5 Home Builder Ideas for Generating More Leads During Model Home Hours

Happy summer to you!

I’ve been working with my clients on a recurring problem for home builders and remodelers…

Maybe you’ve experienced it. It’s called “generating qualified leads- in the summer- with a tax credit & low consumer confidence hangover.”

Let’s face it, summer time has always been a challenge for new leads, model home traffic, etc. But with the tax credit ending April 30th many of the housing markets, especially lower priced, have seen traffic/leads nearly dry up.

After reading a great article in the May issue of Realtor Magazine I got 5 great ideas for dealing with this issue. Here they are…

~Rick

How to Beat the Summer Doldrums, Tax Credit & Low Consumer Confidence Blues

If you’ve worked in this industry long enough you may have heard the saying, “You have to make hay while the sun shines.”

Well may be YOU haven’t heard this before but my father grew up on a farm so I got to hear it a lot! Historically the home builders and remodelers have generated the bulk of their leads with spring home shows, home tours and marketing events.

Since about 2006 most of these events are no longer working the way they once did. You’re not seeing the numbers, quality and certainly the confidence at these events today.

As consumers continue to evolve and change our housing market it’s time we did the same. Let’s look at the most traditional way to generate leads- model hours.

Model Hours- Are they still viable today?

In our old housing market we’ve used the retail mentality when it comes to model hours- Be open for the convenience of the consumer. This meant 7 days a week and 6 – 8 hours a day.

Now unless you’re a public home builder and have a large advertising budget to drive traffic- you’ve spent your fair share of time at the model getting skunked. It’s demoralizing to the salesperson and the builder. But what are the options?

Open House vs. Model Hours

“Open Houses That Work,”is an article in the May issue of Realtor magazine that showed how some Realtors were “redefining” this traditional advertising method.

Many Realtors have written off the open house since 9 out of 10 buyers are starting their home search online. But other Realtors are focusing more of their energies on open house with dramatic results.

What if you were to treat your model hours more like an open house?

What would you do differently?

What would be the results?

Here’s my top 5 ideas for increasing leads during your model hours by treating them as an open house.

You can get more specifics for these ideas for FREE by clicking here>>

1. Change Your “Shotgun” approach to that of a rifle. Sitting in your model home 5-7 days a week with no traffic is a recipe for disaster. Instead of focusing on quantity of hours, change to QUALITY of hours. That is, put more time into promoting a specific event that will appeal to your target market. Here are some ideas:

• • Plan 1 special weekend event for consumer prospects each month. Give them a special reason to come out or come back.
  • Plan 1 special weekday event for Realtor prospects each month. Give them a special reason to come out.
  • Spend 12-20 hours promoting and planning each event OUTSIDE of your model. More details on this to come.

2. Leverage the web. Since prospects are searching online get your “open house” event online too. List it on the MLS, Craigslist, any local event clandars (check your local paper), Trulia, Zillow and Realtor.com.

Blog about the event and utilize Active Rain’s Localism tool.

3. Get Your Signs Out There! Try a mix of 20-40 different signs from company branded to hand-made specialty signs advertising any giveaways.

If you can use balloons do it. Helium containers can be rented from most party stores. Check with your municipality guidelines and see if they’re allowed attached to signs.

4. Use Partners and Themes- Give Realtors and consumers a compelling reason to stop by. You have dozens of local businesses to partner with and cross promote your open house events. Start attending the local chamber events and meet these people. Look to suppliers and manufactures to help too.

5. Make it Memorable- Now that you’ve got that prospect at your model how will you make it memorable? What kind of experience will you deliver? Why would they leave their contact information?

Here’s your litmus test…What is your favorite business to visit? Take a close look at what they do to deliver a fantastic experience and incorporate that into your event.

Does this take more work? Yes absolutely.

Does it take time to develop a database of prospects to market these events to? Yep.

But what’s your option?

I’ve compiled a more specific summary of the above 5 ideas that you can download for FREE on my website.

You can get it by clicking here>>

By the way, do you have some other ideas to get more leads? Leave a comment below and tell me about them!

Happy Selling!

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.

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

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.

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!

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

“Realtors, Remodelers and Home Builders- Discover how to go from Bust to Boom in 2010 with these 3   Sure Fire Tactics”

What’s in store for housing in 2010? Wouldn’t we all like to foresee that!

My crystal ball is in the shop again so I’ve put together 3 tactics that cutting edge Remodelers, Home Builders and Realtors are using to “crack the code” in 2010.

Warning: You will not hear about these iron-clad strategies from others so if you snooze, you lose…Enjoy!

~Rick

Ok- 2009 is over. Great, right? I know this was a tough and trying year. But before we close the doors, let’s look at what was good about it…

• A lot of your competitors are gone and you (the strong) have survived

• You’re efficiency is off the charts because you’re doing more with less

• The market has taught you invaluable lessons and you’re a LOT smarter in January 2010 than January 2009

What the worst mistake most of you made in 2009?

If there was one mistake I watched most home builders and remodelers make in 2009 it was REACTING to the market.

When you react it usually means two things-

1. Sales are down and you make a move to step them up. Usually this means you cut prices.
   
2. When you do make a sale, margins suffer.

Very few predicted the full extent of how much our market would change in one year…Don’t beat yourself up if you reacted to the market for most of ’09- it was a very difficult mistake to avoid.

So What’s Your Strategy to Ignite Sales This Year?

You’re smarter, more efficient and have less competitors.

If you’re going to get PROACTIVE you need some sure-fire tactics.

Here are 3…
1. Focus and Filter: Diversifying is NOT, I repeat, NOT the answer! Every other industry out there has specialty companies that target a certain demographic and psychographic profile. Very few in the housing industry do. We’re all trying to sell the same thing, the same way- yet we tell our prospects, “we’re better.” It’s no wonder we’re frustrated by price wars.

When money is tight consumers take longer to shop and will choose the companies they feel are best suited to solve their problems. Only about 10% of consumers will buy purely on price. The other 90% buy on emotional perceived value.

If you want consumers to choose you for what you are (and make a buck at doing it)- you can’t be everything to everyone.

The micro market (small niche business) section of our economy is poised to boom (and certain sectors are already booming!). The housing industry needs to take the lead from companies like Target, Best Buy and Ford. All of these companies focus on niche offering to a specific target market.

Focus on what you do best or focus on an un-served niche in your market. Filter everything else out- especially the sacred cows!

This is also called Market Positioning and you can discover how to do it by clicking on this link>>

2. Beware of Baby Boomers: I know, I know- you’ve been told that you should be targeting boomers- this is where the money is, right? This is where the money USED to be and this group may have the lowest consumer confidence.

Consider…

• Boomers are getting old (the oldest are turning 64 this year) and they don’t have a lot of time in the workplace. They’re not willing to take on large mortgages and want to do lateral moves as they consider down sizing (which doesn’t work because their current home has lost so much value).
  

• The dreams of early retirement and staying young forever are fading. Boomers lost an incredible amount of wealth last decade, have burned through a lot of savings and won’t be able to replenish it quickly.

The Exception…

Remodelers take note- aging in place along with certain remodeling projects will start to appeal to boomers because they will find themselves unable or unwilling to move (along with the acceptance they are getting old).

3. The Decade of the Woman: Over the last 30 years a woman’s role in buying, building and remodeling homes has grown to where she is now 80% – 91% of the primary influence.

Couple that with our current job market. Approximately 72% of the job losses have been men due to the high percentage of construction and manufacturing jobs shed.

There is no doubt that as this decade plays out women will not only continue to be the emotional decision makers- they will also take a larger role in the financial decisions of the home.

Find out how a group of home builders and remodelers are making their companies more appealing to women (and adding to their bottom line)>>

What are your predictions for 2010 and beyond? What tactics will the new and rebuilt home builders, Realtors and Remodelers be using to unleash sales?

Share your thoughts below…

Happy New Year & Happy Selling!

Happy Fall to you! As a hunter, there’s no better time of the year. I just got back from my first grouse hunting trip with my 9 month old dog Bentley.

We flushed a few birds but didn’t put any in the bag. We DID, however, scare the you know what of out some Chipmunks and Tweedy birds!

~Rick

If you missed Part I (Kick-off & Research), you can click here for the article>>

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 III- Purchase
If there’s one area of the purchasing process where we feel men are in charge, this is it. Why?

Historically this is where the “man” takes over as primary contact and negotiator.

It’s why we get confused as marketers…

…that men are the primary influencers in the decision to buy.

We get confused because it was her idea to move or remodel in the first place (Stage I) and she did all the research to find your company (Stage II).

Doesn’t it seem like you work and work with her and when it comes time to write the purchase agreement “Mr. Negotiator” steps in?

The question I ask all my clients in this situation is this, “Is she on board?” If they say ‘she is,’ he’s just trying to get the best deal.

In this situation stand firm on your negotiation. Give him something to make the deal happen- just not the farm!

Click here for a sales process that will have her selecting you and your company>>

Stage IV- Ownership

She’s back in the saddle again! The post purchase stage has her making selections, finalizing design, dealing with construction details, etc.

This is where your staged guest experience comes in. If you aren’t proactively staging a “Nordstrom’s” type  customer experience you’ll let her down, and you can’t afford that…

…because the ownership stage leads us to…

Stage V- Word-of-Mouth
OK guys…this is where we get BURNED.

Use this link to get the ONLY new home and remodeling sales system designed to appeal to a woman>>

Happy Selling!

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>>

“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.