Look at the BIG PICTURE

 

Our generation's U.S. Steel

Slow down, already.

Yesterday, Arizona Diamondbacks left fielder Gerardo Parra went 4-for-4 against the Houston Astros, making Parra the best hitter in the world by far. He batted 1.000, or 634 points higher than Ty Cobb’s record career average. Move over, Georgia Peach, there’s a new all-time greatest: baseball’s first perfect hitter. Parra’s historic achievement will doubtless lead every sportscast across the nation and put him on the cover of Sports Illustrated and possibly Time and Newsweek.

Don’t be ridiculous. One day means nothing. Any idiot knows you can’t look at batting averages over a 4-at-bat period and determine anything meaningful.

Are you sure? Because judging from the nationwide panic over Monday’s stock market drop, the extreme short term means everything.

Our nation’s debt got downgraded Friday, for the first time in history (which is to say, 90 years.) Which presumably means the United States will have to pay higher interest rates to borrow money in the future. Those interest rates will trickle down to the institutional and consumer levels, meaning we’re all going to be paying a few basis points more. The price of money goes up, less of us can afford to borrow, and the economy will stagnate all the more.

That much is likely true. But it’s not going to happen overnight, despite what Monday’s enormous market drop would indicate. Because once again, the market followed a gigantic fall with a massive rise. It almost always happens this way.

It’s tough for the rookie investor to believe this, and it’s tough for the seasoned investor to remember it, but…

Stock prices are nothing more than opinions. They’re values attached, via crowdsourcing, to intangible pieces of dynamic, vibrant corporations.

And collective human wisdom can sometimes be extremely short-sighted.

That’s “dynamic” and “vibrant” in the literal sense of those words, rather than their modern connotations. Those corporations aren’t necessarily growing richer and more powerful every day, but rather their worths continuously fluctuate.

Think about it. On Monday the Dow dropped 634 points, one of the 10 highest absolute falls in history (relative to its level, it didn’t make the top 30.) Take a random Dow component, i.e. one of the 30 stocks whose prices comprise the Dow Jones Industrial Average. (Read this if that makes no sense.) Caterpillar closed Friday at $91.09, shortly before the debt downgrade came down. CAT closed Monday at $82.60.

Step back for a minute. Does it make any kind of sense that one of America’s most venerable companies (its venerability ratified by its very place on the Dow), the world’s largest manufacturer of construction and mining equipment, became 10% less desirable to own in a single 8-hour period?

This is a company that grossed $14 billion in profit over the last year. CEO Doug Oberhelmen didn’t suddenly quit and name Russell Brand as his successor. The FDA didn’t find dangerous levels of peanut residue on Caterpillar’s lift trucks. For Caterpillar’s business operations, Monday was just another uneventful day.

But for Wall Street traders and their clients, news that has only an indirect impact on Caterpillar’s business has a direct impact on its stock price. The propensity of traders is to overreact. We just proved that 3 paragraphs ago: there’s no logical reason for a company to suffer a 10% drop in one day unless something cataclysmic happened to its business. Which of course, it didn’t.

On Tuesday, the day after a market sell-off that some ignorant commentators took as the precursor to brokers jumping out of windows (which never happened, not even on Black Monday in 1929), you’ll never guess what happened. The market rose historically, by 429 points. Caterpillar shares gained most of what they’d lost. Again, if you look at it with absolutely no perspective, did Caterpillar do anything to justify a 6% rise in its price, over one day? Of course not. But if you extrapolate that rise over another 10 weeks, CAT will be trading at $1455. This train’s leaving the station! Are you going to be on board?

Every time the market takes a wild daily swing, whether high (stocks just got more difficult for you to buy!) or low (your retirement account lost value!), step back. Don’t ignore the forest for the trees. Even a wild weekly swing is nothing to panic or get excited over. And maybe you should wait a couple of months before declaring a career .279 hitter with below-average power and no particular propensity for getting on base ready for the Hall of Fame.

Parra ran into a couple of pitchers having a bad night. Or perhaps he just swung, hoped for the best, and made contact via dumb luck. Or took advantage of a hungover third baseman playing out of position and begging that the ball not be hit to him. Either way, Parra is not going to be challenging Jose Reyes for a batting title on the strength of one irregular night. Nor is Caterpillar, or any other major corporation, on the brink of bankruptcy. Regardless of what your fellow investors tell you.

**This article is featured in the Totally Money Carnival #33**

It’s not what you earn. It’s what you negotiate II


Sully got fleeced and was never heard from again

Last week, we outlined the first 4 of the 5 steps in negotiating with ticket scalpers. This week, the money shot.

THE CLOSE

5. Wait for ONE scalper to approach you. (Never deal with scalpers in pairs, for the same reason you don’t want to deal with two grizzly bears.) He’ll initiate conversation.

And again, these prices are germane to this example only – tomorrow night’s Bon Jovi show in Des Moines. Adjust accordingly for whichever NBA playoff game or Wiggles show you want to attend.

Him: “You buying? Who’s buying?”
You: “Show me what you got.”

He’ll show you the tickets, with cost price displayed. Let’s assume they’re the coveted floor seats you want.

Him: “You can have the pair for $300.”
You: “You can have $250.”

(NOTE: So how can scalpers make money if they’re selling to you for less than cost?

Volume. Most of their sales earn them money by profiting off unsuspecting people who are convinced that tickets for this show aren’t available. After all, there are multitudes walking into the arena at this point. Surely the tickets are all gone, right?

We’ve witnessed hopelessly clueless ticket buyers paying a premium to a scalper when equally good seats were sitting 20 feet away at the venue’s own ticket window. The perception of scarcity trumps the reality of seats still being available.

Besides, how the scalpers make money isn’t your concern. Like we preach about car salesmen, they’ll make their money. Just let it be off the suckers, and not off you. Besides, by coming in late and offering the scalper a $10 loss, you’re saving him from a $260 loss.)

(SECOND NOTE: Don’t say “Would you take $250?” Nor “How does $250 sound?” You’re using statements here, not questions.)

Remember, you have an enormous advantage here. Once the show begins, your money will retain all of its value. The scalper’s tickets will lose 100% of theirs. At this moment the seats are filling and the last groupie backstage is putting her panties back on. Now, one of two things will happen.

1.    You’ve got a deal.
2.    You don’t.

In scenario 1, the scalper will cut the deal as soon as possible. Before you know it, he’ll have given you the tickets and walked off with your cash. He’ll do this for several reasons. One, time is money and he might have several other tickets to sell to someone else. And if he doesn’t, then that means his workday is now over and there’s no point lingering at the “office”.

In scenario 2, he’ll let you know that your offer is either a) insultingly low, which it could theoretically be if you didn’t do your homework on eBay and Craig’s List, or b) something he might take, but not before trying to squeeze you out of a few bucks more.

If it’s a), then you’ve got information that you didn’t have before. You’ll walk from this person and find another scalper, preferably out of sight of the first, and adjust your offer accordingly. If it’s b), he’ll provide a corroborating argument.

“Come on, this is costing me money. I can give them to you for $x.”

Is $x below your predetermined maximum? Stand firm anyway.

“$250 is the highest I can go.”

Be nonchalant and without saying as much, make it clear that you’d just as soon spend the night at the sports bar across the street than listen to Richie Sambora’s talkbox.

WALK AWAY. Which remains one of the smartest things you can do when a deal isn’t to your liking.

Give the scalper a few seconds to chase after you and accept your offer. (If it’s really that great of a deal, there’s a good chance another buyer will swoop in. So again, give the scalper a few seconds. Nothing more. If it really is a price you can live with, immediately return and bump your offer up. Splitting the difference can usually work here. But don’t get caught in the tango of incrementally converging on a price. Get it done in no more than 3 steps. His offer, your counteroffer, and whatever you agree on if it’s neither of the first two.

One more thing. Strategic cash locations:

Carry none of your ticket-buying money in your wallet.

Hundreds go in the front right pocket, front left if you’re lefthanded. Carry no more hundreds than it would take to cover your predetermined limit. Your self-imposed $330 “limit” can rapidly become $400 if the scalper sees too much green and “can’t make change.” They can always make change. Their lives are conducted in nothing but cash.

Twenties in the other front pocket.

Fives in the back. At least three of them. No tens.

That way, you’ve got enough to cover every possible five-dollar increment, and you don’t have to worry about showing more than you’re willing to pay.

You’re welcome. Now get out there, take advantage of a lowlife, and enjoy the show.

**This post is featured in the Carnival of of Wealth #38**

and

**The Totally Money Carnival #19: Oreo Edition**

It’s not what you earn. It’s what you negotiate I

Meet this week's winner of the non sequitur street sign award

Time and again, it’s the one complaint we hear most often from people who spend more money and earn less than they’d like – “I suck at negotiating.” “I couldn’t sell space heaters to Eskimos.” “Not only did I pay the seller’s asking price, I gave him a 15% tip and offered to spend the next couple of weekends painting his house. And pay for the paint.”

There are plenty of books about negotiation – Ron Shapiro and Mark Jankowski’s The Power of Nice is worthwhile if you can find a partner to do the exercises with – but none will teach you anywhere near as much as actual bargaining and deal-cutting will. As anyone who’s read a book on automotive maintenance knows, theory is no substitute for practice.

Here’s a quick and cheap way to build valuable negotiating experience, with very little downside. Best of all, it’ll make you feel like an aspiring criminal.

Ticket scalping.

Particularly, live scalping. None of that StubHub child’s play. We’re talking about the kind of negotiation where you actually have to face the other party in the transaction, should a transaction occur.

That last clause is critical. There doesn’t have to be a deal. Millions of people carry the mistaken belief that sealing a deal is necessarily an accomplishment. It isn’t. Most negotiations are worth walking away from, at least temporarily. Time can often be your friend, especially if the other party’s facing a deadline.

The standard example for ticket scalping is sports, but concerts also work if the artist is big enough. If you live in a city with an NHL or NBA team, one scalping session – either as a buyer or a seller – will teach you enough to go into your next car or house negotiation in a far better position.

Strategies differ if you’re a buyer or a seller. We’ll address each individually.

BUYER:

Say you’re in Des Moines a week from tomorrow and want to see Bon Jovi at the Wells Fargo Center.

1. Find out how much tickets officially cost. In this case, they range from $20 to $130. That venue diagram is critical.

2. Spend a minute on eBay and 30 seconds on Craig’s List to determine going rates, which rarely match list price.

3. Determine how badly you want to see this show. Assign a dollar figure to it if you can. “I’d love to be on the floor, but not for a penny more than $150.” If you’ll spend the rest of your life in regret if you miss the show, then presumably you should have bought tickets beforehand. This isn’t Led Zeppelin at the O2 Arena or the Super Bowl. There’ll be other Bon Jovi shows. Jon will still be dreamy.

If the event is something you can live without seeing, it’s time to have some fun.

4. Go to the venue no more than 20 minutes before showtime. That is, get yourself there in enough time to have parked and walked to the ticket window (which, of course, is where scalpers congregate.)

You don’t want to get there any earlier. If you linger without visible purpose for an hour, you’ll betray yourself as someone who’s looking for tickets and will be propositioned by any number of professional scalpers. Any scalper who propositions you will force you to make a decision then and there. If you want to defer your decision until shortly before game time, your bargaining power with that scalper will rapidly decrease. He (they’re always male) then might even refuse to sell to you out of spite, which is an option for him if there’s at least one other buyer visible.

If you haven’t memorized the seating chart, bringing it with you wouldn’t hurt, although you don’t want to tip your hand as a naïf by making the chart visible to the regular scalpers. (Who’ll be easy to spot, and even easier to hear.)

Next week, we show you how to go in for the kill.