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!


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…

“In the 1980’s salespeople had to be great at finance. The 1990’s required salespeople to create value and from 2000 – 2005, after 9/11, we needed to build trust,” said Rose.

“Beginning in 2006 the best salespeople are the one’s that can solve their prospects problems better than anyone else.”

Right on Mr. Rose!

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

“Today’s salespeople are asking too few questions at the wrong time. Learning which questions to ask and when to do it is paramount.”

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

“150 prospects is a great size list.”

This reminds me of a quote from another trainer…

“When you’re following up with a lead and you can’t remember who they are- they don’t remember you either.”

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

Happy Selling!

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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.