Interviewing: Asking the Right Questions – When Yes and No Is Not Enough

Have you ever finished an interview and realized you don’t know any more about the person or event than you did before you started. How would you rate the interview, pass or fail?

Before I realized what I was doing wrong, this happened to me all too often. Whether you are interviewing a new employee candidate, a potential client in real estate, a service provider professional or your children, the type of questions you ask will determine the answers you get.

Early on in my career I learned there is a simple solution to this problem. The key to a successful interview is not to ask “yes or no” questions. Simple, but listen to yourself the next time you interview someone.

If you ask only yes or no questions you will only get yes or no answers. When I am on the other side of the table I have been taught not to provide too much information and I love yes and no questions. All I have to do is answer the question and I have provided the interviewer with exactly what he asked, albeit not what he may have wanted.

Never ask a yes and no question, always ask for more information, opinions, descriptions, explanations, etc.

Let’s look at some examples:

A. Have you ever been terminated or laid off from a job?

B. Explain why you left your last 3 places of employment?

 

A. Do you want to sell your house?

B. Why do you want to sell your house?

 

A. Did you see the accident occur?

B. What did you see happen?

 

A. Can you cut down the tree in my yard?

B. How would you cut down this tree hanging over my house?

 

A. Did you kick your brother?

B. Why did you kick you brother?

 

Even though these are simple examples you can see where in each case the “B” question will provide you with a better picture and more information from which you can form an opinion.

Yes this is a simple solution but as I said earlier listen to the questions you ask and I believe you will be amazed at how many are yes and no questions. I still have to watch myself to avoid this trap and practice it every day. When I do it right it makes my job a lot easier and successful.

 

 

 

 

 

 

 

 

 

 

Because it's a Nice Day

"Say, Pooh, why aren't you busy?" I said.

"Because it's a nice day," said Pooh.

"But you could be doing something Important," I said.

"I am," said Pooh.

"Oh? Doing what?"

"Listening,"he said.

"Listening to what?"

"To the birds. And that squirrel over there."

"What are they saying?" I asked.

"That it's a nice day," said Pooh.

"But you know that already," I said.

"Yes, but it's always good to hear that somebody else thinks so, too," he said.

From The Tao of Pooh

Your Name Badge – A Public Service Announcement





Have you ever watched business people get out of their cars at their local grocery store and quickly remove their name badge? Or, have you gone to lunch with other sales people in your group and had them remove their badge before going into the restaurant? This never ceases to amaze me. Are they embarassed by who they are and what they do?

Name badges are one of the best and least expensive means of self-branding and advertising available. Not only does it open the door for conversations and questions about your product and/or services, but it also serves to reinforce your name. For a few well spent dollars your name badge is publicly announcing who you are and what you do wherever you go.

From my experience, in the past, as an automotive sales person and my present involvement in the real estate industry I can honestly state that a name badge can and will generate contacts and business for you. On numerous occasions I have had people come up to me and say, “You’re a real estate agent. Can you answer a question for me?” This simple opening has directly led to real estate listings opportunities and potential buyers.

On another occasion, while having lunch at a local restaurant, a lady came up to me and said she noticed I worked at a local car dealership and she had a question to ask me. After answering the question I gave her my business card and asked her to come by and let me show her the model she liked. She showed up and I sold her the car.

Would this have happened if I was ashamed of my badge and removed it before I went into the restaurant. No, it was the badge that provided the opening for the entire business transaction. There is a saying in real estate among agents, “Don’t be a secret agent”. If you want other people’s business you have to let them know who you are and what you have to offer.

In order to succeed you have to go out and get the business. Self-promotion and advertising is one of the ways to do it. Your name badge is another tool which can make this happen.

To re-cap, here are a few facts about name badge use.

1. It will help a client remember your name and reinforce you as the expert.

2. It is a conversation starter.

3. It will bring you potential business and opportunities.

4. It is inexpensive advertising with a high return on your investment.



In order to maximize your success from wearing your name badge here are a few guidelines for name badge use.



1. Buy a quality badge. A cheap badge is just that, a cheap badge, and reflects on you.

2. Make sure it is easy to read.

• a. Not too large that it is obnoxious or so small you can’t read it.

• b. Not too congested with information. Just your company logo, your name and job title.

• c. Your name should be the most prominent feature.

• d. No fancy print or fonts. Clean, clear and concise.

3. If you shake hands with your right hand, wear your name badge on your right chest.

4. Make sure it is attached right side up and straight. Don’t laugh, it happens.

5. Use common sense when not to wear your badge.

6. Monogram clothing, shirts, jackets, sweater, and hats, are another way to get the effect in a more casual environment.

Your business is all about name recognition and branding. The more you get your name out in front of the public the more likely they are to think of you when a need arises in their lives for your services. Whether it is print advertisements, internet use, business cards or name badges, each serves to remind people who you are and what you have to offer.

Don’t keep your professional expertise a secret, flaunt it. Wear your name badge and let people know you are the expert in your profession and you’re there to help them. It works!

Make your public service announcement today by wearing your name badge.

Highlights of Proposed Foreclosure Laws in Florida

Join me today in welcoming Sarah Parr as our guest blogger for today.

Highlights of Proposed Foreclosure Laws in Florida

By Sarah Parr

Florida has seen its share of hardships because of the housing crisis. Analysts say we’re experiencing a slow recovery, but the aftermath of the housing crisis still lingers, especially here. The Sunshine State recently witnessed a 3.11 percent increase in foreclosure activity, according to RealtyTRAC’s year-end report. Lawmakers, real estate professionals and consumer advocates want to change Florida’s status and reform its foreclosure process.  Lawmakers are currently talking about implementing various measures, and this has spurred debate between people from all sides of the issue. The proposed laws could considerably alter the way foreclosures are handled in Florida.

Curing Florida’s long judicial process

House Bill 87 intends to speed up Florida’s long judicial-foreclosure process. Supporters claim that the bill looks after borrowers by requiring banks and lenders to show they own a mortgage before they can file any foreclosure action. If set into law, the bill would also allow third-party lien holders, such as condo or homeowner associations, to push foreclosures through a faster process rather than through the customary court arrangement. House Bill 87 would give borrowers 20 days to provide defense against the foreclosure action. After a final judgment in foreclosure is reached, the bill would give banks and lenders one year instead of the present five years to go after borrowers for losses from a foreclosure.

House Bill 87 The legislation has created the most discussion out of all the proposed legislation, as Pine Hills foreclosure attorneys might tell you. Opponents of the bill claim it would rather pump out foreclosures as quickly as possible, instead of protecting the rights of homeowners. They also claim that 20 days is not enough time for homeowners to seek out attorneys for foreclosure defense or to provide their own reasonable defenses. On the other hand, supporters assert the foreclosure process is long-drawn-out, producing gloom for everyone involved. Proponents say accelerating the foreclosure process would also be favorable for Florida real estate’s future success, as homes in foreclosure limbo can be eyesores that bring surrounding property values down.

Pushing through case backlog

Under Senate Bill 1666, senior justices or judges would be able to consent to temporary duty to help with the buildup of foreclosure cases in Florida. The bill would also allow second publication of the notice of sale of a home to be published online in lieu of publication in any other form of media.  This changes the requirement that a second notice of pending foreclosure must occur in a print media advertisement, a move some say is unfair to low-income homeowners and seniors who could only find out about a looming foreclosure sale through a newspaper notice.

Protection for homeowners in distress

Four bills, proposed and sponsored by Senator Darren Soto (D-Orlando), seek to aid homeowners struggling with foreclosure or mortgage issues. Senate Bills 1226 and 371 would mandate that lenders can only file a deficiency judgment one year after a final foreclosure judgment, and would only have two years to collect any outstanding debt. Right now, residents can be contacted by debt collectors for up to two decades. Senate Bill 1236, also known as the “Mortgage Principal Reduction Act,” would require the Florida Housing Finance Corporation to utilize $100 million of the federal government’s Hardest-Hit Program to start a mortgage principal reduction program for Floridians with properties in foreclosure. The final proposed bill by Soto, the “Short Sale Debt Relief Act,” would make deficiency judgments unenforceable on a short sale if the original debt was 20 percent or greater than fair market value.

Based on all of the proposals presented, Florida will probably see significant changes in its foreclosure process soon.

 

 

Sarah Parr is an Orlando-based writer who blogs about issues pertaining to foreclosure.

 

 

 

 

 

 

Never Give Up

Never Give Up

How often does it feel like you can never win and you decide it is not worth your effort. How often does the next challenge end the same way.

There are times when you have to move on but it is important to review all your facts before making a decision. Basing a decision on emotion and frustration can often lead to failure. Worse it can lead to lost opportunities.

The little picture below says it all.




This is one of my favorite motivational pictures. "Never Give Up. Never Surrender." (Do you remember where that came from?)

Deep Thoughts . . . Smile when picking up the phone. The caller will hear it in your voice.

Don't you get tired of calling people and having them answer the telephone like you are the biggest bother in the world. Isn't this especially true when you are responding to an advertisement or a sign in a yard. If they did not want you to bother them why did they put their phone number on the sign? Heck, if that is the way they answer the phone do I really what to talk to them. I will just take my business somewhere else.


As a sales person have you ever wondered why your business is falling off? Yes, times are bad but is that the only reason you are getting less business than before? Or, is your shrinking business affecting your attitude and your attitude is carrying over into your conversations with potential clients.


Maybe, just maybe it is time for you to "smile when picking up the phone."

Your Name Badge – A Public Service Announcement

Have you ever watched business people get out of their cars at their local grocery store and quickly remove their name badge? Or, have you gone to lunch with other sales people in your group and had them remove their badge before going into the restaurant? This never ceases to amaze me. Are they embarassed by who they are and what they do?

Name badges are one of the best and least expensive means of self-branding and advertising available. Not only does it open the door for conversations and questions about your product and/or services, but it also serves to reinforce your name. For a few well spent dollars your name badge is publicly announcing who you are and what you do wherever you go.

From my experience, in the past, as an automotive sales person and my present involvement in the real estate industry I can honestly state that a name badge can and will generate contacts and business for you. On numerous occasions I have had people come up to me and say, “You’re a real estate agent. Can you answer a question for me?” This simple opening has directly led to real estate listings opportunities and potential buyers.

On another occasion, while having lunch at a local restaurant, a lady came up to me and said she noticed I worked at a local car dealership and she had a question to ask me. After answering the question I gave her my business card and asked her to come by and let me show her the model she liked. She showed up and I sold her the car.

Would this have happened if I was ashamed of my badge and removed it before I went into the restaurant. No, it was the badge that provided the opening for the entire business transaction. There is a saying in real estate among agents, “Don’t be a secret agent”. If you want other people’s business you have to let them know who you are and what you have to offer.

In order to succeed you have to go out and get the business. Self-promotion and advertising is one of the ways to do it. Your name badge is another tool which can make this happen.

To re-cap, here are a few facts about name badge use.

1. It will help a client remember your name and reinforce you as the expert.

2. It is a conversation starter.

3. It will bring you potential business and opportunities.

4. It is inexpensive advertising with a high return on your investment.



In order to maximize your success from wearing your name badge here are a few guidelines for name badge use.

1. Buy a quality badge. A cheap badge is just that, a cheap badge, and reflects on you.

2. Make sure it is easy to read.

• a. Not too large that it is obnoxious or so small you can’t read it.

• b. Not too congested with information. Just your company logo, your name and job title.

• c. Your name should be the most prominent feature.

• d. No fancy print or fonts. Clean, clear and concise.

3. If you shake hands with your right hand, wear your name badge on your right chest.

4. Make sure it is attached right side up and straight. Don’t laugh, it happens.

5. Use common sense when not to wear your badge.

6. Monogram clothing, shirts, jackets, sweater, and hats, are another way to get the effect in a more casual environment.

Your business is all about name recognition and branding. The more you get your name out in front of the public the more likely they are to think of you when a need arises in their lives for your services. Whether it is print advertisements, internet use, business cards or name badges, each serves to remind people who you are and what you have to offer.

Don’t keep your professional expertise a secret, flaunt it. Wear your name badge and let people know you are the expert in your profession and you’re there to help them. It works!

Make your public service announcement today by wearing your name badge.

Find Your Indispensable Employee and Fire Them

As managers we all have one. You know, that one special employee we go to whenever we want to be sure a job or task is done right. No matter how much potential the rest of our team has we always give the special jobs or best leads to our “go to guy.” Sooner or later this team member becomes indispensable to our operation and to our own leadership success.

When this happens to you there is only one thing to do. Find your indispensable employee and fire him. You may think this is harsh but if you want to be successful in leadership you have to learn how to lead without a “go to person”. Here are six reasons why you should. (A point of clarification, I am not talking about Leadership Development, but I am looking at one aspect of Team Dynamics.)

You Become Dependent

Once you start using someone as a “go to guy” you become dependent on that person to insure your own work is done. If you know that they will get the job done you don’t worry about learning how to accomplish the task yourself. Even worse you stop monitoring the work and don’t follow-up on the results.

If one of your employees is that good they will eventually grow tired of following in your shadow and move on to another job. At this point you are at a loss because you have not learned how to do the job yourself or developed the other members of your team to assist you.

Fail to Recognize the Talents of Your Team

Often by giving the more challenging task to the same person all the time you fail to recognize that there are other members of the team that can do the work. If you have done your job right you should have surrounded yourself with team members who are both qualified and trained to handle any task the team faces. It is a known fact that a lot of people will only rise to the level of expectation you have for them. In most work situation the majority of your team wants to be challenged in their job.

Fail to Develop / Train Other Team Members

Another negative result of depending on a “go to guy” is that you fail to train and develop your team. A key part of being in a leadership position is to offer training and guidance to all team members in order to help them achieve their maximum potential.

One of the most obvious problems with this failure is you will be left without a backup plan when your “go to guy” leaves your team, because eventually he will leave. It is your job to train all your team members so that any one of them could assume any task if another team member leaves.

Strife in the Team

Remember back when you were in school and the teacher had a favorite pupil. What did you think of that teacher and the “Teacher’s Pet”? The same thing can happen in your team if you have a favorite “go to guy.” How do you think the rest of the team feels about the “Boss’s Pet”?

The most common result of favoritism is low morale among the other team members. Unconsciously their work begins to suffer and the team’s productivity begins to drop. The results are that you as the leader of team look bad in your boss’s eyes.

It is also a possible outcome of having a “go to guy” that the other team member may sabotage the work and performance of the “Boss’s Pet.” Once again the result of this is that you, as the leader, look bad to your Boss.

Giving Away Too Much Authority

Another possible problem of you continuing to rely on your “go to guy” is a tendency to give them too much power. If you give away too much of your authority the “go to guy” may become the pseudo leader of the group. The other team members begin to look to him for instructions and answers to work issues. This could result in you not being aware of what is happening within your team.

This would not be problem if your goal is to develop a leader but if you are just relying on him to get the job done it could result in problems for you as the leader. The ultimate problem comes when your boss begins to go to the pseudo leader because he believes he is the one who knows what is going on in the team.

Back Stabbing

Finally, there is the possibility that your “go to guy” and / or the entire team my try to sabotage your work and standing with your boss. This is usually a result of their loss of respect for you as their leader because of the favoritism you show your “go to guy.”

Most often it is your “go to guy” that stabs you in the back. If he is as good as you think eventually he will ask himself, “Why do I need him?” The result of this is he will begin to take steps to insure your boss knows who is actually doing all the work.

If we are good leaders we are working hard to develop and train our entire team. Yes, there will be occasions when a team member shows a higher leadership aptitude than the others and we will focus more effort on their development. But, we cannot do this at the expense of the rest of the team. This is what leadership is about.

Developing a “go to guy” into an indispensable employee will lead to your ultimate failure as a leader. Having a strong, well trained team will help insure your success.

Isn’t it time for you to fire your indispensable employee?

Telephone Etiquette

Since the invention of the telephone it has served as an integral part of business. Today, with the advent of cell phones this is even more true than ever before. We are constantly on call and available twenty-four hours a day.

Deals are made and lost on the telephone. Job searches are conducted, interviewed and negotiated over the telephone. Real estate is bought and sold over the telephone. Millions of dollars are exchanged daily through transaction negotiated over the telephone. Often these opportunities are made or lost by the use of either simple telephone etiquette and/or courtesy.

Over the years I have seen a decline in basic telephone courtesy in all areas of use, especially in the business world. Here are a few tips to help improve your chances of a successful telephone deal.

Answering a Call

Have you ever called someone and the first words they answered with were, “Who’s this?” Or, have you had someone call you and before you could say anything, they asked, “Who’s this?” How did you feel when this happened? Did you want to continue with the call?

There are two basic rules to answering the telephone.

1. Identify yourself.

2. Identify what company you are with (If this is a company phone).

If you are at work, in an office, this is very easy to remember. Most companies have a standard script they want you to follow when answering the telephone. If not, you need to develop your own script.

The problem usually occurs when you are answering a cell phone. Most people forget that if this is a business phone you should treat it as such and identify yourself and your company name. If you are self-employed your cell phone is your business lifeline and should be treated like any other professional office telephone.

Placing a Call

If you are placing a call the same two rules apply. After the other party has answered the telephone and identified themselves you should acknowledge them and then immediately identify yourself with your full name and your company (if you are making a company call). Don’t assume the other party will recognize your voice and don’t make them ask you who you are.

Leaving a Message on an Answering Machine

If you have to leave a message on an answering machine it is important to speak slowly, clearly and concisely. With the poor reception that often occurs with cell phones this can be a critical factor in whether your message is received or not.

Identify who the message is for at the beginning of the message. Then identify who you are, full name, the company you represent, if applicable, and your telephone number. Leave a simple message which covers the subject of the call but don’t embellish and ramble, as this may make the message confusing. At the end of your message repeat your name, company and your telephone number.

The Most Important Telephone Tip of All

The most important tip of telephone etiquette is to SMILE when you talk on the telephone. Yes, smile because it transmits through the telephone lines and airwaves to the other party. A simple smile will be reflected in your voice and your attitude while talking.

Your attitude can make or break a deal while talking on the telephone. If you are courteous and polite you will get more results. Often in the business world in order to get to the right decision makers you have to get past the gatekeepers, which are the receptionist, the assistants and the secretaries. By simply being polite and courteous you have a better chance of reaching the people you need to talk to in order to make a deal happen.

Today’s business environment revolves around telephones and especially cell phones. In our fast-pace world decisions are no longer just made in the Boardroom. They are made on the go, while on vacation, when at home, and anywhere else where you find yourself with a cell phone.

Courtesy and telephone etiquette are more important than ever before in helping insure you receive your portion of today’s business successes. Be polite and courteous whenever you are using a telephone.

Most importantly, remember to smile when talking on the telephone.