Advanced Home Builder and Remodeler Negotiation Techniques Revealed…

I had this elaborate idea of a “goof” email I was going to send you. But, after testing it on some family members I decided to “come clean”.

A client of mine sent me a video link with the words “Good video on negotiation techniques.” Last Friday when I was catching up on my email I decided to watch it.

I was poised to learn some new ideas and share them with you. As I watched the video I was studying the technique of the presenter and taking notes.

Then I got to the end…

I thought I was going to pee my pants laughing.

The video is, you guessed it, 2 minutes and 40 seconds. And couldn’t we all use a good laugh?

Enjoy!

P.S As much as I study women’s buying behaviors as they relate to housing decisions I’m a bit perplexed why my wife didn’t find this funny…

P.P.S Don’t forget to check my resource page for updates. I’ve been adding some great stuff.

Use this link to search for FREE strategies you can use>>

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.

Taxi Cabs, Mexico, Selling New Homes and Remodeling- What do they have in Common? A Discussion We All Need to Have…

So here’s the scoop…I was privileged to be invited by NAHB and a Builder 20 group to speak – in Cancun. Yes you’re right, not a bad gig if you can get it!

Here I thought I was coming to Mexico to educate home builders on sales and marketing. Little did I know I would become the student, not the teacher.

It all started when we arrived at the airport and needed a taxi. What followed was the most beautiful example of a multi-step sales process (the same process YOU need to be using) that I have EVER seen…Enjoy!

~Rick

My wife Nancy and I decided to add a few days to the trip for some R&R WITHOUT kids. We arrived at the airport and proceeded through immigration and customs. Our next task was to get transportation to the hotel.

Engage

As we walked we were greeted by a helpful young man who escorted us to Jeanie- a person who could help us get a cab.

Jeanie spoke excellent English and quickly advised us on which cab service to use and how much we should pay (using the wrong service could double our fare!).

After she took care of our cab ride she switched the conversation to our hotel- namely, where we were staying. She asked us if we had been to Cancun before and how well we knew the area. It had been 13 years since our last visit so we welcomed her information.

Establish Trust and Credibility

Jeanie pulled out a map of the Cancun hotel zone. She showed us where our hotels were. Next she pointed out the airport location. As she is doing this she begins making notes with a black marker.

On the edges of the map were photos of different activities. Her next question was, “We’re you planning any activities while in Cancun?” Nancy told her she wanted to swim with Dolphins.

Jeanie flipped over the map and on the back was sample prices of what you would pay for each activity if you booked it through a hotel. Jeanie asked, “Would you be interested in picking as many of these activities as you wanted for $50 per person?”

Lifestyle

Jeanie explained to us that the #1 resort in Cancun (she didn’t disclose WHERE that stat came from!) was celebrating 25 years in business this year. The resort’s goal was to introduce as many people to it as possible.

She told us the resort was offering 3 benefits to everyone interested (she wrote these benefits on the map as she explained them).

1. Unlimited activities for $50/person.
2. A full day at an all-inclusive resort- FREE
3. Two 30 minute spa’s- FREE

All the resort wanted us to do was stop by on Saturday for a 90 minute breakfast.

Be Proactive

I told Jeanie that I couldn’t attend Saturday because I was presenting all day. She asked if Sunday would work and I told her we were switching hotels so I wasn’t sure.

Jeanie quickly came up with an idea. Her resort would pay for a round trip taxi. To save us some money, the cab could pick us up at our old hotel and bring us to the new hotel. I knew we had some downtime between check out and check in and thought this would work fine.

I asked her one last question, “Is this a timeshare presentation?” She showed me a receipt from her resort that specifically stated, “This is not a timeshare presentation.”

Controlled Release of Information

To get the activity passes we had to pay for them at the airport and PICK THEM UP at the breakfast. We were given the map Jeanie had made notes on and she asked us to plan which days we wanted to do each activity.

The Sales Environment

On Sunday we arrived at the resort and met Hector. Hector had breakfast with us and showed us the resort. It was gorgeous. Hector showed us the grounds, common areas and suites. I had fun talking to Hector and at the end of our time together he took us into a “closing” area of the resort.

The Rest of the Story…

The resort wasn’t selling timeshares- they were selling a vacation club (as far as I can tell it’s about the same thing). For those of you who have been to time share presentations before you know the drill.

As we went through the process, I asked Hector what his conversion rate was. His answer? 30%- He closes 3 out of 10!

What if resorts sold timeshares and vacation clubs like we sell new homes and remodeling?

Can you imagine my reaction if Jeanie would have handed me a brochure and asked, “Are you thinking about joining a vacation club?” Her conversion would be about 0 out of 10!

Yet isn’t that how we try to sell new homes and remodeling services?

We try to generate as many leads as possible and ask all of them if they are ready to buy…How well is this working for you?

One-Stepping

A one-step sales approach is where you ask your prospects to become a buyer in ONE STEP. You advertise…”Call, email or stop by if you’re in the market for a new home?” And guess what- the phone doesn’t ring too often, does it?

The question you have to ask yourself is- how many people are you talking to that are INTERESTED BUT NOT READY? You probably talk to hundreds like this each year.

Your Sales Funnel

The resort in Mexico had painstakingly developed a sales funnel that converted 30% of their prospects. It started with a taxi ride and offering knowledge of the area.

They know people are shopping differently today. They changed their sales approach.

As you might have guessed, your sales process needs to change to. You need to develop a multi-step sales funnel needs that includes the following areas…

The hook. The hook has nothing to do with your solution (your new homes, lots or remodeling) but has everything to do with the problems of your target market.

Believability. Only 10% of adults learn by listening. 45% learn visually and 45% learn kinesthetically (learning by doing.) Yet I walk through countless model homes with no visual aids and no active participation in the sales process. Credibility is established through visual aids (and a model home alone isn’t enough).

Building Value. 90% of what you do is exactly what other home builders and remodelers do. You can’t build value by trying to prove you have better sticks and bricks. Value is only built with the 10% that makes you unique, special and DIFFERENT.

Anticipating Objections. The top 6 objections from your target market should be built in to your sales process. Don’t wait for them to be brought up. Brag about them!

A Reason to Follow-up. The only way you can control the sales process is by holding back key information. You do this to give your prospects a reason to meet with you in the future or follow-up with them.

Your Facilities. Perhaps one of the most overlooked aspects to selling new homes and remodeling services is leveraging the 5 senses. Auditory, visual, smell, touch and taste are powerful subconscious motivators.

Getting the Sale. Rarely are large purchases such as home sold on the first or even second consultation. It can take months and in some cases years from the time you first meet a prospect until they sign on the dotted line.

Developing Your own Multi-step Sales Funnel

This is a pretty complex process and since you’re still reading I want to help you do this. I’ve recorded a short “how to” video that will walk you through this system AND have a guide you can download in my resource area. Of course both are FREE.

You can get access to the “how to” video and guide by clicking here>>

I can’t guarantee you a 30% conversion rate but I WILL guarantee this…

If you’re still using a one-step approach to selling today you’re losing sales to your competitors who have adopted a multi-step approach. It’s just a matter of time before they put you out of business.

Wouldn’t you rather be the one left standing?

P.S This is probably the best resource I’ve added to my free library. It’s a road map of what my best clients are using today. Why not get started today?

Watch the video and get the free guide by clicking here>>

Click here>> and get Rick’s FREE copy of 6 Secrets to Maximizing Your Home Sales in Any Market Revealed.

Ask Rick a question and he may feature it in an upcoming issue of Coach’s Corner>>

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.

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!

Register for the symposium here>>

Click here>> and get Rick’s FREE copy of 6 Secrets to Maximizing Your Home Sales in Any Market Revealed.

Ask Rick a question and he may feature it in an upcoming issue of Coach’s Corner>>

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.

Did you Miss the International Builders Show? Here’s a Shortcut for the 7 Best Ideas from the 2010 show…

I returned from the International Builder’s Show in Las Vegas last Friday at 1:20 in the morning. It rained for 4 days in the desert causing delays at the airport.

The weather inside the convention center, however, wasn’t all rain. There were some beautiful sunny ideas. Here is a list of the 7 best thoughts from the show. Enjoy!

~Rick

The Best of the Best

J Van Rose Jr. of Rose & Womble Realty New Homes Division on the key traits of salespeople in today’s housing market…

Tom Richey of Richey Resources commented on what type of training salespeople should be focusing on…

Brian Flook of The Brian Flook Group commented on how it’s more important to have quality names in your database vs. quantity.

This reminds me of a quote from another trainer…

Set a goal to build a list of 100 Qualified leads and make sure you know everything about them and they know everything about you and your company.

Mike Lyon of Do You Convert had 4 great ideas…

On how fast to follow up with e-leads…“5 minutes or less. Try to get back to them when they’re still on your website.”

Mike also commented on what percent of e-leads are viable, “80% won’t do anything so don’t get frustrated.”

On how long to follow up with leads…“Most salespeople don’t follow up for more than 1 month. Most buyers won’t buy for at least 3 months. Make sure you have a dedicated 12 week follow-up program.”

On social media…“Focus your social media efforts towards Realtors. Most of them are already using social media and will follow you or become a fan.”

Honorable Mentions

Myers Barnes of Myers Barnes and Associates was as dynamic as ever. He has been one of the most motivational and educational mentors of my past.

Jeff Shore of Shore Forrest did some great presentations and always has a unique and fresh perspective on the housing market.

You can watch a short video courtesy of Mike Lyon on Jeff’s perspective below

Okay, 3 quick questions…

1. Are you a home builder or remodeler and would like quit competing on price alone?

2. Would you love to leverage your website for new leads?

3. Does the idea of increasing your sales conversion rate sound appealing?

Dear home builder or remodeler,

“People don’t change until the pain of staying the same outweighs the pain of the change.” I love that quote. The only constant in life is change and today’s economy dictates that we must change and adapt to the new way of selling homes and remodeling services.

You have an opportunity to learn a system that allows you to do just that. It’s called Woman-Centric Matters and there are about 100 home builders, remodelers and other businesses across the country utilizing it to make sales and grow their business no matter what the economy.

Watch the video below to get a better idea of the program…(the end of the video gets cut off but just follow the instructions below if you’d like to watch and listen to the webinar)

Get more information by clicking here>>

You have one last change to attend a 1 hour webinar to learn all the details of the program and determine if it makes sense for you and your business. The webinar details are below:

Check out the MN Woman-Centric Consortium of Home Builders web site>>

Our Last Webinar is Monday June 22 at 2:00 CST

1.  Please join my meeting.

https://www2.gotomeeting.com/join/718690170

2.  Use your microphone and speakers (VoIP) – a headset is recommended.  Or, call in using your telephone.

Dial 213-286-1203

Access Code: 718-690-170

Audio PIN: Shown after joining the meeting

Meeting ID: 718-690-170

If you would like to attend this meeting please post a comment to this article with your name, phone, email and company name along with the date of the webinar.

There is limited space for each webinar so if you would like to attend, please send me a comment with your information and we will send you a reminder email prior to the event.

I love my sister-in-law dearly but I always have to laugh about how different she is from my wife. My wife Nancy is quiet and reserved and Linda loves to talk. As most mothers, she loves to talk about her kids.

One night at dinner Linda was discussing how good of a swimmer her daughter Abby had become since switching swim schools to Foss. At the time, I paid little attention to the fact that she was a good swimmer but the more she spoke about Foss, the more I listened. My daughter was nearly ready to take swimming lessons and Linda convinced us Foss was the place to go (not to mention, Foss had a school five minutes from home).

A few months later I found myself at the edge of the pool at the Foss swim school with my two year old daughter Breanna. My wife told me that this is a dad’s job since neither she, nor any of the other moms, wanted to get into a bathing suit and have all the dopy dads stare at them. She was right; everyone else in my group was a dopy dad!

My daughter had a love/hate affair with the water and tonight she was thrilled with the prospect of going to swimming lessons but not so thrilled with getting her hair wet. The sounds of crying from Breanna and all the other kids nearly rendered the swim instructor’s directions inaudible but at the end of the night, she asked all of us to come together and said the following:

“Guys we’re going to do the exact same routine we just did until the session is over.”

What happened to me next is what is technically called a moment of awareness. Suddenly I realized why Foss was such a great swim school. They have convenient locations to their target market (me); they have a great process and great instructors that follow that process to the tee. And they understand the mother of all learning, repetition.

New Home Sales = Theatre

Every time we greet a guest to one of our model homes we are on stage performing. Yet, how often do we rehearse our presentations? Even when we do rehearse them, do we do it repeatedly until we can do it in our sleep?

One of my clients has a 12 year old boy who is a hockey stud. He never has to ask him to practice. In fact, he has a tough time, “getting the stick out of his hand.” Do you think there is a direct correlation to this? Of course there is. Any performer that is at the top of their game is there because of two reasons. The first is natural talent. The second is natural talent refined through practice.

Some salespeople do have natural talent and do get by without practice. But I will tell you this: I will take a salesperson with a little talent but tons of drive over one with tremendous talent and a little drive any day of the week.

When we are willing to make the sacrifice of learning and practice on a daily basis, the only thing holding us back is our own self limiting thoughts. Practice isn’t fun or exciting but it is what makes the difference between good and great.

After 8 weeks in the Foss program, Breanna, who didn’t want to go under water the first lesson, is now doing the back float, swimming under water 5-6 feet and getting out of the pool on her own. We’re still doing the same circuit every week and every week she makes a small improvement. Isn’t it funny that this simple lesson had to come from a two year old?

Happy Selling!