Network Marketing – How to Present Yourself to Potential Leads

In Network Marketing how you present yourself to your potential leads is probably as important as finding the right business. If you make the wrong first impression that could mean the difference between having a successful business and failing.

When you are getting prepared to share your business opportunity with someone you first have to ask yourself how you would like to be approached and go from there.

Do keep in mind though that people are different and unique so what you may think is a good idea may not be the same for the person you are speaking with.

Here are a few things to consider before you make your first contact with a potential lead.

First: Smile, your smile should be able to be felt even if you were on the phone or even in your email. When a person is reading to something that you have written or speaking with you on the phone your smile should be felt. If you come across as miserable and desperate you will have a much harder time reaching out to these potential leads.

If you are not a person who likes to smile my advice would be to start practicing. A smile can go a long way in attracting people towards your business. Just think about it like this, you are building a foundation that is going to last you a long time and pretty soon you will no longer have to work if you don’t want to. If you like the way this sounds use that to bring a smile to your face.

Second: Listen. When you learn to listen, you learn to understand what the needs of the person with whom you are speaking is looking for. If you have a variety of options available using your listening skills will allow you to customize your conversation and product line with the needs of your potential prospect.

If you go into it having already decided what you expect from this person you may find that what they want is not in line with what you want and this can be frustrating for you both.

An experienced marketer may not need to do this because they are able to convince the prospect of what they want. This is not a method I would recommend for someone who is just getting started as this method is very difficult to duplicate.

Third: Present yourself as someone who cares. The best way to do this is to actually care. If you have trouble with this concept this might not be the best type of business for you. Network marketing is about people and making connections. The system is in the connection. I have seen my share of systems but have never really cared about the system. I join people. If I think that the person presenting me with the opportunity is someone who is worth following I will. If they have a great system it is just a bonus.

When you present yourself as someone who cares and you show that you care, you build something that is powerful and you build something that can last.

Sellers Completely Control Which Short Sale Offers Get Presented to Lender (Or Not) – Surprised?

In the course of my speaking to and networking with short sale practitioners in numerous markets across the nation I regularly encounter those who have a completely false impression with respect to who owes which duties to whom in the course of a short sale transaction. More specifically, many agents (both on the selling and buying sides of transactions) erroneously think that ALL short sale offers must be presented to lenders – nothing could be further from the truth!

While all real estate law is subject to individual State legislation and interpretation, and while several areas of law come into play in the course of a real estate transaction (e.g.: contract law, agency law, etc.) there are general principles and practices that can be said to apply. Generally speaking, the laws work like this:

· The listing agent for a property owes their fiduciary duties (care, confidentiality, obedience, accountability, loyalty, and disclosure) to the principal/client, who is virtually always the OWNER of the property.

· ALL offers must be presented to the OWNER of the property.

· The OWNER decides which offer(s) to accept, reject, or counter, based solely on the OWNER’S personal criteria, which may, or may not be price (e.g.: A fast sale may be more important to the owner than a top dollar sale.Similarly, a cash, “as-is” offer may be perceived by the owner to be a better bet than a higher priced offer that has to go through financing and inspection approvals).

For some reason, I find that a very large number of practitioners treat Short Sale transactions as if they were already REO transactions. Such confusion leads to wrong decisions with respect to the presentation of offers, and complicates and prolongs an all too often already complicated and time consuming process. Given these general principles, and in order to answer the question of whether all offers must be presented to a short sale lender, let’s explore the differences between Short Sale and REO/Bank Owned transactions

In an REO transaction the lender has already foreclosed on the property, which means that the LENDER is the OWNER of the property. If we apply the three general principals outlined above to an REO transaction we see that:

· The listing agent for the property owes their fiduciary duties to the LENDER.

· ALL offers must be presented to the LENDER.

· The LENDER decides which offer(s) to accept, reject, or counter, based on the LENDER’S own criteria.

In a Short Sale transaction, while the lender may have initiated the foreclosure process, the BORROWER is still the OWNER of the property. If we apply the three general principals outlined above to a Short Sale transaction we see that:

· The listing agent for the property owes their fiduciary duties to the BORROWER (not the lender).

· ALL offers must be presented to the BORROWER (not the lender).

· The BORROWER (not the lender) decides which offer(s) to accept, reject, or counter, based solely on the BORROWER’S personal criteria, which may, or may not be price (e.g.: In the case of a short sale situation, where interest, fees, and legal costs continue to accrue until the property is sold, a fast sale may be more important to the borrower than a top dollar sale. Similarly, a cash, “as-is” offer may be perceived by the borrower to be a better bet than a higher priced offer that has to go through financing and inspection approvals).

Clearly, in the case of a Short Sale, the agent works for the borrower and the borrower makes the decisions as to which offer(s) to accept, reject, or counter. Once a decision to accept an offer is made by the BORROWER, only then is the offer forwarded to the lender. The transaction proceeds as does any other with respect to subsequent offers that may come in – once an offer is accepted, the borrower is “under contract” (subject to third party approval by the lender) and they do not continue to entertain offers. Yes, they may accept an offer as a “back-up,” but a back-up offer only comes into play when/if the initially accepted offer falls apart, and only then would it be forwarded to the lender.

The lender is merely a third party “approver” of the transaction – they are not “a party to” the transaction. This is an important distinction! The lender simply has the right to reject, or accept the offers that the borrower chooses to forward. You must remember that a short sale is a completely voluntary attempt by a borrower to avoid a foreclosure – a borrower does not have to opt for a short sale. That being the case, if a borrower is under no obligation to even attempt a short sale, how in the world could it be said that a lender has a right to be presented an offer?

Now that you understand the borrower’s obligation to present offers vis-à-vis the lender, let’s shift gears and specifically focus on the short sale listing agent by first asking some questions about the general obligations of real estate agents to their clients, and then extrapolating the answers to short sale agents specifically.

Generally speaking, would it ever be tolerated for the agent of a client to act AGAINST the best interests of that client? Would it ever be tolerated for the agent of a client to act on behalf of a party who was acting expressly AGAINST the interests of their client? The answers of course are that, “Such acts would never be tolerated!”

That said, how could it be possible for the agent of a borrower to be compelled to work for the lender? Isn’t the lender working for THEIR OWN best interests, and not those of the borrower?

Clearly, the lender is working for their own best interests, which are directly adverse to the borrower’s interests (after all, the lender is either in the process of, or threatening to foreclose on the borrower’s property, which is about as adverse a situation as there is). Given the nature of an agent’s fiduciary duties to their clients, the agent for a borrower MUST do all that is legally within the scope of their representation to PROTECT the borrower from the lender and to advocate on behalf of the BORROWER’S position, not the position of the lender. There is nothing wrong with this – this is exactly what an agent is hired to do!

Now that it’s been explained to you, doesn’t it make sense?

Do you see how you have been mistaken if you thought that all short sale offers had to be presented to the lender? If you are a listing agent, do you see how presenting all short sale offers to the lenders could constitute a breach of your fiduciary duties to your clients? If you are a buyer’s agent, do you see that you have absolutely no right whatsoever to DEMAND that your buyers’ short sale offers be presented to lenders?

The bottom line is this: A borrower has no obligation to present all short sale offers to a lender, which means that a borrower’s agent has no obligation to present all short sale offers to a lender, which means that a buyer’s agent has no right to demand their short sale offer be presented to the lender. To transact under any other premise is to misunderstand the process completely.

Crystal and Glass Are Now Very Popular With Corporate Awards Presentations

By far the most popular awards with companies and other associations looking for prestigious awards at their award ceremonies are quality crystal trophies, claret jugs, and other crystal items. Crystal really seems to have taken over from other awards. A good reason for this is because a lot of the awards presented have enough room for good quality engravings. These engravings often contain artwork of various types like company logos and appropriate pictures with reference to the particular award category.

Why has crystal become so popular at company presentations? It cannot just be because of the engraving potential. Something that struck me at the last event I was at where crystal awards were being presented was how good the crystal and glass reflected the stage lighting shining on them. Glistening like a table full of fallen stars, the sight was breath taking, and must have been exciting for the winning recipients as they walked up to the stage to collect their trophy. Yes the artwork was good, but there was something about the crystal decanters and claret jugs that oozed class and quality. People were genuinely impressed at how good they looked, both the people winning them and those at their tables who were not so lucky that night in picking up any awards themselves.

Pewter and silver plated tankards and salvers still look good, don’t get me wrong. But even at golf club events where tankards and salvers were the staple award for presentations, crystal trophies, and indeed crystal tankards are now becoming more dominant out of all the awards presented. It could just be a phase, or a fashion. Maybe it will slowly become less popular, and once again the various metal awards will become more fashionable.

A golf club manager explained to me once as I drank in the bar after playing eighteen holes with my business partner that crystal trophies usually comes boxed in presentation cases and have a charm and presence not found in many metal and resin awards. He told me how golf clubs had moved more towards crystal to upkeep the image of high quality at their awards evenings and competition days. I suppose when other clubs are awarding a particular type of trophy or award, it doesn’t take long for most to follow suit. No golf club wants to be seen as offering inferior awards at their functions.

Will new materials take over from the current trend of crystal and glass? Most alternatives, like gold, silver and platinum are far too expensive to be presented in large amounts at a presentation evening or sporting function. I personally think that crystal and glass will lead the way for a long time. Many products are now cheap enough for football & rugby clubs now, and many associations look to present crystal awards instead of the traditional metal and resin ones. I suppose we will have to wait and see if things change back to the traditional resin and metal items. I am quite happy if they don’t.