George Lucas, US Learning–Articles

Aug 28, 2012

Negotiating In One Minute
(Notes from presentation by Dr. George Lucas)
By:  Jo Garner, Talk Shoppe the Marketing Group
www.TalkShoppe.BIZ

 Dr. George Lucas is a best-selling author and well-known national speaker with US Learning in Memphis, TN.  He presents his wisdom and experience helping business professionals build their skills and coaching them in real world negotiations. On a Wednesday morning in August 2012, Dr Lucas made a brief, power-packed presentation to Talk Shoppe at the Better Business Bureau.  Here are some of the ideas he gave the Talk Shoppe audience to be more effective and efficient negotiators.

Negotiation is the process through which two or more parties work in an effort to reach an agreement.   Negotiation involves two or more sessions.   It is important that you know who the decision maker is for the other party before moving fully into the process.

Today’s successful negotiators are problem solvers.  What helps make many salespeople great is the ability to identify and solve customer’s problems without utilizing blatant sales tactics.

Your service should not be treated as a commodity.  Look at the big picture on the wide-angle lenses.  When someone is looking simply at price, they are  not looking through the wide angle lenses and they miss the biggest part of the deal.   You can offer someone a high price but at very flexible terms, which ultimately can get you exponentially the better deal.

For example, a person selling a house who is fixated on getting a high price, may jump at the highest bid for his home without looking at the details on the terms.  Only after instantly accepting the high bid did the seller realize that the lower priced offer would have been better for him because the highest bidder asked for thousands more in repairs to be done and paid for by the seller.

1. Preparation.  Sun Tzu says not to go into a battle you have not already won. Prepare to negotiate.  Prepare by researching the  information.  Prepare for the      face-to-face by practicing. Prepare for the post-meeting because this will set you up for a successful future negotiation.
2. Practice.  Now that we know what we are going to do, practice in front of a mirror on your presentation. You double your effectiveness and efficiency when you go through it the second time.    The Olympic athletes prepare for years for a performance that may only last 3 minutes or even a few seconds.
3. Active listening.  The key word is  “active.”  Listening is not a passive activity.  There are four steps to active listening.  One step is to ask good questions that let the other party know that you are informed and interested. A second step is to engage in learning the other  side’s problems  and prepare ahead of time possible solutions.  A third  step is to hold your tongue and let the other side talk. Think before you answer their questions. A fourth step is to probe the answer from the   other party.
4. Summarize what you have heard.  Repeat back the other side’s points to them.       You are demonstrating to the other side that you were listening. It is helpful too because clarification can help the negotiation be more efficient.

For more help with tips and also determining the four negotiating types, contact George Lucas at US Learning.  (901) 767-0000 and www.USLearning.com

If you need help with negotiation, Dr. George Lucas, a leading trainer and coach, can offer tips on how to overcome “Negotiaphobia.”  Acquire skills that are guaranteed to increase your respect as a negotiator both inside and outside your business.

Negotiating In One Minute

(Notes from presentation by Dr. George Lucas)

By:  Jo Garner, Talk Shoppe the Marketing Group

www.TalkShoppe.BIZ

Dr. George Lucas is a best-selling author and well-known national speaker with US Learning in Memphis, TN.  He presents his wisdom and experience helping business professionals build their skills and coaching them in real world negotiations. On a Wednesday morning in August 2012, Dr Lucas made a brief, power-packed presentation to Talk Shoppe at the Better Business Bureau.  Here are some of the ideas he gave the Talk Shoppe audience to be more effective and efficient negotiators.

Negotiation is the process through which two or more parties work in an effort to reach an agreement.   Negotiation involves two or more sessions.   It is important that you know who the decision maker is for the other party before moving fully into the process.

Today’s successful negotiators are problem solvers.  What helps make many salespeople great is the ability to identify and solve customer’s problems without utilizing blatant sales tactics.

Your service should not be treated as a commodity.  Look at the big picture on the wide-angle lenses.  When someone is looking simply at price, they are  not looking through the wide angle lenses and they miss the biggest part of the deal.   You can offer someone a high price but at very flexible terms, which ultimately can get you exponentially the better deal.

For example, a person selling a house who is fixated on getting a high price, may jump at the highest bid for his home without looking at the details on the terms.  Only after instantly accepting the high bid did the seller realize that the lower priced offer would have been better for him because the highest bidder asked for thousands more in repairs to be done and paid for by the seller.

1. Preparation.  Sun Tzu says not to go into a battle you      have not already won. Prepare to negotiate.  Prepare by researching the      information.  Prepare for the      face-to-face by practicing. Prepare for the post-meeting because this will      set you up for a successful future negotiation.
2. Practice.  Now that we know what we are going to      do, practice in front of a mirror on your presentation. You double your      effectiveness and efficiency when you go through it the second time.    The Olympic athletes prepare for years      for a performance that may only last 3 minutes or even a few seconds.
3. Active      listening.  The key word is      “active.”  Listening is not a      passive activity.  There are four      steps to active listening.  One step      is to ask good questions that let the other party know that you are      informed and interested. A second step is to engage in learning the other      side’s problems  and prepare ahead      of time possible solutions.  A third      step is to hold your tongue and let the other side talk. Think before you      answer their questions. A fourth step is to probe the answer from the      other party.
4. Summarize      what you have heard.  Repeat back      the other side’s points to them.       You are demonstrating to the other side that you were listening. It      is helpful too because clarification can help the negotiation be more      efficient.

For more help with tips and also determining the four negotiating types, contact George Lucas at US Learning.  (901) 767-0000 and www.USLearning.com

If you need help with negotiation, Dr. George Lucas, a leading trainer and coach, can offer tips on how to overcome “Negotiaphobia.”  Acquire skills that are guaranteed to increase your respect as a negotiator both inside and outside your business.

Richard Scarbrough, Realtor & Investor–Articles

Aug 28, 2012

WHY YOU SHOULD INVEST IN REAL ESTATE
By:  Richard Scarbrough, Realtor & Investor
First National Realty
(901) 753-3491

There are more good reasons to invest in real estate than ever before, especially in memphis, Tennessee.  Here are a few:
Leverage is one of the most powerful forces in the universe, especially in the United States.  Most other countries require a minimum down payment of at least twenty percent.

Cash Flow is not the most important, but gets the most conversation. For an example of a house that did not cash flow but was a great investment, is the house in Germantown, Tennessee with a negative cash flow of $500/mo but with a 10 year loan with a $1000/mo principle reduction rate.  The huge payoff came in 5 to 10 years.

Fixed Rates for long terms are only found in the United States. Most countries have adjustable rate mortgage programs.

Inflation Hedge- This may be your only protection as our money changes.

Tax Break- Saved the best for LAST! The most important for everyone.

Here are six other (NON-Financial) reasons to own real estate:

1. It is real!  This is so obvious, that we miss it!
2. It  will always give you something to  do.
3. It can  create a “Bonding Effect” with family  and new friends.
4. It may  be the only way to teach your family about business, finance and people skills.
5. The  only investment where you have total & complete control.
6. As an agent it will give you properties to advertise.

 If you are ready to launch into real estate investments, give me a call at 901-753-3491.  I have purchased over 500 properties in my career. Take advantage of my experience.