Attention Home Builders and Remodelers…Still think social media is a fad? Psst…You may want to take 4 minutes and watch this video.
August 21, 2009 by Coach Rick · Leave a Comment
What this video DOESN’T explain about social media is the relevance to a woman’s research process for new homes and remodelers. The information is, however, fabulous!
Don’t forget to pick up your free e-guide here>>
Happy Selling!
~Rick
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How to sell new homes and remodeling projects to your primary target market- women
August 21, 2009 by Coach Rick · 1 Comment
Multi-Step Marketing and Position Selling are some new buzz words I’ll be talking about August 25th, 2009 at the MN Builder/Remodeler Sales and Marketing Summit.
It’s happening at 2:00 and you can still walk in to register.
If you can’t make it, here’s 2 stages of marketing & selling you can’t ignore!
~Rick
Consider this…
- “Women initiate 80% of all home-improvement purchase decisions, especially when it comes to big-ticket orders like kitchen cabinets, flooring and bathrooms.” (Forbes, 2003).
- “Women directly purchase or have controlling influence in the purchase of 91% of all new homes.” (Smith-Dahmer Associates, NAHB IBS).
- “90% of all construction companies are owned by men.” (Bureau of Labor Statistics).
If you’re a home builder or remodeler, or sell for one, you WANT to pay attention to these 5 buying stages…
Discover a new home and remodeling sales system taylored to women>>
According to Marti Barletta, author of Marketing to Women and PrimeTime Women, when men and women buy as partners, women control at least four out of five stages of the purchasing process (well really all 5 but us men need to get our egos stroked a bit 
.
Stage I- The Kick-off
Who gets the idea, 8 or 9 times out of 10, to change their housing situation?
When a woman isn’t satisfied with her current living situation it stems from problems.
Do you understand her problems better than anyone else?
The consistent mistake I see builders and remodelers making is jumping to solutions before identifying problems. As a man, I know my problems are DRAMATICALLY different than those of my wife.
Stage II- Research
Now that she’s decided to make a housing change, who do you think does the research?
According to the National Association of Realtors, she’s turning online 87% of the time to begin her home search.
And when she is looking at your website she’s looking to ELIMINATE you, not include you. She’s also checking out blogs, social networking and “CROPing”….
“Before women go shopping, they go CROPing, looking for CRedible OPinions,” maintains Kelley Skoloda Partner and Director of Global Brand Marketing Practice of Ketchum public relations.
Do you the best way to leverage the opinions of your current & past female customers?
Do you know what kind of website appeals to a woman?
Are you interactive in social media? Do you know which types of social media will give you the biggest return?
Do you understand what type of knowledge your female prospects are looking for online?
The bottom line is the housing industry has an incredible disconnect with our primary target market….women.
Our male egos lead us to believe we understand women and how to market and sell to them just because we have in the past.
The FACT is the majority of our previous sales were propelled by an unsustainable seller’s market- the same market that is not returning anytime soon.
Like anything, a process can be learned. And for those that do learn a sales system that appeals to women, the results are dramatic!
Use this link to get the ONLY new home and remodeling sales system designed to appeal to a woman>>
Next week I’ll talk about the Purchase and Ownership Stages. Until then…
Happy Selling!
P.S. The early bird deadline for my Sales Symposium Transforming Cold Prospects into Hot Leads is today August 25th.
I only put this on once a year and after September 1st you won’t get this “hold your hand” training that has led to millions of dollars in new home and remodeling sales.
Click here to get the full details>>
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The fastest way to kick start you new home and remodeling sales
August 21, 2009 by Coach Rick · Leave a Comment
Jack from New York emailed me the other day and wrote…
“I would like to talk to you about how we can revive our companies sales. Due to the downturn, we were forced to cut staff and go into survival mode over the past several months.
This was necessary, but the downside is, that we are now so tied up in the day to day that we have lost our ability to focus on marketing and selling homes. We need to find a way to shift gears back into sales and marketing and make some sales…..and soon!!!”
Needless to say the first 3/4 of 2009 has been pretty hard on most builders and remodelers.
As I talk to builders and remodelers across the country a consistent phrase keeps popping up. It goes something like this…
Click here to discover the fastest way to kick the door open to new sales>>
How has it been for you?
Are you ready to take control of your sales and marketing, once and for all?
Do you have a detailed set of specification forms? How about purchase orders?
Do you have a process to estimate jobs? If I asked you how you handle change orders could you explain it to me in detail?
I’m confident you could answer every one of these questions with a resounding “YES!”
Now let me ask you about your sales process…
What’s the fastest way to build rapport and trust with a prospect?
How do you take control of the sales process without turning off your prospects?
How do you turn a prospect’s objections into your opportunity?
How do you modify your sales presentation in light of the recession?
Do you know the 3 things it takes to set an appointment with a prospect within 9 minutes of meeting them?
How many of these answers do you know?
The process for Building or remodeling a home is no different than selling one…
When you first started in the housing business you had a mentor that taught you PROVEN production systems. Over the years, after trail and error, you have probably improved those systems.
Who has taught you a proven sales system (especially one that works in this economy)?
Once a year I do just that. My next Sales Symposium, “The Ultimate System for Transforming Cold Prospects into Hot Leads,” is happening Tuesday September 1st in Roseville, MN.
This is a one day “hold your hand” sales strategy packed session that will show you the fastest way to get prospects to only want to buy from you.
I take all the strategies, techniques and ideas that my TOP clients are using to continually rack up sales and bring them right to you.
You’ll get a workbook, DVD recording of the program for your reference AND if you have a Minnesota real estate license it’s approved for 6 continuing education credits.
Click here for more information>>
If you’re not in Minnesota, you can order the workbook and DVD set here>> (the link will take you to a video overview).
P.S When you make a mistake in production you can normally pin point exactly how much it cost you. Have you ever taken the time to figure out how much lost sales are costing you? Believe me, the numbers are staggering.
Get my proven sales system now>>
Helping contractors maximize sales in any market. The New Home Sales Coach Transformational Sales System for home builders and remodelers transforms dull and boring organizations into extraordinary and remarkable ones.
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How to Sell 4.5 million in New Home Sales in 7 Months During a Recession
August 13, 2009 by Coach Rick · 1 Comment
Hi guys!
Here’s Rob Fritz of Custom One Homes talking about how he has sold…
- 2 models
- 5 to-be-builts
- Over 4.5 million in volume
- And he has another 4 plan deposits
…in 7 months- during a recession.
Rob has some great insight into his sales process and what he is doing different in 2009 than he did in years before.
To find out the specific strategies Rob uses click here>>
Here’s a little Q&A with Rob that we didn’t put on the video…
Question: Rob, what would you say to any home builder or remodeler (or their sales people) that feel like every prospect they talk to is only interested in price, or doesn’t want to do anything, wait for the market to get better, etc.
Rob: “If your company’s niche is to be the low price leader you have to expect people will focus on price. My builder’s position is not a low price leader. I focus on creating a perceived value that is DIFFERENT than the other guy- both as a salesperson and in the model home presentation (home design & the model shopping experience).
If I get asked about price right away in the relationship I shelve that and ask them, ‘first let’s talk about your goals and see if we have what you’re interested in.’ Then I go back into my needs analysis and find out what their hot buttons are. Only when they become emotionally involved do I talk about price.
If people are telling me they want to wait or not do anything I try to find out why they are at the model in the first place? I ask them what they will gain by waiting or what will be different a year from now. If people are out looking there is something that is not right with their current home lifestyle. I try to figure what that is and then help them see the advantages of moving up in today’s market.
I also like to share stories of other people in similar circumstances and how I’ve been able to help them. This usually encourages them when they realize they aren’t the ONLY people wanting to make a housing change.”
Question: You started your new home sales career “self-trained” or really without training. What impact has a proven new home sales process had on you over the last 3 years?
Rob: “It’s given me the confidence to be the guide and leader with my customers and take them down the right path. They (customers) take me off course a lot. With my training I can get them back on course and move the sale forward.
I’ve gotten a lot of discipline from my training. It’s not always fun to study and train but I do what I have to when I have to do it. For instance, closing is not at the end, it’s all along the way. My training allows me to do all the pre-close initiatives I need to in order to improve my odds of closing the sale at the end.”
Question: What would you tell anyone in new home or remodeling sales that has never had any formal training and is intimidated about changing their selling style?
Rob: “If you’re intimidated to invest in yourself, learn a new sales process and change your selling style you’ll really be intimidated when you have to change into a new industry. I can’t sell the way I used to either. Buyers are constantly gaining knowledge and the market is always changing. I have to change faster than they do and the only way to do that is to constantly grow and improve through training.”
If you want to hear more from Rob and get your hands on the same techniques and strategies he uses…
Click here for the information>>
Happy Selling!
Rick
P.S. If you’re thinking Rob’s working in a really good market or has a distinct price advantage over his competitors- think again. He deals with foreclosures, short sales and desperate builders slashing prices JUST LIKE YOU.
These techniques work! Check them out for yourself>>
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8 Ways to Use Photos to Use Photos to Boost Your Home Building and Remodeling Business Online
August 12, 2009 by Coach Rick · Leave a Comment
This comes courtesy of Kevin & Monica Ray, Realtors from MissoulaMontana. It’s a great summary of 
how you should be using photos and videos as part of your Multi-Step Marketing and Selling.
Realtors, Builders and Remodelers more or less use the same photo and video tools to market themselves which makes this a can’t miss article.
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Get My Newest Sales Manual The Ultimate System for Transforming Cold Prospects into Hot Leads…Designed Specifically for Home Builders and Remodelers
August 3, 2009 by Coach Rick · Leave a Comment
“So Just How Will Social Networking Help Me?”
I get this question a lot when I talk to prospective clients about Multi-Step Marketing and Selling. Social networking is playing a larger role in how you sell and market new homes and remodeling services today. In fact, it’s playing a larger role in how every SUCCESSFUL business has repositioned themselves.
To get you started (or maybe you already are), I’m giving away a DVD set and Workbook of my newest course, The Ultimate System for Transforming Cold Prospects into Hot Leads to the next 100 people that become a fan on my New Home Sales Coach Facebook page.
Why would you want to do this?
We’ll, besides the chance to win the manual and DVD set worth $135, I’m posting juicy little tidbits on Facebook that you won’t see in any of my email updates.
Not on Facebook yet?
No problem, just follow this link and set up a profile>>. It takes about 2 minutes and when you’re done, search for New Home Sales Coach and click on the “Become a fan button.”
It’s that easy. Remember, I’m limiting this to the next 100 fans so don’t wait around (I stole this idea from Myers Barnes and he added 100 in a couple of hours!).
Click here to become a fan (and don’t forget to leave me a message while you’re there).
Happy Selling!
P.S. If you win and would like to credit the $135 towards attending yours truly teaching Transforming Cold Prospects into Hot Leads at my next Sales Symposium on Septmeber 1st, 2009, just send me a note and I’ll take care of the details.
