Appraisal Marketing Tips From Commencement Speeches
Well the dust has finally settled on the diplomas and graduation party platters. Somewhere between Pomp & Circumstance and the tossing of mortar boards is advice for appraisers.
I heard Christie Whitman, former Governor of New Jersey and the past Director of the Environmental Protection Agency. I heard graduating seniors give advice to the incoming freshman -- amazingly enough, the theme was the same.
Here are the four tips both the Governor and a college-bound senior had for all of us.
1. Do Your Best – Don’t just get it done – get it done right. Don’t skimp on your work. Quality pays off in homework, tests and your appraisal reports. People will pay for quality once they know why quality matters.
2. Never Give Up! You can’t fail until you stop trying. There are hundreds of ‘comeback kid’ stories. It works for appraisers too. Try something. If it doesn’t work try something different, but don’t stop trying.
3. Ask For Help I heard this one from a graduating Senior who told a moving story about how he hated reading and finally asked for help. He explained how his teachers worked with him in between classes to help him overcome a reading disability. He received the “Most Improved Student Award,” got into his first choice college and was awarded a pretty hefty college scholarship.
4. Don’t Take Yourself Too Seriously Take what you do seriously, but maintain your sense of humor. Stuff happens! You can get all worked up over it, or you can learn from it and move forward. If you are bogged down with the seriousness of the problem, you’ll never have the energy to dig your way out.
So, take it from the kids and leaders who know way more than I do about success. Put this information to work for you.
Thursday, December 31, 2009
Tuesday, November 10, 2009
USPAP Update tele-seminar scheduled for November 18th
This month’s NAC’s tele-seminar: USPAP Update: A Personal Property Perspective” will cover “USPAP Rules” including the all-important ‘Scope of Work Rule.’
NAC Senior Partner and Instructor Leon Castner will cover the critical changes in USPAP and explain how to update your report formats to comply with the latest appraisal standards.
The tele-seminar is open only to NAC Inner Circle Members and will begin promptly at 8 PM eastern time. If you are subscriber, the telephone number and pass code are in your latest hardcopy issue of your NAC Appraisers Marketing Newsletter.
If you are not a subscriber -- no problem -- just sign up at: www.BestAppraiserProfits.com
You’ll get an instant e-mail with the telephone number and pass code. So, get the latest and most important USPAP updates exclusively for personal property appraisers.
Go to: www.BestAppraiserSuccess.com
We’ve added a special bonus worth $29.00 your free, just for trying the best personal property appraisers’ newsletter in the business.
Check it out at www.BestAppraiserProfits.com
NAC Senior Partner and Instructor Leon Castner will cover the critical changes in USPAP and explain how to update your report formats to comply with the latest appraisal standards.
The tele-seminar is open only to NAC Inner Circle Members and will begin promptly at 8 PM eastern time. If you are subscriber, the telephone number and pass code are in your latest hardcopy issue of your NAC Appraisers Marketing Newsletter.
If you are not a subscriber -- no problem -- just sign up at: www.BestAppraiserProfits.com
You’ll get an instant e-mail with the telephone number and pass code. So, get the latest and most important USPAP updates exclusively for personal property appraisers.
Go to: www.BestAppraiserSuccess.com
We’ve added a special bonus worth $29.00 your free, just for trying the best personal property appraisers’ newsletter in the business.
Check it out at www.BestAppraiserProfits.com
Saturday, October 31, 2009
Beermats and Bierdeckels
Beermats and Bierdeckels
There's nothing worse than a perfectly good wooden bar or table with "unsightly rings" left by a wet glass. And in the 1890's, you couldn’t just "Pledge" your furniture back to a high gloss.
So necessity was the mother of the first "coaster" -- a wood pulp cut-out that was used to keep beverages from ruining wood.
The English call them beermats. The Germans say Bierdeckel. The barkeeps called them "miracle workers.” Whatever they are called, bartenders and waitresses gave them away to their glass-raising patrons.
Guinness of Ireland probably holds the world record for variety. They made
thousands of different beermats in every size, shape, and pattern imaginable. Beermats became almost as popular as the beer they soaked up. Before long, bartenders were noticing that they were disappearing out of the bar.
Where did they go? Into the pockets of patrons who took them home and started hoarding them…leading to tegestology. A disease? No! The "art" of collecting beer coasters.
We'll drink to that!
Professional, Certified Appraisers Brian Kathenes and Leon Castner are the hosts of the weekly Public Radio call in program; Value This! With Brian and Leon.
Hear them locally every Sunday at 9:00 AM eastern on 91.9 FM WNTI, or on the web at www.WNTI.org.
Start your own collection with a free beermat, compliments of Brian and Leon at: www.FreeBeerMat.com
There's nothing worse than a perfectly good wooden bar or table with "unsightly rings" left by a wet glass. And in the 1890's, you couldn’t just "Pledge" your furniture back to a high gloss.
So necessity was the mother of the first "coaster" -- a wood pulp cut-out that was used to keep beverages from ruining wood.
The English call them beermats. The Germans say Bierdeckel. The barkeeps called them "miracle workers.” Whatever they are called, bartenders and waitresses gave them away to their glass-raising patrons.
Guinness of Ireland probably holds the world record for variety. They made
thousands of different beermats in every size, shape, and pattern imaginable. Beermats became almost as popular as the beer they soaked up. Before long, bartenders were noticing that they were disappearing out of the bar.
Where did they go? Into the pockets of patrons who took them home and started hoarding them…leading to tegestology. A disease? No! The "art" of collecting beer coasters.
We'll drink to that!
Professional, Certified Appraisers Brian Kathenes and Leon Castner are the hosts of the weekly Public Radio call in program; Value This! With Brian and Leon.
Hear them locally every Sunday at 9:00 AM eastern on 91.9 FM WNTI, or on the web at www.WNTI.org.
Start your own collection with a free beermat, compliments of Brian and Leon at: www.FreeBeerMat.com
Monday, July 6, 2009
Federal Appraisal Contracts Fraud
Do you offer the Federal Government your appraisal services?
If so, be on the lookout for an e-letter and/or fax from the US Department of Transportation Procurement Office asking for your CCR user ID and password, or DUNS and TPIN.
Do not take any action or acknowledge them in any way.
Here's a tip -- CCR support will never ask for this information, evenwhen assisting with registrations or performing passwordresets.
NEVER divulge your password or TPIN to anyone including CCR personnel.
An example of a recent DOT Request for "verification" can be viewed at: http://www.ccr.gov/doc/DoT_Letter_Example_2009_06_29.pdf
Want to do business with the US government?
Drop me an e-mail and I'll tell you how.
Brian@NACValue.com
Learn the secrets of effective Appraisal Marketing in less than One Week,
in your Jammies!
www.ProfitableAppraising.com
If so, be on the lookout for an e-letter and/or fax from the US Department of Transportation Procurement Office asking for your CCR user ID and password, or DUNS and TPIN.
Do not take any action or acknowledge them in any way.
Here's a tip -- CCR support will never ask for this information, evenwhen assisting with registrations or performing passwordresets.
NEVER divulge your password or TPIN to anyone including CCR personnel.
An example of a recent DOT Request for "verification" can be viewed at: http://www.ccr.gov/doc/DoT_Letter_Example_2009_06_29.pdf
Want to do business with the US government?
Drop me an e-mail and I'll tell you how.
Brian@NACValue.com
Learn the secrets of effective Appraisal Marketing in less than One Week,
in your Jammies!
www.ProfitableAppraising.com
Tuesday, June 30, 2009
Negotiating Secrets Revealed by Kathenes
Warren County Regional Chamber of Commerce negotiating program drives home increased profitability
by Warren Reporter Saturday June 27, 2009, 1:00 PM
WASHINGTON - Speaking before an audience from the fashion and elderly care industries, media, retail and non-profit sectors at the recent Warren County Regional Chamber of Commerce Secrets of Success Luncheon, Brian Kathenes of Progressive Business Concepts, Inc. drove home the key elements of negotiation as a way to reduce cost, increase sales and create favorable opportunities.
The luncheon, which was held June 24 at the Sports Scene Restaurant in Washington, focused on "Recession-Proof Negotiating Secrets Every Entrepreneur Needs to Know."
"Negotiation is a science and an art," Kathenes said. "You have to go in knowing what you want and how to measure it. And the party with the most information has the edge."
Kathenes noted the importance of entering into negotiations with reasonable and positive expectations and to always consider the other party's circumstances. He cautioned his audience not to fall into the trap of thinking that every negotiation has a winner and a loser or that 50/50 is always the desired goal.
"You have to find the win-win situation and always maintain your 'walk-away' power," Kathenes said.
In closing, he shared some basic dos and don'ts of negotiating, including "never accept the first offer" and "always put it in writing."In addition to his consulting practice, Kathenes hosts an antiques appraisal radio show on WNTI and is a published author. He also shares his marketing expertise at www.servicemarketingguru.com.
Secrets of Success is part of the Warren County Regional Chamber of Commerce's series of workshops, trainings, seminars and networking events.
by Warren Reporter Saturday June 27, 2009, 1:00 PM
WASHINGTON - Speaking before an audience from the fashion and elderly care industries, media, retail and non-profit sectors at the recent Warren County Regional Chamber of Commerce Secrets of Success Luncheon, Brian Kathenes of Progressive Business Concepts, Inc. drove home the key elements of negotiation as a way to reduce cost, increase sales and create favorable opportunities.
The luncheon, which was held June 24 at the Sports Scene Restaurant in Washington, focused on "Recession-Proof Negotiating Secrets Every Entrepreneur Needs to Know."
"Negotiation is a science and an art," Kathenes said. "You have to go in knowing what you want and how to measure it. And the party with the most information has the edge."
Kathenes noted the importance of entering into negotiations with reasonable and positive expectations and to always consider the other party's circumstances. He cautioned his audience not to fall into the trap of thinking that every negotiation has a winner and a loser or that 50/50 is always the desired goal.
"You have to find the win-win situation and always maintain your 'walk-away' power," Kathenes said.
In closing, he shared some basic dos and don'ts of negotiating, including "never accept the first offer" and "always put it in writing."In addition to his consulting practice, Kathenes hosts an antiques appraisal radio show on WNTI and is a published author. He also shares his marketing expertise at www.servicemarketingguru.com.
Secrets of Success is part of the Warren County Regional Chamber of Commerce's series of workshops, trainings, seminars and networking events.
Tuesday, June 16, 2009
Service Success - The $15,000.00 Greeting
About two times per week I fight my way to Manhattan from our country home about 60 miles away. The PATH train takes me from Newark, so I park in a lot next to the train station.
Every morning a young man greets me with a happy smile and the greeting “How are you my friend?” He tells me how he’ll keep my car right up front so I don’t have to wait when I return and assures me my car will be safe. He gets a $2.00 tip every time I see him in the morning.
He’s been doing this for about four years now. When I pull in to the lot he would wave to me so I didn’t give my car to another attendant. He’s so pleasant and so efficient, that when I pull in the lot know I wiat for him to be free so he can be the guy who parks my car.
And when I return, he pulls my car up even before I pay. There’s another two bucks.
So, four bucks per day, two times each week, just from me – that’s $400.00 per year. There are about 250 cars in this lot. He doesn’t park all of them, but I’m sure that his tips are higher than anyone else’s. He knows who tips and who doesn’t. He goes after the tippers and lets the rest of the staff park the others.
If he parks just 40 of his customers’ cars, that equates to $15,000.00 per year in tips.
So what’s the lesson for appraisers?
Service is the key to more business and increased repeat business. People want to do business with people they like. They want to do business with “friends.” Make yourself known to as many potential customers and clients as possible.
Make contact via newsletters, TV and radio appearances, speaking opportunities, your website, and your blog.
Include some personal, but not intimate, information about you. Share your interests, your hobbies, your causes, and where you volunteer your time.
Help them to know you and your personality. Build personal rapport before they even meet you.
And remember the lesson from “My Friend” at the parking lot.
Every morning a young man greets me with a happy smile and the greeting “How are you my friend?” He tells me how he’ll keep my car right up front so I don’t have to wait when I return and assures me my car will be safe. He gets a $2.00 tip every time I see him in the morning.
He’s been doing this for about four years now. When I pull in to the lot he would wave to me so I didn’t give my car to another attendant. He’s so pleasant and so efficient, that when I pull in the lot know I wiat for him to be free so he can be the guy who parks my car.
And when I return, he pulls my car up even before I pay. There’s another two bucks.
So, four bucks per day, two times each week, just from me – that’s $400.00 per year. There are about 250 cars in this lot. He doesn’t park all of them, but I’m sure that his tips are higher than anyone else’s. He knows who tips and who doesn’t. He goes after the tippers and lets the rest of the staff park the others.
If he parks just 40 of his customers’ cars, that equates to $15,000.00 per year in tips.
So what’s the lesson for appraisers?
Service is the key to more business and increased repeat business. People want to do business with people they like. They want to do business with “friends.” Make yourself known to as many potential customers and clients as possible.
Make contact via newsletters, TV and radio appearances, speaking opportunities, your website, and your blog.
Include some personal, but not intimate, information about you. Share your interests, your hobbies, your causes, and where you volunteer your time.
Help them to know you and your personality. Build personal rapport before they even meet you.
And remember the lesson from “My Friend” at the parking lot.
Thursday, June 4, 2009
Your Mailing List Could Be Worth $1,000,000.00 (part two)
Your Mailing List Could Be Worth $1,000,000.00 (part two)
Tip 4: Create an Affiliate Relationship. In an affiliate relationship you get a commission or a flat fee for any sales that are made to members of your list.
It’s so easy and there is little to do except mention the product or service in a note, e-mail or letter to your list.
Here’s an example of how it works. Leon and I just published our newest book “Betcha Didn’t Know That! 101 Antiques and Collectibles Trivia Tips That Can Make You Rich, Famous and the Hit of the Party.” It’s 168 pages of fun stores about our appraisal practice and our radio show. It’s loaded with good advice on collecting, selling, appraising, and not getting burned in the process. It lists for $14.95.
We offer an affiliate program where our associates can make 40% of every book they sell. OK, I know what you’re thinking, Big deal! $5.98! – how much work do I need to do for that? The answer is very little.
In an affiliate relationship, we provide you with a web address that is specific to your account. You send an e-mail to your list with a note telling people about the book and then you provide this special web address to your readers. They click on the link and read the sales copy and hopefully buy the book.
If one of your list members places an on-line order, our computer system identifies that order, logs it, as a sales to your special affiliate account and we send a check at the end of the month. All shipping and ordering is processed by our distribution center, and you don’t do anything except cash the checks each month.
So think about this. What products and services do your clients use that you could offer to them in an affiliate relationship? Furniture wax, jewelry polish, accounting services, books, tapes, CDs, reports, car parts, stamp and coin supplies, specialty consultations?
A good list means the opportunity to provide your clients with stuff they need and you can provide. They will see you as the ‘go-to’ person for all their personal property related needs.
Naturally, you can’t send an e-mail every day offering a new item, but if you came across something that was really great, why not offer it to your clients and be compensated for it. You can fully disclose that you get a piece of the action when your client buys, but also let them know state that they pay no more because of it.
Our segmented list offers many products and services to our members in different affiliate relationships. It generates a decent amount of sales each year -- well beyond our standard appraisal services.
The best part is -- you can offer your products and services to others via your affiliates and associates and they will promote you. Now I’m not talking about appraisal services (the jury’s still out on referral fees), but your authentication services, restoration services, books, seminars, classes, etc., all can be offered, and sold, via an affiliate relationship.
This is a huge opportunity that is overlooked by almost every appraiser on the planet. Don’t ignore it. We’ve made a ton of money using this approach, and your list can be just as valuable to you.
If you’d like to test this system, drop me a line, and I’ll answer all your questions.
Tip #5: Charge people to be on your list. OK this one sounds like it’s WAY out there. Bill O’Reilly, an old friend and client, claims to have one million subscribers to his “no spin” premium membership list. These members pay $5.00 per month to get his private blog, special discounts on promotional hats, and, T-shirts, and an extra mailing once on a while. Do the math.
Do you have knowledge people would pay a subscription fee for? I bet you do. Start putting together ideas and see where it takes you.
Brian
Tip 4: Create an Affiliate Relationship. In an affiliate relationship you get a commission or a flat fee for any sales that are made to members of your list.
It’s so easy and there is little to do except mention the product or service in a note, e-mail or letter to your list.
Here’s an example of how it works. Leon and I just published our newest book “Betcha Didn’t Know That! 101 Antiques and Collectibles Trivia Tips That Can Make You Rich, Famous and the Hit of the Party.” It’s 168 pages of fun stores about our appraisal practice and our radio show. It’s loaded with good advice on collecting, selling, appraising, and not getting burned in the process. It lists for $14.95.
We offer an affiliate program where our associates can make 40% of every book they sell. OK, I know what you’re thinking, Big deal! $5.98! – how much work do I need to do for that? The answer is very little.
In an affiliate relationship, we provide you with a web address that is specific to your account. You send an e-mail to your list with a note telling people about the book and then you provide this special web address to your readers. They click on the link and read the sales copy and hopefully buy the book.
If one of your list members places an on-line order, our computer system identifies that order, logs it, as a sales to your special affiliate account and we send a check at the end of the month. All shipping and ordering is processed by our distribution center, and you don’t do anything except cash the checks each month.
So think about this. What products and services do your clients use that you could offer to them in an affiliate relationship? Furniture wax, jewelry polish, accounting services, books, tapes, CDs, reports, car parts, stamp and coin supplies, specialty consultations?
A good list means the opportunity to provide your clients with stuff they need and you can provide. They will see you as the ‘go-to’ person for all their personal property related needs.
Naturally, you can’t send an e-mail every day offering a new item, but if you came across something that was really great, why not offer it to your clients and be compensated for it. You can fully disclose that you get a piece of the action when your client buys, but also let them know state that they pay no more because of it.
Our segmented list offers many products and services to our members in different affiliate relationships. It generates a decent amount of sales each year -- well beyond our standard appraisal services.
The best part is -- you can offer your products and services to others via your affiliates and associates and they will promote you. Now I’m not talking about appraisal services (the jury’s still out on referral fees), but your authentication services, restoration services, books, seminars, classes, etc., all can be offered, and sold, via an affiliate relationship.
This is a huge opportunity that is overlooked by almost every appraiser on the planet. Don’t ignore it. We’ve made a ton of money using this approach, and your list can be just as valuable to you.
If you’d like to test this system, drop me a line, and I’ll answer all your questions.
Tip #5: Charge people to be on your list. OK this one sounds like it’s WAY out there. Bill O’Reilly, an old friend and client, claims to have one million subscribers to his “no spin” premium membership list. These members pay $5.00 per month to get his private blog, special discounts on promotional hats, and, T-shirts, and an extra mailing once on a while. Do the math.
Do you have knowledge people would pay a subscription fee for? I bet you do. Start putting together ideas and see where it takes you.
Brian
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