Sales advice to my Cousin

Recently my cousin asked for some sales advice so I put together an e-mail and sent it off... it was fun to write so I thought I would add it to the blog...

Oh and to all the sales associates who ask me "Can I help you?" when I walk in the door... no you cannot help me if you don't know what I need!... How about asking me "Hello Sir, my name is ___________... what brings you to ________ today?" Now that is a question I and 17 million other holiday shoppers could answer!

Back to the e-mail...

There are 2 types of sales:

Buyer initiated and Seller initiated… each with its own psychology.

Buyer initiated covers items such as housewares, clothes, automobiles… the types of things people need… and the psychology is as such

NEED – I need a car

TRUST – I trust VW’s

HELP – because I need a car and trust VW I can get help at the dealership

HURRY – Wow it’s just the car I want and they will give me special financing if I buy today!

For example… the Buyer needs a car and trusts the Volkswagen brand so they go to the VW dealership… where the sales person discovers needs more specifically as in size, color, features, price and then HELPS the buyer by showing the car that best fits those needs and then greats urgency (hurry) to drive off the lot today… usually through incentives.

Since you are an artist and people want art but may not particularly need it you fall in the middle sort of but I would suggest utilizing the Seller initiated psychology which is:

TRUST – Who are you I don’t trust you

NEED – I don’t think I need what you are selling

HELP – you don’t know me and if I don’t need your product how can you help me

HURRY – I’m not buying anything today because I don’t trust you, don’t need it and you can’t help me.

Ahhh the world of timeshare or any other seldom purchased product…

When you are initiating a sale you must first establish trust… this is done through

Credibility – so you look and sound credible? Do you know your stuff… your art, the diamonds in the rough you find at estate sales or whatever… who has purchased from you that is recognized for good judgment or that your client may know?

Propriety – Do you look the part… if you are a banker are you wearing a sharp, yet conservative suit? If you are an artist, outfits that show your distinct personality that may even reflect your style and art… I suppose glue and paint splattered bib overalls are ok too but maybe not when you are asking for the big order of $5,000 to $10,000… people feel much more comfortable handing over big money to art dealers than artists perhaps… because the art dealer is usually dressed professionally and the artist may not be.

Commonality – What types of things might you have in common with your client… hobbies, places visited, favorite restaurants… if you can build commonality then the client feels like you are one of their kind and are more likely to trust you.

When you meet a client for the first time introduce yourself, ask their name and shake hands while looking them in the eye… however a big part of this is matching their personality style which is a whole other subject… in short try to mirror your client somewhat… if they are cautious and timid be slow and non threatening using assuring language… if they are quick and forthright don’t beat around the bush… they want fast and clear.

NEED is established by asking the client questions…

1st level questions… (Who what where, facts) what are you looking for, what else are you considering,

Customer: A head board…

2nd level questions… (clarifications, why) You are looking for a head board? What size? Who is it for?

Customer Full size and it’s for my son so it needs to be sturdy…

3rd level questions… (buying motives… emotional reasons) You said sturdy, why is that important to you? Did the old headboard break or is this a gift or something?

If you do not ask good questions to discover the clients needs and perhaps help them discover new ones (that you can help them with!!!) you will have a hard time selling them.

HELP

After you have asked good questions and discovered the client's needs show them how you can help them and only address the things they are interested in… this is very important! If you sell them benefits of your product that they don’t need or care about then they will lose interest… one of the biggest rookie sales mistakes is the rookie selling what the rookie thinks are the best features and benefits not the client.

Example: A client wants to buy a new TV and has made it very clear that picture in picture is what he is looking for but the salesperson keeps talking about how the high definition on the TV is the bomb… rather than say… showing and selling a TV that has dual picture and picture capability… Sir you said picture in picture is what you are looking for… this Sony 3000 has not only the ability for picture in picture but it has 3 tuners so that you can have one show on the main screen and too other programs running in two smaller screens… three tuners in one TV!

Sell only what is important to the customer

Hurry

Build urgency to buy today… don’t be afraid to ask for the order… and ASSUME THE SALE… it will come with confidence that you can go into every potential sales meeting with the assumption that the client you are meeting is going to buy something from you today. To the point of being surprised if they do not.

Formula for Urgency is this

Fact – something concrete about what you are selling

Benefits – Why said fact is beneficial to your client (based on their individual need)

Urgency – Why it is important to get off the dime today!

Feedback – ask the client a question to make sure they understood what you just said and it keeps them on their toes… they won’t day dream if you are getting feedback from them…

Ah and this old adage… the person asking the questions is in control… for example if you are dealing with a control freak… you still maintain control by asking choice questions… rather than

“Which one of my pieces would you like to buy” now she or he can choose one or choose none.

However if you ask a choice question like “So, Mr. Smith, which piece are you going to take home today the mirror or the side tables?” See what this question is doing… both assuming the sale and giving the Driver type the choice… The Mirror I will buy” (satisfying his need for control… because he decided not you)

If you skip any step in the psychology your chance of success drops dramatically… there are probably a lot of sales you felt slipped through your fingers… but if you always work at your craft then you will get better and fewer sales will be lost when there is an opportunity for one.

ASK FOR THE ORDER! Again with an assumptive close… if they indicate that they are interested… ask…”How would you like to handle that… with check, credit or cash today?” "Oh I can’t do it today!” “That’s okay… I can take a deposit to hold the item for 10 days and you can send the rest within that time.”

Hope this helps

Cuzzin Ted

The Wynn

Saturday night, after watching a pretty decent French flick at home...Crimson Rivers with Jean Reno... a sort of Da Vinci Code feel to it... all subtitled which Sonny normally isn't very enthusiastic about but since it was Jean Reno she felt better reading his lines rather than trying to understand his english through what she perceives as a very think French accent... me, I have no problem understanding him at all.

Ah back to what we did... I decided that we should go experience the Wynn... there are supposedly all sorts of interesting things to discover within... as Wynn said, he wanted the entertainment set up to entertain the people in his casino and hotel... as opposed to his vision with the Bellagio that offers entertainment to passers by.

We parked in the garage at about 9:15 and headed into the Casino... I had been in the Wynn before but wanted Sonny to see what it was all about.

We walked by the Ferrari show room/museum, the casino and the shops... the interior of the Wynn while not really my bag is very well done... and obviously very expensive not only in build but I imagine the maintenance is a real bear... After strolling around for awhile we landed at Parasols an indoor/outdoor cocktail bar that is on a lower tier of the casino floor.... when walking through the Wynn it is hard to miss as dividing the indoor and outdoor is a huge 2 story window or series of windows looking over a pool that is the main attraction at this lounge.


We decided to sit outside... even though it was in the mid-high 40's the tables had nice heating elements hanging over them to keep guests warm. Additionally, the chairs outside were a clear plastic that seemed to be pretty well insulated against the cold... had they been metal chairs we would have stayed inside.

While sitting outside you face a large pool with statues of both men and women at different levels of submersion facing toward a 2 story waterfall... and not a natural water fall but a patterned stone, flat wall that resembles the type of waterfalls you find on the mini-zen fountains on sale at Home Depot.

Behind the waterfall is a man made, steep hill covered with pine growth that would lead you to believe you were sitting at an alpine mountain casino rather than in the middle of the desert.

There is a water show that occurs about every 15 minutes and we never saw the same one twice... a mixture of light, sound and movement, it is pretty interesting to watch. I was drinking my staple JW Black and Sonny ordered lavender Mojitos which she enjoyed.

Cousin Jen and The Christmas Tree

This weekend it was Tree-putting-up , cousin visiting weekend. Jennifer was in town for a friends wedding at Treasure Island.


Saturday was spent putting up our fake tree. I have always been in the live tree camp... but Sonny... after years of small nudges and suggestions got me to cave last year and get a fake one... mind you a really nice fake one that looks like a long needle pine. As a compromise we must burn pine candles the whole time the tree is up to complete the illusion... Sonny asked if she should spread needles all over the floor to make it super realistic but I declined.

So Saturday we... Angela, Lisa, Sonny and I put the tree up... baked cookies and had some Soy Nog with Bacardi Anejo Dark Rum. Mmmmmmm. Not as creamy as real Nog but a LOT better for you. After a day of cookies, Nog and decorating... we had an Italian meal of pastas, shrimp, etc... and promptly fell into a food coma.


Sunday... we picked up Jen at the airport... upon climbing into the car Jen saw Lisa and said, "And who are you?" Lisa thinks Jen is interesting and cool. After the airport we went directly to the MGM Sunday Brunch Buffet... wow it was pretty good and only $14.99 per person.

Jennifer was amazed... having not experienced such a huge and good buffet before. There are quite a few in Las Vegas and they are actually quite good. I have only experienced MGM and the dinner buffet at the RIO which is also very good.

After breakfast we hit a few antique malls and then took a scenic drive through Red Rock Canyon. We relaxed a bit at the house before I took Jen down to TI for the wedding... while she was doing that I was Christmas shopping at the Fashion Show Mall. Had some luck getting some goodies for Sonny. I also took the opportunity to walk over to the Wynn to walk around and take some shots... Jen was on her way to Bucca di Beppo for the reception...

I wandered around for a while... stopped at a casino bar and drank a few JW Blacks on the rocks and talked to an interesting gentleman that has done a lot of world travel.

Later in the evening I got the call from Jen and was off to pick her up and also deliver some of the wedding party to their hotels... by the time I got home... ZZZZZZzzzzzzzz.

Getting into shape

Yesterday I ran 4 games of full court basketball at 24 Hour Fitness. I haven't played any real basketball for about 5 years. I did play a little half court with some co-workers in Indianapolis a few months ago and was sucking air from the onset... pretty disgusting.

Well, I am happy to say that while I still have much more progress to make... after my initial 4 weeks with 24 Hour Fitness, working out and doing cardio 6 days per week, my level of physical fitness is greatly improved. My shooting skills definitely are rusty... add to that I played 1 game for cardio and warmup, went upstairs and subjected my back, chest, triceps and biceps to a rigorous workout and then went back downstairs to run 3 more games. I hit some nice shots the first game... I think I scored 3 of our teams 11 points... however, after lifting I had rubber arms and would have been the MVP if air balls counted... I scored quite a few.

My saving grace is defense and it always has been... intercepted passes, rebounds, blocks, a steal or two and sticking to my man like glue is what always got me picked... well that and I am 6'4" and 243 lbs... but back when I played a lot I was more like 225 lbs. I've never been an offensive powerhouse... but maybe basketball is in my blood... the picture above is my Grandfather in high school.

Red Rock

Ahhh things are finally starting to slow down a bit... today Me, Sonny, Frank and Joanne are going for a relaxing drive and some light hiking in Red Rock... we started with a energy boosting breakfast at Egg Works... one of my fave breakfast eateries in Vegas.

It was a beautiful and windy day in Red Rock. I thought I would start everyone out with a little museum walk through but unfortunately it is being completely renovated... I am excited to see what the end result will be. We walked around to the back of the museum at Red Rock to observe the Desert Tortoise pens but alas they were already in hibernation so not Tortoises either.

I, of course, was being a clown as usual..."I am not a crook!" The cube like pieces of stone are what are left of a quarry that used to be here... the vehicle that moved the stone from here to Vegas was a machine that was described as larger than a locomotive and used 400 gallons of fuel per day... well my 5.9 liter R/T Durango is a little better than that :-P

What a view!

I think we are actually relaxing!

Black Friday

You would think that after two super taxing days... a reasonable couple would sleep in the following day... not us... not the day after Thanksgiving... not the most discounted shopping day of the year... when stores are giving items away both literally and figuratively... unfortunately for Sonny and I we missed the "literally" part of the give aways... many stores that opened at 6:00am on Black Friday were giving away anything from Jackets to Laptops... and it was probably a good thing we missed the laptop giveaway as later it was reported on the local news that several anxious shoppers came to blows over the free laptops and ended up paying for the laptops with a little jail time.

Also, you may be wondering why the day after Thanksgiving is called Black Friday... it is a simple reason really... it is traditionally the time of year that retailers go from being in the red (debt) to being in the black (profitable)... meaning that from this day forth it is all profit baby! ... at least until the end of the year... then it starts all over again.

It was most likely my fault that we missed the 6:00am opening... as we got up at o' dark:30 which in my world, on that day translated into 5:30am... Sonny tried valiantly to awaken me as I responded with only incoherent grunts and whines... probably like Chewbacca.

During the whole shopping spree my favorite stop was at Fry's... the best electronics store in the world! But otherwise it was pretty rough with a bunch of people more interested in getting the best bargain than in treating their fellow citizens with even a modicum of respect... I really wanted to punch those people in the face!

Thanksgiving

I woke this morning a married man in the MGM honeymoon suite with a great morning view and a feast to prepare... so before I headed home to slave in the kitchen I was due for a nice bath... (Thanks Sonny!)

9 people for Thanksgiving... certainly not a task I have ever taken on before... but after several very successful holiday meals... I was up to the challenge...

1 stove, 4 burners, microwave and Webber grill to create a masterpiece for 9. The menu

Apps
Steamed shrimp with home made cocktail sauce (Thanks Dad)
Fetzer Gewurtzaminer

Main Course
19 pound stuffed Turkey
Sausage stuffing
Mashed potatoes
Candied Sweet Potatoes
Savory Green Beans
Baked Acorn Squash
Cranberry, orange relish with green apple, golden raisins and almonds.
Giblet gravy (Thanks Mom)
Cakebread Chardonnay

Desert
Apple pie (Thanks Mom and Dad)
Pumpkin pie (Thanks Mom and Dad)
Fresh boutique coffee from Beachhouse Coffee (Thanks Amy!)
Aalborg Jubilaeums Akvavit

Other Beverages
Full bar and Fat Tire, Wexford Ale and Corona

It was a great success... everyone really enjoyed themselves and were all somewhat surprised that I was able to pull it off with limited resources (small kitchen) my technique, logistics and final result were all A+... very satisfying.

After dinner, desert and a Ja Ja! I was facing the task of cleaning the mess that I had made in the kitchen preparing all of this food... I was beat! Married yesterday (can sap a little energy), cook all day... eat turkey (tryptophan), drink and then clean! yikes... but then Rose, Angela and Lisa came to the rescue!

And this is only a sample of the mess they faced! And that was after Angela, Sonny, my mother and father all helped during the cooking with cleaning dishes to help keep me sane in that small kitchen.

Probably the only living creature that didn't do anything to help was this little bugger... our cat Paris... named after the Las Vegas casino of the same name... not the Hilton sister.

Once everyone had left for the evening a very exhausted Sonny and I retired to our own bed... whew!

Wedding Day

After a very long courtship Sonny and I were married today at the MGM Forever Grand Wedding Chapel. If you follow the link you can actually view the ceremony by clicking on live weddings and then selecting the 23rd of November where we are the only marriage webcast that day. It was a really wonderful experience... our coordinator Melanie was fantastic... they did a great job taking care of everything and making it as smooth and stress free as possible... if anyone reading this is thinking about getting married and coming to Vegas to do it... I would stongly suggest MGM. Very smooth. Also, we were very satisfied with the web cast... as it was short notice for many family and friends many watched from their computer screens at home... the webcast was very well choreographed... so well in fact that it exceeded expectations.

The picture above is Sonny and I after our post ceremony celebration with family and a few friends. We drank Piper-Heidsieck from Moser crystal champagne classes my parents brought back from Prague and had some fantastic cake that we ordered from Leopold's Bakery and Catery in Summerlin. Below is the last shot of me as a single dude...

Much more attractive in the first picture. I hit some bad traffic on the way to the Chapel... do I look nervous?

Sonny and I went on a limo cruise of the strip after the ceremony and met the wedding party at McCormick and Schmick's for some wonderful seafood and a great time.

Front left is Nick (Angela's Beau) then my father and mother, daughter Lisa, wife Sonny, me, Frank and Joanne, Sonny's mother and father and daughter Angela. After dinner we all retired... parents to various timeshares... Westgate and Grandview and Sonny and I to our Honeymoon suite at the MGM for a night of wedded bliss! Of course the next morning I was to wake early and begin preparing a Thanksgiving feast for 9!

Christmas Lists

Lisa clowning around last Christmas

I finally completed my Christmas List after about a month of requests to do so. Sonny stood over me tapping her foot... she had gotten a call from her parents who were at that very moment doing Christmas shopping and wanted some ideas. I didn't want to throw out any off hand ideas so I agreed to write a full and complete list.

As I was writing I realized that many of the things that I want are pretty expensive... and felt a little guilty about that. However, after drilling down as to why I think I figured it out.

When I was a munchkin I had no money, no transportation and no street cred at the mall as a patron. So basically everything was beyond my means... everything from breakfast to Christmas presents had to be provided by my parents or Santa. I think it was about the same through college... sure I could buy a burger, a beer and movie tickets but still relied on my parents for the big ticket items... like tuition, rent, meal plan... sure I was a bouncer, waiter, kitchen staff, data-entry clerk, student painter and more but add that to my spend now mentality and I was definitely living for the day as far as my money was concerned... In retrospect my parents were my backup to irresponsible spending.

Just ask Vic, John and Poncho my roommates... hell I paid John back money I owed him since '93 a year ago... a decade later... thank god he didn't charge interest. Well anyway I am getting off track here.

Now that I am a man of means... I have a good job... make good money and feel secure... the things that used to be beyond my means no longer are... so I have them... I still like to spend... haven't broken that habit completely.

So the things that I want... are beyond my current means or if within my means are outside the realm of responsible purchases. And so my lists grows from this reality... same reality as when I was 4 years old. I want what I can't justify purchasing myself at this time... However, my one save on the list is that I love to shop (the spending thing again) so I am enamored with Gift Certificates to some of my favorite stores or websites. And these items always make it onto the list.

Jsut to add... my love of shopping isn't limited to myself... I really enjoy shopping for others and so I thoroughly enjoy the Christmas shopping season as I try to find thoughtful and inspired gifts.

As for me asking for lists from others... Since I avoid them myself, it isn't something I do often unless I am shopping for one of those people that seem impossible to shop for... or just to get some additional ideas outside of the fantastic ones I come up with!

Hmmm so many people asking me for my list... am I one of those impossible people???

Ted's List

Pioneer AVIC-N2 In-Dash Navigation System http://www.onlinecarstereo.com/ .
Peripheral i-pod stereo adapter (hardwire connection not FM broadcast) http://www.crutchfield.com/
PC Game Age of Empires III (Bestbuy, Fry’s, Target, almost any store that sells main stream pc games)
Altec Lansing IM7 Portable Speaker System for I-Pod http://www.bestbuy.com/
A really Good Digital SLR Camera (Canon, Nikon, Konica/Minolta) so that I can get back to using interchangeable lenses, bellows, filters with camera… I love my Nikon Coolpix 5400 but it is limited at night (flash), response time to multiple consecutive photographs and flexibility. My dream camera would be turning my Canon T70 (film camera) into an 8 mega pixel camera.
3 in 1 printer meaning printer, scanner, fax all in same machine. Multiple inks not just tri-color and black but a 5-7 ink cartridge set up, wireless, 2 side printing, document feeder, ability to scan negatives… superior quality.
Large format inkjet printer… ability to print larger than 8x10 photos.
Gift certificate to Best Buy
Gift certificate for Jos. A. Bank.
DVD, Spaceballs, War of the Worlds, Cinderella Man.
Dell UltraSharp 2405FPW http://www.dell.com/
Lucchese 2000 Black cow leather or Kangaroo (kangaroo softer) cowboy boots size 13
50 Gallon Aquarium (like curved front)
Bose Acoustimass 16 home entertainment speaker system http://www.bose.com/
Gym clothes… shorts work out shirts & sweaters… Nike, Starter, Adidas, And 1
Collectable Swords (Lord of the Rings Witchking sword)
Micro Soft Publisher (publishing software)
Photoshop (photo editing software)
Gift certificate for a good dress shoe store
Gift Certificate to http://www.amazon.com/
Gift Certificate to Borders Book Store

Las Vegas Weekly 7th Anniversary

Las Vegas Weekly had their 7th Anniversary at Light, a nightclub in the Bellagio. I had access to some passes so I put them to god use and sent them out to some of my clients that would enjoy an event like this. I have to say that I like these parties... the last was the Halloween party at Rain and that was a blast.

Weekly is a mag that contains letters, editorials, columns on the Vegas scene, an Arts and Entertainment section, event calendar, classifieds and is jammed with adds that promote local events, clubs, concerts, etc.... Really selling the "Sin" in "Sin City." If you're ever in Vegas make sure you pick one up... if you want the skinny on what's going on while you're here.

Light was packed with all types of characters from Storm Troopers to Go-Go Dancers... The Grey Goose, Corona and wine was flowing "free." They had a pretty good DJ that played some club music from the days when I was at the 4400 Club in Norfolk, VA.


It was a great opportunity to spend some time with clients and to meet some of Sonny's co-workers. We didn't plan to stay too long on a Thursday as we both were recovering from long days and have busy days tomorrow. I think we were there about 2 hours and then it was back home.

At the Bellagio

Sonny and I went to the Fontana at the Bellagio this Saturday Night. One of her co-workers had boasted that their mixologists made "the best" Cosmopolitans in Vegas. Sonny of course had to put this to the test as she felt that my Cosmos are the best in the World!

We arrived at the Bellagio at about 8:00pm and spent some time viewing the lobby decorations... At the official change of each season the Bellagio staff redecorates the lobby to match. We had not seen the fall layout yet so we decided to tour that before heading to the club. Every single season the Bellagio does a fantastic job... I think Winter and Spring are my favorites... Winter because it gives you a great place to visit on Christmas Eve to get into the spirit and Spring because of the exotic and colorful live butterflies they have fluttering about a huge gazebo.

When we got to Fontana there was a line of about 10 people ahead of us so we figured it would be a short wait... when the hostess walked back to us about 5 minutes later she told us it would be a 45 minute wait! We couldn't imagine how, but there were limited tables within and it definitely isn't a standing room only type of club.

While we decided whether to wait or not, I went to the casino bar attached to Fontana and got a Cosmo and a Johnny Walker Black on the Rocks. Sonny said it was good but no match for mine. Before we had even finished our drink the hostess approached and told us that we could be seated... amazing! Not only that, but we were moving ahead of all the people in front of us... were we the chic Vegas cool couple that they liked to have in their establishment? Was there some secret Vegas database on good tippers that don't cause problems and have a good time? Or was it just good fortune? I did not know and wasn't going to ask.

We were escorted to our balcony seat overlooking the Bellagio water show that shoots off about every 20 minutes to various tunes from classical to country.

Pretty fantastic! We ordered another round of the same just to test if the mixologist inside was better than the one outside the club... same. I am still the reigning king of Cosmo makers in Sonny's world! I stuck to JW Black and Sonny was up for a change... a mojito... a fantastic Cuban drink made with cane sugar, rum and mint leaves among other things.

After enjoying a couple of drinks at the bar I ordered a nice cigar... called a Romeo and Julietta I believe that was mild, tasty and went well with my JWalker... on a night that had a slight chill to the desert air. Then it was off home again for a good nights sleep.

Snowboard Season Approaches

Well, the snow is starting to fall in Mt. Hood and it is only a matter of time before Mammoth Mountain and Tahoe... hell even Mt. Charleston right outside of Vegas begin to get a full snow covering. Last year I had planned to do a little snowboarding and instead I did a bunch of butt sitting. So it was following that realization that I wrote down my goal to go snowboarding this season and not bust my butt doing it. It has been a while since I've partaken in any real sports and I certainly don't want to go out on the mountain to find out if my muscles, cardio and joints are up to the challenge.

Yesterday I joined 24 Hour Fitness... and this morning was my first workout in a long time. And it was great... warm up on the ergometer followed by work with free weights. After that it was off to Tropical Smoothie for a "Healthy Man."

Halloween Night

Wow, the first time I can remember the night ending with an empty candy bowl. I bought 4 bags of candy for Halloween night, 2 bags of Hershey miniatures, a bag of Reese's bars and a bag of Kit Kat bars. Most of the traffic was young kids with their parents. A few junior high and high school kids came by too... the junior high kids in costume, the high schoolers in civilian clothes on skate boards with this retro punk look... I am amazed and think it is pretty cool to see the punk rock style come back. Tight black jeans, black shirts with punk logo's and punked out hair with leather jackets covered with white out punk and anti-establishment slogans all over them. It's nice to see the youth of America getting back to a little non-conformity... punkers and intelligent design are like oil and water I imagine... however, punkers and Darwinism are probably like oil and water too! Man!

So anyway while waiting inside the door for trick or treaters I decided that I too would be in civilian clothes to had out candy... being 6'4" and 250lbs if I put on any of my scary stuff I would terrify the majority of my trick or treating audience who were primarily super cute youngsters dressed as mostly princesses or fairies if they were young girls or Star Wars and super hero types if young boys.

The tie for cutest was between an infant whom the parents had dressed in a skunk suit that had "little stinker" embroidered above the tail and a little girl dressed as scarecrow. She liked the carved and lit "punkins" as she called them on my patio wall... and I soon learned that "punkins" was to be her word for trick or treat, hello, thanks and goodbye.

While waiting for trick or treaters and Sonny to get home from work I was tearing through a great book by Colby Buzzell called My War. Mr. Buzzell kept a detailed journal of his experiences in Mosul, Iraq as an infantry army soldier in a Stryker platoon. He transitioned his journal to blogging and became one of the most recognized soldier bloggers and he later wrote this book... great and raw experience writing... hard to put down.

Sunny came home and it was dinner and a movie... since it was Halloween, a scary movie seemed appropriate so we watched Steven King's Riding the Bullet which wasn't bad.

As an adult I still kind of miss the mystery and atmosphere that I experienced when I went trick or treating... of course in our neighborhood I think there were about 7 houses decorated and our house was one of them... where are all the inventive adults and high schoolers who were around when I was a kid doing block and multiple house themes, with scary music, decorations and costumes to make trick or treating fun??