During the current mortgage meltdown, the press has turned its focus on the most obvious culprits-the irresponsible and often unethical loan officers, mortgage brokers, appraisers, Realtors, and ev

EXECUTIVE OVERVIEW

Offering your customer the same information in different ways can help get your message across and close the sale

I saw an exhibition of Andy Warhol paintings recently, and what struck me most was his use of repetition. I know most folks think of Pop Art when they think of Warhol, but what resonated with me were those repeated silk-screened single images that varied slightly. Of course, I'm a salesperson, so I left the museum thinking about how to use repetition to sell more. Five strategies follow.

Perhaps you read the 25th installment of Forbes annual 400 Richest American's List. In case you missed it, here's an update. For the fifth consecutive year, the rich got richer. In their 25th annual edition of The Forbes 400, the collective net worth of the nations wealthiest climbed from $120 billion to $1.25 trillion. A trillion dollars! I am really not sure how many zeros that is. Also notable, for the first time ever, everyone on the list is a billionaire. That's with a B!

What is our biggest challenge in the New Year? To be memorable! To be the name that prospects think of when they need our service. In today's highly competitive marketplace, that's not an easy task, but it is indeed a necessary task. Companies of all sizes and shapes are constantly looking to capture attention and dollars. If you're not, you will not last long. We need to not only have raving fans, but advocates as well.

Some people think knowledge, skills, talent, and ability are the key factors in success. My research and experience proves otherwise. I've known many people who didn't have these traits and some even faced serious problems or incredible adversity but achieved excellence anyway.

Two things separate them from everyone else. First, they dream big dreams, incredible dreams, the kind most of us had as children. The second difference is not only do they dream big; they go after their dreams. Whether they know it or not they use my simple yet powerful principle … Expect The Best and take responsibility for getting it.

If business has stalled or is just simply idling, here are some "jumpstarting" tips to get it moving in the right direction.

Despite your hard work and endless hours, your business has hit a stall. Or maybe that project you were sure was going to take your company to the next level went to a competitor. What now? Do you just grin and bear it? Or do you get off your duff and do something that'll actually help?

The internet is fragmenting the delivery of media, marketing and communication. Existing legacy channels are not engaging readers, prospects, consumers, employees and customers with the same efficiency as new methods. Consumers are increasingly tuning out traditional messages and are turning to new communication channels to fill the void. Those with a need to get their message out to stakeholders (customers, readers, clients, partners, members, etc.) must learn how to connect to their target market in a new way. Blogs and social media tools are the newest and most effective communication medium and are the best tool for influencing the development of communications and marketing strategies. In addition, blogs

I'm on a plane a few months ago and get into conversation with the man seated next to me. He's a retired architect and now spends his time with a few rental properties at the beach. He's talking about what he does but suddenly pauses, becomes reflective, and says, "I'm a lucky guy."

I shift in my seat, and give him my full attention.