself believing that there is little you can do to get more business…Think again!

Before you go with “scarcity thinking”, expert Harvey MacKay gives us 66 creative and meaningful ways to connect with even the most elusive prospects.

MacKay is the bestselling author of “Swim with the Sharks Without Being Eaten Alive”. He says, “Anyone can get the order if he’s willing to stretch the truth far enough. Whether you tell the truth or not, you don’t come out a winner just by getting the first big order. The mark of the pro is to get the RE-Order!”  That said, ask yourself these questions:

What am I willing to do to connect with a prospective client? (Or do I quit after a few attempts?)

Am I just trying to get another sale, or are their ways I can make an investment in a long term relationship?

In order to differentiate my service offering, by adding more value for this prospect by doing business with me?

A great lesson from MacKay’s book is found in Lesson #3 – He says, “Knowing something about your customer is just as important as knowing everything about you or your product”.

 MacKay was so passionate about wanting to know all he could about his customers; he is famous for developing his MacKay “66” question profile for each of his sales people to fill out on their customers. He is adamant that when we know more about our customer, we enjoy a huge advantage when they know we care about them, their needs and ultimately then we have earned the right to work with them.

All too often we fail the first step many high paid coaches, consultants and top performers knows and teaches:  Do a deep and thorough needs analysis of what THEY want, and not what you HAVE.  But first you have to get the appointment and be willing to accept the challenge of winning their business.

Asking questions and then clarifying the answers is one of the most powerful ways to establish confidence and begin building a bridge of trust between you and your prospect.  They want to know that you know not only what they want, but most importantly, why they want it. It is only when you act as their sales leader that you can help them determine what the appropriate solutions to their needs will actually be.  

Many times we approach our buyers and sellers with a barrage of self-serving information about our experience, tout top testimonials and are convinced that WE are the answer to their needs, when in fact, that may not be the case at all!  Regardless of your outstanding sales volume, negotiating acumen and years of experience, if they need a sales person who can speak Vietnamese, you may not be their best choice! 

The battle cry for successful sales that will never go out of style – RELATIONSHIP selling is the key to more sales. Ask well thought out questions, be a skilled active listener, and craft solutions with your prospects for best results.  You may not subscribe to doing a MacKay “66”, but knowing all the facts, motivations, limitations and best solutions for your customer will pave the way to create raving fans and endless referrals.

Bio: Terri Murphy is a speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis.  email: Terri@TerriMurphy.com – for more information on the MacKay “66” visit http://www.harveymackay.com/tools/index.cfm

Lets Connect At:

www.LinkedIn.com/in/TerriMurphyCommunications
www.Facebook.com/TerriMurphy
www.Twitter.com/TerriMurphy

Special Greetings,

Click on the link to see some of the most incredible winter snow scenes

 ever,  accompanied by some powerful axioms.

Don and I send our love.  Happy holidays to each of you.

God Bless,
Terri Murphy and Don Hutson

Click this link:

45 Lessons In Life

Viki  King’s  Christmas  MP3

How to Give Without Shopping This Christmas

Click The Link Below And Listen To Viki King:

V King MP3

-www.VikiKing.com

Terri Murphy

At every level of a service,  care and concern rank as top elements for what our customers express when they describe extraordinary service. And in ,most  cases, every one of us prefers to have our needs not only met, but anticipated, which ultimately makes the outcome more impressive, and inevitably more powerful.

At a time in our calendar year when it is customary to “give” to others, it is apparent that when we authentically have interest in creating a joyful event for others, that the real gift is GIVING…which makes the “doing” part (service) the key.

Caring about a customer’s needs, or when you are genuinely concerned about the outcome of their using your products, can make quite an immediate difference in our success and ultimately our reputation. In today’s world of instant global commentary and reviews, it is incumbent upon us to be aware of how the consequences of that commentary, good or bad, from our customer’s perspective will affect our business going forward.

We’ve often heard how it is the “thought” that counts, and in many cases, that “thought” means so much more than any one thing.  The “thing” becomes the physical reminder that someone “thought” enough to give us some THING to show some level of care.

But at a time when we think about giving, let’s think a bit more about WHAT and HOW we give; Gifts of time, attention, follow up, and concern can be more powerful and lasting than an expensive gift or a holiday basket brimming with goodies.

People never forget the “time” that they were helped, assisted, guided, lead, referred to or connected with someone through someone that helped them get their needs met.  Think about being stranded on a cold snowy highway with a flat tire, and a caring passerby helped you out…priceless!

At the core of all good service is caring; caring that another person or company got what they expected and more.  In business, this always helps convert what might have been a simple sales transaction into making a connection that ultimately becomes a friend…and that friend refers you to their friends, and you know how that referral can grow.

Yet so many of us neglect the details – the extra call, the follow up on a simple detail that if missed could have dire consequences on the timeliness of a business or personal transaction.   At a time of the year when giving is heralded as better than receiving…let’s re-think how we give of ourselves, our expertise, our attention, our ability to observe and capture opportunities to be a better service provider, not just to get more sales, but to be the provider of great experiences for those we work for and those we love.

Caring is a gift that is never too big or too small and is guaranteed to always fit. It is a gift that everyone wants, and if you are lucky, is the one gift you hope is returned and re-gifted often!

Bio: Terri Murphy is an author, speaker, e-communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis.  email: Terri@TerriMurphy.com

Terri Murphy has been honored by the National Association of REALTORS® (NAR) as one of the 12 national experts to head a new initiative to improve the functional processes of Realtors® across the country thru outside the box projects to engage and better serve consumers.  The announcement was made by Dale Stinton, NAR’s Chief Executive Officer.

 In August 2009, NAR instituted the Game Changers Challenge, whereby NAR challenged its 1,500 Local REALTOR® Boards, State Association of REALTORS ® and Institutes, Societies and Councils. REALTORS® were charged with creating benefits and programs to assist its membership during current economic conditions. REALTORS® encouraged state and local associations to take new perspectives of day-to-day work, focus on the value of finding new ideas and formulate them to answer the challenge. These game changing ideas must have an impact on the association, a new product, program, process or service that improves the REALTOR® organization.   Terri is joined by 11 other national leaders including former chief economist, John Tuccillo, John Featherstone,(RISMedia)  Steve Murray (Real Trends), Nancy Wilson Smith (Former NAR V.P) and Jeremy Conaway, (Recon Intelligence)
 
These submissions are expected to help revolutionize service and communication throughout the industry.

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Wouldn’t it be terrific if you could fine tune your marketing strategy just right…to make it wildly successful… and provided an outrageous return on your investment?

In today’s marketplace, what it takes is a major shift in attitude to segue from self promotion– to being totally focused on the consumer

For years, we’ve been conditioned to promote our own success and the success of our company, but that focus does not resonate with today’s GenX/and GenY buyers.  For many of us, it is a  challenge to change from our traditional thinking where experience and highly successful histories were once considered valuable and respected to crafting marketing messages that favor the consumer.

What we need to do– right now– is to stop being “self” or company focused and change that focus to be totally all about  the consumer–their wants, needs and THEIR idea of GREAT service!

Today’s consumer is totally different from yesterday’s buyers and sellers – they are empowered with the internet, they have access to what was once proprietary  information and they now demand more control during the buying and selling processes.

Seth Godin in his recent book TRIBES helps us to understand that in order to connect with today’s consumers, selling and marketing as we know if have been replaced with authentic LEADERSHIP and communication strategies that engender trust.

So we need to stop trying to SELL ourselves and start helping the consumer buy into the relationship so that once the bridge of trust has been established, they choose to do business with us.

If your current marketing is not moving the consumer directly and efficiently towards the satisfaction of their wants and needs, then you may be spinning your marketing money and wheels in the wrong direction 

In order to connect with consumers, there are many changes in how the marketing message is delivered. Social mediums can work, but only if they provide a true resource of information to the consumer that is designed to build community and eventually a relationship. Social media is a mindset, not a toolset and should never be used as a “selling” medium and do require an investment of time.

Crafting a true consumer centric strategy requires serious attention to the real wants and needs of our target market.   Here are a few tips to help re-define, re-invent and re-fire your marketing messages:

1) Conduct surveys to find out what your customer is really saying they want and need…not what you think they need. Use www.SurveyMonkey.com for quick, easy and low cost surveys.
2) Initiate a presence on the 3 top social mediums that supports delivery of the type of  information and resources your prospects are seeking
3) Monitor your online reputation by hearing and responding to both positive and negative postings.  It is in the “listening” and responding that you create raving fans
4) Review your current marketing messages and switch the slant of the communication from features to benefits.
5) Add true third party testimonials to your web strategy using tools like YouTube and FaceBook to allow the customer to be heard.  Authentic testimonials beat your raving about your successes at being #1 in the marketplace..let them decide.
6) Initiate a blog site that allows for interaction and participation with your customers and clients. It’s cheap, easy and buried in all that chatter is valuable customer preferences and feedback.

When you differentiate your communication strategies by offering multiple mediums that are driven by customer preferences, and that serve all 4 generational styles you will find that the results provide for profitable communication. 

Terri Murphy, Author of 5 books, her latest with Donald Trump. She is a Speaker & Consultant can be reached by email: Terri@TerriMurphy.com or for more information visit www.TerriMurphy.com

Singaporians: What can we learn from these enterprising people? We came to teach, but learned more!  Our first Prosperity Series Seminars in Singapore was a gratifying success.  The Singaporians are wonderful audiences and  seem most eager to gain new skills and experience the Yank’s input.  Our partners here, Allen and Jayanthi Pathmarajah, have been most gracious and hospitable and a joy to work with.  Their AJP Partners Group is well-connected and has an impressive client base.  What have Terri and I personally learned from this extraordinary culture?  Singapore and it’s 4.5 million citizens are a noble people with lofty goals and a desire for betterment.  Their entrepreneurial initiative makes them global leaders…they do much with little. The income tax here maxes out at 20% which is cool.   As to the monetary dynamic, our dollars are worth more than theirs, but most of their goods are more expensive due to the fact that everything is imported – even the water!

Singaporian audiences are very diversified and seem  introverted, until you ask them to participate–then they are pleased to present their ideas and be heard.  Very smart people… Energized note takers, eager to capture everything… Appreciative and kind – how can you not like these wonderful people?  Terri and I are already looking forward to our next trip to this extraordinary island country.
Terri and Don

Terri Murphy
President: Terri Murphy Communications
CIO, USLearning.com-Featured author with Donald Trump-”The BEST Real Estate Advice I Ever Received”
901-767-0000

www.TerriMurphy.com 
www.MurphyOnRealEstate.com
www.WomensWisdomNetwork.com

Email To: Terri@TerriMurphy.com

Stay Connected:
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Terri Murphy 
 

FOR REALTORS

How to Interview a Lender Partner
To Create Strategic Alliances

Get more listings by partnering with your lender!

 This questionnaire is to help you as a real estate agent to interview a prospective loan partner(s) to determine if there is an interest/match in creating a mutually beneficial strategic partnership to promote cross marketing and referrals between the agent and the loan originator…..and ramp up the servicing for your clients and customers. 

 In order to comply with RESPA/HUD regulations, it is imperative that both the agent and the loan originator be aware of what is appropriate and allowable to avoid violations of these regulations.  However with recent due diligence, the ideas stated here are designed to create a harmony for both parties to create an exceptional service offering for the consumer, while creating a long term client for life after the original transaction.

 Use this as a template to interview other ancillary services to the transaction that would mutually benefit the cross leveraging of services for other services: Target professionals like financial planners, accountants, tax specialists, insurance agents, attorneys, etc.

 As a Real Estate Agent

 It is imperative that if you refer your customers and clients to a loan originator that there be some structure to support you and your client during the sale process, and more importantly, AFTER the closing. Your choice of lender would be predicated on their commitment and support of your referral and you as their agent to promote a true client for life resulting in repeat business and endless referrals.  Listed below are questions and suggestions to determine if the loan originator you are working with is interested in a reciprocal (and legal) cross service/marketing effort.

 Script:
“I am interested in interviewing specific loan originators to determine if they would have interest and commitment in developing a “strategic partnership” to work together in offering more mutually beneficial services to my customers and clients.  I know that by y creating this expanded service platform, I can offer my clients and customers a higher level of service and begin building a solid relationship that builds trust and creates true repeat business.

  I want to align myself with high level experts in loan origination that are willing to deliver the same high level service commitment and expertise before, during and after the transaction to build a true client for life”

 This questionnaire was developed to give you an idea of the types of questions to ask a prospective partner to determine if they are the right “fit” for your partnership activities.  Use them, edit/change/and make them your own to fit your marketplace, your service model and your vision for top level marketing.

 Questionnaire: 

1. Are you interested in working with my referrals?

2. The loan industry has available an exceptional Client Relationship Management system that is available to loan originators. This program, “Mach3”, offers web based client relationship management for our customers. One of the many options of the program is  that is designed to include me the real estate agent in the communication and marketing with a program referred to as the  “preferred REALTOR® program”.    Would this be agreeable program for you to use with all of my customers who get their financing through you?   (http://www.TurningPoint.com)

3. What tools are you presently using to communicate with an agent and their customers when there is an application in process?  Do you use email? Status sheets? Electronic updates? Email? Fax?

4. Should we begin working together, I would expect that as a team, I would refer you prospects that need loans, and you would make me one of your primary choices for customers or clients needing the services of a professional REALTOR.  Do you presently have a system in place that provides consistent buyer or seller leads?

5. I presently implement marketing where it is appropriate to include a link or destination for additional mortgage information.  This link would drive prospects directly to you and trigger a high level, service oriented drip campaign to this referral until such time they are ready to buy or sell. Would this interest you?  What program or system would you create to handle these leads after you received them?  If I implement as system that captures leads from my site and directs them to yours, what can we do to systematically increase the number of leads to sales?       (http://www.RealProSystems.com)

6. Do you have an automated system you are presently using to update your agent (s) and the customer as to the status of a loan?

7. As part of my marketing, I am considering doing a regularly scheduled series of special events, like  seminars for first time buyers, real estate investment, credit repair and consolidation, lunch and learns, etc. Would you have interest in participating to co-produce these events?

8. I am considering (or currently using) an automated voice response system that offers several alternative options to the caller for mortgage information, credit information, etc.  I am seeking to put my partnership lender contact information on the system, to help qualify prospects and convert them to buyers.  What is your level of interest and what information would you provide to support these leads?

9. One of my prospecting activities is to prospect around the area of properties available for sale; including my own listings, my office listings and other properties, including For Sale By Owners.  This activity, called the “10/10/20” program would require that my loan originator and I would prepare a simple flyer with information about the property offering.  Where appropriate, we would “walk” and knock doors (or mail) the

10 houses/properties on either side of the property offered for sale and the 20 across the street, asking for help in securing a “New Neighbor”  with information on the flyer– Would you have interest in this activity and how often?

11. I am currently offering “STEALTH” marketing classified ads offering service first opportunities for reports, information and resources for real estate and loan information services.  Would you be interested in any reciprocal advertising strategies where we alternately place these ads and mutually service the responses either using the Call Capture service or the web links?

12. Do you have any marketing programs in place to secure prospects for buying or selling that would require the services of an agent? As an example, directed to For Sale By Owner’s? Expired Listings?

13. What type of mortgage programs are you currently familiar with outside of conventional programs? As an example: Rural Development Assistance (RDA) Funds? FHA? VA?  Commercial? 

14. How familiar are you with Short Sales or Foreclosure procedures? Is your lending institution approved to handle short sales?
    
15. I implement the use of a pre-appointment package that is delivered to my prospective listings PRIOR to my appointment.  I include an endorsement letter from my loan partner offering extended services to the prospect and a summary of benefits they offer as a member of my full “team” of services. Would you have interest in participating in the creation, delivery or contact of these prospective sellers? (available at www.TerriMurphy.com

16. I currently use a Buyer’s Guide for buyer prospects that I am working with, and my goal is to help them see a full spectrum of financing solutions so they can make an informed decision.  What programs or assistance can you offer to help create an exceptional service experience both in person and in contributions to this offering?

17. I am interested in including information about my lender partner(s) as a value added component to my traditional and electronic marketing. Do you currently have any marketing tools in place that are  RESPA compliant that appropriately cross markets our services to generate more prospects?
(www.TurningPoint.com)

18.  In an effort to continue nurturing past clients and customers, I will be hosting an annual event. I would want my loan originator to participate in these events. Would you be amenable to help co-host these annual events?

19. Do you have interest in working with me on tandem e-marketing activities that could include podcasts, video, neighborhood/area community blogs or the use of social mediums used to offer more information and services to clients and customers?

20. What type of accountability programs do you have in place to monitor our referral exchanges?

21. What would you expect of me to keep us focused and working together more seamlessly so we could provide integrated service and communication to the clients and customers we have under contract?

22. What tools, systems, programs or activities do you expect from me as your REALTOR partner to help promote your business to my prospects?

23. What kind of Social Media marketing strategy are you currently using to
promote interaction and participation with clients, customers and prospects?   
(i.e. Linkedin/FaceBook/Twitter, blog sites, etc.)

Copyright-2009 Terri Murphy Communications, Inc. – All rights reserved

Terri Murphy, President Terri Murphy Communications
CIO, USLearning.com-Featured author with Donald Trump-”The BEST Real Estate Advice I Ever Received”
901-767-0000
www.TerriMurphy.com  -  www.MurphyOnRealEstate.com
www.WomensWisdomNetwork.com

Social Media Network:
www.Linkedin.com/in/TerriMurphyCommunications
www.Twitter.com/TerriMurphy
www.Facebook.com/TerriMurphy

Listen In!

 Create A Powerful Social Media Presence
Join The Conversation!
Monitor Your Online Reputation.

Click the link below- 
Then Click The Music Note To Listen In!

Scott Hutson Interviews Social Media Expert, Terri Murphy

Terri Murphy – Social Media and Your Online Reputation

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