POWERQUOTES

 

JEFF, SO WHATTA YA THINK?

QUESTION: Jeff, when I meet with prospects, and it's time to discuss fees or the budget, I seem to freeze and go into brain panic. Help! What do I do?

ANSWER: Stay calm. Focused. In control. And realize, before prospects become customers, they must have a need to fill, a problem to solve or a dream or goal to realize. And they have to have the ability to pay for it!

You should never place yourself in a position, where you have to guess at somebody's budget or investment potential.

Budget builders help you avoid this dilemma, because they're questions that remove the guesswork and uncertainty—about the budget.

However, your decision-maker may be unwilling to share with you a budget, a number, or say something like, "I have no idea what this should cost, that's why I called you!" or "Money is no object. If it's worth it, I'll pay for it!"

If you get responses like these, you can still determine the budget. Here's one way:

You let your buyers know you want them to make the best possible decision. And that decision will obviously be a reflection of their goals, needs, desired outcomes and budget. Therefore, if they have no idea what the investment might be, you can share several ranges.

For example, you let them know ecstatic clients who have had a similar need, problem or goal have made investments within three ranges, let's say:

  • Range 1 is $5,000 to $10,000

  • Range 2 is $11,000 to $20,000

  • Range 3 is $21,000 or greater

It's important to stress, you should never put an ending parameter or restriction on your final range.

You now ask them, "Which range would you be most comfortable with: 1, 2 or 3?"

If they say, "Range 2, $11,000 to $20,000," you can say something like, "Great, would you prefer to stay closer to $11,000 or $20,000?" Their responses help guide you in your creation of their best possible solution.

IS THE BUDGET REALLY FIRM?

Yet how do you handle a decision-maker who gives you a "firm" budget? Let's take a look at a simple example, easy to relate to. Imagine...

I'm a real estate agent and you're a motivated buyer.  We've already determined you want a four-bedroom, two-and-a-half-bath house in a quiet community, close to schools, shopping and transportation and the lot has to be at least a quarter of an acre. You've told me you'll only look at homes listed at $350,000 or less.

Armed with this information, the first house I take you to is listed at $375,000. Not only do you detest the floor plan and neighborhood, but you're really disappointed and disturbed with me, because the house is listed at more than $350,000!

You feel I took you here just so I'd make more on my commission! Uh oh. I'm in trouble! You feel I didn't listen and you may begin to question my integrity and real purpose.

However, what if this scenario took place?

Imagine instead, I said to you, "Let's make sure i understand what's important to you. You'd like to find a four-bedroom, two-and-a-half-bath house in a quiet community, close to schools, shopping and transportation, and the lot has to be at least a quarter of an acre. You also told me, you're only willing to look at homes listed at $350,000 or less. Correct?" You nod affirmatively.

Now, I ask a question that goes something like this:

"Would it be fair to say, if I come across a listing that offers you and your family everything you want—the space, the community, the lot size and then some—but it's listed at more than $350,000—would it be fair to say—you'd prefer I not even show it to you?"

How do you think you'd react to this question? 

It's likely you'd say, "Well, I guess I'd be willing to look at it." I say, "Great! How much in excess of $350,000 are you comfortable with?" You say, "Well, up to $380 is probably okay, maybe even $400, but then it really has to be something special!"

Who just increased the budget, me or you? You did! And it was accomplished with the use of a question or a power probe NOT a statement.

Here are six key profit points:

  1. Control through questions that reveal problems, needs and dreams or goals.

  2. Keep quiet. Stare with your ears, listen with your eyes.

  3. Take notes. Place value in your prospect's, customer's, decision-maker's words.

  4. Restate your decision-maker's wants, needs and desires. And then confirm their importance.

  5. Let your decision-maker know your "probing" is crucial to helping you—help him or her.

  6. Focus on enabling others attain a more favorable future, improving their condition and driving their results. (Because when you help them achieve this first, you too benefit.)

 

BOLD BELIEF!

 

COFFEE BREAK FOR THE MIND™

 

 

Sunday, August 29th, 1982. Overcast clouds and intermittent rain in Chicago, eventually gave way to early-evening sunshine. And that night, with a simple decision, my life was forever changed. It was when I said, "I do!"

 

Today, my wife Sheryl and I celebrate our 34th wedding anniversary. She remains my light, my love, my laughter. (At least on the days we're talking!)

 

Our festive anniversary weekend this year, included seeing The Boss - Bruce Springsteen, last night at the United Center. Yet it began Friday night, August 26th at Wrigley Field. Where apparently, the Chicago Cubs, in their final push to win a pennant and a World Series Championship, acquired the rights to an aging, yet proven performer: Billy Joel!

 

As my wife and I rocked with almost 50,000 fans to Joel's music, (that I have literally listened to and "spun" since I was a disc jockey at the University of Illinois), my mind and vision often wandered.

 

I'd gaze around a ballpark I've cherished since I was a little boy. It's a baseball shrine that has brought me joy and sorrow. Hope and horror.

 

Yet on this recent summer night, I could only imagine  what it would be like, to be sitting at Wrigley on a fall night, this October, when...

 

The "CUBS WIN IT ALL!" (They won their last championship in 1908. Yep, that's 108 years of pain, suffering and agonizing.)

 

To adapt for Cubs Nation, the title of Billy Joel's hit doo-wop single, it has been, The Longest Time. Up 'til now!

 

BASEBALL, BIKING AND BEYOND!

I love baseball. Played it competitively for years. And was fortunate to play with guys who were remarkably talented. Our Niles West high school's teams, in the span of four years won three regular-season or summer-league state championships.

One ballplayer, was unequivocally, the most talented guy I ever played with, Ray Borucki. Ray even played Class A pro ball in Spartanburg, South Carolina—where his Phillies roomate, was Ryne Sandberg. "Ryno" was traded to the Chicago Cubs in 1982, where he had an  MVP and Hall of Fame career.

When my "baseball career" ended at the age of 18, it was time for competitive softball; 12-inch and also here in Chicago, 16-inch. Loved it! Played for over 34 years.

Until my legs said, "Hey, after playing multiple sports for decades, undergoing four knee operations, two Achilles tendon surgeries and wearing braces on both knees when you compete—you might want to find another activity that doesn't require running—because your time from home to first base is three minutes!"

So for the past eight years, I've been walking. Often. In-town or on-the-road. In hot or frigied temps. High humidity or high winds. Have enjoyed the journeys. But they're not, ummm, very challenging or competitive.

Yet a few months ago, thanks to my "big brother" and dear friend Harry, I re-discovered biking. Logging lots of miles on his "loaner" bike and now on my new bike.  It's a sweet ride. A lightweight, high-performing, carbon beauty! Knocked-out 27 miles yesterday morning with bikin' buddies.

When my sister Linda said, "Send me a picture of you and your new bike." I politely declined. Yet she insisted. So here you go:

The seat may require adjusting, but the basket oughta come in handy. (And am pretty confident, the training wheels are off by October!)

 

LINCOLN'S BIRTHDAY WISH!

If Abraham Lincoln, had wished my Mom a happy birthday, (on August 28th), he might have said:

"Sallie, happy four-score and seven years!"

 

CLASS IS IN SESSION!

For a bonus dose of inspiration and knowledge, please take a peek at our latest blog post. It  features valuable lessons learned 16 years ago from our daughter Brittany's fourth-grade class:

http://www.jeffblackman.com/classroom-boardroom-or-home-room/

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