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August 2006

Aug. 29, 2006 - Writing Ads That Make the Phone Ring!!

Are you getting enough response from your ads? If not,
here are some suggestions to ratchet it up a notch:

Don’t throw away your ad dollars by writing bad ads! In markets with increased inventory, making the phone ring with buyer leads is harder to do. Last year in many places, just having a listing was all it took. This year, the buyers are out there but the increased inventory gives them a lot more choice and they are being chooser.

It’s time to brush up on those ad writing skills to make your ad be the one that is chosen. The basis of ad writing 101 is tied to the acronym AIDA. Remembering these four elements of a good ad will make you more money:

  • Attention - How does your ad grab their attention? Write a great headline. Do something different or unusual with your layout or photo
  • Interest - Give them the information they are looking for and make them think this is the house for them.
  • Desire - Stimulate their desire with the benefits and emotional reasons.
  • Action - Tell them what to do next. This will come naturally if you’ve done a good job at the first 3, but make it easy for them to reach you or use a 1-800 response line.

Here are my Top 10 Tips to get that phone ringing:

10. Always include the price & location. As a buyer reads ads, they are trying to eliminate the ones that don’t fit. When there is plenty of inventory, they will not even call if the price isn’t there. To increase your effectiveness, do your homework and know the alternative homes that would fit their needs.

9. Link to Online Pictures. Consumers love multiple pictures. Include a link to additional photos on your website . By sending them to your website for additional information, you will capture more prospects. Over 80% of buyers are searching online as well.

8. Offer A Virtual Open House. If the media you are using has an open house section, advertise a link to your virtual tour of the house. Do this in your weekend newspaper instead of holding a real open house!

7. Turn The Features into Benefits. Don’t just list the features. Tell them why they will love the location, the cozy fireplace, the gourmet kitchen. A large yard can offer a place to relax with plenty of room for pets and kids.

6. Play To The Emotions. People buy houses based on emotional reasons. They are trying to either to avoid pain (be it emotional, physical, or spiritual) or to gain pleasure (be it real or anticipatory). Ask a question or make a statement to involve their emotions.

5. Include Financing. Get from your lender details of several loan options and advertise using the terms in the ad. . A headline of “Can you Afford $1000 per month?” will attract renters that don’t realize that they actually could afford to buy. Take care if you add financing terms to be in compliance with Regulation Z.

4. Target Your Market. Is this a golf course property? A gated community? A first time buyer home? Write your ad to appeal to the most likely buyer. Give them the benefits! An ad for an investor would focus on bottom line numbers. An ad for retirees would feature benefits of the 55+ community.

3. Write to Their Type. Is your most likely potential buyer a Baby Boomer? A retiree? A young professional? An environmentalist? What are their values and concerns? The words and style you use to appeal to each different type of buyer matter.

2. Use Creative Words. Bring the adjectives back! Bring alive the activities their family will enjoy. Paint a picture for them of those rooms so they can see themselves cooking gourmet meals in the spacious kitchen! Get your thesaurus out and make your descriptions outstanding and inviting.

1. Call To Action. Give them a reason to call. “Won’t last long at this price!” “Call today before it is gone.”

It’s also time to hone your conversion skills. Make sure the calls are not lost. Be prepared with other potential properties and make an appointment with them. The buyers are still buying. Take some time to write great ads and you will get the phone to ring.

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Aug. 29, 2006 - Chaos

I have framed in my office a Chinese Character that says it is the I CHING IMAGE #3 (tm)

CHAOS-Where Brilliant Dreams Are Born (tm)

Before the beginning of great brilliance, there must be Chaos.

Before a brilliant person begins something great, they must look foolish to the crowd.

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Aug. 22, 2006 - Belonging!

I am of the opinion that my life belongs to the community, and as long as I live it is my privilege to do for it whatever I can.
—George Bernard Shaw

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Aug. 20, 2006 - Total Responsibility

Last week, I mentioned I was thinking more about what total responsibility encompassed.

I have just gotten permission to reprint this article which got my wheels a turnin'

What do you think???

The World's Most Unusual Therapist

by Dr. Joe Vitale
www.mrfire.com

 

Two years ago, I heard about a therapist in Hawaii who cured a complete ward of criminally insane patients--without ever seeing any of them. The psychologist would study an inmate's chart and then look within himself to see how he created that person's illness. As he improved himself, the patient improved.

When I first heard this story, I thought it was an urban legend. How could anyone heal anyone else by healing himself? How could even the best self-improvement master cure the criminally insane?

It didn't make any sense. It wasn't logical, so I dismissed the story.

However, I heard it again a year later. I heard that the therapist had used a Hawaiian healing process called ho 'oponopono. I had never heard of it, yet I couldn't let it leave my mind. If the story was at all true, I had to know more.

I had always understood "total responsibility" to mean that I am responsible for what I think and do. Beyond that, it's out of my hands. I think that most people think of total responsibility that way. We're responsible for what we do, not what anyone else does. The Hawaiian therapist who healed those mentally ill people would teach me an advanced new perspective about total responsibility.

His name is Dr. Ihaleakala Hew Len. We probably spent an hour talking on our first phone call. I asked him to tell me the complete story of his work as a therapist. He explained that he worked at Hawaii State Hospital for four years. That ward where they kept the criminally insane was dangerous. Psychologists quit on a monthly basis. The staff called in sick a lot or simply quit. People would walk through that ward with their backs against the wall, afraid of being attacked by patients. It was not a pleasant place to live, work, or visit.

Dr. Len told me that he never saw patients. He agreed to have an office and to review their files. While he looked at those files, he would work on himself. As he worked on himself, patients began to heal.

"After a few months, patients that had to be shackled were being allowed to walk freely," he told me. "Others who had to be heavily medicated were getting off their medications. And those who had no chance of ever being released were being freed."

I was in awe.

"Not only that," he went on, "but the staff began to enjoy coming to work. Absenteeism and turnover disappeared. We ended up with more staff than we needed because patients were being released, and all the staff was showing up to work. Today, that ward is closed."

This is where I had to ask the million dollar question: "What were you doing within yourself that caused those people to change?"

"I was simply healing the part of me that created them," he said.

I didn't understand.

Dr. Len explained that total responsibility for your life means that everything in your life - simply because it is in your life--is your responsibility. In a literal sense the entire world is your creation.

Whew. This is tough to swallow. Being responsible for what I say or do is one thing. Being responsible for what everyone in my life says or does is quite another. Yet, the truth is this: if you take complete responsibility for your life, then everything you see, hear, taste, touch, or in any way experience is your responsibility because it is in your life.

This means that terrorist activity, the president, the economy--anything you experience and don't like--is up for you to heal. They don't exist, in a manner of speaking, except as projections from inside you. The problem isn't with them, it's with you, and to change them, you have to change you.

I know this is tough to grasp, let alone accept or actually live. Blame is far easier than total responsibility, but as I spoke with Dr. Len, I began to realize that healing for him and in ho 'oponopono means loving yourself. If you want to improve your life, you have to heal your life. If you want to cure anyone--even a mentally ill criminal--you do it by healing you.

I asked Dr. Len how he went about healing himself. What was he doing, exactly, when he looked at those patients' files?

"I just kept saying, 'I'm sorry' and 'I love you' over and over again," he explained.

That's it?

That's it.

Turns out that loving yourself is the greatest way to improve yourself, and as you improve yourself, your improve your world. Let me give you a quick example of how this works: one day, someone sent me an email that upset me. In the past I would have handled it by working on my emotional hot buttons or by trying to reason with the person who sent the nasty message. This time, I decided to try Dr. Len's method. I kept silently saying, "I'm sorry" and "I love you," I didn't say it to anyone in particular. I was simply evoking the spirit of love to heal within me what was creating the outer circumstance.

Within an hour I got an e-mail from the same person. He apologized for his previous message. Keep in mind that I didn't take any outward action to get that apology. I didn't even write him back. Yet, by saying "I love you," I somehow healed within me what was creating him.

I later attended a ho 'oponopono workshop run by Dr. Len. He's now 70 years old, considered a grandfatherly shaman, and is somewhat reclusive. He praised my book, The Attractor Factor. He told me that as I improve myself, my book's vibration will raise, and everyone will feel it when they read it. In short, as I improve, my readers will improve.

"What about the books that are already sold and out there?" I asked.

"They aren't out there," he explained, once again blowing my mind with his mystic wisdom. "They are still in you."

In short, there is no out there.

It would take a whole book to explain this advanced technique with the depth it deserves. Suffice it to say that whenever you want to improve anything in your life, there's only one place to look: inside you.

"When you look, do it with love."

This article is from the forthcoming book "Zero Limits" by Dr. Joe Vitale and Dr. Len

 

 

Dr. Joe Vitale is the author of way too many books to list here. His latest title is "The Attractor Factor: 5 Easy Steps for Creating Wealth (or anything else) From the Inside Out." Register for his monthly complimentary ezine at http://www.mrfire.com/

His Executive Mentoring Program is described at
http://www.joe-vitale-executive-mentoring.com/info.html

 

Copyright © 2005 by Joe Vitale. All rights reserved.
You may forward this in its entirety to anyone you wish.

Hypnotic Marketing Inc.
121 Canyon Gap Rd
Wimberley TX 78676

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Aug. 17, 2006 - More Negotiating

Further Thoughts on Strategies for
Negotiating Success

Last month, I shared my top 10 Strategies for Success in Negotiating. Often, we are so busy at thinking about our own strategy, we miss clues from the others involved. Watching the body language can tip you off to information that you might otherwise miss.

In their book,The Definitive Book of Body Language, Allan and Barbara Pease share their research on how we reveal meaning from the way we position our bodies, tilt or heads and scrunch our faces and how we can put ourselves in a position of power by subtle changes. Learning to be aware of and read these signals gives you an arsenal of secret weapons to better influence.

Here are just a few nuggets:

  • The Power Gaze:To intimidate and stop someone cold, stare at the center of their forehead just above the eyes.
  • The Power Stare: When you want to lend authority, maintain eye contact and narrow your eyelids without blinking.
  • The Eyebrow Flash:To welcome and draw others to you, raise your eyebrows quickly.
  • Position your body at an angle, as a better negotiating posture, rather than face on, which signals a desire to fight.
  • Goodwill is created by laughing and nodding.
    Mirroring people's posture leads to a feeling of being in synch.
  • To gain power, initiate the handshake and position your hand in the palm down position.

Fascinating stuff, don't you think? If nothing else, trying to read the body language should slow you down in the negotiating and bring more awareness to what is going on with the other person.

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Aug. 14, 2006 - Precious Moments

"Guard well your spare moments. They are like uncut diamonds. Discard them and their value will never be known. Improve them and they will become the brightest gems in a useful life."

--Ralph Waldo Emerson

 

I think I would have liked this man.....What are you doing with your spare moments?

Don't have any????Hmmm...maybe it's time for a coach!

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Aug. 14, 2006 - Persistence

"After the final no there comes a yes,

and on that yes the future of the world depends."

Wallace Stevens

Are you giving up too soon?

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Aug. 12, 2006 - All in this together

"Just as a sunbeam can't separate itself from the sun and a wave can't separate itself from the ocean, we can't separate ourselves from one another. We are all part of a vast sea of love; one indivisible divine mine."

Marianne Williamson

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Aug. 7, 2006 - Go For It!

I personally get inspired by others who have a big dream or goal

and Go FOR it!

The story of Kyle MacDonald who traded his red paper clip into a house is one of those that has caught my fancy.

http://oneredpaperclip.blogspot.com/2005/07/one-red-paperclip.html

Several years Bob Allen and Mark Victor Hansen wrote  The One Minute Millionaire  . It is still one I highly recommend to stretch your thinking about what is possible.

YOU can create the impossible today with some intentional thinking and audacious actions

Are you ready to GO FOR IT??????

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Aug. 1, 2006 - Tradeoffs...........While you CAN have it all..you can't have it all at ONCE!

 
Every choice you make involves giving up something else. I love Debbie Ford's book, The Right Questions. My favorite is, "Will this choice propel me to an inspiring future, or keep me stuck in the past?"  Lately, in different ways, many of my coaching clients, seem to be struggling with the guilt and angst of what their choices have forced them to give up. Each day can be focused on what we trade off, along with the worry that maybe we didn't make the right choice or guilt because someone else thinks we should be spending our time differently OR it can be focused on owning the choice we have made and being EXTRAordinary because of it.
 
This 3 week trip through the northwest states of our amazing country that Bub and Lily and I are on has been a wonderfully fun (oh, yes, and there have been some of THOSE moments! after all, she is 4!) experience. All of the generous friends, the sites and experiences have made memories of a lifetime (and Lily is recording each day in a journal!)  My wonderfully clients are putting up with missed appointments and some of my projects are being woefully put on the back burner. I've had moments when my old perfectionist self  has chastised me for not getting every email answered, not doing introductory sessions from the road, and not even blogging about the trip!  I know, though, that the rest of the world can wait and the choice I've made to fully give over to enjoying the world through the eyes of this 4 year old and the love of my life is the perfect one. It was the ultimate compliment when Lily spontaneously said to me the other night,"you are an interesting woman, Grandma!" I'm not sure what meaning she attaches to that word or what I had done to generate the thought, but I will die happy knowing my grandchild found me interesting.
 
As my latent perfectionism reminds me, the tradeoffs are always there . I also know that second guessing and wasted guilt only drain energy that could be embracing the passion. Those jump in with both feet and leave behind the safety of the ordinariness give us role models.
It's hard:
  • Being an accomplished business woman with children but this woman is modeling for her children behavior that will instill courage in them.
  • Being a committed volunteer leader who owns a business but this woman is modeling the ability to make inspired choices and give others the message they can to do the same.
  • Being an entrepreneur building a business before it has generated financial income when others think perhaps you should just work at a job with a paycheck, but this woman is modeling pushing through from the safety to a place of living with passion.
  • Being a successful woman with a good business who decides her passions are elsewhere, but this woman models the fact she can do the risky and unknown if she trusts her inner voice to guide her to the right choice.
 
It's easy to succumb to the "shoulds" that we impose on ourselves and to listen to the "it can't be done" chatter that others are all too happy to share. It is not so easy to go for your dreams, to use your passion to decide what is really going to give you a day or week or month or year of feeling blissfully engaged in life and to be able to understand, yes, you could take another road, but it would not be you living as fully engaged in the life YOU were meant to lead. But, I have found, as I begin to understand the tradeoffs are part of the deal and I can be at peace with it.
 
Thoughts for this Tuesday:
  • What choice are you putting off because of the fear of what you have to give up? Are you ready to become courageous?
  • What guilt is plaguing you about a choice you have already made, that needs to be silenced?
  • Where can you let go of the need to be perfect and enjoy delighting yourself?
 
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Please Help Me Make a Difference....
Do you know someone who has inspired you? If so, please nominate her at the www.InspiringWoman.com site.
For a $10 (or more) donation, you description of how this woman inspired you will inspire the rest o f, be a great tribute and thank you to her and help The Web Women's Giving Circle raise the HUGE goal of $100,000 that we will raise by December for the CARE More Challenge, empowering impoverished women.
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Thank you in for the difference you are making in the world whether it be by supporting me or by the other places you are making a difference and modeling for others the extraordinary!

You may think this is generic-not applying to you...but it is NOT...I am blessed that the people who are part of my community of readers are amazing people each and every one!

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About Me

Resources, articles and thoughts on being awesomely productive and creative while enjoying a life you love! Don't forget to visit my web site at www.joeann.com for even more information and resources. COMMENTS ARE WELCOME. Please notice the Post A Comment link at the bottom of the posting.

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