When You are Too Expensive
When you are too expensive or too busy,
retain your customer for the future …
Tell him the problem “Up Front”
and do not take the assignment,
for it will either result in your sending him a disproportionately large bill
or being late completing the work,
and then you will make him mad
and lose your own customer.
Robert Jorrie
10% never made a Good Deal “Bad,”
and never made a Bad Deal “Good.”
Therefore, when you get “close”
just do the deal and don’t hold out for the last dime.
Sam Jorrie
When a person accepts a job and becomes an Employee, he actually “sells” his time to the Employer.
This means,
that within the boundarys of Honesty, Propriety, Immorality and Integrity,
that the Employee must do whatever the Employer asks him to do.
And when the Employee
refuses or fails to do the tasks assigned,
or doesn’t do them timely,
or has an attitude that prevents the Employee from doing what the Employer asks him to do,
the Employee has effectively refused or failed to do his job.
And thus, he is “unemployed,” even if he remains on the payroll,
and then it is, only a Matter of Time
until the Employer decides that
since he is not getting “what he’s paying for,”he may “as well” cut off the pay, too,
and discharge the Employee, altogether.
Robert Jorrie
October 16, 1990
1. The Job Interview is “a sale” in the true sense of the word, and it’s
EXCLUSIVE purpose is for you to show the interviewer that your employment will benefit him more than you cost him in money, effort, and being vouched for,
By definition, if you do not get the job, it is because someone else showed him “more benefit” than you did
2. You must stand out and show that you have more benefit to him than the other candidates
3. Your resume only gets you “in the door”
4. You cannot be “the solution to his problem” until you know what his problem is. Find out “his Problem” so you can become the solution.
5. Until you demonstrate that you can solve his problem, you are worthless to him.
6. Ask bright questions to demonstrate the benefit you can deliver
7. Never ask about fringe benefits until the end of the interview for it adds to your cost in his mind, and then do not make a big deal over it, but understand them thoroughly.
8. Don’t sit on the edge of the chair, or “death grip” the arms … sit back in the chair’s seat and be reasonably erect. Don’t lean all the way back against the seat back nor slouch in the chair.
9. Don’t let your shoulders “slump” like a whipped dog for it demostrates a lack of self esteem that translates, to him, that you may not have the solution to his problem.
10. Look him in the eye and don’t forget to smile, but do not do so flirtatiously.
11. Be neatly groomed & not “overly done-up.” Usually he doesn’t want folks “around,” that he is ashamed to have seen in his office.
Robert Jorrie
1. Remain Profitable at all times by controlling Costs.
2. Grow at a pace that the Organization can Digest without major Internal Disruptions.
Strategy:
Operating by these rules can yield high profits and strong cash flows which gives you position to push for growth when Opportunity comes in times harder for your more unprepared competition.
John Denison
Exec Vice Pres, Southwest Airlines
Aviation Week p 56 , June 1’92
Things may come to Those Who Wait,
But only the Things Left by Those Who Hustle.
Abraham Lincoln
In Logo/Sign Theory, the very “best” sign or Logo is a graphic that communicates your message without any words
the next best sign or logo would be a single word … and then 2 words etc.
For Example,
The Best Billboard I ever saw in my Life was an old Main Bank Billboard that merely said
YES.
Main Bank & Trust
taught to me by
Sam Jorrie
in the very early 60’s
1. Small Spaces rent easier.
2. Small Tenants are less trouble.
3. Small spaces earn higher “per sq ft” rent rates.
4. Because of “Business Natural Selection”, small spaces turn over faster … thus insuring that the Overall Shopping Center Average Rental Rate rises faster in a Rising Market.
5. Larger Quantity of tenants in a “small space” type center means that the loss of one tenant is NOT catastrophic to the Cash Flow.
6. Small buildings (under 10,000 sq ft) do not require fire sprinkler.
CINDY JORRIE-COHN’S COROLLARY
Never make a strip center deeper than 60′ because you “lock out” your small space users.
Robert Jorrie
Look upon your Assets
as if you Re-Invested them every Morning …
and ask yourself the Question:
“Is this a Good Investment, TODAY?”
If the answer is “No”,
SELL IT!
Sam Jorrie
One day in 1968, The Jorrie Furniture Company was experiencing a run of furniture that had little pieces of cardboard carton embedded in the finish when we cut the cartons off the goods in front of the customer in her home.
This was causing very high (and expensive) rejection rates on the goods we were delivering,
and when my Dad asked what I was going to do about it,
I said “Well, Dad, There’s only one thing to do …
We’ll just have to uncarton all the goods in the warehouse, remove the paper from the finish, touch it up, wrap the goods in blankets and put them in the truck to deliver them.
My Dad said “Son, You Just Don’t Understand,
That only Adds to the COST of Doing Business,
It doesn’t make the Value any higher to our Customer.”
What this Means to Me:
Our Cost of Doing Business has Nothing to Do with the Price We Sell At.