Announcer: Please note disclaimers at end of show. Welcome to Creating Wealth with Jason Hartman. During this program, Jason is going to tell you some really exciting things that you probably haven’t thought of before and a new slant on investing, fresh new approaches to America’s best investment that will enable you to create more wealth and happiness than you ever thought possible.

Jason is a genuine self-made multimillionaire, who not only talks the talk, but walks the walk. He’s been a successful investor for 20 years and currently owns properties in 11 states and 17 cities. This program will help you follow in Jason’s footsteps on the road to financial freedom. You really can do it. And now, here’s your host, Jason Hartman, with the Complete Solution for Real Estate Investors™.

Jason Hartman: Welcome to another edition of the Creating Wealth Show. This is your host, Jason Hartman. Happy to be with you today, talking to people around the world in 26 countries, and many, many thousands and thousands of people. Thank you so much for listening. We appreciate you making show so popular and we’ll continue to do our best to bring you great guests on topics of, of course, finance, economics, predictions about the future, what you can do about it, great real estate investments, and internet marketing and home-based businesses and automated businesses, so that you can work the four-hour workweek and develop that passive income. That’s what we’re all about here.

But, of course, you regular listeners know that every tenth show, what do we do? You know what we do. We talk about a totally unrelated, non-business topic. So I’ll get a few business things out of the way here and then we’re going to talk about a way that anybody can get ahead in life. This is especially important to teach your kids. If you have children, I think this would be good stuff because they’re just not learning enough about this topic anymore.

The topic today is we have a special guest who is going to talk about protocol and etiquette. That’s kind of an odd topic for us, isn’t it? Yeah, but I think you’ll like what she has to say. This is just a thing you can do and it’s free. It costs nothing and can really advance any of us in our lives and help us get ahead. We’ll have that in just a moment.

A couple of events coming up – December 9, we have a live event here at our office in Costa Mesa, California, on Investing in Real Estate with Your IRA. There have been some law changes, as we alluded to on a prior show about IRA investing, and it’s pretty exciting. These take effect January 1, so there is some great stuff that you can do with a self-directed IRA. I just converted mine a few weeks ago to self-directed and I can’t wait. I made an offer on a property in another state. It’s a large property, one of my larger deals. It’s a mobile home park, and I’m going to be doing that with my retirement account that has been in the stock market for many years and basically, has done pretty poorly. That 401k that’s now a 201k – well, maybe it’s back to a 301k, but it’s still less than a 401k. Of course, I’m joking around about those numbers. The stock market is overall very much down and there have been no returns in many years.

So if you want to control that and you want to be a direct investor and do some real estate with it, we have another show coming up on investing in real estate with your IRA, but we have a live event December 9, and I believe that’s a Wednesday. It’s odd for us to do a weekday during the day. This is kind of a business lunch. It’s from 11:30am to 1:00pm, so it’s just an hour and a half. Be there on time. Register at

Our next Creating Wealth Bootcamp is on January 23, 2010, so that will be in the New Year. That’s on Saturday, January 23, 9:00am to 6:00pm. Register at HYPERLINK “”

Here is a little quick message about a charity thing that I am doing. I did it last year and I am involved in it this year again for the holidays. If you are interested, as you like to be a direct investor, if you want to be a direct contributor and do something that goes right to the cause directly, listen to this brief charity message. For the holidays, we kind of do this stuff and be sure we’re giving back. So listen to this and I’ll be back with a couple of properties and our special guest.

Someone Cares $40K in 40 Days

Jason Hartman: You know how I always talk about being a direct investor so that you know that you have control over your money and over your financial future. Well, during this holiday season, consider being a direct contributor or a direct donator. What I mean by that is instead of writing a check to some big faceless charity, where your money goes who knows where, where there is a lot of bureaucracy, a lot of middlemen, a lot of people involved, consider sending it to something that is a direct cause, where you can have real direct impact. You’ve heard him before on the show, and that is my good friend, Corey, who is heading up a fundraiser this year, as he did last year, for Someone Cares Soup Kitchen. I was involved last year, where he raised $30,000.00 in 30 days, and this year, he has upped the goal to raise $40,000.00 in 40 days.

It’s amazing when you really think about it, folks, especially in an economy like we have nowadays, how close any of us could be to being homeless. Usually, it’s a job layoff, a health problem, and a couple of things that just don’t go right and many Americans are two months away from homelessness. It’s really scary. So here is something that you can do that has real direct impact and I’ve seen it myself. I’ve seen the impact directly. Corey, why don’t you tell us a little bit about it?

Corey: Thanks, Jason. Last year, I really wanted to make a difference. I wanted to get involved during the holidays, so I went into our local soup kitchen in order to find out how I could help, and I found out that a lot of the donations had dramatically fallen off because of the economy. And also, that they were needing to feed much more people than they ever had, so it was a huge problem for them. And so, basically, I wanted to make a huge difference and that’s why I did the $30,000.00 in 30 days in order to be able to do 400 backpacks for people living on the street, with all of the basic necessities that they need to live on the street.

Jason Hartman: I remember last year, at the finale event, when you bought all the materials and you had a big party, and a couple hundred people – I was one of them – came there and assembled these backpacks. They had socks, toothpaste, toothbrushes, a water bottle, a flashlight, whatever else. I can’t remember all of the ingredients in the backpack, but this is the basic necessities for someone who is living on the street. What does the soup kitchen do? They gave away the backpacks, but then they also serve one or two hot meals a day?

Corey: They actually serve out one hot meal every single day and the people can eat as much as they want when they come there, and when they leave, they give them bread and they give them meals that they can leave with. So they serve seven days a week, every day of the year, so it’s pretty amazing.

Jason Hartman: This is not a homeless shelter. They don’t provide shelter and they don’t do any of the drug and alcohol problem type stuff. The people have to be sober when they come, so there can’t be any drinking or any wastefulness like that. What else can you tell us about the cause? This is just a little single soup kitchen. And last year, you also remodeled the office of the soup kitchen so they could be more efficient. This year, what are you doing?

Corey: We’re going to do extreme kitchen makeover, so that should be pretty good. But I think one of the things that I realized that the soup kitchen was is that I didn’t realize that with probably about 60 – 70 percent of these people, it’s not alcohol and drugs that made them homeless. Like what you talked about, it was maybe a death in the family, where they just couldn’t muster enough to live on, or they have some kind of illness, or they lost their house. There are a lot of things that happen where it seems like people are very close to that border, especially now, and so their numbers have skyrocketed. They serve over 400 people a day.

Jason Hartman: Yeah, and I remember last year when we were hearing from the founder of the soup kitchen, and she was talking about how like a lot of the people that are now coming to the soup kitchen, or at least last year were, were laid off construction workers because the construction industry was booming so much. These are middle class, or maybe lower middle class people, that are now finding themselves in real dire straights.

Corey: It is definitely true. I think that, also, the great thing about the soup kitchen is that they pinch every single penny. So every dollar that they get, they stretch that dollar to the maximum because they get the food for free, from a number of different grocery stores, and they get a lot of paper products for free as well, and they have a lot of volunteers. So every dollar that they get, they stretch it. It’s as if they’re getting $10.00, so it’s just amazing what they can do with the money.

Jason Hartman: And that’s what I like about this. It’s a direct donation. It’s a direct charity, where you don’t have a bunch of bureaucracy. There’s no corporate office, there’s no CEO getting paid $1.7 million a year. I’ve been there. I’ve looked at their operation a few times, and this is the bare bones thing. So it really goes right to the source, folks, so that’s what I mean about being a direct contributor. This is a good opportunity for that. What else would you like people to know about it?

Corey: Well, I think this year is going to be tougher than any year before because, right now, what’s happening in the soup kitchen is their numbers have skyrocketed and they don’t get any funding from the state or the government or any church that’s non-denominational.

Jason Hartman: And when you say the numbers have skyrocketed, you mean the people needing aid.

Corey: Yes, the people needing aid. And they have lines out the door at this point. So basically, in August, they had to go out to the public for a plea because they were running out of money at that point. So they were able to put together enough money to get them through the holidays, but they need this $40,000.00 more than ever. And so we only have 40 days to make it happen and every day counts at this point, and if they don’t have the $40,000.00, who knows what the prognosis would be come January 1 for that.

Jason Hartman: How old is this soup kitchen? It’s been there a while.

Corey: It’s actually 20 years old. It was started by Merle Hatleberg. She was 65 years old and she wanted to make a difference, so she started with $600.00 and a soup pot. She served roughly about 30 people the first day, and over 20 years, her daughter actually got involved and now it’s her granddaughter, who is executive director there, and they serve over 400 people a day. And every week, they give them all toiletry items. They also provide clothing as well. Every Saturday, they can come in and pick up clothing, used clothing. So it’s amazing what they do.

Jason Hartman: What’s the average cost per meal? I remember last year, you had that set and I couldn’t believe how efficiently they were doing this. Do you remember what that was?

Corey: I think it’s roughly about $1.00, I think.

Jason Hartman: A dollar a meal.

Corey: And the meal was amazing. They had chicken and fish. I mean they really feed well.

Jason Hartman: I’ve eaten there, yes.

Corey: Oh, it’s great. It’s really good. But I think what I get out of it is that No. 1, the people that you see there, you wouldn’t expect them to be homeless, like college professors or nurses or teachers or different people, and they’ve just had one too many hard knocks in their life. And then, as well as just how much it really means to them, I mean food is the most basic necessity, and every dollar that’s donated, it’s being stretched to the very end. So it’s amazing what the cause is and you don’t have all that layers of management in between, so every dollar that goes in goes back.

Jason Hartman: It goes right to the source. It goes right to the need. Corey, where can people donate?

Corey: They can go to HYPERLINK “”

Jason Hartman: Okay, so that’s HYPERLINK “” That sounds good. Well, everybody, I hope you’ll consider donating, and we appreciate you listening.

Corey: Thank you so much.

Jason Hartman: Okay, we are back. Before we go to our guest, I want to just say that I’ve been interviewing some great guests that you are just going to love on some of these upcoming shows, on how you can make money online. I have some great finance and real estate people, too, of course, as always, but you know our new focus: we’re talking more and more about home-based, internet-based businesses that are like automated little money machines, little cash machines for you. And boy, the interview I did today was so exciting I could hardly wait to share it with you. We recorded today. We’ll have that one up and a lot of others up soon.

A couple of properties I just want to draw your attention to: We’re pretty busy right now with investors buying properties. In fact, it’s probably the busiest we’ve been all year. Business is actually quite good and the reason is, of course, the deals are phenomenal. But, not just that, the deadline is upon us. In real estate time, it’s pretty much the end of the year now, folks, so if you want to get some tax deductions this year, it’s important to act. We have a couple of properties that I just want to share with you quickly.

Here’s one in Atlanta: $5,000.00 down. Again, it’s been very hard to source inventory here. There is a waiting list on some of these properties. This is a new one that we just got. This one was built in 1998. It’s just under 1,700 square feet and it’s only $87,500.00. So that’s $51.00 per square foot. You couldn’t replace that home for that price, I’ll bet. Below cost of construction; projected rent, $950.00 per month; positive cash flow, and projected return on investment is 48 percent! Wow! Almost 50 percent projected ROI annually.

Now, look, folks. Here’s what I want to say about these pro formas. What if it doesn’t work out this well? What if it only works out half as good? In this example, you would make 24 percent ROI. What if it works out only to be one-quarter as good as we thought? Then you’d make 12 percent. How much are you getting in your savings account, 1.5 – 2 percent? Something like that. Pretty much nothing after inflation. How much are you getting in the stock market? Probably a negative return. So think about it. Even if things don’t go as well as planned, even if there are problems, which are rare, but they occasionally happen, you have a wide margin here because these returns are so high to start with.

Here’s one in Orlando, Florida. Again, that’s a new market for us. I was there just about a month ago and I’m excited to present our very first offering there: four-bedroom, two-bath, single-family home, built in 1995; 1,468 square feet; $92,500.00 – this house probably sold for about $210,000.00 at the peak of the market, something like that – $63.00 per square foot; total cash needed to buy, $28,000.00 and change; $67.00 a month positive cash flow; projected return on investment, 19 percent annually.

Last one and we haven’t talked about this market in a long time because we haven’t had inventory there, but it is Austin, Texas, one of my very favorite cities. Why haven’t we talked about it much? Because it’s expensive and the foreclosure rate really hasn’t been that high. We just haven’t been able to source good properties there. But here’s a good one. Listen to this. You’re going to love this deal: 2,646 square feet, four bedrooms, two and a half baths, in Austin, Texas, only four years old. This was built in 2005, needs $36,000.00 and change to buy it, and its projected rent is $1,200.00 per month. The price is $125,000.00. Positive cash flow is $56.00 per month. Projected return on investment is 25 percent annually.

What if it only goes one-quarter as well as we think? Well, then you’re going to make about 7 percent, 6.5 percent. You could do a lot worse in anything else that you’re doing probably. So if it goes half as well, you’re going to make 12.5 percent annually. Just think of worst-case scenario when you look at it that way. If it doesn’t go nearly as well as planned, it’s still pretty darn good. That’s why I love income property investing because it’s a multi-dimensional investment.

Let’s go to our interview here with Kim Maxwell. She’s a client of ours, so you’re going to hear a little bit about her real estate experience, and I told one of our investment counselors, Karam, I said, “I want to do Show No. 130 on something different because every tenth show we do a non-financial topic, and I want to do etiquette and protocol this time. It’s a lost art and it’s something that can really help you get ahead in life really quickly. People you know, your children – very useful skill set, so let’s listen in to Kim Maxwell talk about etiquette today.
Interview with Kim Maxwell

Jason Hartman: If you are interested in one of the easiest ways to get ahead in life, you’ll love this segment because that’s what we are talking about, and it is not about business. It’s not about making money. It’s not about having better relationships. But if you master this, all of those things will fall into place. It’s my pleasure to have Kim Maxwell, the Etiquette Lady, with us, and Kim is a certified business etiquette and international protocol consultant. We’re going to talk about, really, one of the easiest ways to get ahead in life. If you’re upward bound, if you want to move ahead in the world, mastering etiquette – simple, old-fashioned etiquette – is one of the best ways you can do that. Kim, welcome to the show.

Kim Maxwell: Thank you, thank you so much for having me.

Jason Hartman: What is etiquette and why is it important?

Kim Maxwell: Well, let’s see. It all comes down to one thing: respect. It shows that we care about and respect others, and it shows that we care about and respect ourselves.

Jason Hartman: I couldn’t agree more. When I was in my first year of college, I remember I read an etiquette book.

Kim Maxwell: Good for you! I’m proud of you.

Jason Hartman: I don’t know. I sometimes think I’m just kind of old fashioned. As I was mentioning to you before we started recording, I sometimes think I was born a little too late. But I read this book and then I read another etiquette book a little later, that was called, Outclassing the Competition, and it seems like the crux of etiquette and why it’s important, is it is really just all about consideration for others.


Kim Maxwell: Absolutely.

Jason Hartman: And in today’s world, we have become so casual, overly casual in my opinion, to where we’re casual in dress, we’re casual in basic table manners, we’re casual in conversation, and we’re just too loosey-goosey about a lot of things nowadays.

Kim Maxwell: Too casual.

Jason Hartman: Too casual, far too casual. So what are some of maybe the fundamental parts of etiquette, maybe the pillars of it, if you will?

Kim Maxwell: Learning and using proper etiquette manners, they tell you what to do in different situations and they tell you what you can expect others to do. Basically, they give you more confidence and they help you to feel more comfortable around others and how to act in various settings. A lot of people, maybe they were taught etiquette and manners, but maybe they’re forgotten some of those along the way. So I never imply that you don’t have proper etiquette and manners, but I always say maybe you just forgot them or maybe you just need a little refresher course.

Jason Hartman: Or maybe you just got into the drift of society, as we all do, and things just sort of become a little more casual, as you see everybody else around you being more casual.

Kim Maxwell: Well, personally, I think things started changing when the whole women’s lib movement came about. Of course, I’m all for women’s lib and all of that, and it really did help raise women as far as their salaries and their positions.

Jason Hartman: But it hurt them. Feminism hurt them in a lot of ways.

Kim Maxwell: But it hurt them. It really, really did. I think some of them took it a little too far. When a gentleman tried to open a door for somebody, they’d jump all over them.

Jason Hartman: They got angry.

Kim Maxwell: Yeah, or, “I can pull out my own chair.” And I really think it was taken too far, but I really think since that point in time, everything has gotten more casual. I think when you talk about the Casual Friday or what have you, that doesn’t mean – you can still dress casual and kind of tone your behavior or attitude down, but it doesn’t mean that you have to let go of your etiquette and manners.

Jason Hartman: People listening might be thinking, Jason, what the heck are you doing a show on this for because isn’t this just like this old fashioned, stuffy, fuddy-duddy thing? I remember one time I was at a Young Entrepreneurs Organization event and they had an etiquette speaker come in. And I couldn’t believe the reaction of the audience. It was really appalling. I was ashamed of them. They were just so uninterested and frankly, rather rude to this speaker. But I do have to say that the speaker seemed a little out of touch with the audience, too. There’s a middle ground they probably should have met in. And the speaker was talking about, whenever you answer the door at your house, you should wear a blazer, if you’re a man. This is way too stuffy. This is not the Victorian Era.

But people, I think, when you talk about that, people think it’s some old, stuffy thing. It’s 2009. Give us the real world of etiquette, if you will.

Kim Maxwell: Well, basically, it just comes down to, like I said, being respectful to others. It’s being civil. Civility has gone out the window. And in the business world, with the CEOs and executives that I work with, they are extremely concerned about sending their workforce, their sales force out on luncheon meetings or just meeting with clients because they don’t even know how to properly shake someone’s hand. They don’t know how to properly introduce someone, or maybe their dining skills are appalling. They don’t know how to hold their knife and fork. They don’t know what to do with their napkin. It’s just really gotten out of hand.

Jason Hartman: Kim, I have to tell you something. When I go to a meal with a business person or maybe on a date, too, it is amazing to me how people literally, they just don’t know how to fold their silverware. They don’t know they should stop talking when they’re chewing their food. It’s disgusting. It really is. But I don’t want to sound like some sort of a snob about this thing. I just think there are little simple things that people can do that can really advance them in life.

Kim Maxwell: Absolutely, and especially in this day and age, when there are a lot of people out of work and everyone is competing for the same job, you’re basically going to need to outclass your competition. And that’s what I call my workshops.

Jason Hartman: That’s why I read that book. That was the second etiquette book I read.

Kim Maxwell: Yes, outclass your competition. You may have the great education, MBA, PhDs, all of that, but if you don’t present yourself as a polished professional, you’re not going to get that job and you’re not going to get ahead.

Jason Hartman: So the skeptic, maybe someone listening, would say, “You know what? This sounds really shallow. That doesn’t matter. That’s like worrying about the packaging. You should be talking about the inner person, the product,” which I don’t agree with that, of course, but I’m just saying some might think that.

Kim Maxwell: Using proper etiquette manners, that doesn’t mean that you think you’re better than anybody else. Again, it just shows that you care how you present yourself and treat people.

Jason Hartman: It really means you’re more courteous toward other people.

Kim Maxwell: Oh, absolutely, and it just makes you that much more professional. For example, let’s say introducing someone. There is a proper way to introduce someone. The name of the person of higher authority or a high level in a corporation, for example, the name of the person of higher authority is always spoken first. So let’s say if you were going to introduce a new salesperson in your department to the CEO of your corporation, you would say Mr. or Ms. CEO, I would like to introduce to you, Bob Smith, new salesperson in my department. Bob, I would like to introduce to you to our CEO. And then they would shake hands.

Let’s say there’s another situation. Let’s say you want to introduce your mother, your mom. Well, my mom is more important and of higher authority than the CEO of my corporation.

Jason Hartman: You know what I find people do when they introduce parents? They say, “This is my mom. This is my dad.” Well, do they have a name?

Kim Maxwell: You can say, “Mom, I would like to introduce to you Bob Smith, the CEO of the company that I work for, and Mr. Smith or Bob, I would like to introduce to you my mother, Cora Bennett.” But if the CEO and if everyone in the company hasn’t had the same training, the CEO might be offended. If everybody had the same training, one of my workshops, of course, everybody would know and understand that it is appropriate to introduce my mom first.

Jason Hartman: Right, sure.

Kim Maxwell: There are a lot of little things and it just takes a lot of practice. I’ve been doing this for three years now and even I have to practice and sit down and think about it. But again, it all goes down to respect.

Jason Hartman:I think it shows that you’re making an effort. One of the things that I think modern society has lost and it’s a shame that it has, is people have become so casual that they don’t try; they’re not rigorous with themselves about anything much anymore. So this is one area of life. But back to what I first asked you, Kim, what are sort of the broad areas of etiquette, if you will? There’s maybe socializing, speaking, introducing. There’s table etiquette. There are tough situations. We all face difficult social situations. And then there’s foreign etiquette with different cultures and cultural sensitivity. What else?

Kim Maxwell: It comes down to every single being that you deal with in your everyday business life it’s how you treat your co-workers, how you treat your clients and potential new clients. There are so many things to learn. How to present a business card – you don’t just plop it out.

Jason Hartman: Especially not in Japan.

Kim Maxwell: Especially not in Japan. There is a specific way in the Asian countries. You have to hold it a certain way and you have to receive it a certain way.

Jason Hartman: And look at it before you –

Kim Maxwell: And look at it. You would never put it in your back pocket and sit on it. But there are just so many things that people need to take time and make the effort to learn, and especially in today’s business world, we are working with so many diverse countries and cultures. It’s so important to learn the customs and protocols that are related to the different cultures because something that may be appropriate in America, maybe even a hand gesture, could be inappropriate or received in an inappropriate manner from somebody else from a different culture. You could lose a deal really quick.

Jason Hartman: And you know, folks, the reason I wanted to do a show on this is that doing this is free. It’s just a free way to get ahead just by knowing some additional information and being ever so slightly rigorous with yourself. You can just multiply your success in any endeavor by just taking advantage of some of the basic etiquette things.

Kim Maxwell: Absolutely. I mean just being polite to people, opening a door for a lady, pulling out a chair for a lady; the basics. Don’t chew with your mouth full. Close your mouth when you need to cough. There are just some very, very basic things that everybody could do to get ahead.

Jason Hartman: I see that in your book – by the way, we should say Executive Etiquette Power, Experts Share What You Need to Know to Advance Your Career, that’s your book, and in here, there are several different chapters that are very interesting: Protocol with Various People, Etiquette of a Deal, Cultivating Influence, Working a Room.

Kim Maxwell: How to work a room.

Jason Hartman: Networking Events, that’s very important.

Kim Maxwell: A lot of people don’t realize what goes on there. When you enter a room – let’s say you’re entering a banquet room or something; you walk in – don’t walk in and stand in the middle of the doorway there. When you walk in, look around and then just step to your right or your left out of the way, and then just kind of gaze around the room. Get your bearings. See who’s there, who you want to make sure you meet, and who you want to make sure sees you there as well. And then you need to nod and work the room. Very politely, introduce yourself. Make sure that your coworkers see you, your boss if he happens to be there, or her, and introduce yourself. Of course, I could go more into detail here. We’re kind of touching lightly on some of these different things.

Jason Hartman: We’re touching lightly because we’re limited on time. Just out of curiosity on the handshaking thing, here we are in the fall of 2009 and everybody’s talking about the swine flu. And Donald Trump does not shake hands. It’s weird to meet someone and not shake their hand. It feels odd when I’ve not done it. But I have to tell you, from a practical perspective, it seems like maybe we should go the Asian route and do a little bow instead of shaking hands as a greeting.

Kim Maxwell: You know what? It’s really the first connection that you make with someone and nowadays, we have to be very careful with the swine flu or different things. But just carry a little bit of that hand sanitizer. But with shaking hands, it is that first physical connection that you have, so I think it’s very important. And let’s face it. Donald Trump can do – he can get away with it.

Jason Hartman: He can do what he wants, yeah, exactly.

Kim Maxwell: He’s quite a character.

Jason Hartman: He doesn’t need to please anybody and he’s such an odd ball that it’s sort of understandable.

Kim Maxwell: I’ve seen him in person and do some presentations, and he is quite a character, but he can get away with it.

Jason Hartman: What about charisma? It’s something that is very hard to put your finger on. Some people have it; some don’t. I think at least some of it can be learned. In your book, there is a chapter about developing or boosting your charisma quotient. Any tips on that? I think just good etiquette will boost it for sure.

Kim Maxwell: Well, I think positive etiquette, good etiquette, using it, but it goes right back to the whole thing about confidence. If you feel comfortable around people, if you feel comfortable with whom you are, and just comfortable and confident, I believe that adds charisma right there.

Jason Hartman: What about faux pas? What are some of the things that people do that really sort of get them into trouble? What are the biggest faux pas they make?

Kim Maxwell: I could go on and on, but my chapter in the book is on cell phone etiquette and telephone etiquette.

Jason Hartman: Thank you for bringing that one up.

Kim Maxwell: It’s my pet peeve.

Jason Hartman: I would agree with you. And you know what annoys me more than anything on the cell phone is why it is people think they need to yell when they’re talking on a cell phone. If you do answer your cell phone in an environment where other people are around, why are you yelling?

Kim Maxwell: I know. I don’t want to hear your conversation. But actually, when your cell phone rings, if you’re in – well, you should turn it off absolutely before you go into any type of meeting, but if your cell phone does ring, it doesn’t mean you have to answer it. In one of my trainings for a large corporation here in Orange County, California, the H.R. director of that company was there because I did a whole company-wide training. And the H.R. director said she was actually interviewing someone and their cell phone rang, and the person answered it. She said if the cell phone rang, the person could have said, “Oh, my gosh, I am so sorry. I always turn it off,” and just turn it off right then and there. But she answered it, so the H.R. director said that interview got cut really short and I would not hire that person under any circumstances.

Jason Hartman: One of the other things on the cell phone topic is if you have the ringer on and you have these long musical ringers, just turn the volume down. It’s amazing to me how simple this stuff is.

Kim Maxwell: It’s really gotten out of hand.

Jason Hartman: It sure has.

Kim Maxwell: In restaurants, people standing in lines, in elevators, turn your cell phone off. Any time the ringing of your cell phone or your conversation is going to disturb others, step to the side. Step outside. Just get away from the other people.

Jason Hartman:What is Executive Etiquette Power? Tell us about the book a little bit.

Kim Maxwell: Well, basically, if you read the book, it gives you all the details or just pretty much everything you need to know about etiquette and manners.

Jason Hartman:Kim, in your Outclass the Competition workshops, kind of go through the outline, if you would, and just tell us about the items that are covered and how people can be successful on each of those bullet points.

Kim Maxwell: Absolutely. That’s the name of my workshops. They’re called Outclass the Competition. And I basically have divided it up into three different training sessions. The first one is Professional Skills for Professional Success. We just talk about appropriate dress for various settings. Everybody has gotten a little too casual nowadays.

Jason Hartman: Any tips on casual?

Kim Maxwell: You have to establish that within your own corporation and that’s where I guess the leader, the CEO, or the president of the corporation needs to set the standards.

Jason Hartman: Right, but with so many people looking for work nowadays, what about a candidate because oddly enough, there are some jobs where really I cannot believe – I mean you would be just blown away – when I do interviews, how some people come in, how they’re dressed. It’s unbelievable to me. But I will tell you that if someone is going for a job interview at a sort of creative company, like an ad agency or a tech company, those industries aren’t known for dressing up. And I almost think it would be kind of inappropriate for a candidate to come wearing a suit. It would just be weird.

Kim Maxwell: Well, I disagree with that.

Jason Hartman: You do. All right.

Kim Maxwell: I do. I think if you’re interviewing for a job, you wear a suit and you polish your shoes. You look the best that you can. And once you get the job, if the environment in this particular business is more casual, absolutely.

Jason Hartman:
Dictates that.

Kim Maxwell:But you want to present yourself. Remember you only have one chance to make that.

Jason Hartman:To make a good first impression, yeah.

Kim Maxwell:To make a good first impression. So I definitely wear a suit. Women, a business suit, pant suit is fine, but don’t overdo jewelry. The hair should be very simple. I recommend no perfume or cologne.

Jason Hartman: That’s a good point. I went recently to lunch with a person, who was sort of applying for not a job-job, but to be one of our contractors, and we went to lunch and this guy, he was all dressed up and he looked great, but he had this cologne. Cologne – I can’t stand it. It’s too strong. People wear too much of it and you can’t tell. That’s the problem. Sometimes I use it and I put it on myself and I don’t know how strong it is, but I kind of have – one of my girlfriends saw me doing this one morning – I spray it and then I walk through it.

Kim Maxwell: And walk through it – that’s a great way to do it.

Jason Hartman: Spray it into the air. She thought that was really funny how I did that.

Kim Maxwell: Yeah, just go very lightly on that, especially on dates as well. But some people, maybe they have asthma or an allergy to it, so I think you just have to consider that.

Jason Hartman: I remember years ago, I used to sing in the church choir, and one of the rules was that nobody could wear cologne or perfume because you’re up there and you’re right next to each other and that can really mess you up when you’re singing.

Kim Maxwell: Absolutely. Some of the other things that I cover are we talked about this business card protocol, introducing yourself and others, and how to respond to introductions, too. That’s very important.

Jason Hartman: How do you respond?

Kim Maxwell: If somebody introduces you, then you would say, “Oh, it’s very nice to meet you.” Extend your hand. You want to do that handshake, and then maybe just a little conversation.

Jason Hartman: I think one of the important things there is just the concept of engagement. When you’re introduced to someone, engage. Have your shoulders directed toward them so you’re engaged, so it’s not just like, “Hey, nice to meet you,” and you shake their hand and you’re looking the other way and you’re off.

Kim Maxwell: Or you’re looking at your watch. Oh, my gosh.

Jason Hartman: Texting on your cell phone.

Kim Maxwell: Texting. I mean people do this. We’re shaking our heads and laughing, but people actually do this. Again, the handshake, you want to make sure you have a nice firm handshake. You don’t want that little wimpy, only grab their little fingertip shake.

Jason Hartman: I call it the wet fish.

Kim Maxwell: Yes, absolutely. A lot of women do that and a lot of men do that to women because they don’t realize they should be giving them a full-on handshake. Not too hard, not too soft; medium. And it’s something that you must practice. It just takes a little extra practice. I go into netiquette, etiquette and protocol for electronic communication.

Jason Hartman: Oh, this is good. Tell us about that.

Kim Maxwell: Okay, so we talked a little bit about the cell phone. Let’s talk about your computer. There are certain etiquettes that you need to follow using your computer. You never do all caps.

Jason Hartman: Oh, I know. When people send me emails and it’s all caps, it looks like they’re shouting at me.

Kim Maxwell: That’s what it is.

Jason Hartman: It’s like showing that you’re too lazy to press the shift key. Or all lower case.

Kim Maxwell: Or reply all. Yes. I mean this is making an impression. You have to work on that. And then also, what was the other thing we were talking about? When you leave a message, don’t go into –

Jason Hartman: For voicemail.

Kim Maxwell: For voicemail; thank you. Just leave your name, your phone number, the time that you called, and maybe a very brief message. You don’t need to go on and on and on. As far as the message that you’re leaving when callers call in, it should be very short, polite, and to the point.

Jason Hartman: And concise, yes. Sometimes, you want a detailed message as the recipient of that voicemail, but you want the message to still be concise, even if it’s detailed. Get to the point here instead of rambling around.

Kim Maxwell: And think about it ahead of time. Maybe you want to type it out so that you know you’re going to hit everything. Also, one of my classes, my sessions, is Dine like a Diplomat. There are different styles of eating, American and Continental. Okay, Jason, you go to a lot of banquets, I’m sure. How many times have you sat down at the banquet table, it is crowded, packed; it has glasses, dishes, plates, everything, and you’re going, “Oh, my gosh, which water glass is mine?”

Jason Hartman: Or the bread plate. It’s always they don’t know it’s on the left.

Kim Maxwell: Well, I have a simple trick that everybody can use and it’s called “BMW.” So if, when you sit down, your plate is in front of you, so “B”, your bread or bread plate; “M”, your meal is in the middle; and then “W”, top right, water or wine. So “BMW”.

Jason Hartman: Just like the car; it’s my favorite car.

Kim Maxwell: I use it all the time.

Jason Hartman: So bread plate on your left, meal in the middle, and water on your right.

Kim Maxwell: Water on your right hand. And then also, another one of my pet peeves is napkin etiquette. A lot of people don’t realize –

Jason Hartman: You put it down right away.

Kim Maxwell: Yes, when you first sit down, unless you’re in a hosted situation. So let’s say that you invited a group of people to sit at a banquet table. You would be the host, so if people knew proper etiquette, they would know that they needed to wait for you to take your napkin and place it on your lap, and then everybody else follows suit. If you’re at a banquet or an event or a dining experience, and there is no host, you immediately put it down in your lap. And the napkin stays there throughout the whole meal.

Jason Hartman: No elbows on the table; are you going to talk about that one?

Kim Maxwell: Yeah, no elbows on the table. Let me finish with the napkin here. I have seen people, men and women, do this. When they’re finished eating, they’ll take their napkin, wad it up, and throw it in the middle of their plate, and push their plate. I see this way too often. Your napkin stays in your lap throughout the whole meal and then when you’re finished, when you’re going to be leaving the table and you’re finished with your meal, just lightly pick up your napkin. You don’t refold it. You just kind of bunch it together, what have you, and it goes to the left of your plate. Just leave it there. And you never want to push your plates aside or stack your plates or anything. You want to wait and let the waiter or waitress do that.

Jason Hartman: You know what’s really annoying to me about the eating thing? I mean there are several things when it comes to eating, but people that come and talk to you and stand over you as you’re eating. I think that’s just totally rude. I can’t stand it. They should excuse themselves and say I’ll see you after your meal. And then people that just sort of invade your space. I understand that is a cultural thing, too. There are definitely differences in what’s known as personal space when it comes to different cultures.

Kim Maxwell: Eastern cultures are a little closer.

Jason Hartman: Right, but people should be cognizant of not leaning over onto someone. It’s amazing to me. Or standing up, nothing to do with a meal. I ran into someone at a store last weekend that I hadn’t seen in a while, and I swear it was the funniest thing. Everywhere I stood, he just came over and talked to me and it was like, “You’re right on top of me here. Get out of my way.” And I moved and he would just move with me. I mean it’s just amazing that people don’t respect personal space.

Kim Maxwell: Absolutely. That’s a very important thing.

Jason Hartman: Back to the dining.

Kim Maxwell:I cover everything; dining accidents. Everybody has accidents. Let it alone and get your waiter’s attention and ask them to help with it. Also, hosting a business meeting, there are certain dos and don’ts; wine and the business meal: does your company approve of drinking while doing business?

Jason Hartman: Drinking while you’re doing business, right.

Kim Maxwell: And again, that’s one of those company cultures.

Jason Hartman: I kind of miss that whole three martini lunch thing.

Kim Maxwell: Oh, the good old days. Oh, my gosh.

Jason Hartman: Yeah, that was before my time.

Kim Maxwell: But you know how to be a great host or hostess, and also, the guest, if you’re a guest, you have certain responsibilities. You want to basically be invited back again. You don’t want to offend anybody. I could go on and on and on with the dining. There are several things that I cover in that that are listed on my website. And then also, the third area that I do work on, it’s Succeeding in the International Arena. That comes down to just respecting foreign customs and cultures, appropriate gestures. We talked a little bit about that earlier. You could break a deal just by doing something that is typically appropriate in America, but is not appropriate in a different country. We talk business card protocol. Introductions vary from country to country. That eye contact and that personal space.

Jason Hartman: That varies from country to country.

Kim Maxwell: Yep, it sure does.

Jason Hartman: Sometimes eye contact is offensive; sometimes it’s good.

Kim Maxwell: Gift giving, tipping; I pretty much go into everything in the international arena. And one of the things that I’m just starting on is I really want to become an expert on Asian culture and customs, as well as India. So I’m just starting to really get into that.

Jason Hartman: The two largest populations on Earth.

Kim Maxwell: And India is really an emerging powerhouse. We were talking about foreign cultures. There are different cultures here in America. I mean look at the difference between East Coast and West Coast.

Jason Hartman: Very different.

Kim Maxwell: I suppose we are more casual, even in California. We’re in Orange County, but Southern California, and let’s say San Francisco – differences there.

Jason Hartman:Talk about some of those differences, if you would.

Kim Maxwell: Again, Southern California, we’re a lot more casual. San Francisco area, they are more – I would say a little more dressy. I don’t want to say more professional, but they do get dressed up.

Jason Hartman: And a lot of that sort of just goes with the weather, the climate of the place.

Kim Maxwell: The same thing with the East.

Jason Hartman: But the odd thing is that in San Francisco, you have that sort of whole tree huggerish element, too, up in Northern California, and that’s very casual at the same time.

Kim Maxwell: Well, that’s northern Northern California. But here in Southern California, we’re very casual, too. Again, being casual doesn’t mean that you don’t have to use proper etiquette and manners.

Jason Hartman: Right. I guess maybe the takeaway from that is you can dress casually, but don’t be casual about respecting others. And your etiquette – etiquette should never be casual. Hey, I’d like to ask you; first of all, the website is But on the back of this brochure, you have this wonderful little test.

Kim Maxwell: Yes, the Etiquette IQ Test.

Jason Hartman: The Etiquette IQ Test and I thought this would be valuable to the listeners, so can I quiz you on some of these things?

Kim Maxwell: Yes.

Jason Hartman: So let me just kind of go over – maybe I’ll just pick a couple of these things. You talked about dining accidents. You bite into a piece of meat that is tough and very difficult to chew. What do you do? Pretend you wipe your mouth and put it in your napkin. Now, there was a Seinfeld episode about this. I remember it. Use two fingers or your fork and remove it and place it on the edge of the plate. Or swallow it and hope you don’t choke. Or none of the above. What do you do?

Kim Maxwell: B, actually. It is appropriate. If you have a piece of gristle or something in your mouth, it is appropriate. I would turn my head and kind of use my napkin, but you remove it from your mouth and just put it on the side of your plate.

Jason Hartman: Okay, so we talked about the BMW method, which is great. I’ve never heard that before, but that’s easy to remember. While dining, you notice that the person on your left is eating your roll from your bread plate. This has happened to me a zillion times, and oddly enough – here’s the odd thing about it – you’ll be at a table with a bunch of nicely dressed, educated people, yet they don’t know that the bread plate is on the left. And so it messes up everybody else at the table because it’s a big round table. So what do you do? Tell them, “Hey, look you idiot. Didn’t you go to etiquette school?” What do you do?

Kim Maxwell: Well, basically, don’t say anything and just ask your server for another roll and put it on the side of your plate.

Jason Hartman: Okay, so when dining, you’re finished eating, and place settings – here’s one that’s just funny.

Kim Maxwell: And this has happened.

Jason Hartman: I have seen it happen myself. When dining and you’re finished eating, the waiter is clearing your place setting, you scrape your neighbor’s plate into the plate and pile it up in the dirty dishes pile; help him clear the table and hand him the dirty glasses, too; do nothing and let the waiter do his job. I think that’s the right answer. Or ask the waiter if he wants a piece of steak that’s left on your plate. After all, you only ate half. What do you do? I think it has to be C, let him do his job.

Kim Maxwell: Just let him do his job. But amazingly enough, I’ve seen all of this happen.

Jason Hartman: I have, too. Oh, the nose blow thing. That’s a good one. While dining with very important clients, you need to blow your nose. What do you do?

Kim Maxwell: You would leave the table if at all possible, or go to the restroom and blow your nose there. With all of us, a sneeze comes on. It happens to all of us. If you can grab a hanky or a Kleenex and catch yourself, and of course, turn your head, it’s really inappropriate to blow your nose into your napkin. That’s a no-no. But if you’re going to sneeze, it’s okay to grab your napkin and just kind of cover your nose a little bit there and turn your head.

Jason Hartman: International, while traveling – so while traveling, you’re in a foreign country, your host serves something that you don’t like – it’s really weird to you.

Kim Maxwell:It’s staring at you.

Jason Hartman: But it’s a delicacy there, so maybe you get the chocolate covered grasshoppers or the escargot or whatever. What do you do?

Kim Maxwell: Well, it would be very offensive if you said, “Oh, no, thank you,” or “No, I don’t want that.” The easiest way to do is just try to eat it as much as you can. You don’t want to insult anyone.

Jason Hartman: We talked about business introductions. Cell phone – when dining with a potential client and your cell phone rings, what do you do?

Kim Maxwell: Don’t answer it. And you should have turned it off before you sat down and started dining with your client. We already talked about that. If you’re dining with a client, you’re going into a meeting, anywhere, you want to turn your cell phone off ahead of time, and you would never answer it.

Jason Hartman: I have been with people who just they’re like a slave to that cell phone. It is so rude. I have literally been at meals and I wonder why am I with you having a meal? You’re talking to everybody else, except me. It’s just amazing.

Kim Maxwell: It’s extremely disrespectful.

Jason Hartman: And here’s another part, another side of phone etiquette, I think, that we haven’t talked about. It’s when you’re talking with someone on the phone and they’re having conversations with other people when you’re on the call with them. It’s just amazing to me. They’ll have a whole side conversation while you’re on the phone with them.

Kim Maxwell: That goes back to the whole thing. You have to give your 100 percent attention to that person, if you’re dining with that person, if you’re in a meeting with that person. You just said it. How would you feel if somebody ignored you and answered a phone or had another conversation? It goes down to common sense as well.

Jason Hartman: It’s total common sense, but it’s amazing how many people ignore it.

Kim Maxwell: Have no common sense.

Jason Hartman: Okay, we talked about netiquette and so you receive an important email from the head of your company and it’s earmarked for somebody else, like your manager, your supervisor. What do you do?

Kim Maxwell: Forward it with a note explaining why you’re sending it.

Jason Hartman: So you just got it by accident and you’re forwarding it.

Kim Maxwell: Yes, you got it by accident. Go ahead and do that or you have to say I got this by accident.

Jason Hartman: How about customers, dealing with angry customers? Everybody’s going to deal with an angry customer at some point. What should you do in dealing with an angry customer?

Kim Maxwell: If you get a phone call and somebody is angry and upset, just stay calm, listen to the caller’s complaint, and then try to help them or get them help. When you have a complaint – and I know this – you just want to have your say. You want somebody to listen to you and be respectful and see if they can help solve that problem.

Jason Hartman: Okay, last one. When expressing thanks to someone who’s giving you a gift, what is the right way to do it?

Kim Maxwell: Send a handwritten note, unless –

Jason Hartman: That’s not done too often these days.

Kim Maxwell: No, it isn’t. I still do it. But absolutely, send a handwritten note. And what I tell my clients, even let’s say you’ve had a lunch meeting and you know you’re going to be dining with a CEO of your corporation or one of your clients, what I recommend is go ahead and address the thank you envelope. Keep some thank you cards in your car as well. But when you get back in the car, go ahead and write that little note right then and there: “Outstanding lunch. So glad you chose this great restaurant. It was great dining with you or sitting with you. Thank you for the lunch” or whatever it is. And then mail it right then. How impressive if you have lunch with somebody this day and they get that note the next day.

Jason Hartman: I agree.

Kim Maxwell: People, it’s a lost art.

Jason Hartman: It is a lost art, but it does make an impression. There’s no question about it. Okay, Kim, we have to wrap up. What would you like to say in conclusion?

Kim Maxwell:I would just like to let everybody know that my services are available and you can go to my website at Check out what’s going on. I do have a list of all of my workshops and the topics that we cover. I’d also like to promote my book there. I coauthored my book with America’s leading etiquette experts and it’s called Executive Etiquette Power, and just to say thank you so much, Jason. This was a wonderful opportunity.

Jason Hartman: Hey, I have one more question for you. You are one of our clients.

Kim Maxwell: Yes, I am.

Jason Hartman: So when did you start investing with us? Have you been to one of our seminars?

Kim Maxwell: Yes, I have. That’s when I got started, in 2006. So I have gotten three of my income properties through you.

Jason Hartman: How’s it all going?

Kim Maxwell: You know what? It’s going very well and actually, I was able to get a loan modification on two of my properties so far and working on the other ones.

Jason Hartman: Aren’t those loan modifications great? It’s like free money.

Kim Maxwell: Oh, my gosh, it’s amazing. But at the beginning of this year, it was virtually impossible to get a loan mod on an investment property. But now, they’re so willing – the mortgage holders are so willing to work with you.

Jason Hartman: Which lenders modified your loans?

Kim Maxwell: Aurora Loan Services. My property in Utah and North Carolina. And the property in Utah, they got that one down about half.

Jason Hartman: So Aurora did the Utah loan?

Kim Maxwell: Yes.

Jason Hartman: So they lowered the interest rate by half?

Kim Maxwell: Right now, before they’ll actually do the loan mod, you have to go through a – oh, what’s it called?

Jason Hartman: I don’t know. Do you mean the qualification process?

Kim Maxwell: Well, you have to go through that. There’s something – what’s it called? A special –

Jason Hartman: Oh, counseling? Credit counseling?

Kim Maxwell: No, I’m sorry. I’m blank right now.

Jason Hartman: It’s amazing, though, that people can get these loan mods even if they’re still making good money in this economy, even if their credit is perfect, and they haven’t defaulted on payments. I modified 11 of my loans and I had never been late. These lenders are under a lot of pressure to modify loans and they’re doing it. It is hit and miss, I will say that.

Kim Maxwell: You have to keep at it because one day, I would call and they wouldn’t do it, and the next day, I’d call and they would. So it took me about –

Jason Hartman: You catch them; it’s just sort of their mood at the time.

Kim Maxwell: Absolutely. You get a different person each time.

Jason Hartman: And I bet you were very polite.

Kim Maxwell: I usually was, but it did take me about nine months, calling back and getting all the information in. It’s a huge process, but oh boy, it’s well worth it.

Jason Hartman: That really makes those properties nice, doesn’t it, when you get those loan mods?

Kim Maxwell: Yes, wonderful.

Jason Hartman: By the way, listeners, I know we’re kind of far out on a tangent here, but if you’re interested in loan modification, we have published a nice little Do-It-Yourself Loan Modification book.

Kim Maxwell: I’ve read it – wonderful book.

Jason Hartman: Oh, you read it! Okay, you got it through Karam. Good. It comes in audio form and printed form and it’s available at HYPERLINK “” You can buy it on there and it instantly sends you the download links for the audio file and the book. So that’s great. Well, good, Kim. Thank you so much again and I just wanted to kind of ask about your client experience, too, so I appreciate you sharing that.

Kim Maxwell: Oh, it’s been wonderful.

Jason Hartman: It’s, everybody. This is the easiest way to get ahead in life. It’s just a very easy thing to do and it costs nothing. So the basic etiquette stuff will really propel you forward in life. I highly recommend it. Thank you, Kim.

Kim Maxwell: Thank you, Jason.

Announcer: Copyright, the Hartman Media Company. For publication rights and interviews please email This show offers very general information concerning real estate for investment purposes. Opinions of guests are their own. Jason Hartman is acting as President of Platinum Properties Investor Network exclusively. Nothing contained herein should be considered personalized, personal, financial, investment, legal or tax advice. Every investor’s strategies and goals are unique. You should consult with a licensed real estate broker or agent or other licensed investment, tax and/or legal advisor before relying on any information contained herein. Information is not guaranteed. Please call 714-820-4200 and visit for additional disclaimers, disclosures and questions.

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Duration: 37 minutes