Clients Wanted By The Cash
Exchange In Knoxville
Exchange of Knoxville (TN) has a new concept wherein clients receive
up to 50% in cash on barter transactions. Charter members receive
special incentives and residual income from all referrals.
Jerry Cunningham Sr. at (865) 521-7800 or
Where’s Real Estate Headed In 2007?
Funky Loans May Hold
“liars’ loans” (those with little or no documentation required)
amounted to 24% of mortgage originations. Last year they accounted
for 62%. And interest-only mortgages have vaulted in the same period
from virtually no market share in the mainstream lending business to
a 50% share.
Gary Gordon, a member of the investment committee of Annaly Mortgage
Management, has build a coherent and persuasive case that a housing
downturn will continue, and proceed in three phases:
Phase I, now under
way, where home sales will drop to cure what are politely known as
Phase II, starting
soon, will see job growth faltering as the pace of lending and
Phase III, lingering
into 2008, wherein mortgage lenders will relearn the fine art of
saying no. The resulting withdrawal of easy credit will add new
downward pressure on both home prices and consumer spending.
the fundamental problem is that the typical American home buyer
can’t afford a home at today’s prices. (Yale economist Robert
Shiller says that inflation-adjusted house prices in the past five
years logged the second-fastest cumulative growth since the
administration of William McKinley 110 years ago.)
And the potent
stimulus of above-trend borrowing growth is about to be removed with
falling house prices. Americans pulled out over $500 billion of
equity in their homes in 2005 in order to buy other stuff. That
number shot up from about $100 billion in 2001. When you reduce or
reverse this housing appreciation you stymie the borrowing boom.
Gordon points out, the Federal Reserve can engineer a lowering in
mortgage-borrowing costs by trimming the funds rate. Although such
actions can invite lenders and borrowers to do business together,
the Fed can only do so much. But it can hardly hold a gun to their
Barterers. . .
Use Win-Win Negotiations In All Your Trades!
By David Wm. Tuttle, Ph.D., CPA
value for value at all times.
Bring value to
every trade and negotiation you do. Be quick to suggest things that
your side can do for the other side that does not detract from your
position. Then ask that they make a “like-kind” concession to you,
as a “fair play” gesture. Most, but not all, people have a sense of
Negotiate and trade with the right person.
If you are not
talking with the right person (the person who has the authority to
make the decision) then you are talking to the wind!
Also, if you
have negotiated with a rigid, stubborn person in the past, then you
will want to avoid making that mistake again by seeing if there is
an another decision-maker that can help your cause, like his or her
If you were to
ask an employee if his company might accept barter as payment, the
answer will invariably be “NO.” But if you personally discuss your
proposal with the owner, outlining why it would be in his best
interests to trade, you might very well get a “YES.”
7) Do not
give away too much of your position at the beginning.
Let the other
side state their demands first. Follow their demands with a counter
offer that is in the low range of being fair.
offered amount slowly, and not in large increments, otherwise large,
offered increases in concessions will be expected in the future, and
will not bring the negotiations to a successful speedy close.
8) Know all
if you need a painter for your house and you only know one person
who can paint, and that person only takes cash for his services,
then you are not going to be in as strong a position as someone who
knows five cash painters and six barter painters. Are you prepared
to walk away, and never come back?
sure your word is your bond.
accomplish anything with people if you are not taken seriously by
them. Nothing will give you a black mark faster with your fellow
negotiators than if you renege on a commitment.
10) Be very
realistic about what you bring to the bargaining table.
Too often I
find people negotiating from weakness, when their demands are either
too high or too low.
A good example
of this is when a person who wants to sell their house, asks a
ridiculous amount for it. Then, because it never sells at that
price, they make a substantial price decrease (attempting to bring
it to fair market value) only to find potential buyers wanting to
“low ball” it further, because they detect weakness.
accountant, I have seen many businesses fail because they were only
thinking in the short-term. For example, they might be experiencing
a decent amount of cash business all of a sudden, so they
immediately “pull the plug” on their barter customers, insulting
them as they do it.
Then later in
the year when their cash cycle dries up, they wish they had not
burned their barter bridges...but it is too late.
I have found
in many cases, that when a person has been treated rudely, he or she
actually will go out of the way to try and help you fail. And for a
business to be successful it needs an infinite amount of people
wanting it to succeed; it cannot afford even one person in the
community trying to help it fail.
12) Put the
agreement in writing.
If the trade
is large enough to involve an attorney, make sure that your attorney
writes up the agreement, since he or she can craft it more to your
If an attorney
is not involved, the more details of the transactions that you
formalize on paper, the better to avoid misunderstandings.
I’ve seen on
numerous occasions a transaction that started out to be pure barter,
then as the transaction wound to a close, the provider of the
service or goods thought he would “try to get a little cash out of
the deal” by informing the buyer that he is “broke,” or the terms of
the deal were too onerous, or he wasn’t a member of the barter
exchange anymore and demanded all cash!
and by way of analogy, think of bartering and its close cousin
negotiations, as a big potluck dinner at which there are a lot of
people who could be of great help to you (provide you with wonderful
food, give you expert information, and offer you great networking
But there are
also people present who don’t think in the long- term. (They might
bring a tiny salad, but they also bring five big kids to eat! They
provide as little as they can to get by). There are others at the
potluck who crowd in line to eat up all of the dessert before anyone
else has a chance to begin the salad course.
For barter to
be good for you, it must also be good for your trading partner. It
does no good to get a great restaurant on trade this month, only to
blow them out of trade next month because they were not able to
spend their trade credits on a value for value basis.
You must put
something into the system before you can get anything out. Sure you
can attend a potluck and bring no food, and otherwise act rudely
once. By doing so, you will have earned a justifiable black mark in
the potluck and bartering community.
my twelve negotiating steps outlined in this article, thinking
long-term, and treating people the way you would like to be treated,
your barter and cash business should be highly supercharged for a
long time into the future. Best of luck to you in all of your
negotiations and bartering.
(End of Part II)
Tuttle, Ph.D., CPA is the founding partner of Tuttle & Tuttle CPAs,
located in Fresno, California. The firm specializes in tax matters,
which include representing clients (who are either being audited or
owe taxes they cannot currently pay) before the IRS, FTB, Board of
Equalization, and Employment Development Department. They also
analyze their client’s tax debts with a view toward possibly
discharging them through a chapter in the US Bankruptcy Code. To set
up your appointment with Mr. Tuttle, please call (559) 291-5527.
The Easiest $100,000 You’ll Ever
Bring To The Bottomline!
cash, as usual, from the guest accounts staying at your
facility that require the use of professional AV services.
And rather than shouldering your ongoing employee costs, or
your current vendor’s cash agreement for AV services,
here’s a much better alternative:
with a proven national vendor (a sterling 25-year track
record) who will provide all of the AV services for your
hotel on a 100% TRADE BASIS! (Payment to be in the form of
hotel rooms and/or trade dollars.)
Your hotel’s annual AV billings must be a minimum of $200,000, and this
offer is available only in the continental United States.
confidential introduction contact Bob Meyer via e-mail:
(Please type in AV Services On Trade in the subject
line of your e-mail.)
Attention Trade Exchange Owners:
member hotel(s) have a minimum of 10,000 sq. feet of meeting
space and annual billings of at least $200,000 for AV
services this is a great opportunity to earn substantial
cash service fees on the hundreds of thousands of trade
dollars your hotel member will be paying the vendor. Contact
Bob Meyer at the above e-mail.
How To Get More Sales In
Our street-smart restaurant
marketing report shows proven ways to rapidly boost your
restaurant’s sales & profits.
Our Web Site Has A Search Tool For You
wondered if a certain topic, person, or organization has been
written about on the Barternews.com web site? Now you can easily
find out, as we’ve added a search tool. It will quickly give you the
answer to your questions, in 3 easy steps that take about 12
At the top
right of the page, just under where you sign up for the Tuesday
Report you will see a little Google box. It is where you can (1)
type in the name of a subject, company, or person. Then (2) click
the button www.barternews.com to search the site, followed by (3)
hitting the search button.
The Growth and Use of Secondary Capital (New Money) Creates
Unprecedented Wealth In Today’s New Age Of Possibility
many forms of secondary capital—which can be defined as any
financial instrument that measures and communicates value in a
common language. Would you like to see and learn more about the many
forms of secondary capital?
We have 70
free, informative and inspiring, articles for you in our “Secondary
Capital Section.” Check it out...
“What we have here is a failure to communicate!”
one of the most visible people in the barter industry said the #1
reason why the industry wasn’t farther along in its development was
due to a “failure to communicate” by those in the business.
realization was the genesis of The Competitive Edge
newsletter, now into its 18th year of publication. Trade exchange
owners who use this powerful marketing and promotional tool are
never guilty of “failing to communicate.”
As the owner
of a trade exchange you must stay in front of your clients.
Informing, educating, and inspiring them, because your clients’
bartering is a relatively small percentage of their overall
business. So if you don’t keep their interest and enthusiasm for
trade at a high level, you lose.
aim, like all other businesses, is to get your clients coming back
for more. Every extraordinary business (and every trade exchange
owner who wants to be extraordinary) knows that the customer you
have, is a lot less expensive to sell than the customer you don’t
Want to take
your exchange to a higher level? Use The Competitive Edge
newsletter in your operation—it “sells” the many benefits of working
through your trade exchange like nothing else!
more about The Competitive Edge newsletter and how it can help build
your trade exchange, click
New Money-Making Ideas And Valuable Contacts!
You can obtain
useful, informative ideas and contacts in every available back-issue
barter company in the world is listed on our web site,
click through to our Global List
of Barter Companies.
A Gift To A Friend Or Associate.
If you know someone who might benefit from this newsletter, feel
free to forward it to them! (See the “box” at the end of the
newsletter for the forwarding service.)
We welcome your
comments, questions, and observations.
Copyright BarterNews 2012. Redistribution of BarterNews
content expressly prohibited without the prior written permission of BarterNews.