Interacting With Prospects and Clients: Clues for Making Long-Term Connections

Have you ever been out at business function where you didn't know anyone? Think back to how you acted. Did you hang in a corner like a bat hoping no one would notice you or did you target the individuals or groups who seemed to be the most like you and strike up a conversation?

The latter is what most of us do in the course of our day-to-day lives. We find others within our comfort zones and communicate with them by unconsciously understanding the way they speak and respond in order to gauge how to act accordingly.

In the business of law, we are constantly being presented with opportunities by new prospects and existing clients; however, sometimes we fail to connect interpersonally, so they move on to others with whom they feel more at ease.

Understanding some basic fundamentals on how people interact will help you position yourself to be the one they choose to work with, both now and in the future.

Here's how:

Everyone has a unique way of interacting. Some people talk fast, some slow. Some populate their conversations with anecdotes while others like to hit the ground running in a no-nonsense effort to get the most done in as little time as possible. Some make decisions quickly while others need time to reflect.

It's your job to learn how to recognize and complement various interaction styles so that the person you are speaking with on the other side of the desk feels most at east with you and what you have to say.

Interaction styles

There are four basic interaction styles that have been widely studied based on observable behavior patterns. These interaction styles were first based on theories by psychologist, Carl Jung, one of the fathers of modern psychology in the early 1900s. In the 1960s, psychologist, David Merrill, elaborated on Jung's types calling them "Social Styles."

I will describe the four styles as prototypes. Of course, human nature is a continuum, so few will actually conform to a precise type, but they can be used as a practical guideline for dealing with people. Understanding and differentiating them is one step closer to communicating successfully and building trust and credibility with your prospects and clients.

The first interaction style is based on those who like to control the conversation and their environments. These are the hard hitting, fast talking, task and result-oriented folks. They are quick to make decisions and to get the job done. They are not interested in small talk. They want results and they want them now. They are formal and business-like. They look you square in the eye. It's your job to be able to quickly ascertain that these quick talking, no-nonsense individuals want to get down to business right away. Be frank, straight-to-the-point, and efficient with their time. Give them what they need and they will feel comfortable continuing a dialogue with you.

Then there are those who are expressive. They want to be heard and they want you to listen to them. They are also not concerned with the nitty-gritty details of what you can do for them and the steps that you are going to take to get it done. They are talkative, fast moving and concept-oriented.

Somewhere in their heads is a huge picture of what they want and they expect you to see it and grasp it quickly, or at least to pretend you do. Give these types an outlet for their ideas. Listen and support what they say. You may need to help hone their grandiose schemes to one or two ideas at a time. As far as they're concerned, Rome might not have been built in a day, but it was built nonetheless, and they designed an amazing villa made out of the finest marble as part of the finished product - because they envisioned it that way.

How about the cooperative types? They are friendly, amiable and warm. They tend to be on the quiet side and may seem vague at times. They give you lots of time and are conflict-averse. They easily agree with you but may later change their minds. These people need time to get to know you, and they don't like pressure. They are consensus builders and will never rock-the-boat for you within their organizations. Make sure you are prepared to act in the way that a cooperative type wants you to act. If not, you may both end up very frustrated.

Finally, there are the analytic types who are all ones and zeros. They are detail-oriented, thorough, fact-driven, bottom-liners. Everything about them from their thinking to their speech is methodical. They want to hear the hard core numbers about how your firm has helped others in the past, as well as the bottom-line regarding what you can offer them in the future. These analytical types are risk-averse and want no mistakes, because rest assured they will find them if you make them. You never want to rush these types. Give them time to reflect and give them the facts and proof they need to feel comfortable with you.
 
In summary, pay attention to your prospects' and clients' communications and behavioral clues. They will help you to better connect with them. Observe if they are speaking fast or slow, leaning forward or sitting casually back in their chairs, looking more like they are on vacation than at a business meeting, hopping from one topic to another or staying linear. Understanding that there are different interaction styles and teaching yourself how to respond accordingly to them will not only give you a better shot at their business but allow you to continue to develop relationships with them for long-term success.

Article Source: http://EzineArticles.com/7528560

Online Property Auction for Real Estate

One way to find great real estate deals is through online property auction websites. This Internet method of searching for houses, condominiums, and townhouses saves wear and tear on your car and cuts down on time. If you're in the market for bargain realty deals, viewing information about properties on your computer will allow you to inspect only the ones that look like possibilities. On a typical website offering auctions, there is quite a bit of information to be had.

Internet auctioneers post photos and details about houses, condos, and townhomes on the site. They work with private parties, lenders, banks, and real estate developers. Sometimes sales are held on courthouse steps and other times they're held in large meeting rooms such as ballrooms. For investors who prefer to bid in person, they can attend the sales at the courthouse or publicized meeting room. For buyers who'd rather bid from the comfort of their own home or office, they can participate via computer by clicking their keyboards. These sites have state-of-the-art bidding systems in order to provide a fair system for all participants.


Properties that are available on an online property auction website are often divided into classifications such as single-family dwellings, multi-family dwellings, condominiums, townhouses, and land. Filters on these sites can be used to hone in on the specifics for the searcher such as those for investors only, tenant occupied investments, vacant buildings, luxury homes, short sales, bank owned, and tax liens. In order to search in a specific area, an individual types in requests via keyboard such as types of property, number of bathrooms, number of bedrooms, square footage, a range of years in which the home was built, and the zip code.

Once an investor finds a dwelling that fits the bill, he or she can click on it to get further details. On this next screen, there are photos, more details such as the lot size, the event number, the property identification number, and a buyer's premium. It will also be notated whether the residence is a cash deal or whether financing is available. There are PDF forms to print up including a purchase contract. The auctioneers' names and license numbers are listed as well. Because we live in a world that is connected, there are even links to "share" with friends. Furthermore, there are disclosure documents to view, a calculator to figure out financing, and a buyer's checklist. How much easier could it be? Many buyers would be uncomfortable buying properties sight unseen, which is understandable. The online property auction experts thought of that and made sure investors could view before they bid. On the webpage, there are open house times and dates for viewing properties before the bidding begins.

If you're interested in bidding on real estate through an online property auction, educate yourself by perusing the websites. Once you're ready to place a bid, note the date the bidding starts and what the opening amount is. There will also be a reserve price, which is unpublished. The reserve may or may not be met but it's what they seller is hoping to receive. If this sounds like an intriguing way to purchase real estate, give it a try.

Article Source: http://EzineArticles.com/7441471

Here is a good auction site for New Mexico

104 Camino Manzano (Placitas, New Mexico)

Amazing custom home in Placitas. Light & bright open floor plan, offering 3-4 bedrooms. Master Bedroom complete with shower, jetted tub, walk-in closet, dressing area, & double sink which is separate from the rest of the bedrooms. The Gourmet Kitchen with granite counter tops, maple cabinets, & beautiful tile flooring make this a chef's dream! Enjoy views of the Mountains & the Mesa from the large courtyard in the backyard which is perfect for entertaining. Owner financing avaliable.
 
 

Price: $550,000 
Beds: 3
Baths: 3.0
Sq Ft: 3450
Acres: 0.92


Extras

Bar In Kitchen, MB Dbl Sink, Beam Ceiling, Breakfast Nook, MB Jetted Tub, MB Shower/Tub, Ceiling Fan(s), Pantry, Dining Room Front, Dressing Area, Skylights(s), Walk-In Closet(s), Back Yard Access, Patio Covered, Courtyard, Wall Privacy, Walled Backyard

Placitas Demographics

As of the census of 2000, there were 3,452 people, 1,485 households, and 1,101 families residing in the CDP. The population density was 115.4 people per square mile (44.5/km²). There were 1,606 housing units at an average density of 53.7 per square mile (20.7/km²). The racial makeup of the CDP was 83.52% White, 0.70% African American, 1.30% Native American, 0.52% Asian, 0.03% Pacific Islander, 10.46% from other races, and 3.48% from two or more races. Hispanic or Latino of any race were 20.22% of the population.

There were 1,485 households out of which 23.5% had children under the age of 18 living with them, 67.0% were married couples living together, 5.2% had a female householder with no husband present, and 25.8% were non-families. 20.1% of all households were made up of individuals and 4.8% had someone living alone who was 65 years of age or older. The average household size was 2.32 and the average family size was 2.66.

In the CDP the population was spread out with 18.8% under the age of 18, 3.0% from 18 to 24, 25.1% from 25 to 44, 42.5% from 45 to 64, and 10.5% who were 65 years of age or older. The median age was 46 years. For every 100 females there were 92.8 males. For every 100 females age 18 and over, there were 93.8 males.

The median income for a household in the CDP was $60,597, and the median income for a family was $71,696. Males had a median income of $46,667 versus $41,914 for females. The per capita income for the CDP was $36,243. About 2.6% of families and 7.0% of the population were below the poverty line, including 12.7% of those under age 18 and 3.8% of those age 65 or over.