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Mar. 1, 2011 - Hit a Home Run this Year: Start With Spring Training!

 I’m not too much into sports (you may think it sacrilege to live in AZ and not know whether the Cardinals are a football team or basketball!) I did grow up in Baltimore, though, with the “then” Champion Orioles and Colts and knew which was baseball and which football…. Sports gives us some great analogies for having a winning business. Let’s take a look at this today.

What does it take to be a winner?

1.    It starts with a plan. We’ve talked about this, right? You have your plan in place for 2011 (or you need to go get my Awesome Year Plan right now!)

2.    Then there is Practice! In baseball, there is Spring Training. I’d like you to consider what practice & training you need to win this year.

a.    Do you need to brush up your skills with a class? In most states, it is very inexpensive to go back to GRI Classes after you have your designation. If it’s been a few years, likely there have been changes or there may be elective courses you never took that will give you solid skills. Or how about the new e-PRO Course? It is an elective for the CRS, RSPS ABR, CIPS and RSPS (Resort & Second Home Specialists!

b.    Or, perhaps you need a new tech tool! Are you using a tablet computer? An iPad? Do you have a great website?

c.    What are you doing to increase your effectiveness with clients? Do you have a mastermind group or a coach that helps you stretch, stay accountable and feeds you nuggets to help you be creative and unleash new ideas?

3.    And, of course, then there is The Game! How are you doing so far this year? We are almost 1/6th through the year. Are you on track for your goals? Have you been productive, rather than chasing your tail busy?

Take a few minutes and see what’s working and what isn’t. Take action on one step this week to improve your game. Sometimes, it is easy to get overwhelmed with all the to do’s and ideas, and then do nothing. Instead, pick 1 action right now and do that this week. Pick another next week. By the end of the year, you will have made 52 improvements in yourself and in your business. Remember the story of the tortoise and the hare??? Be a tortoise this week! 

And, if you are in Arizona, you have a great opportunity to REALLY bring your game to the next level by attending the 2011 Winter Conference themed BASES LOADED on March 9-11 in Prescott! For only $50, you get 3 days of exceptional breakouts, presentations and even a RE BAR Camp! Lily helped me explain why you should go! 

And, if we are not connected yet....

Add me as a friend on Facebook

Follow me on Twitter

Connect with me on LinkedIn

...or if you haven’t joined my my Facebook business side…please come play!

...or come play on FourSquare!

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May. 6, 2010 - Fossland’s Forum for May with Jack Peckham

Fossland’s Forum for May

My monthly teleconferences are recorded and archived if you miss them or want to listen to a previous recording.

Top 10 Real Estate CyberTips!
With John M. "Jack" Peckham III, CCIM, CIPS, RECS
Real Estate CyberSpace Society

Wednesday, May 19, 2010
9 AM Hawaii, Noon PDT & AZ, 1 PM MDT, 2 PM CDT, 3 PM EDT

Talk about someone who really has his fingers on the pulse of real estate! This interview is not to be missed if you want to stay on the cutting edge!

Click Here to Register

If we aren’t already connected…

Add Joeann as a friend on Facebook

Follow Joeann on Twitter

Connect with Joeann on LinkedIn

...or if you haven’t joined my my Facebook business side…please come play!

...or come play on FourSquare!

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Oct. 8, 2009 - The Fourth Quarter CAN be the best this year!

Can you believe it is already October? It was still hot (106) until last week here in Tucson and the crisp fall air hadn't shown up. It has been a very dry summer. It's easy to get cranky. My garden needs lots of love and renewal having suffered through the long hot summer. I am off the road for a few weeks and I have the time to pretty up the view out my office window. I need to do some cleanup, some planning for my winter garden and then plant or buy the flowers and veggies that will bring a smile to my face.

It's easy to get cranky about business these days too! But, in thinking about business, it seems these same questions and actions are appropriate...

I'm asking myself:

  • What do I want to create for the rest of the year?
  • What cleanup needs to happen? I know completion releases good positive energy! It's like pulling the weeds & clearing the dead plants open a nice fresh space to plant anew.
  • What actions can I take now to increase results?

Many folks I am talking with are frustrated by the number of seeds they are planting that are not popping through the ground. They are trying to stay optimistic, but feeling a little like it is whipped cream on dog poo....not enough results to BELIEVE they are doing the right things and not REALLY believing what they are doing is REALLY going to make a difference. Just saying positive affirmations doesn't turn things around. A result now and then makes it easier to believe we are doing the right things, but what if that is coming more slowly than we feel it should?

How do you manage your mind, your attitude and your budgets when the results aren't forthcoming? Do you keep doing what you have been, stepping up the pace? Do you get resigned and give up, feeling a victim of the economy and circumstances? Do you know how to get yourself excited and energized?



Here are four elements I believe are necessary to achieve optimum results for the final quarter of the year:

  1. Check in with your vision - It is easy to be pulled into the busyness of the day to day activities Lily's Visionwhen trying to make results happen, but your vision is really the energizer all by itself. Think of those times that you have accomplished results that made you proud. I'll bet you were unswerving in seeing what you wanted and doing whatever it took to get there. I am reminded of our early efforts to achieve what we want and the perseverance and focus that is attendant to it when my 7 year old granddaughter, Lily, decides she wants something. I think most children BELIEVE they can get what they want if they ask enough people, enough different ways without giving up until they get there. When was the last time you thought about what you want for the rest of this year and pictured in your mind including thinking about how you are going to feel when that happens? What emotions are there? Write down this vision and these emotions and read it over every single day. Post a picture of it in your office (I love doing a yearly vision board) You CAN have your vision. What would a 7 year old do?
  2. Re-evaluate and Economize - I don't want you to think I am a complete Pollyanna, out of touch with the fact that there are real, different, circumstances in the economy these days and I know the world out there does have an effect on us. I also know there are always opportunities and the successful people don't buy into the gloom and doom. The most useful way to approach this is by looking at your situation and seeing what you CAN do. Don't overspend if the money isn't coming in. Restructure your expenses. Downsize and cut the unnecessary items. Find ways to do what you need to do in creative, inventive ways. Use coupons. Spend an afternoon with your personal and business accounts and take a good look at where you are year to date. It's scary to me how many people tell me they aren't looking at this because they are scared to know. HELLO!!! You have power when you know where you are and where you want to be, but give up your power when you become an ostrich without a vision. The one thing NOT to economize on is your branding, marketing and visibility. The good news is the social media venues mostly won't cost money and you have an opportunity with blogging, tweeting and friending to be even more visible and connected than ever!

3.       Get Creative - In my GRI Business Planning classes, I've been asking agents if they only had $1000 and were starting their real estate business, what would they spend it on. Try this for yourself, or brainstorm the question with a few friends. One group talked about joint marketing with materials that the title company had available. Give thought to doing more with other strategic partners. Put together that plan for social networking, in person and online. Identify the profile of your perfect client and go join a club or do activities that will put you with them. Think SUBTLE!!!! Relationships are gold. Maybe, right now, doing some volunteer work will help you feel more grateful of what you do have, give you an outlet to make a difference and, perhaps, connect you with some other wonderfully generous people who will be the key to your next transaction. Most of all, every day, include something that makes you feel good, is fun and keeps your spirits high. Take care of YOU and find happiness each day that doesn't depend on money.

4. Build Your Stategic Partner Team - How many strategic partners do you have? Most agents have only scratched the surface of what is possible with other business people and service providers that are interested in the same demographic and psychographic that they are. NOW is the PERFECT time to be making, expanding and deepening connections.

  • Who is interested in the same people that you are? Take your perfect client and dissect their profile: How old are they? What is their income? Where do they live or want to live? What do they like to spend their time doing?
  • What services or businesses do these people frequent or need?
  • What is covered? And what isn't? Make a list of cool services that would bring a smile to the face of that ideal client and make connections to expand your value, your referrals and your marketing reach. My Team 100 list might give you some ideas.

Having a wonderful rest of the year IS up to YOU!!!!

If you find you are holding yourself back, it may be time to do some work on that part of you! The WCR Harnessing The Power Course is one way to break free of the self-limiting thinking that you may not even be aware of.I am teaching it in Phoenix on October 13! The earlybird price is still good and there are seats left!

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Dec. 10, 2008 - Books for Success in 2009


What’s on your bookstand? Please share the books you have found the best of 2008? Let's make a list here and then I'll add the to the bookstore.

Here are two by two women who I respect and admire you'll want to get right now to position you for success in 2009. I know they are going to make the Best of 2009 List :

My amazing friend, Margaret Rome’s book, Real Estate The Rome Way, is ready to be ordered. I’ve gotten to read the pre-press edition and you are going to highlight and bookmark her great ideas throughout the book. If you haven’t had the opportunity to know (and be touched by) Margaret Rome personally, this book is the next best thing! This amazing woman shares the secrets and systems that have made her one of the best agents in the country. Whether you are a new agent or an experienced one, the gems and straight forward advice this book gives will help you succeed faster. With 11% of agents doing 89% of the business, you want to know what they know!

And my other amazing friend, Bernice Ross has just released Real Estate Dough. It was the top selling book at the NAR Convention this year. She also has developed a really fun card game, also called Real Estate Dough that will help you hone your real estate negotiating skills.

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Sep. 4, 2008 - To Blog or Not to Blog….That is the Question!


Blogging has been touted as the new answer to giving the consumer what they want.  The first 10 years of the web was all about static information. Many are barely keeping their heads above the rising tide of available information and have found without interpretation, it is something to fear downing in without finding the foothold that leads to knowledge. The web has entered what’s been dubbed as Web 2.0 and no, it isn’t a program to buy or download. It is a description of the new way the web is being used: as an interactive playing field where community and participation bring opportunities previously lacking.

So what’s this mean to you? NAR has estimated there are only 4% of real estate agents currently blogging. At the two largest real estate related platforms, right here at RealTown and over at  ActiveRain , there are slightly over 100,000 members at each location. Many of these bloggers are using both platforms, so the numbers are quite small when compared with the 1,200,000 members of NAR. As with any new technology that is part of a larger, important trend, the early adapters have an edge.

At their most effective, blogs can give your business some solid benefits:

·         Increase your status as a local expert

·         Increase your website traffic

·         Create interaction with your target market

·         Provide the consumers with current, valuable information and resources

·         Create prospects

But, blogging isn’t for everyone.

To decide if this is what you need to do, ask yourself a few questions:

·         Are you willing to make a commitment to spend time weekly?

·         Do you enjoy writing?

·         Do you want to build some Internet business?

·         Are you willing to invest in the learning curve to get up and running?


If the answer to most of these questions is no, blogging would probably turn into a chore that makes you feel overwhelmed and guilty. One solution would be to outsource it. There are ghost bloggers and ways to have others maintain and create your content. This is not as personal, but does give you a presence, although the costs will be much higher.


If the answer to most of these questions is yes and you haven’t started blogging, you should consider this a part of your overall marketing plan and see where and how it fits. If building Internet business is part of your business plan, blogging makes sense and would be a place to budget time and money that was previously being used in other ways, like print advertising or postcard campaigns. In today’s markets, a realistic appraisal of what is working and what isn’t and some new strategies might be the answer to staying very competitive. Blogs help you inexpensively create that positioning.


To Blog or Not to Blog? That is the question!  I believe gives an agent the differentiation and positioning to be successful with what the public is looking for in 2008 and beyond! What do you think?


For a step by step webinar that will enhance your blogging, join my Fairy BlogMother, Frances Flynn Thorsen and me in NoBloggerLeftBehind







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May. 27, 2008 - Broker, Owner, Manager Mastermind Calls

 Sometimes, it is lonely at the top.

A Mastermind group is a great way to expand your thinking and be supported by a like-minded community. I am forming a new group that will meet for 60-90 minutes monthly beginning June 27. There are a few more spots available. Only $85 per month. E-mail me if you are interested.

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Apr. 2, 2008 - Is Your 2008 Strategy On Target?

 The first quarter of the year is gone! That makes it a good time to do a reality check with your business plan. Are you on target? Are you ahead? Are you behind?  With the current financial situations, many people have become more cautious. Many who don’t need to move are holding off. If your business plan for 2008 didn’t take into consideration this changed climate, do some research and, if necessary, some re-strategizing.
One of the reasons the great hockey player, Wayne Gretzky, had an edge over his competition, was because he looked to the future: "Some people skate to the puck. I skate to where the puck is going to be." Where is your market going? What changes are needed for you to be positioned to hit your target this year?
Block a couple of hours on your calendar to work on your business in the coming days. If you do this every quarter of the year, you will find you can make course corrections and be more powerful in achieving your goals.
Here are three steps to take:
Review the first quarter numbers
If you’ll take the time to do an in depth view of this, you’ll discover information to make and keep you profitable.
Numbers to track:
  • Your Gross Production
  • Your Net Proceeds
  • The Number of Listings Taken
  • The Number of Buyers Sold
  • Average List Price/Average Sales Price
  • Where each transaction came from
  • Where your advertising dollars were spent
  • Absorption Rates for your selling area
Compare To Your Plan
If you are right on target, congratulations! Keep up the momentum and take a look to see if there is any fine-tuning that can leverage where this year’s business is being generated from to enable you to maximize what is already working.
If you are behind: What is the gap? What will it take to get on target by the end of the 2nd quarter? What actions need to be increased? Take a look at where you have gotten business this year. Is your marketing plan aligned with the results you are getting? In other words, is where you are spending your money where you are getting business from? If the Internet is generating 20% of your income and print ads are generating 5%, is your marketing reflective of this? Where can you tweak your actions and dollars to be more effective?
If you are ahead, great job! I like to see my coaching clients have their financial objectives met by the end of October so they can relax towards the end of the year, if they want to (or just get real picky about working with the perfect clients, instead of the high maintenance whiners). What IS working? Can you go deeper with your impact in these areas to take advantage of the trend?
Strategizing For the Future
  • Regardless of which category your numbers fell into, perhaps the most important action you can take from this business planning session is to look for the trends.
  • Are the niches you are focusing on the ones where the activity is occurring? Look at the MLS data to see what trends emerge. If you do geographical farming, review last year’s numbers vs. this year’s.
  • What new areas are emerging? A young new home subdivision (3-5 years old) is a great place to establish a foothold as a guru before anyone else does.
  • What changes in consumer buying trends should you be taking into consideration? A need for homes with offices could be an opportunity, if you target that market. With consumers hungry for information and learning they educate themselves before they call you, would call for using good content on your website like informative reports or using a hotline such as Automatic Response Technologies. You will get a special if you use my code 5250.
  • It is possible to have real estate in an IRA and this could be a great opportunity to generate sales that weren’t going to happen anyway by contacting your clients to share this opportunity with them. There is some great information on Self-Directed IRAs at Pensco Trust
  • The sub-prime issues have caused problems in many areas, and repossessions and short sales are a substantial part of today’s inventory. Building alliances with lenders and banks now could yield new business.
Wayne Gretsky also said, "You'll always miss 100 percent of the shots you do not take." And "The fundamentals of the game are never going to change, but the things you're going to do, that changes."  Every marketplace offers individual and unique opportunities. The agents that are aware and awake to shifting BEFORE others see the trends will have an edge! Will you be there?
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Jul. 15, 2007 - Multitasking: Smart or Dumb?

You probably know the feeling: you have lots of roles. You are a businessperson, a spouse, a parent, a caregiver to your parent and a volunteer on many community activities…..so it seems the only way to be time-efficient is to do several things at once. Sort mail while talking on the phone, send e-mail on your PDA while sitting in a committee meeting, help with homework while designing your next marketing piece. Multitasking seems the only way to keep juggling and to get it all done. Sound familiar?

A growing body of scientific studies suggests what I have been telling my coaching clients: multitasking is actually inefficient and will, in the end, take you more time and impact the quality your results as well as your physical wellbeing. Many agents complain to me they need to be more focused and yet they are doing so many things at once, their brain is robbed of the opportunity to do one thing well before moving to the next.

Doing more than one activity at a time diminishes the focus on both and will usually result in a lower degree of excellence. The cost involved in the juggling is high, according to a study by Carnegie Mellon University. Subjects were asked to listen to sentences while comparing two rotating objects. The study found the resources available for the brain to pay attention visually dropped 29 percent and the listening brain activation dropped by 53%. So sorting your junk mail while talking with a client may result in throwing something away you should have kept or missing a clue to something amiss with the client!

From a standpoint of time -which multitaskers think they are maximizing- studies have shown it takes at least 25 percent more time to return and restart an activity when it has been interrupted. The more complicated the tasks, the more time is lost according to a study in the Journal of Experimental Psychology. So, the benefit to doing one thing with complete focus and attention is actually a time saver. You’ll find that scheduling time or setting boundaries (such as a closed office door) when you can do projects without interruptions will help you accomplish more.

Other reasons to rethink your multitasking relate to the results of the stress it creates internally. Your short term memory is affected. What we baby-boomers are now lovingly referring to as a “senior moment” can usually be traced to multitasking. According to David Meyer, a psychology professor at the University of Michigan, “Intense multitasking can induce a stress response, an adrenaline rush that when prolonged can damage cells that form new memory.” Additional information on adrenaline addiction and how to overcome it is documented at www.joeann.com/ada.htm  

You can consciously reduce your multi-tasking by noticing it. The practice of meditation is valuable in quieting the external chatter and allowing you to create more focus. Mindfulness and experiencing each moment, instead of rushing through your activities will benefit you with more satisfaction and awareness. Truly being present and listening in a deeper way to each person you come in contact with will benefit you in better communication and relationships. When you don’t answer the phone while you are working on a project, or when you close that office door, you can reduce distractions and become much more efficient. Getting plenty of rest will pay off in increased groundedness and focus. So, next time you get the urge to multi-task, challenge yourself to stop and give each task attention, one thing at a time!

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Apr. 26, 2007 - Expired Listings? An Opportunity or a Distraction?

As market inventory has increased in most areas, more listings are not selling and show up as expired. Conventional wisdom is this is one of the best places to prospect if you want to increase your business. Sometimes this is true, but sometimes not. Should you be spending some time in this niche?

My question for my coaching clients is to ask themselves each day "what is the highest and best use of my time?" My companion question to ask yourself, "What 3 actions could I take today that would make the most difference?" Hint: these are not usually the squeakiest to-do items, but rather the things that could have a major impact on your short and long term goals.

Often,the action that makes the biggest difference is prospecting! While I am in alignment with the concept that you'll be able to build business faster and more effortlessly with the people who know, like and respect you, I also believe most agents need to be looking outside these people if they really want more than they have now.

Expired listings offer an opportunity with a group of people that  have an interest in selling. Now, you'll notice I didn't say they were motivated to sell, because, quite frankly, many of them are not. This is one of the reasons this niche takes some forethought and a great system to work.

A Shameless Plug.....To give yourself the structure & system, join the next Real Estate Expired Game™  !

When I say some are not motivated, what I mean is they are not realistic about what they think their house should sell for or what they need to do to make it saleable. When this is coupled with a lack of need to sell (being transferred or bought another house), it might just be a total waste of time.

Here are some success strategies for working with Expireds.

1. IT IS A NUMBERS GAME. I've been saying for years that it is a RELATIONSHIP GAME rather than a numbers game, and I still believe that most of the business we get is about building relationships. Expireds, however, may be in a hurry to get their house get back on the market and get sold quickly. You don't have the luxury of wooing them and building relationship over time. You must get their attention immediately and do it with credibility and differentiation so that they believe you are DIFFERENT than their previous agent. You don't want every one of these listings (Remember what I have said about life being too short to work with high maintenance people who don't respect you.... AKA jerks!). You have to be ready to get "no's", to not take it personally or let it mean anything about your worth, and to move on. You just say ,"NEXT"!!!

2. KNOW WHEN TO SAY NO. If you sense these people are either not a good fit for you personality-wise or they are not going to list where they need to, walk away. You must have standards to build a good business. Time, energy and money spent on people who aren't willing to do their part is wasted and lost forever. It is not much different than a doctor telling someone they need to stop smoking and the person not listening and then developing lung cancer. If the client won't do what it will take to get the home sold, it isn't your fault it doesn't sell. However, shame on you if you let them talk you into "trying" it when you KNOW it won't work. Set your standards and stick to them.
A Good question to ask yourself is: "Would you rather be liked or respected?"
Walk away with your integrity in tact (and they probably will call you when it expires again!)

3. Have Empathy - These people usually are disappointed, frustrated or just plain mad! Their previous agent promised to get the job done so they'd be able to move into the next chapter of their life and it was a lie! So, don't take their frustration or anger personally. Ask them, "What happened?" This is different than asking them why they didn't think their house sold-subtle but different. You'll hear clues of what they want in their next agent. Let them vent. Don't try to give your solution right away, but give them time to wind down by expressing all their frustration. This will build their perception of your communication skills!

4. Be There First - The common perception is that these people are getting inundated by agents, however, I do not usually find that to be the case. The majority of agents are relying on passive contact. If you are the 1st or 2nd agent to actively connect with them-either on the phone, or if you are scared of the DNC rules, by dropping by, you have over a 60% chance of getting the listing IF they relist. Timing counts. If they are going to re-list, they will be in a hurry to get their house back on the market. Use a service like TheRedX to find the contact information, scrubbed against the DNC list and that gives you scripts and materials to manage the contacts.

5. Wow Them! - Differentiate yourself immediately. You don't have the luxury of building relationship slowly, but you must impress them with services, knowledge and skills that the other agents are not demonstrating.

This is

  • When you want to show up with your tablet computer.
  • When you want to demonstrate your call capture system.
  • When you give them an excel spreadsheet they can use as a scorecard when they interview other agents, listing your designations, your unique marketing tools!
  • When you show up with a personalized copy of 450 Ideas To Get Your Home Sold Faster!
    Or, how do you Wow them??????????
  • Take the number of homes currently on the market (let's say 20)
  • Divide by the number of homes that sold last month (Let's say 2)
  • This gives you the # of months of inventory (Gives you 10)
  • Now explain it this way " Mr & Mrs Seller, we have 10 months inventory on the market.
  • This means only 10% of the homes are going to sell next month and 90% are not.

If this does not change their thinking and their strategy, it may be this is one to walk away from!

Most agents give up after a few7. Hang In There!  contacts. The average seller will not make up their mind until they have had multiple contacts from you. But this needs to be systemized so that it is a no-brainer. Use an action plan to give you a daily list of what letter, card, call or visit needs to be made. Or use a service like TheRedX.

Consistency is important. You are demonstrating how you differentiate yourself.

The importance of following up is made clear in these statistics from the Association of Professional Salesmen and the National Sales Executive Association:

  • 2% of sales are made on the 1st contact
  • 3% of sales are made on the 2nd contact
  • 5% of sales are made on the 3rd contact
  • 10% of sales are made on the 4th contact
  • 80% of sales are made on the 5th-12th contact

7. And Then There is Condition. Their previous agent probably didn't take the time to coach them on presentation. Do they need to clear the clutter? Do they need to make some repairs? Take out the shag carpet? Give them the stats from www.Realtor.org on what their return will be on various repairs or upgrades. If they are moving, they need to start packing anyway.

Here is something I found interesting: bad photography is right up at the top of the list with reason's why something doesn't sell. Doesn't that amaze you? Especially given how easy it is to use a digital camera to take lots of photos and how easy it is to make a virtual tour.
www.Point2Agent.com is offers free virtual tours with their Premium accounts.
www.microsoft.com/photostory is a wonderful free program that uses your photos for a pretty cool looking tour. What other resources are you using?

 You'll never list any if you don't get started. And, you'll get better the more actions you take....If you need ideas and support, don't wait, The next Real Estate Expired Game™ starts on Monday, April 30

I have also hosted a conference call that is available as a podcast here about getting listings sold that has some good tips on what it takes.

6. It is all about price. You must know how to approach this so they are educated by what you share and do not dig in their heels to justify their point of view. Most likely their previous agent wanted the listing so badly, they let the seller take the lead. Be prepared not just with comps but with absorption rate information. Narrow the price and area as you would for a CMA, but then do this:
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Mar. 5, 2007 - Do Your Clients LOVE you?

The Last Fossland's Forum featured Karin Hanna, creator of the www.ILoveMyAgent.org site. Karin's has a mission to raise the perception of the real estate agents in the eyes of the consumer.

On this call she shared the reasons why and the ways how. You'll want to listen and then go get your free membership!

The call can be accessed here

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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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