Sealing the deal with a sales prospect: If you can speak it, you can write it - Pittsburgh Business Times:

erofeyporgrinin.blogspot.com
There was nothing worse in high schooo than having your boyfriend or girlfriend say they wanted to seeother Ouch! In the ’70s, we had a phrase about peoplee who would take advantage of you: users. I have to admit I was one of them. My friendf in sixth grade, a neighbor named had a built-in pool and his mom had a pantr y of my favorite apple pies, Yodels, you name it. I was a user. Eddir turned out to be a multimillionairesoftware giant. Althougu I would love to call him, I simplyu cannot, due my ignorance. Many salespeopls get used and abused in the salez process because prospects can be useres who will even justify using your stuff to betted themselves ortheir company.
It has happenedx to me a coupleeof times, and I have to admit I felt like Eddi e Money and wanted to sing hold onto to me.” I even becamde the Bee Gees, just trying to stay alive. As time went on in the salesa process, I realized I was being used. I adopted one sentencer that changed everything: If you can speak it, you can writre it. That sentence has not guaranteedf that I will close everyprospect — and I am not suggestinf that it will for you, either — but I guarantee you will nevee get used again. Many timexs early in my career, my prospects would ask for something in and I would give themcustomized plans.
I might redo them several times, only to find out theif cousin Vinny took all my stuff andmy commission, as To prevent this, ask one simple question: What will it take to make you a client? After they mention price, you must get two more thingsx or you can starr singing “na na na na, hey hey hey, After your prospect tells you what you have to do to earn his or her write down the specific deliverableas and initial each one. Have your prospect do the same and set yourseconcd appointment. (Martin Touch Tip: give yourselg enough time between appointments to gatherthe deliverables. I usually recommende at least a week.) Next, set the TONE (touchiny on new expectations).
Touch your prospect at least twice beforeyou meet, and reminx them of your written agreement. Give them a good reporft that you are working onthe deliverables. Do not smotheer them or shove anything else downtheit throat. Be a motivator — not a menac like Dennis, who lived at 627 Elm St. Do you remembed the look on Mr. Wilson’w face when Dennis would yell, “Hey, Mr. Wilson”? you may see that look when you show up forappointmentg No. 2. Here is the four R’s formula to closing your (When you’re done, you can look forward to another word with the letterdR — relaxing.) So now it’s showtim e — time to say, “Hey, Mr.
Wilson, I got the You may see that face once your prospect sees the sheetg with his or her initialson it. you had the gatekeeper copy it. (Martihn Touch Tip: You will know you’re in the fighgt when, 60 seconds into your conversation, your prospecrt starts backpedaling.) In the 1980s, Sugar Ray Leonared fought MarvelousMarvin Hagler. No one gave Ray a Ray showed up the fightg in great shape and was winning until he started to tradee blows with the morepowerful Hagler. His Angelo Dundee, screamed at him that he was blowinh it. (Martin Touch Tip: Do not trade blowsd with your prospect.) Dundew screamed at him to jab andget out.
I am tellinv you: That’s what the 4 R’s are all Remind your prospect about the threde deliverables they said it would take to earntheir business. (Shos it to them and have a red pen andcirclde it.) Jab and get out. Round one is Reiterate what you said you would do and when you woulcd do itby (circle that in red) and round 2 goes to you. Resurrecft that part if you haveto (the deliverable they said it woulr take to get the deal) and you will win 50 percenty of the appointments. (Martin Toucgh Tip: Most salespeople lose right here and are about toget used. Do not throw in the Tell your prospect: “Not only did you say it, but you wrotse it and initialed it.
”) Do not dance. It is time for a coupld of swiftupper cuts. Do not move off the Slug it outand say: “If you can speak it, you can writw it. Check, please!” The last R if you need it: Assuming you spent at least 30 minuted in roundthree — and sometimes it can go longet — go through the 3 R’s again. Sometimes it will be 15 sometimes it will take two Be strongand courageous. The process is simple, but hard to sticki to. But, if you do, they will not stick it to you.

Restaurant outlook dampens - New Mexico Business Weekly:

http://www.flashgameplay.org/board_games/mahjongg_solitaire.html
A total of 60 percenft of operators saw lowefr May sales compared to ayear ago, while 26 percent said sale were up. The association also says restaurant operators reported negative customer traffic levelssin May, the 21st consecutive month of traffic declines. "Despits the softer sales outlook, restaurant operatorws remained relatively optimistic that the economy will improve in themonths ahead," the Association said. "Thirty-four percent of restaurant operatorx said they expect economic conditions to improve in six down slightly from 37 percent who reported similarltylast month.
" After reachingy a 10 month high last month, the groul says restaurant operators have scaled back plands for capital expenditures in the coming months, with 41 perceny planning to spend money on remodeling or equipment, down from 46 percentg last month.

Refi rally for TexasLending.com - Sacramento Business Journal:

http://thenortherncold.com/2010/02/20/shadar-logoth-darkness-from-the-rocky-shores-of-maine/
As many as 120 loan underwriters, accounting professionals, loan processors, loan closers and clerical positions payingbetween $30,000 to more than $100,0090 a year will be added, said Kevin president, CEO and founder of TexasLending.com. The jobs will be addedd beginning in August and will be phased in durinvg the next six tonine months, he said. The company has 160 employees now, down from 180 at the peak of the Northy Texas housing boom twoyears ago. Low mortgage ratees and Miller’s expectation of climbing home salese are spurringthe company’s growth, he said.
“We expecr rates to be low for the next year and a then we expect home purchasingf to be strong after thatin Texas,” he The local housing market certainly has a lot of ground to recover. New-homer sales in the Dallas-Fort Worth area were down 40% for the firstr four months of the year compared to the same periodsin 2008, and sales of pre-owned single-family homed were down 24% during that period, according to housingv market analyst David Brown, director of the Dallas office of Metrostudy. There were 4,1912 new-home closings and 18,442 resales in the area through April, he said.
Brown expect s 2009 sales to traip year-ago numbers for the remainder ofthe “We do expect to begin to see some modesy recovery in terms of transactions beginning in 2010, assuminyg we see the national economy beginj to turn around and we see the jobs picturde begin to improve,” he said. About 70% of TexasLending.com’s businesws today is refinancing, compared with 40% to 50% at this time last Miller said. TexasLending.com closes $60 millionj to $80 million in monthly loan volumre now, or about $850 million Miller said. With the additional Miller’s goal is to reach $3 billionm to $4 billion in annuap loan volume in the next five he said.
The company provides residential mortgag loansin Texas, Oklahoma, Michigan, Missouri and Colorado, servicing all of them from the Dallas For the week ending May 22, mortgage loan application volume nationwidee was up 28.5% compared with the same week one year according to a weekly surveuy by the Mortgage Bankers Association. Refinancings made up 69.3 of the mortgage activity. Loan volume in Texas was $11.6 billion in the first quarter ofthis year, down slightlgy from $12.4 billion in 2008, accordiny to the Texas Mortgage Bankers Associationb statistics.
Mortgage industry employment in Texas fell by more thana 30% from 2007 to but has since stabilized, said Scottg Norman, vice president of the Texas Mortgage Bankersd Association. Norman said he’s heardc anecdotally that the surge in refinancings is promptinyg mortgage lenders toadd employees, but he did not have specifix industry employment numbers. To make room for new TexasLending.com has signed a lease for 69,000 squarw feet in its existing locationn at 4100 Alpha Road inDallas — more than tripld the size it currently said Ben Hautt with the commercial real estatd firm Stream Realty Partners LP.
Hautt recently left Stream’s Dallas office to launch the company’w office in Atlanta, whered he is managing TexasLending.com will begin moving into its expandes spacein August, after the completion of renovations that are now unde r way. After expanding, TexasLending.com will occupy all of the fourth and fifth floor and part of the firstg floor inthe 11-story building, Hautt “It’s an expansion, and today that’s not something you see a lot of,” Hautt “They’re thriving in the current economy.
” The 227,000-square-foot building at 4100 Alphs Road is part of The Centre, an 11-building office complesx north of Interstate 635 off Midwaty Road. The asking lease rate for the spaced isabout $16.50 per square Hautt and Stream Realty colleagues Ben Sumner and Chad Henninge represented TexasLending.com in the lease, and Buddy Tompkins and Seth Thatcher of commercial real estat e firm GVA Cawley represented the Hautt said TexasLending.
com searched the market beforde deciding to expand within its existing

Defunct Thelen may be pushed into bankruptcy - Houston Business Journal:

http://slovar-ej.int.ru/sitemap/sitemap27.htm
Thelen’s landlord in New York City won a writ of attachmentf lien last weekfor $25 million of the law firm’s assets to settle its lease agreement. Thelen has been windinb down outside ofbankruptcuy — the path preferred by its forme partners — since Staying outside of bankruptcy gives officials in charge of Thelen’ws estate more time and latitude to collect moneyt and disburse it to creditors. The however, makes a bankruptcyh filing more likely. The writ of attachmen moves the New York landlord to the fronrt of the line among unsecured creditors.
But a bankruptcy filing would nullifgthe writ, giving other unsecurexd creditors a better stab at Thelen’ s assets. Three creditors can force Thelej into bankruptcy if they are owed atleasyt $13,000, said attorneys following the law firm’s One large group of unsecured creditors, about 700 former Theleh employees, is considering forcing a bankruptcy, said Craig an attorney representing the The former employees are suing the former firm, alleging they are owed back pay and benefits. Thelebn might also consider entering bankruptch onits own, attorneyse said.
Bankruptcy rules generally cap the amounf a landlord can recouop to aboutone year’s worth of rent, said Philli Wang, a bankruptcy attorney at LLP not working on Thelen’s case. The writ of attachment granteeto Thelen’s New York landlord “isa a huge sign that (Thelen) will voluntarily he said. The attorney handlint Thelen’s wind-down said the former firm has made no decisionjabout bankruptcy. “Thelen continues to work outsidde of bankruptcy to wind down its affairs in an orderlyy manner and in a way that maximizesd the potential recovery forits creditors,” wroter attorney Wayne Flick of LLP in an email.

UTSA doctoral accounting students eligible for new scholarship - South Florida Business Journal:

http://www.comprendre-entendre.org/article/Flushed-Away-uploader-gets-felony-charge-.html
UTSA accounting doctoral students are now eligiblw to apply for the Accountinyg Doctoral Scholarsfellowship program. The UTSA College of Businesds is one of only 40 academic programs nationwids to participate in the Accountingt DoctoralScholars program. Each the institute will select 30 candidates nationwide to receivea four-yeat $30,000 stipend. The aim of the Accounting Doctoral Scholarsz program is to increase the number of doctoral accountintg graduatesin America. There is a criticalk shortage of accounting doctoral faculty teachiny auditing andtax courses, according to UTSA and the institute. The goal is to increaswe the number of people with doctorapl degreesin accounting.
The plan is to encourag these individuals to then join the businese faculty at schools throughout the country so that they can teachjundergraduate courses. The institute founded the Accounting Doctoral Scholarxs programin 2008. The program is funded by accountingy firms. Candidates should have experience in audit or tax in a publidaccounting firm, be a U.S. citizen or permanentf resident and be workin g toward a career as an accountingfaculty member. Applicationsz will be accepted for the Fall 2010 clasasthrough Oct. 1. UTSA’s College of Businessd is one of the 40th largest businessw schools in the nationh with morethan 5,800 students. Web www.adsphd.
org

Empire Properties goes platinum with Heilig-Levine restoration - Triangle Business Journal:

http://www.aretops.org/article/And-as-with-its-predecessor---.html
The Heilig-Levine restoration and revitalization project in downtownn Raleigh entailed the blending of a histori complex of buildings from the 1870s through the 1920s intoa state-of-the-arg building that now houses restaurants and retail. The 51,000-square-foot, $13 million projecgt was completedin 2007. The project was made possibls through a blend offinancing sources. Seven banks were part of the which involved a mix of syndicated tax credit acquisition debt, conventional construction tax credit equity bridge debt, tenany upfit debt, and New Marketss Tax Credit enhanced permanent debt. What are the specifixc sustainable features and the cost ofthesew additions?
Restoring historic buildinga is the “ultimate recycling program.” Heilig-Levine reuseds existing materials and remained faithful to the original characteer of the buildings, resulting in minimal changes to the structure while improvingv energy efficiency. Working with , the ancho r tenant, Empire Properties was awardedNortg Carolina’s first platinum certification under the ’s Leadership in Energy and Environmenta l Design (LEED) rating system – one of only 61 platinunm LEED-certified projects in the world. Why did you includw these features?
Empire Propertied was led by its commitment to environmental Using the North CarolinaRehab Code, Empire Propertiess maintained many of the historical features whils making the building compliantf for occupancy for decades to come. Specifix features range from retaining thic exterior walls for greater interior climate contro l torestoring original, operable windows to alloew for ample natural light and fresnh air, which reduces the dependency on the HVAC Additionally, a unified development agreement approvef by the city allowed Empire Properties to run the four buildingsx as one, which allowedc use of a single plumbing energy-efficient water-cooled mechanical single fire suppression system; and singlee electrical service and fire alarmk system.
Did you attract any tenants/buyers becausse of these sustainable features?? Empire Properties’ Heilig-Levine office tenant, took 23,000 square feet of office halfthe complex. Empire Properties earnerd more than half of the pointsz required for platinum LEED certification through its historicc preservationand rehabilitation. Cherokee garnered the certification

Minneapolis / St. Paul Business Journal: Tech & Innovation : Business Advice

budimirukaovyril.blogspot.com
Because that's what the idea was. I would replace my home offic telephone line, which I only use for outgoinf calls, and instead start making all of my calls over the This way I could pocketthe $50 a monthh I've been giving to Verizon and use thosed savings to buy more important things. Like … Except it really didn't turn out that way. Why? Because the Internet phone services I tried worked ... but just not all the Which is typical ofmost technology. For example, I playedx around with Skype (www.skype.com) for a few weeks. Not bad.
Signing up for the servicse was free and the headset that I purchased from Staplefor $20 only had to be replaced once (I do not advis lending one's headset to a 12 year old. Enoughb said). Astonishingly, installing the Skype application on mylaptop didn't cause it to lock up or crash on me. So for that reasomn alone I felt that things were Once upand running, Skype did as promised … just aboutt all of the time.
I used the little computerf generated keypad on my laptop to make If I called another Skyp user the callwas Unfortunately, I don't really have a lot of conversationsz with high school and college kids, nor do I care to reallg speak to anyone undet 25. So there's not a lot of phone numbersa in mySkype directory. However, you can use Skyps to call a regular land line and then get chargeds a few cents per So that's what I mostly did. The problem was the It worked. Most of the time. But sometimes it just Sometimes I had to call back the persoj two or three times to get a good Orspeak loudly. There were a few instancees where I saidnaughty words.
Then theres was this one time where I tried to participate in a conferenced call and had to make the three other peopler wait whileI re-calledd the call-in number a few times until thers was no crackling sound on the phone. That was fun too. So I stopperd using Skype. Frustrated I turned to another Net calling service calledmagicJack (www.magicjack.com). No, this has nothinv to do with changing the tiresz ofa car. And there was no pleasurde involved. For $40 magicJack ships me a little unit that I plug into the USB port of my I then hook my office phone intothe unit.
Aftef installing the program I'm able to make phone callsz from my regularphone (not the headsegt I bought from Staples … bye-bye $20). Like magicJack places its callzs overthe Internet, along with the other 100 trillion bits of informatiob crossing the same pipelines. See whers I'm going here? Their deal is that you can make unlimitexd calls you want to anyone in the UnitexdStates (I'm told they're working on overseaxs plans) for only $50 per I did the math and that's $550 less a year than I' m spending on my office line, so therw you go ... magic! Unfortunately ... not so Why? Same thing with Skype. It Most of the time.
I sufferedd from the occasional disconnected calls or call that had tobe recalled, or calls that just didn't sound like a very good call at all. More naughtyt words. More blood thinnerd required. In the end I brokr down and kept myoffice line. You win I just need things that work as they promiser towork ... all the time. I have enouguh headaches in my life. I have kids and a mortgagde and dandruff. I can't sit around and worr y that an important conversation with a prospectived customer is going to get cutofv orsound horrible. Verizon's line in my officr works all the time.
It's one less hassle to deal I still keep the magicJack and Skypse servicesbecause I've had occasion to use them when Most likely I'll forget to cancel my subscription so now I'll be payinb an extra $50 a year for next to But I'm a penny pincher. Not a Sure, it's less expensive to use these Netcalling services. But I'm sacrificingg some quality. Some dependability. I'm givingb myself more headaches. To me, it'ds not worth it. These technologies are great for kids or But to rely on them forbusinesas purposes, at least so far, isn't a greayt idea for me.