The Simple Tricks Experts Use to Always Get Paid For Their Time - Laura Roeder

I found this article when I was reading a group comment on Linked In asking did anybody give advice to people when they called/emailed to pick your brains... It made me think, I get calls like this all the time, sometimes I am in a good mood and will help, and other times I get very frustrated as they have usually called when I am busy.

There is also the fact that I have spent a lot of money on my training, so why would I want to give this information out for free?

This article by Laura Roeder is brilliant and a great way to get out of giving away your time for free - you never know, there could even be a job in it for you!

When I think about it, I still get that feeling in the pit of my stomach.

I was chatting with a woman with an interior design business about the changes she needed to make in her website. The conversation was going well — she loved all my ideas and was ready to rebuild her site.

I started getting excited, thinking I had found my next project. I was already putting together her proposal in my head. Then she uttered those dreaded words …

“I’d love to take you to lunch and pick your brain sometime.”

I didn't know what to say or do. I felt my face turning red and I stammered out an excuse about getting back to her when I checked my calendar.

Requests for “brain-picking” are rampant in any business, and they’re never fun if you’re the one whose brain is being picked. It used to happen to me so much that I found myself becoming resentful.

Every time I spoke with someone new I heard a little voice in the back of my head saying “Ugh, I bet they’ll never hire you, they just want a bunch of help for free”.

That little voice was not very helpful for landing clients

If you've ever been in this situation, there is a way to turn this around. There is a way to handle these situations with grace and without frustration.

There’s even a way to make those freebie requests go away — or, even better, turn into paying clients.

It is your job, and your job alone, to set appropriate boundaries and clear up what you’re happy to give for free and what you charge for.

That might be hard to hear. But if you want to move through these situations with grace (and encounter them less often) you have to stop placing blame — and start making it a policy to get paid for your time.

Sound impossible? It’s not. Here’s how:

1. Take full responsibility

The most important thing you can do is stop being angry at the prospect for asking.

Put yourself in their shoes for a moment. If you were given the choice between getting a new computer for free or paying for the same computer, you’d pick free every time — and you’d never think about the company who doesn't get paid for the sale. Why would you?

I know free is my favorite price for everything.

It is your prospect’s prerogative to ask for your time for free. Let me say that again — it is their prerogative to ask.

In fact, they’d be missing a golden opportunity if they paid for something when they didn't have to. You can’t blame the prospect for taking the smart route.

You’re also missing the subtle compliment that goes with being asked for advice.

When someone asks you for your time for free, be grateful that they view you as someone who can offer valuable advice. Gary Vaynerchuk constantly says how grateful he is to get thousands of emails a day — he doesn't take it for granted that every one of those people thinks that he is worth taking time out of their life to write to him.

Everyone asking for your time is already “sold” on you to a degree — they must be or they wouldn't be asking you for more! Instead of viewing them as a dead-end cheapskate, see them as someone who is so invested in you that they’ll either be a potential client or a source of referrals.

2. Clearly establish your service offerings

Sometimes people ask you to work for free because you haven’t given them anything to buy.

When I offered web design I didn't have any packages for ongoing support. I charged clients a per-project fee, and considered the project done when the client signed off on the design.

Invariably, people would contact me after the project was officially “over” with some tiny request — things that literally took 5-10 minutes of my time. Crafting a new invoice for this small request seemed silly, yet all of these requests were starting to seriously eat up my time.

I started to feel like I had to provide free service for life for each one-time purchase, and I felt like people were taking advantage of me when they asked for these small favors.

Looking back, I can see that they weren't taking advantage of me. The issue was mine. I should have had a clearly-defined ongoing support package to offer in response to those requests.

That would have made things clear — either you had purchased my ongoing support or you hadn't. As it stood, everyone was in the grey zone.

If you don’t like people asking for your time for free, but also don’t have any sort of well-defined offer in place to charge them for that time, the blame falls squarely on you.

3. Decide what you’ll give away …

What are you willing to give out for free?

This is where content marketing is your friend, because you offer plenty of valuable free resources like your blog or newsletter.

It also may be appropriate to do brief introductory phone calls, or host one group in-person session per month for people who are interested in working with you.

Whatever it is for your business, get clear.

For the record, you do not have to offer any time for free. It is possible to get hired without any kind of free consult beforehand if you do a great job building the relationship ahead of time with your content marketing. In my business people sign $5,000 contracts with me without any kind of free introductory consult.

4. … but don’t assume that free advice is all they want

We often make the mistake of assuming that someone isn't willing to pay just because they ask to “pick our brain.”

Again, they’re asking because we all love free. That doesn't mean they’re unwilling to pay, it means they’re hoping they won’t have to.

They’ve expressed interest in learning more from you, which means they are a potential client and should be treated as such.

Remember that you are in business here, which means that you exchange value for money. Don’t let “free” become your default mode. It is your job to take the lead.

If you lead them down the free path that’s exactly where they’ll go. Lead them down the customer path instead.

5. Respond with confidence

Here’s a script for how to handle someone asking you for coffee or lunch to “pick your brain”:

"I’m glad to hear you’re interested in getting deeper into this. The next step is my one-hour consultation. Would you like me to tell you how that works?"

Notice that you’re asking permission and putting the prospect in the driver’s seat.

You’re also using the clear service offering that you established in step two. You’re not explaining why you’re charging, because there’s no need: your time is valuable. That’s a given. Even if you’re not used to thinking of it that way yet, get used to responding to these queries as though you are.

If they want to hear more about your consult, that’s great! You have the green light to sign a new client.

Some people will backpedal and start saying they’re tight on money. Here’s another script you can use in that scenario:

"I completely understand, you have my card so just get in touch with me when you’re ready. You can also take a look at the articles on my blog if you’d like some more general advice that can tide you over until you’re ready to embark on this project."

What you don’t want to do is hedge, waver or discount. Stand firm with full respect for your business and you’ll find that the prospect will share that respect.

Hold firm and freebie requests will fall off

You’ll notice that the people at the very top seem to struggle with this topic less, even though they get the most requests.

Why? When you’re clear and confident in what you offer, paying for your time becomes the natural progression.

Get clear, get confident and start being honored by those “freebie” requests. That’s how you become an expert that always gets paid for their time.

If getting all of those requests because you’re the top expert in your field is a problem you would like to have, check out my course Creating Fame. It’s a step-by-step guide to making you and your business famous using social media. Enrollment opens for a limited time on Thursday, October 7th.

About the Author:

Laura Roeder is a social media marketing expert who teaches small businesses how to create their own fame and claim their brand online.

She lives in Venice Beach, California, where she video blogs, makes frequent trips to the library and volunteers with the local middle schoolers.

How to hang wallpaper

OK, so earlier in my blog I gave you a link to an article that showed you how to strip wallpaper properly (you mean you don't just soak it and put great gouges in your wall with a scraper?)

Well, now you've mastered the removal of old wallpaper, I think it's time you all learned how to hang nice, new, fresh wallpaper.

This article from House to Home covers it all, from preparation to measuring, you will have a perfectly wallpapered wall in no time.

There are some really beautiful wallpapers out there at the moment - from soft damasks to bold florals and geometric patterns, you can really make a statement of your walls or highlight an area to show a particular feature in your home.

Enjoy your home, it's easy to DIY if you just take your time and learn about what you are doing - read the instructions and prepare in advance and then you can have fun creating the warm and friendly home that you want - and the added pleasure of knowing that you did it yourself!

Property Photography

I am no photographer and would not consider telling anyone how to take photos or what settings to have on your camera, but I know a man who does, and his recent blog is so fantastic, I wanted to share it with you. You can access his other blogs from here - http://www.propertyphotographyblog.com/. He is not only very knowledgeable in what he says, he is a great writer so I hope you enjoy this:

I said recently that I don’t think of myself as a photographer. My role in life is, and always has been, to make the properties I’ve been asked to sell look the very best they can. These days we’re not restricted to paper-based advertising, we also have the Internet which makes the world our showcase, rendering the need for property images to be that much more refined than perhaps they once were. With the portals bringing together all of a property’s competition on one screen it’s become even more important to make the one(s) we’re selling stand out from the crowd; literally there are thousands of homes available to buy and rent across the UK so anyone who’s looking must be given good reason to take time out from their busy lives and go see.

It just so happens that photographs are the most visual way to grab the attention of the best buyers; and, all other things being equal, the better the photos, the more potential buyers who will be attracted and therefore the better the price etc etc. So, for me photography is a means to an end – which isn’t me saying I’m not interested in photography; in fact I’m very interested in learning from the best and for that reason I spend a tremendous amount of time reading, learning and watching. I’d like to introduce you now to some of the people who have influenced me in one way or another. I very much hope that you’ll also take an interest in what they’re doing – you might be surprised at how techniques that are used by wedding photographers for example, might translate in some small way to property photography especially when you’re able to maintain an open mind – it’s being open to ideas and learning that enables you to grow…

Sean McHugh's images are heart-stoppingly stunning

First up is Sean McHugh of http://www.cambridgeincolour.com/. I’ve never met Sean but his website is an amazing resource for anyone who wants to take their images to the next level. You’ll find there techniques for HDR, averaging exposures to reduce noise, tutorials to help your understanding of White Balance and so on. If you’re really looking to improve your images then Sean’s site is a great place to start. If you want to see HDR imagery undertaken in a way that’ll inspire you to do the same, take a look at his gallery. You might from these think, for example, how night shots of some properties would be an improvement on how they look during the daytime. Think about those houses with south-facing gardens for instance, that’ll never look great during normal daylight hours because the Sun will be behind the front elevation throughout the day. Especially if they have garden lighting, might a shot at dusk look a million times better? Sean’s HDR tutorial will cost you nothing except your investment in time. I really encourage you to take note and try it out.

Chantal Christo's mastery of light is inspirational.


I found Chantal Christo recently and thank all that is holy that her studio (Cherry Red Studios in Camberley, Surrey http://www.cherryredstudios.co.uk/ ) is only a few miles away from me. I went there to learn about studio lighting but I was immediately struck by her ‘think on your feet’ approach to getting the best shot. She increased my confidence enormously and encouraged me to try techniques I’d thought about but had never actually done in case someone who knew better should laugh at my feebleness. (Yes, I really am a fragile petal ) But you know how it is in the photography world – there’s always someone who will criticise but they won’t tell you how to improve. Chantal’s the complete opposite.

Chantal’s a relatively young woman but she’s driven. I often think that portrait photography must become really challenging to photographers who have limited options in the way that they might shoot in-studio. If you look at Chantal’s work you’ll see she has flair and consistency; however the real Chantal isn’t revealed until you see her ‘off-piste’ images which she uses to develop her profile as a first rate fashion photographer. The top image in her slide above is, in fact, the result of a collaboration between Chantal and a digital artist who took her stunning airport photo and created from that an air-crash scene that’s just amazing and breathtaking at the same time. But at the root of everything she does is Chantal’s attention to the use of light. If you want to learn how to use light creatively then beat a path to Chantal’s door.

Martin Wilmott's photos are really simple - but they work brilliantly


I went on one of Martin Wilmott’s http://martinwilmott.blogspot.com/wedding courses a few years back and I’ve attended a couple more courses since. Martin’s also a brilliant photographer but the main benefit from my time with him was learning how to keep it simple. To be honest, if you saw him out on the street he wouldn’t strike you as a typical photographer. He doesn’t wear an anorak, neither does he smoke a pipe, and there’s no white scarf wrapped around his neck either. In fact he trained as an Army photographer so you’d expect him to be someone who ‘does it by numbers’; but instead Martin’s a little firecracker who sees and shoots with energy. On one of Martin’s courses you’ll see him one minute behind a bush, the next flat on his stomach looking for angles. Simple shots, great quality (correct settings) taken from different angles – he taught me how to see – that’s what I learned from Martin. Martin’s courses can be found here: http://www.martinwilmottphotography.com/

Again, if you’re setting out to photograph property there is a temptation to over-complicate your shots when what you actually need is simple composition taken, often, from different perspectives; you also need great lighting – you’ll learn this from one of Chantal’s studio courses; and of course, Sean McHugh’s site can provide you with raw knowledge. Knowledge is power – it’s up to you how you use it.

Courtesy of John Durrants Property Photography Blog.

Home Staging Tips to Sell Your Home

Most Home Stagers offer tips and ideas for you to prepare your home for sale, so I thought it would be lax of me not to do the same :).

Most of these you have probably heard before, but it never hurts to hear them again, especially if it makes you look at your home in a different way. We all get used to living in our homes as they are, those little things that bugged us 2 years ago doesn't seem to bad now and we often forget about the small stuff.

These points may be harsh, but they are true. Take a really good look around your home as if you were viewing it for the first time. Pretend you are a buyer - what would put you off? Is there something that needs addressing? What do you love? Good points are as important as the bad, so make the most of a beautiful feature, make sure it's not hidden away with clutter. Make the most of your home and it will pay you back tenfold.

1. Curb Appeal

I cannot stress enough how important this is. A lot of people view homes before asking for details. If they like the look of the outside or the neighbourhood, they'll make an appointment to view inside. Therefore, keeping your home in tip-top condition AT ALL TIMES outside is essential. No bins in the driveway, leftover rubble from a construction project should be disposed of, weeds in the drive cleared, flowers in the pots not dead sticks... a day doing this will reap massive benefits and keeping on top of it will be so much easier. Also, make sure your agent has a great outside shot of your home. It is the first thing people searching on the internet see, so make sure yours stands out from the crowd and looks it's best.

2. Clutter

A home for everything and everything in it's place. It's hard to do when you have a house full of people dumping things everywhere, but a potential buyer will not see the reasons, just the fact that they have nowhere to put anything.

The best way to overcome this is to declutter and throw out things that you've been meaning to sort out for ages. Once you've got rid of the rubbish and broken stuff, start packing up the things you hardly use. If it's summer, pack away your winter coats, if it's winter, the barbeque stuff could be packed up (unless you're a hardened barbeque fan :) ) This will make moving easier as you will be half way there and opens up much more room for the everyday stuff that you are currently using. Storage boxes and chests are a great way to clear quickly toys and things before a viewing. Common sense is key here, you need easy ways to do this quickly and easily for you, and nagging the kids to keep their stuff tidy will also help :).

3. Cleaning

Again, this is massively important. Clean, clean and clean again is the motto here. have a really good spring clean before your house goes on the market and then really keep on top of it. If necessary, splash out on a cleaner to give you a hand. Windows need to be sparkling inside and out, skirtings need to be dust free, bathrooms and kitchens need to shine like the 'Flash' adverts we've all seen on the TV, there is nothing worse than walking into a dirty home. It is offputting and will not encourage buyers.

4. Red Flags

These are areas of maintenance that you have been meaning to get done but are still outstanding. They make buyers wonder what else is outstanding that they cannot see, like electrics, boiler maintenance, etc. If a curtain pole is hanging down, put it back up, if a door is hanging off, rehang it. Basically, get these things done or they will hold you up.

5. Neutralise

We all live in our homes in different ways, you may love bright colours, swords and weapons, showing off your doll collections, etc... and that is fine. We are all individuals and have the right to live how we want. The trouble is, we are all individuals, and what is right for you may not be right for someone else. It is great to say 'tough, I am what I am and people will like my home or lump it', but that will not get you a sale. If people cannot see past your stuff they cannot see themselves living in your home so will not want to buy.

So pack away your collections and neutralise your paintwork. Allow people to see your home so that they can see their collections and colour schemes there and imagine themselves living in the space. You are moving on so it doesn't matter. You can recreate anything you want in your new home - from a room full of teddies to the command centre of the Enterprise - your new home will be yours to do with as you will.

6. Space and Harmony

This goes along with the decluttering and neutralising. Once these have been done, make sure your home flows. Create space by moving furniture so that it allows easy access. A room that flows from one area to another makes people feel at ease and makes a home homely.


7. Fresh Plants and Flowers

Fresh flowers and real plants help keep a room fresh and smelling lovely. It adds life and interest and helps soften hard corners and spaces and is a really cheap and easy way to fill shelves.

8. Check for Smells

Smells can linger for a long time, and often we can live with a smell and not even notice it - have you seen the advert for the three changing plugins? we get used to a smell so don't even notice it any more. Here I would suggest getting a really good friend to come round and tell you HONESTLY if there are any smells in your home. Don't be embarrassed about them, it is a natural thing sometimes, but whatever they are you need to deal with them. If you have a blocked sink that is causing you to have a mouldy smell in your kitchen, get a plumber in, if you have dogs that are making your home smell, get them cleaned and have your carpets cleaned too. You do not want to be remembered by buyers as the smelly house.

9. Adequate Lighting

How many times have you walked into a room and the glare makes you squint, or it's so dark you trip up something? If your front room light is really bright, consider a dimmer or using lamps and other lighting instead. Add a higher watt bulb if your room is dark and above all, replace those bulbs that are missing. Check your home has comfortable lighting in every room

10. If you're unsure, ask a professional

If, after reading all the above you are still not sure what you need to do, ask a professional. There are home stagers all over the country that are ready to help should you need one, and costs don't have to be a lot, you could have a verbal consultation from as little as £150 to tell you exactly what to do. Staging your home doesn't have to create a showhome, it just has to create a home that is comfortable and encourages buyers to view and buy. And it can be cheaper than reducing your price after being on the market for a long time. Consider the pros and cons of staging and make up your mind from there.

Good luck with selling your homes, I hope they go quickly and easily for you.

Denise

Holiday Homes

Hello Guys, I'm back on Blogger. Did not like the set-up of my website blog at all, really needs work, so I thought I would come back to the home of blogging and repost all my blogs.

This blog was originally posted on Sunday, March 13, 2011 - I hope you enjoy :)


I am currently on holiday in Lanzarote (I'm not trying to rub it in, honest!) but it just brought home to me the fact that there are a lot of holiday homes that are in desperate need of refurbishment.



We are in a villa on a lovely resort, but the villa is old and in need of refurbishment. It does what we need, it has a working kitchen, bathrooms with showers, etc., but I cannot see us returning, a problem a lot of landlords could avoid if they maintained their properties.



When you're on holiday, most of the time you are out and about, but there is always the day when you just want to crash out and watch a film, sit down and relax around the pool, have lunch at home, etc... and you want somewhere nice to do this.



The main things I find that always need addressing are:


1.Electrical items not working - these should be checked at the end of every stay when the clean is done. Nothing worse than coming from a long journey and the kettle doesn't work or you're getting ready to go out and the hairdryer is broken. A great way to overcome this is to leave a Q&A or checklist for the previous tenant to complete when they leave - this also gives you a chance to get a great testimonial too.
2.Maintenance problems not fixed - we have a vent off in the shower at the moment - nothing too big you might, but the hole it has left is disgusting and off-putting, so just fixing it back up would alleviate this problem. Always check for small maintenance problems before they get bigger.
3.Not enough pillows - one is never enough for me, but it is usually all that is supplied. Pillows are not expensive and leaving enough for people if they want them is a nice thing to do.



Although these are just my personal views, I am sure that others find these things annoying too, So landlords, if you wish to update your holiday homes and make sure that you are always fully booked, why not give me a call to see how I can help you achieve a holiday home that people will want to come back to again and again?