Here’s a Simple Tip for Home Builders to Shake Things Up at Model Homes
September 28, 2011 by coach · Leave a Comment
I met Mike Lyon a few years ago at a Myers Barnes sales training seminar. At the time he was working as an online concierge for a home builder in Oklahoma. Today, he 
mentors builders how to set up their own concierge.
Mike posted a video a couple of weeks ago that has some real merit. It’s all about how to answer the question, “what are your model hours?”
Honestly, I’ve never thought much about this and default to the traditional way of advertising when your model(s) is open. Mike takes a whole new spin on the question. Check out his thoughts below…
So what do think? Ready to shake things up at your model?
Happy Selling!
~Rick
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Beating Buyers at Their Own Game: The Webinar Recording Link for Home Builders and Remodelers
September 12, 2011 by coach · Leave a Comment
Beating Buyers at Their Own Game: The Webinar Recording Link for Home Builders and Remodelers
1st- Here’s the recording for last Thursday’s Beating Buyers at Their Own Game webinar with Hallmark and NIH Homes.
You can watch/listen to the recording here > >
I’d like to thank Chris Knudsen and Jeremy Skogquist for sharing their stories and the strategies they’re using to outsell their competition at higher margins.
2nd- This is just for you…
Chris and Jeremy asnwered three questions as part of their case study and revamped marketing efforts.
- Who is my IDEAL prospect/buyer?
- Why would a prospect buy from my company?
- Why would a prospect feel my company is relevant & different in today’s market?”
In order to answer these questions they had to join an elite club. It’s called the 10% club.
I’ve found only about 10% of builders out there have the humility to seek assistance and drive to implement new strategies consistently. They don’t make excuses, they just “do.”
I know “remodeling” your business is not for everyone. But if you’re considering joining the 10% club, here’s a chance to “kick the tires” and make up your mind.
I’ve broken their case study down to show other home builders and remodelers the step-by-step tools Hallmark and NIH have used to increase sales and margins.
I’m happy to be able to share these successful strategies with anyone who is serious about marketing and sales.
Just click on this link. You’ll get a first hand look at how they did it along with specific examples. No cost. Just see if you like it.
Don’t forget to watch for part two and three of our case study webinar series where Chris and Jeremy we’ll be discussing what they’re doing to generate a steady stream of leads and the sales process they’re using to convert them into sales.
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New Home Sales Coach Offers Builders Free Marketing Strategies on How to Increase Profits in Today’s Price Conscious Market
September 6, 2011 by coach · Leave a Comment
Rick Storlie of New Home Sales Coach will be interviewing two home builders who are beating buyers at their own game on Thursday September 8th. The builders, 
Hallmark Homes of Utah and NIH Homes of Minnesota, will reveal how they’re using the “low price” mentality in today’s housing market to ramp up sales and margins.
With nearly every media outlet reporting on the abysmal housing market today’s new home buyers are more than ever focused on price. While this focus has caused many builders to shut their doors, there are at least two companies using it to their advantage.
“Around 2007 a paradigm shift began in the housing industry. Home buyers began to heavily scrutinize their purchase as the housing markets across the country began to see home values fall,” Storlie recently commented. “When you combine that with the rise in foreclosure and short sale home purchases, most builder’s production came to a screeching halt.”
Storlie contends the dominant home buyer perception in markets across the country is that bank owned homes are a great deal. “Ask any real estate agent who works with buyers and they’ll tell you the first homes they (buyers) want to look at are bank owned,” said Storlie. “Everybody thinks foreclosures are a great deal.”
According to Storlie, prior to 2007, most housing markets had a ratio of 85 – 95% used home sales to 5 – 15% new home sales. In many areas today, new home sales comprise less than 5% of total sales.
“Building a home has become an afterthought and normally perceived as a premium purchase,” said Storlie. So is hope lost for home builders? Absolutely not says Storlie.
“Because today’s home buyers are so price focused, builders can use that to their advantage to get noticed. You’re (a home builder) never going to be lower priced that a foreclosed home but if you can get in front of more buyers, you can use their desire to get the best deal to your advantage,” Storlie commented.
Here’s some of what will be covered at the September 8th webinar:
- The one critical thing each builder is doing the very first time they meet a buyer (even online)
- How to tap into your buyers decision making process
- The trick to tying your online message into your onsite sales process
Registration information for the September 8th online seminar is below.
Beating Them at Their Own Game: How Two Builders are Increasing Profits in Today’s Price Conscious Market
Thursday September 8th 11 PST, 12 MST, 1 CST, 2 PST
Register here https://www2.gotomeeting.com/register/375964202
Cost: $0 but limited to 100 attendees
About Rick Storlie: Rick Storlie of New Home Sales Coach has been helping home builders and remodelers reach their sales goals since 1992. Visit NHSalesCoach.com to download Rick’s free e-book “6 Secrets to Maximizing Your Sales in any Market Revealed.” Storlie can be reached at 952-895-5566 or Solutions@NHSalesCoach.com.
