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New Home Know-how is happy to bring you live streaming video of Jeff Shore's "Tough Market New Home Sales Training".See it RIGHT HERE, tomorrow, Wednesday, September 2nd, beginning at 11am EST.You can also watch it live at http://www.jeffshore.com/blog/live YOU MAY... MORE
Results tagged “New Home Sales Training”
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The second installment from our Jeff Shore Interview includes a discussion about what is truly necessary to become a master of technique... Practice. Do we practice enough? Why and how should we practice? The former national sales director for... MORE
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Jeff Shore was kind enough to sit down and talk to us for a bit about a variety of challenges facing new home salespeople and sales managers. Below is the first of many topics to come.A timely topic for... MORE
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"If you don't know where you're going, any road will get you there." ~Koran Pipelining salesperson's prospects allows them to know where they are going writing sales now or in the future. It is the indispensable sales... MORE
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So how do you handle that prospect that just finished the model? Does, "Do you have any questions?" progress the sale any further? Or does is release control of the process? The former national sales director for... MORE
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Successful closing is fundamentally an extension of the other steps in the sales process. You must be proficient in all phases of new home selling if you hope to close consistently, therefore, a first move toward sharpening closing skills... MORE
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What will you do in 2009 that will be truly extraordinary? What will you look back on in years to come and say, "I did that - and I did it by design"? Regardless of what happens in the... MORE
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"Learning is not compulsory, neither is survival." - W. Edwards Deming Last weekend, yours truly was conducting a Condo Dr. marketing evaluation for a developer. A middle-aged man rode into the community on a bicycle. He refused to register, refused... MORE
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You don't get a second chance to make a first impression. Many shoppers make a decisions about you within the first seven seconds. Why is a detail so small, so important, and how should you handle this initial greeting?... MORE
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The conclusion of our 3 part interview with Tom Richey. Tom, an icon of the new home sales industry for decades, was kind of enough to sit down with the New Home Know-how film crew to talk about the... MORE
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I recently received this email from a friend who had received it from a friend who received it from a December attendee to my Top Gun Tough Market Sales Management Seminar. He titled it, "We are at War." I... MORE
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It's no secret that the U.S. housing market has taken big hits recently. Rising costs of living, record-high gas prices, the subprime mortgage crisis and foreclosures have the market wondering, what's next? These hits have caused one undeniable fact -... MORE
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Sales Agents - Even though you may not be the final decision maker when it comes to a new home negotiation, you are at the core of a sale! Your Builder relies on you to relay all of the... MORE
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This video tip discusses effective strategies to move standing inventory, how to find uniqueness in each one, and how to determine why it will sell. The former national sales director for Kaufman and Broad (now KBHome), Jeff... MORE
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Presenting part 2 of our 3 part interview with Tom Richey. Tom, an icon of the new home sales industry for decades, was kind of enough to sit down with the New Home Know-how film crew to talk about the... MORE
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In these days of tough market conditions builders are looking to be as efficient in their operations as they can. That sounds like a pleasant way of saying "saving money", but the reality is that working towards business efficiencies... MORE
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In this video, Dr. John discusses how best to deal with difficult buyers' agents. The video includes tips on how to build productive relationships with those same agents for future benefits. As a consultant, facilitator, trainer, and speaker, Dr.... MORE
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Critical moments exist throughout the sales process; however, none are more critical than the first twelve seconds. Together, the five seconds before the customer walks through the door of the sales office and the seven seconds immediately thereafter decide... MORE
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"Cleanliness is next to godliness in home building." -- Janis Risbergs. Many years ago in my Florida high rise career, my company was managing sales for General Builders - the nation's third largest residential high rise developer. The firm... MORE
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Active listening is a way of listening and responding to another person that improves mutual understanding. Often when people talk to each other, they don't listen attentively. They are often distracted, half listening, half thinking about something else. Active... MORE
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The following is an excerpt from Creating Urgency in a Non-Urgent Housing Market "Market projections bleak." "Some homebuilders nearing bankruptcy." "Next year will be tougher." The 2007 headlines were enough to shake even the most... MORE
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How important is "Creating an Experience" for your buyers? When was the last time you can remember being surprised and delighted by a company when something they did that made you feel special? My question is this...did they make you... MORE
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John D. Rockefeller once said, "The ability to persuade people is as purchasable a commodity as sugar or coffee. And I will pay more for that ability, than for any other under the sun." In this article you will learn... MORE
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The following is an excerpt from Tough Market New Home Sales Not only are there wrong questions to ask, but there are wrong ways to ask questions. When I watch mystery shop tapes, one of the most egregious mistakes salespeople... MORE
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I recently had a chance meeting with an acquaintance from days gone by. During a brief catch- up exchange, she learned I work in the new home sales industry, and I learned she and her family are currently in the... MORE
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I am totally convinced that negative media messages are killing new home sales. As professional businessmen and women, we must rise above them. Historically, there are three things you must have to enjoy a solid housing market: Available... MORE
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Relative to all the negative news about the housing industry, there are several positives to consider. To wit: 1. David Seiders, Chief Economist for NAHB, says we have more pent-up demand than we've ever had. With many potential buyers... MORE
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This audio podcast contains a live excerpt of an actual training session given by Bob Hafer. This segment was originally published by BuilderRadio.com on May 19, 2008. In this excerpt, Bob discusses the prospects' "buying process" and how it intersects with... MORE
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Do you have more and more days where your Model Home feels like a Court Room? Are you prepared every day for the "Objections" that will surely come your way with each and every customer? We as sales agents... MORE
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People have asked me over the years what this thing called "closing the sale" is all about - particularly in new home sales. Well, my answer came back in the form of the "Ode to the Master Closer" Tell... MORE
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Think selling and closing isn't important? Get a load of this! On a recent mystery shop yours truly encountered this close. The salesperson had a price of $611,000. She quoted a 1% factor i.e... 1% of the contract balance. This... MORE
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This video discusses how a confident approach to helping a buyer solve their problems is a necessary remedy to uncertain market conditions. The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding... MORE
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You've probably heard the term "low-hanging fruit" to describe something that is easy to obtain if you are simply willing to reach out for it. An example of low-hanging fruit in new home sales could be the culling of leads... MORE
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This video discusses the power of gratitude in your demonstration. When a prospect pays your product or community a compliment, say "thank you," and use it as an opportunity to learn more about what the prospect likes most. ... MORE
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One thing I know everyone can agree on is that new home selling is changing. Does this mean its time to look for a new profession or is it time to roll up our sleeves and get back to the... MORE
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I think everyone realizes, although it's disappointing, that bad news travels faster than the good. It simply takes more effort to spread good news. While I'm not sure whether to blame the media for spreading the bad news, or the... MORE
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This audio podcast contains an interview with Bob Hafer originally published by BuilderRadio.com on January 20, 2008. In this interview, Bob discusses selling the way people want to buy. You can also download the mp3 for your use. ... MORE
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All too often today, salespeople are selling their incentives, not homes. While everyone would agree that its a problem sales managers are working to overcome, I believe the guilty salesperson needs to remind him or herself of what it means... MORE
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The following is an excerpt from The Essential New Home Sales Manager's Handbook Without sales, there is nothing to build or finance ... that's a no-brainer! And yet, so many homebuilding firms, and even Realtors staff their costly projects with... MORE
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