I just read an interesting article in the June Apartment Association magazine–I know, I’m really behind in my reading. What made the article interesting to me is the advice they are giving for low cost strategies to retain your tenants seems so very obvious to me.

I figure even though these ideas sound like no-brainers the fact is lots of us know we should do this, but don’t. So here are the reminders of some really basic business principles. These ideas work for whatever business you are in from real estate and property management to selling Avon products.

The first thing to do is look over your database and make sure you have a phone and e-mail for everyone. I have over 5000 people in my database and although they are really important people to me, I realize I’m not so important to them–so when they change e-mail addresses or phone numbers they don’t always think to tell me. This is a great opportunity to go though your entire file and contact each person to confirm phones and e-mails and, of course, remind them they are important to you.

The second thing recommended in this article is to follow up every service request every day. That goes for anyone who gets a question or inquiry about your product or service. I had a prospective owner ask me for references this week and when one of my clients answered her she copied me. Her highest praise for me is that I actually answer my phone!

Finally the third earth shaking suggestion they have is to return calls and e-mails immediately. We all know we’re supposed to do that and yet how often have you sent an e-mail requesting information or commenting on something to have days go by without a response. It’s really a common problem. I’ve taken to following up with a phone call if I don’t get a response right away just to check if “my e-mail went through”.

So the take away points here are to contact everyone in your database to confirm phones and e-mails, to actually answer your phone, and to return e-mails immediately. I challenge you to do it.

Until next time, SS

In lead generation, sell salvation, not products. Sell hope, the promise of a better tomorrow, being recognized by the boss, beating peers in the race up the corporate ladder, wealth, popularity or being there first! The product is just the way to get there.”

I read such a good article this morning in my Lowe’s Daily Real Estate News, I just have to pass it on to you. It’s at Mikes’s article .  This was written by an old friend of mine, Mike Parker.

It’s a long article, but worth reading.  The gist of it is, all the energy we, as marketers–no matter what your business, are constantly told to put into blogging and tweeting would be so much better spent actually working with leads.  All the Social Networking in the world is never going to provide you the real business that old fashioned “prospecting” and lead follow-up will.

There is so much hype right now about how you’ll be left in the dust if you aren’t “working” all the social media sites, blogging, and tweeting.  It makes you feel desperate to get on this band wagon.  What a relief to hear the sound of reason from Mike Parker.  He actually said–in his way–The Emperor Has No Clothes…bravo!

Until next time,

SS

Here’s an article from LegalZoom that’s worth sharing. LegalZoom is a valuable resource for anyone in business or thinking about being in business…

Do You Have What It Takes to Be a Successful Entrepreneur?

Author(s): Heleigh Bostwick
June 2009
It takes a lot to be a successful entrepreneur. Do you have what it takes? Check out this list of qualities common in successful entrepreneurs and see how you measure up.

1. Great People Skills

Entrepreneurs have great people skills and understand that it’s the relationships between people that get things done. They enjoy being around people and know how to work a crowd without the crowd even realizing it!

2. Confidence in Yourself and the Product

Another essential quality for any successful entrepreneur is confidence. We’re not talking about regular old self-confidence however. Entrepreneurs take it to another level. It’s that extreme confidence and belief in self and product that gives an entrepreneur the wherewithal to shamelessly promote a product or service.

3. Passion

Ever wanted something so bad you could taste it? Then you must be an entrepreneur! That burning desire to succeed is what enables entrepreneurial types to accomplish just about anything, from the apparently insurmountable to the thankless minutia required to keep your business running.

4. Perseverance

Every entrepreneur stumbles into roadblocks once in awhile, but what sets the successful ones apart is the ability to step back, re-evaluate, and take another route. You know that familiar saying, “If at first you don’t succeed, try, try again?” Consider it the mantra of the successful entrepreneur.

5. Stamina and Energy

High energy levels and stamina go hand in hand with perseverance. Any successful entrepreneur will tell you that he or she has had a pattern of burning the midnight oil, skipping lunch, working 80 to 100 hours a week, and missing out on social events in pursuit of success.

6. Sharp Focus on Goals

Entrepreneurs are focused and goal oriented. They set up goals and develop plans of action to achieve those goals, whether they’re generating sales, improving efficiency, or reworking a product design in a time crunch.

7. An Understanding of How to Make Money

An entrepreneur’s primary goal is to make money. They are not content to work solely for the pleasure of doing something they love; they prefer cold, hard, cash and understand how to get it.

8. A Gift for Sales and Marketing

Entrepreneurs don’t have to be born closers, but they need to know how to sell and market their products. It usually comes naturally to business owners; even people who don’t enjoy sales usually find it easier to sell and market a product or service they completely believe in.

9. An Eye for Opportunity

Last but not least, an entrepreneur cannot be successful without a product or service that people want. Even if your product is fantastic, you won’t make a dime if there’s no market for it. Getting the right product in front of the right audience at the right time is crucial. The ability to spot a trend or need in the marketplace and run with it is the hallmark of every successful entrepreneur from the guys behind Ginsu knives (still going strong after more than 30 years by the way), to Vince Offer, creator of the ShamWow.

Until next week, SS

This comes from the American Express Blog by Eric Priezkalns published 4/28/09.  It’s a long piece but the take away is this…

Small businesses have one tremendous advantage that bigger businesses struggle, and often fail, to simulate.  Small businesses have the opportunity for a genuinely personal relationship with the people who buy their products.  Forget contact centres taking calls in far-off countries, scripts read out from screens and databases to keep a track of the customers previous purchases.  With a small business, you can know the name of your customers daughter, what sports team they follow, and how they drink their coffee.  Knowing your customers can be a source of pleasure for you and your staff, as well as a great way to improve business.

In business, the common goal is to make money, so it is tempting to focus on that.  But the best generalization about making money in the long run is that it comes from building great relationships with customers so they keep coming back for more, during good times and bad … Even the extraordinary algorithms of a Google can only offer second-rate experience to the genuinely personal touch of dealing with somebody who actually knows you.

Speaking to somebody is the best way to communicate, but even in an email you can add an extra sentence or two to expand and personalize the message.  When I email a customer, I always add an extra line or question talking or asking about something specific to that person.  That line may have nothing to do with business.  If I cannot think of anything to write, then I look up old emails and remind myself about what we talked about before.

Business Builder is the perfect tool to implement these very good ideas.

Until next week, SS

I thought of this quote  when I attended a presentation by Progressive Majority last month. The speakers were introduced by my party’s Chair, Wayne Holland, who reminded those of us attending how important persistence in the face of failure is when running for office, especially so when in the minority party.

Here are his remarks from that day:

Throughout history  some of biggest “game changers” in politics were those whose persistence and commitment to public service pulled them through the possibility that losing often comes before winning.

Imagine if the “Great Emancipator” had given up the call to serve after one defeat or two defeats or even three.  Yes, during our nations darkest time thank God a three time loser was sitting in the White House.  How likely is it that history may well tell the story of  another Illinois leader whose vision and leadership was available at a critical time because he had refused to quit after one defeat 8 years earlier while attempting to win a seat in Congress.  Then candidate Barack Obama received a whopping 29% of the vote and acknowledges today that his 2000 defeat is the election where he learned his biggest lessons about politics and life.

Closer to home we have more than ample examples of heroes who refuse to take their ball and go home after a set back or two.   Salt Lake County and a growing number of citizens throughout  our state have come to know and trust Peter Corroon.  He has become an important symbol of honesty and integrity in public service.  How many of us recall the shape of Salt Lake County government before a candidate who had lost multiple elections, once again offered himself as a candidate who could make a difference and restore confidence. Thank you for not giving up Mayor Corroon.

Giving up is not an option if you are committed to making a difference in the world, whether it be running for congress, the senate, city counsel, or even the local school board. It takes patience and time for people to know and trust you, so if you are committed to being that change in the world that you wish to see, then never give up.

Clarity

PS - stay tuned for a convention wrap up from my State’s party conventions!