How to Get Vendors to Ship

Sometimes, the fastest way to get something shipped
by a lethargic Vendor

is to Cancel the Order.

Robert Jorrie

is to have a Very Good Agreement.

Sam Jorrie

What this Means to Me:

Every Relationship, and every business arrangement too,

is just like a “Marriage”

that is
no one ever gets “married” unless they are “in love.”

But the divorce rate is still about 60% of the marriage rate.

So all these relationships
whether they are marital or business,

“End” someday.

It is not a question of “whether” it Ends or Not,

Just “What Day does it happen on.”

Therefore, the Smart Thing To Do is

to Plan your “Divorces”

(and in business this means your Buy/Sell agreements)

before you

Plan your “Marriages.”

Robert Jorrie

Andrew Carnegie came to America as a Scot born immigrant child

and to help out in his mother’s household, sold newspapers on the street corners every day.

After he grew up and founded the enormous steel conglomerate, US Steel,

he became notorious among the newspaper boys of the city because each day, when he went out upon the street,

he would give each newsboy a dime,

and in so doing, “Tip them Off” as to who he was.

One day, after he had give one of the boys a dime

and the boy identified him as Andrew Carnegie,

the boy asked:

          “Mr. Carnegie, How did you get to be so Rich ?”

To which Mr. Carnegie replied :

“I Bought when others Sold,
                                                                      and I Sold when others Bought.”

Robert Jorrie

One of the Hazards of working for someone other than yourself,

is that you often end up working for Idiots.

Bill McClellen
newspaper reporter
in St. Louis Mo
Apr ’90

 

If you are going to be a busy person, accomplishing much,

you will need to learn to Give Precise Instructions so that:

1. You don’t have to divert valuable time that could be devoted to PRODUCTIVE work by being forced to tell people things a second time; and

2. the person you tell them to, will have confidence in you when the inevitable situation arises that causes him to be forced to doubt your instructions, and they rely on the thought

“Well, he was always right in the past.”

To obtain this confidence, you must speak very precisely so that you seldom err in communication and your instructee gets “trained” to the condition that you seldom err,

and you must train your instructee that you will “back him up” if he gets to a situation where he must question your instructions and then make a guess at doing what he thinks you want.

’cause if you don’t back him up,
then he will be afraid that you will “jump him”

and then he is less likely to try to guess and accomplish what he thinks you want.
SUMMARY:

You never want anyone to guess at your meaning unless it is absolutely necessary, but when the situation arises that necessitates their guessing for you,

you want them to feel comfortable about doing so

because if they don’t know you will back them up when they guess,

they will do nothing

and sometimes “doing nothing” is worse.

Robert Jorrie

Familiarity may not always Breed Contempt,

but it can Breed Indifference.

Buckner Fanning
Pastor, Trinity Baptist Church
1991 Commercial

The Salesman who asks an Owner of real estate for an exclusive listing usually originally honestly intends and promises to give major and continuing effort towards selling or leasing the Owner’s property in exchange for getting the Exclusive listing.

1. Granting an “Exclusive Real Estate Listing Agreement” means that:

1.1 The Salesman holding the Exclusive is the ONLY ONE who will likely try really hard to sell the Owner’s product

because he will get a full commission; and

the other Real Estate agents know they will generally have to split commissions with the Salesman holding the Exclusive.

And if the other salesmen in the market can “steer” their client to a competitive property where they won’t have to split omissions …

they will almost always do so.

So very often the MERE EXISTENCE of the Exclusive Listing
DRIVES OTHER SALESMEN AWAY from the Owner’s property.

This makes the Owner practically Totally Dependent upon that Salesman …

and on him ALONE, to sell it.

2. Often the Owner deceives himself into believing that the Salesman holding the Exclusive will continue to expend continuing heavy effort to selling Owner’s property;

2.1 Now it is a Fundamental Truth that all Living Things believe:

You may rely upon me
to do what is best for me.

SO THE PROBLEM IS that since the Salesman will sell anybody’s property to anyone … (its his job!)

he will do so
even if the property being sold
is a competitive property

and even if selling the other property
deprives the Owner who trusted him enough to give him
the Exclusive, of the sale the Exclusive holding
Salesman COULD HAVE BROUGHT HIM.

RESULT

The Salesman’s desire to do what is Best for Himself works against the Owner’s Best Interest:

3.1 It invites his attention to making deals and selling properties that might “get away and be sold by others; that is, it takes his attention awayfrom the Owner’s property and towards the other people’s products

not the property of the Owner who granted the Exclusive;

3.2 and if marketing problems arise in selling the Owner’s property

perhaps because Owner’s property doesn’t sell as fast as the Salesman thinks it ought to … and the Salesman gets discouraged

the Salesman rationalizes that he has the Owner’s Listing “in his pocket” and

this induces the Salesman to abandon the major and continuing effort, the Owner was promised when he asked for the Exclusive, and go sell something else!

GENERAL RULE

Absent some unique Building or especially unusual or difficult market condition,

THE EXCLUSIVE REAL ESTATE LISTING AGREEMENT
ALWAYS WORKS AGAINST THE OWNER’S BEST INTEREST.

Robert Jorrie,
1986

Often, people get the bright idea that they can exchange rent for work on or about their rented premises.

This generally doesn’t work, because the use of the rental premises “goes on”

but natural delays like bad weather or waiting for certain materials to become available, etc., delays the performance of the work that the Landlord needs as “payment” of his rent on a timely basis.

and sometimes, when the tenant just doesn’t feel like working “just then,”

or if he doesn’t like the task assigned to him, or if he has other things to do that are more important to him than doing the Landlord’s work,

he may “use” one of these reasons as an excuse not to do it,

thus, the Landlord’s “Rent,” just doesn’t get performed “on time” very often …

but the tenant continues to use the rented premises DAILY.

Over time, this almost always results in the parties feeling “bad about the deal,”

and even getting angry at each other, maybe to the point of making the Landlord want to “escape” his deal,

and probably to the detriment of them both.

But, there is Better Way to Accomplish the exchange of rent for work … and the parties don’t get angry:

Merely tell the tenant that you will pay him cash for the jobs as they are completed, but that he must pay the rent “in cash & on time.”

This “turns the tables” and now “permits” the deal to work well, because now,

the tenant is quite anxious for you “to find jobs” for him to do, to offset against his rent

and anxiously wants to complete those jobs “on time” before the 1st of the month, so that the rental does not ever become “delinquent.”

If you do this, the only problem remaining between Landlord and Tenant, is the negotiation between Landlord and Tenant over the price of the services …

for the Tenant will want to get a bigger price than the Landlord wants to pay, and

if the Landlord doesn’t feel like he is “being taken advantage of” when the Tenant quotes that price, all can proceed.

Often, if a Tenant has a tendency to make the price “too large” for the services that he will render, it is a Good Idea for the Landlord to hire an independent outsider who will perform the work Landlord wants done,

so that the Tenant can observe it being done by another party instead of himself.

This should encourage him to try to keep the prices “fair” when he and the Landlord negotiate for the price of the Tenant’s services on future projects.

And if the parties can’t agree, from time to time, for whatever reason,

the Landlord still gets his rent in cash on the 1st of the month.

Robert Jorrie,
1990

Don’t Dig in the Desert.

Sam Jorrie

“Doing business” with friends (or relatives) always ends up making you lose your friendship,

for it always ultimately results in your either:

1. requiring them to keep the agreement they made, or

2. in their asking you for some indulgence that they are really “not entitled to” in the real world,

and in either case, your friendship is either damaged or lost forever.

My Recommendation:

When asked to do business with a friend, you are “far better off” telling them that “the reason” that you won’t do business with them, is that

“I’d rather keep you as my friend than do business with you”

At first, they will indignantly assure you that “our friendship will never be harmed” but later they will realize that the risk is real and very likely. Don’t do it.

Robert Jorrie,
1991