7 New Home Closing Experts Share Their Best Closing Strategy
February 18, 2010 by Coach Rick · Leave a Comment
7 New Home Closing Experts Share Their Best Closing Strategy
Here’s a quick read with 7 ideas you can use to help your closing process today!
Happy Selling
~Rick
http://www.housingzone.com/probuilder/article/CA6718962.html
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Wondering How to be a “Hall of Fame” Home Builder, Remodeler or Realtor? Why Not Copy How a REAL Hall of Famer’ did it…
February 17, 2010 by Coach Rick · 1 Comment
Wondering How to be a “Hall of Fame” Home Builder, Remodeler or Realtor? Why Not Copy How a REAL Hall of Famer did it…
I caught a radio interview with John Randle the other day- a former NFL defensive tackle that was just voted into the Pro Football Hall of Fame.
With everything John had to go through, he never should of played in the NFL. Yet in 2010 he was voted, by his peers, as one of the best players to EVER play the game.
I couldn’t help but see the similarities in his story- with what we as home builders, Realtors and remodelers are up against on a daily basis.
There’s a few lessons we can all learn from John. Maybe you too can create a hall of fame business- against all odds.
~Rick
This was told to the 244 pound defensive tackle John Randle in 1990 at the Minnesota Vikings training camp by a coach.
John’s story starts in the little town of Hearne, Texas- population 150. He was a self-proclaimed poor country kid that had to hitch hike home from practice every day.
He attended the small division II school of Texas A&I where he ALMOST went completely unnoticed.
After he went undrafted, a Minnesota Viking scout remembered catching one of his college games and invited John to attend training camp as an undrafted free agent.
The first thought on John’s mind was trying to last the entire 2 week camp. But as camp progressed he was overwhelmed by the chance to show the pro’s what he could do.
That chance was all he needed and John earned a roster spot on the team. He played in all 16 games his rookie year and earned a starting spot the following season.
After an injury sidelined him for part of the 1991 – 1992 season, John went on to play in 183 consecutive games. Over his 14 year career he amassed 137.5 sacks- tied for the number 6 most sacks of any NFL player.
Always Behind the 8 ball
Every game John played he was undersized. Just like every day you look for business- unemployment, low consumer confidence and tight credit are bigger and stronger than you are.
John developed 4 strategies to cope with his “market” and become one of the best to ever play the game…
Strategy #1: Leverage Your Coaches. A big heart and great attitude will only get you so far. John credits his coach’s for teaching him techniques that allowed him to stand out. He came in early and stayed late at practices- always looking for an edge.
I’m sure you work hard. But are you working smart? Are you leveraging the people in your life- or bringing others into your life that can give you that extra edge?
Strategy #2: The Law of Focus. John wouldn’t talk to his teammates before a game. He wouldn’t shake hands with any opposing players and he was superstitious. He had the same pregame rituals that HE felt gave him an edge.
Are you focusing on the activities that will bring your next buyer in the door? Or are you spending time doing things that are no longer relevant in this market? Everyone has the same amount of time in the day. How are you spending yours?
Strategy #3: Have a Secret Weapon. Speed was what John was known for. But he’ll tell you what made him great was his hands.
“I used my hands to make sure guys couldn’t block me,” he said in his interview. “Nobody was expecting that.”
What do you do for your prospects that your competitors won’t do? How do you differentiate? Every owner and salesperson needs to push themselves to where they are uncomfortable.
You must constantly be developing your own secret weapons.
None of you can develop one thing that will make a big difference. However, you can do a lot of LITTLE things that will get you the sale.
Strategy #4: What are You 
Saying? John was infamous for his “motor mouth.” He would study his opposing players and find out as much personal information as he could.
On Sunday he had his scripts all ready to go…
“I used trash talk to get into people’s heads and make them overplay, ” John commented. “One game Trent Dilfer was thrown out for beating on my chest because he was so upset at what I was saying to his offensive lineman.”
Now more than ever you need a carefully crafted verbal presentation. And it’s changed over what you needed just a few years ago. Many salespeople lose opportunities not because of outside forces. They lose buyers because they don’t pay attention to what they’re saying or asking.
It all comes down to objections…
During the radio interview John described how he got into the NFL. “Some guys get there in a limo. Some guys take a bus. I happened to walk.”
You’re just a country kid…
You didn’t go to the right college…
You didn’t get drafted…
You’re too small to play in the NFL…
These are nothing but objections. John learned to deal with them. And you can deal with the objections of the moment too.
You just need a big heart. The rest is easy…
Happy Selling!
P.S. Take John’s advice and leverage your coach’s. I’ve got a ton of help ready for you in the Free resource area. Just use the link below to get started!
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Home Builders, Remodelers and Realtors- You Have a 96% Chance of Failure if You Miss This
February 17, 2010 by Coach Rick · Leave a Comment
Home Builders, Remodelers and Realtors- You Have a 96% Chance of Failure if You Miss This
Are you ready for the spring sales market?
Are you looking for innovative ways to Close More Sales and Maximize Profits?
Statistics show that about 60% of your sales are made by June 1st. These next couple of months will either make or break your year.
Well, this is where the rubber meets the road…
It’s where I pull out all the stops and take a full day to share with my clients the most powerful sales techniques I know.
If you’re tired of muddling along without the sales tools you need in 2010- this is your once-a-year chance to attend my Sales Symposium…
The Ultimate System for Closing More Sales and Maximizing Profits>>.
Here’s the deal. I put this on for my clients and only let a few other people attend. That’s it. No encores.
This year I’ve decided to let 10 other people get the same iron-clad strategies my clients are using to outsell their competitors 8 to 1.
I’ll be presenting the same sure-fire tactics that my clients get- only at a fraction of the price. And when 10 other people have signed on- the doors are closed on this symposium until next year.
Does this stuff work? Don’t listen to me. Click on this link to see how Andy beat out 25 other competitors who didn’t have my training.
Use this link to hear Andy’s story>>
One last thing…if you register for the class in the next 3 days, you can take 10% off the registration when you use the promo code moresales2010. Just type in “moresales2010″ when you checkout to save 10%. You need to do it by February 19th to get it!
Will you be in my video talking about your great 2010 next year?
P.S Remember- only 10 people get the opportunity to get my easy-to-implement ideas AND save 10% off the registration. Good luck!
Rick Storlie has been helping home builders and remodelers maximize their sales since 1992. Get your FREE e-guide, “6 Secrets to Maximizing your Sales in any Economy Revealed by visiting
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Live- 6 Secrets for Improving Home Builder and Remodeling Sales this Tuesday February 9th, 2010
February 5, 2010 by Coach Rick · 2 Comments
This Tuesday February 9th from 12:00 – 12:45 CST (1:00 – 1:45 EST) I’ll be talking with Marie O’brien of Blue Tangerine Solutions as part of their “Ask the Experts” series about how to stimulate your sales in 2010.
You can use this link to register (there is NO fee)
https://www2.gotomeeting.com/register/753470490
The program we’ll be discussing is called 6 Secrets to Maximizing Your Sales in Any Market Revealed. It’s an UNCONVENTIONAL approach at marketing and selling new homes and design/build remodeling.
First of all- We’re NOT selling ANYTHING at this program. AND everyone that attends will be able to download a summary of the program- at NO cost. Plus you’ll have an opportunity to ask questions and offer your opinion.
We WILL uncover the most common mistakes builders and their salespeople are making today…and how you can avoid them.
We’ll talk about…
- What you’re doing wrong with your marketing approach and how to correct it
- Why relying on a sales process that worked during the last recessions WON’T WORK.
- The 3 phases of marketing and selling that matter- TODAY
- Why 99% of home builders are looked at as all the same. What you can do to stand out to today’s consumer
“Thanks Rick. With your new ideas we’ve adjusted our attitude and will create some new opportunities.”
-Mark Williams, Mark D. Williams Custom Homes
We’ll be discussing REAL WORLD strategies, from the trenches, that are working in markets that are down 85%+ from their peak.
And I’ll even take a stab at predicting how builders and remodelers will need to evolve their sales strategies as the decade progresses!
Warning: This will not be more of the “been there heard that” from sales trainers and marketers that think the answers to today’s market is what worked in the past.
If you don’t want to be challenged with NEW IDEAS and a fresh perspective on the housing market- avoid this webinar at all costs!
If you are ready for something different…Get yourself signed up and hold on to your seat! Remember- there’s no cost but it’s this Tuesday only.
P.S If you can’t make it maybe someone else in your company can…Use the forward button below and tell them to use the link below to register.
Register for the webinar here>>
Click here>> and get Rick’s FREE copy of 6 Secrets to Maximizing Your Home Sales in Any Market Revealed.
Rick Storlie has been helping home builders and remodelers maximize their sales since 1992. Get your FREE e-guide, “6 Secrets to Maximizing your Sales in any Economy Revealed by visiting www.NHSalesCoach.com.
P.S If you can’t make it maybe someone else in your company can…Use the forward button below and tell them to use the link below to register.
Register for the webinar here>>
Rick Storlie has been helping home builders and remodelers maximize their sales since 1992. Get your FREE e-guide, “6 Secrets to Maximizing your Sales in any Economy Revealed by visiting www.NHSalesCoach.com.
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Realtors and Home Builders: If You Knew a Sure-Fire Tactic to Generate More Sales- Would You use it?
February 2, 2010 by Coach Rick · 6 Comments
Realtors® and Home Builders: If You Knew a Sure-Fire Tactic to Generate More Sales- Would You use it?
I’ve been teaching quite a bit of real estate continuing education of late and have noticed there is still a HUGE chasm between Realtors® and builders.
So here’s the questions…
How can Realtors® leverage builders to increase their business in 2010?
How can builders increase their co-op Realtor® sales?
Building relationships with Realtors® and builders is the fastest, easiest way to build your business. Here’s how to do it.
~Rick
Cracking the Realtor®/Builder Code
education class I always ask this question…
“How many of you derive 5 – 15% of your income from representing buyers in new home sales?”
The statistics are pretty consistent…about 5%!
That means 95% of Realtors® AND builders are leaving money on the table.
Here’s what Realtors® are telling me about WHY they aren’t comfortable with builders…
- They don’t trust builders. Either they’ve been burned by a client going directly to a builder or have heard a story about it in their office.
- They don’t understand the building process. It’s hard to admit but Realtors® don’t feel comfortable working with builders because they don’t understand the process.
- They don’t think of it. Most brokerages don’t have a training program that deals with buyer representation in new construction. Out of sight and out of mind.
- They don’t want to wait to get paid. Would you? Let’s see…you can sell a used home and get paid in 45 days or wait 6 months to get paid for a build. Tough choice, isn’t it!
- They don’t realize new homes are available in the area they’re showing homes. Most Realtors® don’t realize infill possibilities exist. Most aren’t aware of remodeling options and renovation financing either.
Now I’m sure there are more reasons but these are the top 5 I’m hearing on a consistent basis.
Builders Pay Attention
Because 85 – 95% of all transactions in any particular market are used- builders need Realtors® a lot more than Realtors® need builders.
Here’s the top mistakes I see builders making when it comes to working with Realtors®…
- Paying the builders representative a higher commission if no outside Realtor® is involved. And how is this set up supposed to foster better cooperation?
- Making the client registration process difficult. Have registration forms available at your model, office and on your website. Phone calls are just fine for temporary registrations too.
- Relying on the MLS for your Realtor® business. Relationships, not showings will build your Realtor® business. Remember Mr. Builder, you need them more than they need you. You have to put your best foot forward to get these relationships going.
- Treating the co-op fee as a commission. The 2-4% you pay out, Mr. Builder, is not a commission- it’s a marketing fee. The best news is you don’t pay a dime of it unless the sale is made.
- Offering to take 2-4% off the price since the buyer doesn’t have a Realtor®. Look, I work in the trenches with my clients and I know how tight deals are today. But the minute you utter these words to your buyer and they get back to the Realtor® community- it’s the kiss of death. AND think about it- unless 100% of your sales are with cooperating Realtors®, you don’t have a 2-4% co-op fee built in on every sale.
“So herein lies our problem- Realtors® and builders keep traditional mind sets and no new business relationships are fostered. Well, is that good enough for you in 2010?”
Fresh Opportunities for the New Economy
Realtors® and Builders can’t continue the oil and water relationships of the past. Each needs a new avenue for business and both have something the other wants.
I’ve developed a list of “best practices” for Realtors® and builders. It’s called Cracking the Realtor®/Builder Code- 10 Sure-Fire Tactics to Jack up Your Sales.
This list is based on direct feedback from Realtors®, builders and builder sales representatives.
You can download it for absolutely FREE by clicking on this link>>
What about Your Thoughts?
Am I missing anything?
What are some of the successful relationships you have fostered with Realtors or builders?
We all have our horror stories of the past but that won’t help anyone grow their business today. I look forward to hearing what you think! Leave a comment below.
Happy Selling!
P.S. It doesn’t matter if you’re a Realtor and have never sold a new home or are a seasoned builder representative. You need to change the way you approach working with each other.
