Ezine Arcive
The Award-Winning Monthly Resource for Professionals ########################################################### OUTCOME FOCUS REPORT Circulation 26,300 Vol 54 - January 28, 2005 Publisher: Anne Warfield mailto:ezine@imp.us.com 888-imp-9421 or 952-921-9421 http://www.impressionmanagement.com © 2005 Impression Management Professionals ########################################################### A special welcome to our many new subscribers from Marketing Seek, World Wide and SelfImprovementNewsletters.com and our many other signup partners. By subscription only! Go ahead and pass this to friends. If you receive this from a friend and you want to receive your own copy, just email mailto:ezine@imp.us.com and put "Add me" in the subject line. To remove yourself from this list see bottom of this email. =================================================================== IN THIS ISSUE =================================================================== 1) What's In The News? 2) Outcome Focus Situation/Solution 3) Anne's Aha 4) Resources To Learn More =================================================================== 1. What's In The News? =================================================================== Learn more about IMP's Monthly Presentation Skills Seminar at the IMP Institute in Minneapolis, MN! Upcoming Presentation Skills Seminar Dates: Feb 22-23, 2005, Dallas, TX Mar 14-15, 2005, Minneapolis, MN Apr 25-26, 2005, Minneapolis, MN Upcoming Negotiation Skills Seminar Dates: Mar 10-11, 2005, Minneapolis, MN Jun 23-24, 2005, Minneapolis, MN Follow this link for more information, http://www.impressionmanagement.com/coaching.shtml or, email me at mailto:ezine@imp.us.com ++++++++++++++++++++++++++++++++++++++++++++++ Create your own imp@atomic.sparklist.com; using List Builder: http://www.listmedia.com/listbuilder/00623 ++++++++++++++++++++++++++++++++++++++++++++++ =================================================================== 2. Here's This Months Outcome Focus Situation/Solution =================================================================== Use as a training tool: Present the situation below to the group and have them brainstorm how they would best handle the situation. Then share the Outcome Focus answer and see how it relates or differs from solutions the group found. How To Handle A Business Agreement When The Terms Have Changed SITUATION: You openly shared with this Realtor that you wanted to sell two homes and buy one home through him. In exchange he offered to drop his fee 1%. You asked what would happen if you choose to build and he told you not to worry as that fee would be built in to the house by the builder. You have now decided to build and have been told by the builder that the Realtor's fee is NOT included and they will have to "add" the fee in to your base price. OUTCOME YOU DESIRE: You want to be fair to this Realtor yet at the same time you do not wish to pay any fee for the house you are building as he has not taken you out to see any houses or work with you on finding a new home. OTHER PERSON'S PERSPECTIVE: To the Realtor you are paying him for his time to market your house and to find you a new house. So for him, it is not so much whether you found the house through him but rather if he spent time reviewing properties and driving you to properties and for that he gets his commission. BEST HANDLED: First of all, I assume that he has NOT spent time taking you to see a lot of other homes. If that is wrong, let me know and I will redirect you from there. I also assume that he reduced his fee by 1% because he was going to sell your two homes but that there was no discussion about him reducing his percentage based on him helping you to buy a home as well. So in other words, it was a deal for the two homes, not for three homes. So based on that here is what I would do: First, focus on the opportunity for him (i.e., he sold one of your homes, did a good job on it, you would like him to sell your other home as well). Make the assumption that he wants to do what is best in the long-term as well. I would approach him like this: "Tom, I am really excited about how quickly you sold our home and wanted to talk to you about the sale of our other home as well as what option we have taken with the purchase of a new home. When we first talked we had openly shared with you that we may choose the option to build. At that time you had shared with us that we wouldn't need to look at commission since it would be built in by the builder and wouldn't be paid by us. We are now faced with the situation that the builder did not build that commission in and we will be the ones having to pay it. Now I realize that we are each in the relationship for the long haul and not the short term. That is why we picked you to sell both of our homes rather than get two Realtors. I still would like to move forward with you selling our other house. I want to verify that we would be paying commission on the sale of the two homes but not on the house we are building since the commission was not built in to that as we originally had asked about." Then be quiet and let him talk. If he says, "No, that is not true. You need to pay commission on all of it." then you have some choices. Assuming that he DID NOT help you look at any new homes, DID NOT give you a discount based on all three homes going through him, and said the above, I would say, "I can see if we did not openly talk to you about the fact we may build and you didn't assure us that we would not pay the fee, you would look to have us pay the fee. In this case that is not true. We were open about it and based our decision to sign with you believing the statement that if we built the fee would not be paid by us. Now we are at an awkward spot. We really want to do what is fair as we value you. Please share with me what you would do if you were us?" Then let him talk. Keep coming back to "And you believe that would be fair? May I ask why?" You may wish to mention that you are not trying to pull a commission off him that he fairly deserves but instead are trying to look at realistic choices that are made based on information that is shared by experienced parties. Another approach to take: "Tom, I am looking forward to having you sell our second home. I also want to let you know that we appreciate your willingness to help us find a new home. However, we won't need you to do that as we have found a builder on our own. So can we talk about the timing and marketing of our second home?" This approach may allow you to avoid the commission discussion altogether because it would require him to say, "Yes, well you will still have a commission on that house as well." If that happens your discussion would then circle back to Approach 1 discussed above. Personally, I opt for Approach 2 so that he can gracefully go along with you if he sees it as fair too. SPECIAL NOTE: Send Anne your situation to be included in an upcoming E-zine. mailto:ezine@imp.us.com ************** Want To Perfect Your Skills? ************* Order Anne's Book, Outcome Thinking: Getting Results Without The Boxing Gloves for $24.95. http://www.impressionmanagement.com/products.shtml =================================================================== 3. Anne's "Aha" =================================================================== An article for you from Anne! Effective Networking: Personality Partnering, follow this link: http://www.impressionmanagement.com/articles/art_0001.shtml **************** Quotable Quotes: **************** “Every success is usually an admission ticket to a new set of decisions.” Henry Kissinger ==================================================================== 4. I Want More Resources So I Can Perfect My Skills ==================================================================== Products: Outcome Thinking Book $24.95 Outcome Thinking CD ROM $49.95 Communicating More Effectively Book $14.95 (Body Language) Body Language Video $99.95 Success Negotiating Audio Tape $14.95 GOALS Set $39.95 I WANT IT ALL: COMPLETE PACKAGE, Regularly $245. Special price for Subscribers, $197.95, includes two free gifts. Order Online: http://www.impressionmanagement.com/products.shtml ==================================================================== FREE ARTICLES AND BACK ISSUES ==================================================================== We have many articles available for your publication, company newsletter, etc. Articles can be viewed at http://www.impressionmanagement.com/articles/index.shtml All you have to do is print the article in its entirety along with the byline at the top and the credits, and complete contact information at the end of each article. I would appreciate a tear sheet or electronic copy too. Back Issues of the Outcome Focus E-zine can be viewed at http://www.impressionmanagement.com/ezine/index.shtml ==================================================================== About Anne and IMP ==================================================================== Anne Warfield, CSP* President Impression Management Professionals 7200 France Avenue South, Suite 224 Minneapolis, MN 55435 952-921-9421 888-imp-9421 952-921-9420 Fax Email: mailto:ezine@imp.us.com Visit us at: http://www.impressionmanagement.com "A true leader is not one you look up to because they are the best. A true leader is one that draws the best out in you." Anne Warfield *CSP- Certified Speaking Professional; a designation held by only 7% of all speakers nationwide Member of the National Speakers Association <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> Copyright © 2005, IMP. Feel free to share information you learn. All we ask is that you credit us as the source as everything we are putting in here is copyright protected by our office. Copyright note: Submission of an e-mail message or artwork affirms that you are able to and have given Anne Warfield non-exclusive permission to reprint the content of your message in all forms, electronic or otherwise, in all languages throughout the world. Privacy Statement: We will not distribute your address to anyone. Period. If you received this from a friend and you want to receive your own copy, just email mailto:ezine@impressionmanagement.com and put "Add me" in the subject line. To remove yourself from this mailing list, simply follow the instructions at the end of this email. or, Forward a copy of this message to mailto:ezine@imp.us.com with the word "Remove" in the subject line. <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>>
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