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

The #1 New Home and Remodeling Sales “Killer” and WHAT You can do to keep it happening to you

Have you used it too?

I was reading a comment to a question posed on the National Association of the Remodeling Industry (NARI) and saw a response that blew me away. As I gave my response, see below, I wondered how many home builders, remodelers and new home sales specialists have uttered this response too. If you have, my friend, the end may be near…

This was the question…

“We’ve all heard the phrase ‘it’s the economy

stupid’. But is it really or have we all created

some of our own hurdles to overcome as well. If

so what?”

This was one response…

“We all contribute to the state of the economy, and as consumers we are now keeping us in this situation by expecting to pay 30% less for everything we want. We need to be willing to pay a fair price for goods and services; until we do, companies will not be profitable, which means they will not grow; hire or spend money.

I actually heard someone say that they thought they had been ripped off last year because they paid more for something they bought again this year for less. 30% is the difference between just paying the bills and being profitable for many businesses. Offering huge discounts cannot go on for ever; it is not a sustainable business model.”

Here is the answer (I believe) we all need to hear but don’t want to…

Actually offering huge discounts is a sustainable business model- and the largest company in the world, Wal-Mart, uses it. I’ve studied Wal-Mart (read the Wal-Mart Effect and Made in America for an in-depth look at this company ) and have followed them through this recession. They’ve been able to maintain sales (and grow) plus keep their margins.

What we all need to realize, as consumers, is that we seek out the cheapest reliable alternative. As soon as we find a company that will provide a “commodity” product or service (think Wal-Mart) that we feel is reliable, we look to pay the cheapest price.

I’ve found that most remodelers and home builders believe what they do is special simply because their name is part of the company. The fact is consumers don’t see the distinction and many markets have a lot of very good remodeling/home building companies to choose from. When consumers find 3-4 “reliable alternatives” the point of differentiation is price.

Many products and services we’re 30% overpriced in years past because the market didn’t challenge us to innovate (plus money was cheap and people thought they couldn’t go wrong putting it into real estate). If you think consumers will go back to paying 2006 prices just because they want to make sure your business turns a profit- you better get in the bread line.

The only way to make our margins and grow our business in this economy is to be the “orange”. That is, provide a product or service that can’t be compared to the “apple” competitor. Specialists always make more in every industry.

Example: One of my clients opened up a specialty business that focuses on providing high design, high service remodeling projects in a 10 day period. Through simple internal innovation, they reduced the project time by 66%, cost by 58% and increased margins by 5%.

Most design/build firms don’t want these small projects and out of work builders can’t provide the service and design appeal these customers demand. It’s a niche. Not every consumer wants it but those that do make their choice based on factors outside of price.

If you can’t explain your market position/unique selling advantage to your prospects in one sentence you will always be compared to the cheapest reliable alternative.

To answer the original question, how many remodelers and home builders are as good at marketing as they are at building? If we’re going to make it in this economy it’s up to us. “If it is to be it’s up to me!”

Unless the remodeling and home building activity in your market has gone to zero, every remodeler/home builder has the opportunity to position their companies to take a part of that market. Many old markets HAVE dried up but just as many new ones have opened up.

Get some great ideas on how to do this from my free e-guide, 6 Secrets to Maximizing Your Sales in Any Economy Revealed. Click here to download it>> (it’s free!)

Prosperous times conceal genius. Adverse markets reveal it. Now go out and make it happen!

Happy Selling!

~Rick

Rick Storlie has been helping home builders and remodelers reach their sales goals since 1992. Visit www.NHSalesCoach.com to get your free e-guide 6 Secrets to Maximizing Your Sales in Any Economy Revealed

My brother is home on leave from Afghanistan and father is up from Florida so we snuck away for a quick grouse hunting trip.

I’ve been hunting grouse for 30 years and tried something different this time…something that is a valuable lesson for everyone in the housing industry…

~Rick

Follow the Red Lanterns

It was this very quote I was thinking about on my last grouse hunting trip. For years I’ve pretty much hunted grouse the same way- get into the woods and WALK.

I’d spend 5-6 hours a day walking trails for grouse with many times not even a “flush,” hearing or seeing a bird.

This year, I tried something different…

Instead of focusing on the amount of time I would spend in the woods WALKING, I would spend time before the trip RESEARCHING the type of cover where grouse like to “hang out.”

This led me to the red lanterns (see the photo above).

Red lanterns, to an avid grouse hunter, are dogwood tree berries. In the early to mid season, grouse love to feed on these berries. The theory is, find the berries and you will find the birds.

My research focused on finding these trees even if it led me off the “beaten trail.”

My first afternoon hunt I got into the woods around 4:00. The first trail I walked had some nice young aspen trees (another grouse favorite) but lacked the “red lanterns” I was looking for.

I tried a different trail and soon began to see red lanterns. My young and incredibly inexperienced Red Setter Bentley and I began to move off the trail and into the areas of these dogwood trees.

A wind storm and ice storm this year made the walking incredibly difficult. There were down trees all over the place in addition to the thick cover already present.

About 30 minutes of walking through the thick forest I heard a series of incredibly fast wing beats…Bentley and I had our first flush!

The same thing happened a few minutes later- another flush but no opportunity for a shot.

We continued to walk around the dogwoods until the lack of daylight encouraged me to turn around and head back to the car. I was silently congratulating myself for the 2 flushes when I heard another bird flush over my right shoulder…

This time I not only had a visual, the bird had flown into a small clearing where I had a shot. I got lucky and downed the bird. Bentley found the bird in the forest and he had officially retrieved his first grouse.

This bird flushed right out of a tree- a dogwood tree that is…

Your Challenge

Thinking about this experience I couldn’t help but look at the similarities of what has happened to the housing market over the last 5 years…

• Walking the same trails gave me a great workout but wasn’t leading me to birds. Are you taking the same path in your business and are you finding the buyers you’re looking for?

• Sitting in front of the computer and researching grouse cover wasn’t much fun- but it made all the difference when I went into the woods. Are you taking time each week to work ON your business and find new avenues for attracting buyers?
  

• Moving off the trail and into the woods was tough. It would of been a lot easier to stay on the trail for an easy walk but that’s not where the birds were. Changing how you attract buyers is tough at first too…you’re not used to it and it’s much easier to go back to what you know.

• I spent 2.5 hours walking through and over some of the thickest cover you can imagine to bag one bird. Today, you have to not only arm yourself with the knowledge, strategies and techniques to find buyers- you have to remain persistent to find those few buyers out there.

I wrote the Ultimate System for Attracting Home Buyers to give you all the tools you need to find today’s home buyers.

My client’s are consistently using these strategies to find buyers today, in every type of market, from entry level to luxury.

Get your copy of the Ultimate System for Attracting Home Buyers by clicking here>>

Happy Hunting AND Happy Selling!

P.S. If you don’t want to start changing the way you attract buyers today, no problem.

Just remember, the time will pass anyway…

You can spend your time implementing proven strategies to get more buyers or spend your time “walking down the beaten path.” It’s your choice…

Make a difference and start today>>

Beware of the Middle-

The middle is never the best or never the cheapest….

Your prospects never remember you if you’re in the middle- you’re just like everyone else.

As builders, remodelers and salespeople we find the middle comfortable. We’re just trying to fit in.

Our presentations, homes and designs are OK.

Not the best…

Not the worst…

Not the most expensive…

And not the cheapest.

We forget that nobody is looking for average. Either we buy on perceived low price or perceived high quality- neither of which is found in the middle!

Happy Selling!

Get your free new home and remodeling sales resource guide here (and get out of the middle)>>

What’s Working in Today’s Market…

Are you a member of the Builders Association of Minnesota (BAM)?

Would you like some help in your marketing and sales efforts?

How about finding out how to double or triple your sales?

If you are an associate, home builder or remodeler, you have a once-in-a-lifetime (no B.S.!) chance to discover a system that is selling today.

I’ll be traveling the state of Minnesota the week of May 19^th – 22^nd with three other speakers to show you how builders and remodelers are transforming their websites into lead generating machines using the Woman-Centric philosophy.

Some of these builders have doubled and even quadrupled their sales!

Check out this case study and download a FREE e-guide to see how it’s being done>>

BAM has put together a first rate event “Tune Up & Jump Start: Best New Ideas For Reinventing Your Business” which delivers five of the most interesting speakers on four different days around the state giving you helpful information on topics to help you reinvent your business for the new economy.

All events will be held from 8AM – 12PM (Paul Foresman and me will be speaking from 8:00 – 9:30) , and the dates and locations are listed below. I think most of the sessions will be Free but you need to call your local home builder association to find out. The numbers are below…

Tuesday, May 19, 2009

Prior Lake

To register call 651-697-1954

Wednesday, May 20, 2009

St. Cloud

To register call 320-251-4382

Thursday, May 21, 2009

Brainerd

To register call 218-829-4982

Friday, May 22, 2009

Duluth

To register call 218-722-5707

**Also, a FREE ENERGY CODE CLASS “Major Changes to the New Residential Energy Code: Overview and Open Q & A Session” will be held in the afternoon from 1:00 pm – 2:30 pm for all members, building code officials, licensed residential contractors, HVAC contractors and insulation contractors.

What do my dog Bentley and the Housing market have in common?

~Rick

Dogs and Housing Markets…What?

Q: What do dogs and housing markets have in common?

A: If you sit back and don’t pay attention they can bite you in the ass when you’re not looking!

“There’s no such thing as the status quo. Either you’re doing something every day to get better or you’re getting worse.”

-Pat Riley

I love that quote. It reminds me of our housing market. Just when we think we have something figured out and we’re making some headway…BOOM…everything changes. That’s why you can’t sit back and hope. The best strategy right now is to attack and don’t look back!

Are you…

…always educating yourself and looking for new opportunities?

…trying, failing and learning from it?

…watching for an opening to exploit a niche?

…setting time aside to work on, not always in your business?

…investing in yourself?

…pushing yourself out of your comfort zone?

I could go on and on but I really think the key to winning today is to simply DO SOMETHING!

But what do most people do? Comiserate, wait, hope, hunker down and slowly die.

I’m speaking quite a bit this month and I always watch an audience, focused on my message, taking notes and…95% of them not doing a damn thing with the information.

It used to bug me. You think you can save everybody if they would just follow your advice. Then you learn that everyone shouldn’t be saved and “cleansing” is a good thing.

It’s a hard phone call or email to get when someone has waited so long to ask for help and no matter what I do, I can’t help them.

Please continually educate yourself and most importantly, TAKE ACTION with your new education without the fear of failure.

Oh ya…about Bentley. I’ve noticed a few times Bentley can turn the handle on his kennel door. I just blew it off and was satisfied with the “status quo” that “he’s only 4 months old and can’t get that door open.”

Well, just like the market, things change. The little bastard not only figured out how to get the door open, he had a free ride in my garage for 3 – 5 hours. This is what I found when I arrived home today…

I had no idea a dog could have a shoe fetish! What you DON’T see is the pee in one corner, poop in the other and chewed up paper towels all over the place.

Happy Selling!

P.S My Sales Symposiums are coming to you! You can now order electronic, print, DVD and CD versions on my website!

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.

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>>