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It lists assets at FMV and all
J., in a moment of frustration, dropped me an e-mail
some really nice ponies for sale here lately, I've had plenty of calls that turn
out to be tire kickers- which I expect. However, my problem is people who make
appointments to come out and then are no shows, with no calls or emails that
they are not able to come.
know it's bound to happen on occasion, but was wondering if you knew of anyone
that had a way of 'decreasing' the odds on that? We spend a great deal of time
prepping our horses/ponies for potential buyers to come look at, make sure the
farm is presentable, etc. and then set that time aside in our very busy schedule
for these people…."
No doubt you, too, have been stiffed by a
"no-show" sales prospect. I have and I
know exactly what it feels like. I suspect the root cause for sales prospects
to be no shows is their lack of good manners. And if that's the case, bad
manners are a problem only the bad mannered can choose to fix; you can't do
But, here are seven
suggestions you may want to use to reduce the chance of no-shows, no
call, no nothing appointments.
1. Qualify the prospect– Is the
horse you are selling a reasonable match for the experience and skill level of
the rider? Listen carefully to the prospect's needs and how confidently the
prospect describes the type of horse he or she is looking for. If it's an
obvious mis-match, say so. The prospect may be reluctant to say it, but later
vote no by not showing up. No need to set the appointment up if you don't have
the right horse or know of another that may
2. Set a specific day and time–
being precise about the appointment creates a sense of formality. Avoid using
general phrases like: around 4:30, how about 1:30 ish, anytime after 2:00
P.M., Monday or Tuesday mornings…
3. Explain in a pleasant tone– that
you'll be spending time in advance preparing the horse for the prospect.
Preparation like bringing the horse in from pasture, bathing, grooming and
having health, show and breeding records available for inspection.
Relate that if a reschedule of the appointment is necessary, please call
4. Capture the prospect's phone
number– cell phone, preferably. Exchange your cell phone number for
5. Call and confirm with the
prospect the day of the appointment. Find out if any others are coming with the
prospect and if any directions are needed. Some may think this is being
pushy. It's not. It's good business and shows
6. Use the 7 minute rule-If the
prospect is seven minutes late with no explanation, call the prospect's cell
phone and inquire if they are on the way to the farm. No need to
7. Use Murphy's Law of
Should Be Bridleless
rate not even close to the speed of light, I've been chugging through
"Einstein", by Walter Issacson, a biography of the famous physicist. Einstein's
use of visualization to conduct his thought
experiments fascinates me. Gifted with the ability to use his mind as a
movie screen, he conducted thought experiments allowing him to imagine traveling
at the speed of light to aid in the development of his theory of
While endorsed by athletic
coaches for sports, visualization,
a right brained activity, is often ignored in
the scholastic classroom as a success tool. And that's a shame because
everyone has the ability to visualize and make a movie in their heads.
Preferably, a movie about personal success.
Sometimes, when limited to
just thoughts, your goals remain undeveloped, incomplete and possibly, boring.
Think about or, even better, picture reading a movie script vs.
watching the movie. Movie scripts contain the thoughts and ideas that make up
the plot of the story, but it's the film that gives the thoughts and ideas
dimension and emotion to tell the story much better.
about your business and personal plans and goals for 2010 in these last few
weeks of 2009, try using visualization to create the movie of your personal
You're the star, the director and the producer!
Stuck on how to visualize? click here for explanation by Kermit The
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