Each June the Armonk Lion's Club host's their annual fund raiser commonly known in the area as the Fol de Rol.  Incidentally, that is French for foolishness.  There will be lots of fun and foolishness in Armonk, NY starting on Thursday, June 9, 2016 through Sunday, June 12, 2016. Seriously, the Lions Club has raised money for many worthwhile projects in town including scholarships for Byram Hills High School Seniors and the building of the iconic Armonk Gazebo.  And this year those Jersey Disc Devil dogs will be returning with their entertaining tricks along with the Robinson Racing Pigs.Admission is free so come out and support our Lion's Club and have fun.  For more information check www.armonklions.org.  Information provided by Grant Schneider, Performance Development Strategies.  Wo... 06/08/2016

The greatest obstacle to success is getting started.  Just Do It is the familiar slogan of Nike.  Why don't we just do it?  For most of us the biggest obstacle to getting things done is a self-limiting factor called procrastination. We create that obstacle by our behavior. Procrastination is something that we all have to confront and deal with from time to time. It's only natural to procrastinate at times, but the way you deal with your procrastination patterns will determine what effects procrastination has on your life.Why is it that so many people start out with good intentions to achieve a goal but never achieve that goal? When you procrastinate you simply fail to take action on the very things you know will bring you the rewards that you desire. You know you want the rewards and kn... 06/05/2016

How do you cut through all the noise and get your message--your value propostion--out there?   If you have a unique business you need to explain clearly how you help.  In the case of real estate, most people know what it is and the real question is, "Why should I choose you?"  In all business connections people do not buy what you sell.  They buy you.   According to the American Marketing Association, “Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large”. That is a complex statement. I would simply define as being top of mind when your prospect is ready to buy.Do you know your target customer?   It is important to define the parameters of you... 05/29/2016

Memorial Day was originally called Decoration Day.  After the Civil War people would set this day aside to honor and decorate the graves of those who had fallen in the Civil War.  In 1868, the Commandor of the Grand Army of the Republic issued an order designating May 30th the day to do that.This holiday became known as Memorial Day to honor all those who died in all wars.  Then, in 1968, Congress passed the Uniform Monday Holiday Act which moved Memorial Day to the last Monday in May.  Many purists, including Armonk, continued to have their ceremonies on May 30th.  This year it works out for everyone since the last Monday in May is the 30th.This year's Memorial Day ceremonies in Armonk NY will be held at 11:00 at the American Legion Hall.  Details below:American Legion Post 109735 Bedf... 05/25/2016

How are your  communication skills? Are you getting the expected response? Your communication may seem clear to you but if you do not get the response you expect then your communication has failed.  If you are sending a message you must make sure you understand the receiver of that message.There has been much discussion on Active Rain about communication with Millennials.  This is just one case in point.  Communication can never be assumed with anyone.  Communication is a two way process.  The sender of of message whether in person, by phone, email, or text must be certain through feedback that message has been received.  If your message did not result in increased knowledge or prompt a specific action then your message was not received.You will not be successful in your communications ... 05/22/2016

Knowing your core values and standing behind them will lead to success in your business and personal life. I think that is fair to say that real estate agents who know their core values are more successful.  But not everyone does.  Many people cannot articulate their vision or their core values. Your core values are important because they help create your WHY. Moreover, your why is much more important than the how. How many businesses can say why they are in business or articulate their basic business foundation? You might be surprised at how few really can. Any successful business needs to have vision—that is what the business will look like when it is successful. Your vision is your dream and as Walt Disney said, “you have to have a dream if you want to have a dream to come true.” You... 05/15/2016

Do you feel that you are doing what you do best every day?  What about your team and your agents?  Can they say the same thing?You know the expression that you can't put a square peg in a round hole.  Forcing  it in will not lead to very good results.  But you might say I need them where I need them.  You and the team will be more successful, however, if you utilize the top talents of everyone.  Jim Collins who wrote, “Good to Great” refers to this as getting the right people in the right seats. Help your team use their strengths to push their performance to new levels. Unfortunately, many of us spend time trying to correct weaknesses. These old habits are hard for us to break. It probably began when we were kids. When a child comes home from school with his or her report card and it sh... 05/01/2016

So you have taken on someone new. Now what? There is much more than just bringing on the most talented person. You must now create an environment conducive to retaining your talent, engaging a new agent or employee, and inspiring all those on your team. But why is it much better to get a new agent engaged rather that having many who are just there?  If they are disengaged they are just waiting around to see what happens. On the other hand engaged workers have "bought into" what your organization is about and are trying to make a difference. This is why they're usually the most productive workers.Strong engagement produces successful business outcomes including a loyal customer base. And this leads to increasing sales and profits. The reverse is also true. Those who are not engaged have ... 04/24/2016

Steven Covey wrote a book about seven habits of highly effective people.  I work with people who are leaders or want to become leaders.  There are many examples of what not to do.  Proper business leadership is crucial to the success of any business of any size. No company can be more successful than the effectiveness of its leaders. If the head of a company lacks positive leadership qualities, he or she will be unsuccessful motivating and leading the staff. This in turn will result in lost customers and business opportunities.Leadership is complex and what works well in one environment may not be a good fit for another. When a leader is focused on results he or she will adapt to the environment. However, just as there are habits of highly successful people there are also habits of high... 04/17/2016

 I have seen quite a few bosses who are totally frustrated that everyone does not do what they want done.  Assuming the right people are in the right seats the chief reason lies with connection and communication.  A boss has the authority by virtue of the position. However, the leader has the real power which is granted by those led. A leader communicates and connects. Perhaps you have noticed people who exercise influence over others although they are not managers. People have given them the power through respect of their opinions and advice. A boss has the authority but a leader has the power. The goal is for a boss and leader to be the same person.The leader’s power is earned through empathy for the team, clear direction, trust, and other factors. People are not born leaders. Leaders... 04/10/2016

You will exceed your customers' expectations when you under promise and over deliver.  People remember when they have been wowed in their experience with your company.  To wow your customer you must exceed their expectations. When you wow your customer by exceeding expectations your customer creates and emotional bond with your company and your services. They become loyal customers.  You have an opportunity to do this every day.But there is more to this. Sometimes you will disappoint a customer. You know how true that is in the complexity of real estate transactions.  No one is perfect and it may not even be your fault.  But how well you react to make it right can create an even bigger emotional bond.  Here is an example.Here is the way one of my Westchester County Businesses handled cr... 04/03/2016

More Photos Do you need a separate office, exercise room, quarters for your nanny, or have extended family, then this house is for you! Totally renovated home in Armonk with separate studio and private entrance on over 3 acres overlooking pond. The main house itself offers 3 bedrooms with 1.5 baths plus a new eat in kitchen with granite counters and stainless steel appliances leading to an over sized living room / dining room combo with fireplace. Door from kitchen out to large blue stone terrace in the courtyard. Full storage basement, with laundry and utility rooms, one car garage, plenty of additional parking in driveway. Across the courtyard terrace you find a large, separate apartment with private entrance. Ideal for office, extended family living, nanny or guest quarters. The apa... 04/02/2016

Hiring quickly can be a costly mistake. That could be you next admin employee or agent.  Some of us may feel what the heck, I will find out soon enough.  That is correct but how much damage has been done?  If you have read Jim Collin’s book “Good to Great” you know about how companies become great companies. Collins surveyed companies and found that their greatness was not due to a special sauce or a great product but rather because of the people in the organization. It all starts with high quality, high performing people. Collins refers to this as getting the right people on the bus, the wrong people off the bus, and the right people in the right seats. Many companies find that selecting and choosing of the right people is a daunting task. Some people just hire anyone who applies or, a... 03/27/2016

In my previous post I spoke about customer loyalty being a leading indicator of future success.  You may think this is a great idea for big organizations but what about me, the local broker, the local home inspector, the local service provider.  Not only is is right for you but it is possible with today's technology.Let me introduce you to local auto repair shop owner Fred Indorf.  Fred is owner of Fred's Auto on North State Road in Briarcliff Manor, NY.  Fred is also a great leader as president of our BNI chapter.Fred has a system that can be used by any business owner and it works with his online appointment system.  As soon as the appointment is completed an email with an online questionnaire is sent to the customer.  It asked for ratings on every aspect of the service event includin... 03/23/2016

Most agents and brokers are concerned about growth of their business.  The condition of the market is one thing but lets put that aside and assume that the market is great. To get your share you have to do the right things to aquire customers. Two very important measurements will predict that you will be getting your fair share.  They are employee or team engagement and customer loyalty. While sales and profits are very important measurements they tell you what has happened. Employee engagement and customer loyalty tells you what will happen.When you have an engaged team they will do their best work which will result in loyal customers. You should measure your team's engagement at least once per year. The ultimate question of an agent is, “How likely are you to recommend our company as ... 03/20/2016

This past week I was working with one of my Westchester County NY entrepreneurs.  This business owner has had his business for some time but he has never been able to take his business to the next level.  He works very hard and puts in many hours. Unfortunately, he has never learned to work smart. He has a valid concern for accuracy and compliance but has not been able to get his people on board.My business owner deals with insurance and real estate.  He has a dozen employees involved in the process of sales and contracts. Each person has a job title but not a job description. Things change quickly as does the mood of my owner. To make matters worse people are asked to do a task but then later the owner comes by and says, “stop doing that, I want you to do this.” You won’t be surprised ... 03/13/2016

As some of you know I have been a part of the Academy for Entrepreneurial Excellence for the past seven years.  This is a program for entrepreneurs who want to take thier business to the next level.  It is a Business Council of Westchester and Westchester Community College cooperative effort.  This year is was re named "Just Add One" because a grant has been given by the Westchester Putnam Workforce Investment Board for businesses that have as one of their goals hiring an additional person.This group above is from a previous graduating class.  This year we have 35 participants and I have offered coach four.  So here is an example of what I learned and what I suggested.  It would be worth noting because it can be applied to any business. "I think that your vision and mission lack focus a... 03/09/2016

Not every individual agent wants to a team leader.  Forcing  a great salesperson to become a team leader my not be in anyone's best interests.  Brokers may want to choose the highest performing sales agent to lead a team of other agents.   That will not necessarily work because a team leader is expected to do different things than the individual agent. Lawrence Peter wrote The Peter Principle in which he stated that, “in a hierarchy people tend to be promoted to the level of their incompetence.” In most companies employees are rewarded for great performance by being promoted. There are good reasons for promoting from within including, motivation and engagement of the staff. However, companies make a flawed assumption that because the employee did well in the previous job he or she will ... 03/06/2016

Time management is not a time management issue at all.When I ask my business owners in Westchester County New York most of them tell me that time management is one of the top challenges. If we all have 24 hours in a day and a calendar system to use why would this be a top challenge? Time management is not simply achieved by having an organized system.    There are many books that tell you how to organize your time. You can buy a day planner, or use programs such as Outlook, ACT, or another software program but still have no better control of your day. Managing time is not a tactic but it is a strategy.  The root cause of the problem is not the lack of systems or processes. The root cause is our own attitudes about time along with our bad habits and our bad behaviors. It is a fact that y... 02/28/2016

Is your sales team on the same page as you?  If you are building a sales team more is not necessary better.  It is much better to have a smaller team that is all on the same page as you.  Have you ever taken a course of action and when you turned around and not one was there?  The best way to see that this does not happen is to make sure that you are a focused leader, that you empower your engaged team, that they will in turn create loyal clients leading to growth and success. Focused Leader - You may be the broker, the manager, or CEO but that does not mean you are seen as the leader. You appoint yourself CEO but your team will follow you if you are the leader.   As manager you can influence the process through which people recognize your leadership. You do this by creating an environm... 02/21/2016