I recently ran across an article on training your dog. The author gave 4 training tips to bring out the best in your dog. As I read them, it struck me that these were not only great tips on how to bring out the best in your dog but how to bring out the best in your clients too!!!  Actually, use these tips to train yourself on how to deal with your clients. See if you agree:

1.   Speak their language: To foster the best relationship, two way communication is a must.  Learn to decipher their body language and their “barks”.   Does their bark say they are hungry, playing or protecting? What are your clients really telling you?  Learn their body language and their tone when you are having discussions with them.  In our technological age, learn what language they are speaking: text, email, voicemail. Speak to them in the language they like best.  Also in this ever-growing culturally diverse world, it will help if you “literally” speak their language (Spanish, an Asian Dialect, Farsi).

2.   Identify the “why” behind their misdeeds: For dogs, figure out why they ate your favorite shoe? Were they bored, hungry or were they just not aware that the shoe was important to you? For your clients,  figure out the “why” of their transactions. Why are they moving, selling, buying? Why have they chosen a certain area, town or house size? Know their desires, hopes and dreams as well as their financial situation to know why they are doing what they are doing. Bottom line – ask questions!!!

3.   Boost Concentration powers: Work with your dog ‘s mind and body to develop their cognitive powers. Work with your clients to educate them on the sales process and all the many steps it will take to have a successful transaction. Communication, education and expectations lead to healthy relationships. Work also on your own professional education to expand your minds. The more knowledge you have, the more confidence your clients with have in you.

4.   Build a bond: Good dog behavior comes from a strong friendship with you. Hugs and treats are a must. This is probably the most important ingredient in creating a client for life. Give your clients lots of attention before, during and after the transaction. Show your appreciation and gratitude for their business and referrals. Treats your clients like friends or family not a transaction. If so, they will be loyal, like “man’s best friend,” and will be more likely to give you repeat business and referrals.

Hopefully following these 4 simple tips will allow you to be more successful with your clients.  So go ahead, you have my permission – treat them all like dogs!!!!


Every January, we celebrate Martin Luther King Jr; a Baptist minister, civil right leader and cultural icon. Dr. King was probably most known for his 1963 “I have a dream…” speech in front of a million people in Washington DC . So my question for you today is “What’s your dream?” Whatever it is, it can be more easily achieved if you emulate some of the qualities and characteristic exhibited by MLK. Here are a few that come immediately to mind for me – I’m sure you can think of dozens more:

PASSION – MLK risked imprisonment, beatings and ultimately death for what he believed. When you have passion for something you have an intense excitement, enthusiasm, enjoyment and energy that can allow you to accomplish almost anything.

COMPASSION – Dr. King entire mission was to help others. With compassion, you think of the needs of others first. You will understand and appreciate what others are going through. Through others we find ourselves.

LOVE – Dr. King had many quotes on love. My favorite is “Love is the only force capable of transforming an enemy to a friend.”  Anything is possible if you have love. Not only that, but when you love something, it seems easier.  And even of it is not, you won’t mind because of the love you have for it.

HUMILITY – MLK rarely took credit for all the good he was doing. He left that to others. Humility is quality of being humble. We all do great things, but keep a low profile about them. Let others do the praising.

STRENGTH OF CHARACTER – Dr. King never stopped believing in his mission. He had the ability to stay the course when others around him told him he was wrong. Stick to your guns for what is truly right.

I’m sure Dr. King would be impressed with how far we’ve come but there is still work to be done. Keep focusing on your dreams using the qualities of Dr. King and someday your dreams will come true too.

Wishing you all the very best and much continued success.

Resolution for Success

Happy New Year (I can still say that since this is my first post of the year).  I hope you all are off to a great start this new year.  The Italians have an expression for Happy New Year which is “Buon Anno” which literally translates to wishing someone a “good year.”  We all want that.  I do want to caution you though if you use this expression not to make the same mistake I made while vacationing in Italy a couple years ago during the New Year holiday.  The Italians have another would that looks and sounds like “anno” and that is “ano.”  Ano translates to anus or butthole.  So being the “ugly American” that I am, and not having a firm grasp of the Italian language, I went a week wishing people a “good butthole!”   Though if you think about it, isn’t such a bad thing.

So how is that any motivation?  Well it got me thinking about the meaning of words.  One of the words we hear this time of year is “Resolution.”    With the new year, many people make resolutions.  They usually involve something like losing weight, getting in shape, being a better person, or spending less time on social media.   I thought about making a resolution but before I did , I wanted to make sure I fully knew what it meant to make a resolution.   So I looked up the word and what I found through the definitions and the synonyms was the blue print for success for almost anything we set out to accomplish.

Resolution:  “A firm decision to do or not to do something.  The quality of being resolute.”  From the synonyms, I grabbed 4 “P” words to guide you:

Plan – have a plan that will be the road map for your vision that you can look to on a daily, weekly or monthly basis that will keep you on track to achieving your goals.

Purposeful – be purposeful in everything you do.  Make each of your actions and activities have meaning and purpose in achieving your goals.

Persistence – don’t be afraid of “no.”  No often doesn’t mean no, it just means “not now.”  If you aren’t persistent you will miss out on future opportunities.

Perseverance – achieving something of value is often tough.  You must persevere through all the hardships and adversities to get to all your rewards and goals.

So use the 4 P’s and make yourself a Resolution of Success for 2017.