What is credit?  Do you really know and understand that credit is a business, and that if you are not a good business risk, you will not able to get credit?  If you have ever had credit, then you  understand that getting it and maintaining it are essential to your financial success.

Credit, by  definition, is the extension of financial resources to you by a third party, under a contract, that dictates that you will repay the amount of the credit you use (with interest).  Credit can be acquired with security or without (on your good name).  Acquiring credit of itself does not create the debt.  You become indebted when you actually use the credit.  For example, when an investor extends credit to you in the amount of $10,000.00 (the amount is insignificant) and you use all $10,000.00, you have created a debt position with the investor for the $10,000.00.  However, if you only use $1.00, you only pay back $1.00.

There are various types of credit for different purposes.  The lending agreement sets the amount of credit to be extended and the terms for repayment.  It is fundamental that you comprehensively understand the terms and conditions of every contract you agree to whether it's for credit, or for some other legal matter.  This is probably one of the greatest areas of misunderstanding for consumers and corporations alike.

On the other hand, you can use credit to prove yourself financially trustworthy.  Credit is an industry unto itself, and you have to realize that if you manage credit well, you will get more of it.  The more you demonstrate that you are able to adhere to and execute the terms of the contract, the more exposure the investor will be willing to take with you.  Essentially, it's comparable to gambling.  The investor basically stakes (based on certain calculated risk factors) how much you will be able repay.  To the investor, this "gamble" is considered an investment.  Why?  Because the amount of the original advance will be repaid with interest.  Investors loan you money and you pay them to do it.

A very simple definition for interest is this:  Interest is money made by the lender on money they loaned to you.  For example, if you borrow $100,000.00 and have to pay back $110,000.00 according to the terms of the contract, you are paying $10,000.00 in interest.  The investor, whether private party, corporation or bank, made $10,000.00 on that deal.

The most important thing you can do for yourself in order to build and maintain an excellent credit record is to learn what investor's look for in potential "investments".  Lenders do not look at you as a human being.  When you consider purchasing anything on credit, including houses and cars, you have to understand that your life is literally reduced to numbers.  This is the sad truth about how the credit reporting system works.  The system is not designed to serve you as the person needing the loan.  The system is designed to protect the investors who lend the money.  It is a business and the business has nothing to do with you.  It is not subjective which is human nature, it is relentlessly objective.  Every dollar of credit extended has to be paid back with interest in order the business to make sense.  In order to master the system, it is necessary that you educate yourself what lenders (investors) look for, and become strong in those areas.  Credit is not personal, it's business.

Do not ever let anyone judge you as a person based  on your credit report.  You are not defined by your credit.  Credit is a financial tool, not a relationship-building tool.  If you intentionally abuse the credit system, that's one thing.  But, if you simply do not understand the system or, have just had various circumstances beyond your control knock you out of the game, don't be discouraged.  Educate yourself, master the system, and get back in the game.

Regardless of what product or service you’re selling, you should be able to relate to her dilemma.

Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors.

And we’ll continue believing that we’re always just one new sales technique away from the breakthrough we’re looking for.

New Thinking = New Results

Maybe it’s time to take a different approach. Maybe we need to analyze our thinking and identify why we’re not making more sales.

Take a look at the table below and think about your current selling mindset.

How would your selling behaviors change if you changed your sales thinking?

Old Sales Mindset Vs New Sales Mindset

1. Always start out with a strong sales pitch Vs Stop the sales pitch. Start a conversation.

2. Your goal is always to close the sale Vs Your goal is always to discover whether you and your prospect are a good fit.

3. When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually at the beginning of the sales process.

4. Rejection is a normal part of selling, so get used to it. Vs Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.

5. Keep chasing prospects until you get a yes or no. Vs Never chase prospects. Instead, get to the truth of whether there’s a fit or not.

6. When prospects offer objections, challenge and/or counter them. Vs When prospects offer objections, validate them and reopen the conversation.

7. If prospects challenge the value of your product or service, defend yourself and explain its value. Vs Never defend yourself or what you have to offer. This only creates more sales pressure.

Let's take a closer look at these concepts so you can begin to open up your current sales thinking and become more effective in your selling efforts.

1. Stop the sales pitch. Start a conversation.

When you call someone, never start out with a mini-presentation about yourself, your company, and what you have to offer.

Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, "I'm just calling to see if you are open to some different ideas related to preventng downtime accross your computer network?"

Notice that you are not pitching your solution with this opening phrase. Instead, you're addressing a problem that, based on your experience in your field, you believe they might be having. (If you don't know what problems your product or service solves, do a little research by asking your current customers why they purchased your solution.)

2. Your goal is always to discover whether you and your prospect are a good fit.

If you let go of trying to close the sale or get the appointment, you’ll discover that you don't have to take responsibility for moving the sales process forward.

By simply focusing your conversation on problems that you can help prospects solve, and by not jumping the gun by trying to move the sales process forward, you’ll discover that prospects will give you the direction you need.

3. When you lose a sale, it's usually at the beginning of the sales process.

If you think you’re losing sales due to mistakes you make at the end of the process, review how you began the relationship. Did you start with a pitch?

Did you use traditional sales language ("We have a solution that you really need" or "Others in your industry have bought our solution, you should consider it as well")?

Traditional sales language leads prospects to label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you with trust or to have an honest, open conversation about problems they're trying to solve and how you might be able to help them.

4. Hidden sales pressure causes rejection. Eliminate sales pressure, and you’ll never experience rejection.

Prospects don’t trigger rejection. You do -- when something you say, and it could be very subtle, triggers a defensive reaction from your prospect.

Yes, something you say.

You can eliminate rejection forever simply by giving up the hidden agenda of hoping to make a sale. Instead, be sure that everything you say and do stems from the basic mindset that you’re there to help prospects identify and solve their issues.

5. Never chase prospects. Instead, get to the truth of whether there’s a fit or not.

Chasing prospects has always been considered normal and necessary, but it’s rooted in the macho selling image that "If you don’t keep chasing, you’re giving up, which means you’re a failure." This is dead wrong.

Instead, ask your prospects if they’d be open to connecting again at a certain time and date so you can both avoid the phone tag game.

6. When prospects offer objections, validate them and reopen the conversation.

Most traditional sales programs spend a lot of time focusing on "overcoming" objections, but these tactics only create more sales pressure.

They also keep you from exploring or learning the truth behind what your prospects are saying.

You know that "We don't have the budget," "Send me information," or "Call me back in a few months," are polite evasions designed to get you off the phone. Stop trying to counter objections. Instead, shift to uncovering the truth by replying, "That's not a problem." No matter what the objection, use gentle, dignified language that invites prospects to tell you the truth about their situation without feeling you’ll use it to press for a sale.

7. Never defend yourself or what you have to offer. This only creates more sales pressure.

When prospects say, "Why should I choose you over your competition?," your instinctive reaction is to defend your product or service because you believe that you are the best choice, and you want to convince them of that. But what goes through their minds at that point?

Something like, "This ‘salesperson’ is trying to sell me, and I hate feeling as if I'm being sold."

Stop defending yourself. In fact, come right out and tell them that you aren’t going to try to convince them of anything because that only creates sales pressure. Instead, ask them again about key problems they’re trying to solve.

Then explore how your product or service might solve those problems. Give up trying to persuade. Let prospects feel they can choose you without feeling sold.

The sooner you can let go of the traditional sales beliefs that we’ve all been exposed to, the more quickly you’ll feel good about selling again, and start seeing better results.

When we speak of the real estate economy, we use national statistics but speak locally. On the other hand the stock market is based on the national or even the world economy. The real estate markets are based on local or even micro-local economy. What is happening in LA may not directly affect what is happening in Toledo.

What affects all real estate markets together are the interest rates. There is no single barometer to measure the entire housing industry in US.

So, while statistics calculations and economic factors are relevant, equally important is using one’s common sense. We must keep our eyes wide open and take a look around and see what is happening. Talking to real estate agents, investors and lenders in a particular area can be a big help to access a market.

These are certain issues one must consider while dealing in real estate.

One major issue facing corporate real estate managers is how to effectively manage the real estate assets in the current market environment.

Secondly, real estate agents provide information about utilities, zoning, schools etc. But two common issues a buyer faces while buying are-

i. Will the property provide the right environment we want for a home?

ii. Will the property have a good resale value when we are ready to sell?

Another important issue that any buyer/investor faces is the legal issue. Real estate laws vary from state to state. One must consult an attorney licensed to practice law in the state in which the property is located.

At times, the property a buyer is seeking is available but not properly advertised. It may take you some time and effort to search for and locate the right property.

The important issue of finance. We must know our financial reserves plus our borrowing capacity. If we know about our current savings, income and debt, then we can take help from lenders; banks and mortgage companies, which offer some choices according to your financial capability.

In America, some real estate association and commissions have sponsored regulation that require all real estate brokers to provide a minimum level of services which forces sellers to buy services they do not want or need.

There is the issue of rebates on transaction fees. Some states in America allow rebates of commissions or fees on real estate transactions but some states have legislated regulations which prohibit rebates.

Next is the issue of consumer participation. The consumer federation of America released a study that real estate boards and commissions are dominated by real estate practitioners and they recommended greater participation by consumers; which is opposed by practitioners – this works against the interest of ordinary buyers and sellers.

Last but not the least, a lot of hoopla has been floating around in the news media about the ‘bubble’ theory of real estate and that the real estate market is going to burst – this may have a psychological impact on the potential buyer or seller.