"How’s the Market?"

August 29, 2009
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How's the market?

Change is in the air, is it not? Last week’s report on new home sales was the most encouraging yet, with sales up far more than expected. Of course, the “expected” numbers are simply the pundits’ guesses – it’s the buyers and sellers that make it happen. With that in mind I think it’s important to point out that broad sentiment is a lagging indicator of market movement. The market was falling long before the broad sentiment of the population accepted the fact. Likewise, the market corrects before the general population acknowledges the correction. It is up to you then to sing that song and to tell that story. And if your energy and enthusiasm is low (or even neutral) you’re in deep trouble. Think about the pressure you are placing on your customers to get excited about the market when … Read More…

8 Ways to Motivate Yourself

August 22, 2009
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not-motivated

I ran across this great article on www.dumblittleman.com that I thought you’d enjoy.  (It’s true – I sometimes visit a website called “Dumb Little Man”.  It’s actually a pretty good site.) I think this is a topic we all struggle with sometimes.  I’m hoping you’ll read it, learn from it, and add anything you do to get motivated. – JS 8 Ways to Motivate Yourself (When You Just Don’t Feel Like It) Jason Barr So, how do you motivate yourself if you’re not feeling motivated? I think the feelings are key to understanding the root challenge. You’re not always going to feel like doing something. You have to lead your emotions, not let your emotions lead you. Take one or more of these 8 eight concrete steps to inject some purpose into your situation.

Why I Love New Home Sales

August 15, 2009
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Short and sweet – just complete the following sentence and post it in the response box. “I love the new home sales business because…” I’ll go first. I love the new home sales business because I know that people who are shopping for a home have real and serious emotional discomfort. We don’t sell homes; we sell peace for the mind. How about you? You love the new home sales business because…

Let the Debate Begin

August 8, 2009
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In last week’s newsletter we posed the following question in our weekly poll: If you had to select only one sales objective, which of the following would you say is most important to the success of a new home salesperson? a) Building a Strong Relationship with the Customer b) Asking Great Questions to Assure Understanding c) Knowing the Product Exceedingly Well d) Asking for the Sale The results at the time of this writing: a) 37% b) 29% c) 2% d) 32% So “building the relationship” was the front-runner, but “asking for the sale” and “asking great questions” were within striking distance. (I added “product knowledge” just to see the response; didn’t figure it would get much action.)

The Immersion Technique

August 1, 2009
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I have always considered myself a student of the sales process before I am anything of an instructor. And so I am consistently intrigued with the learning process. I know that as I become more aware of the manner in which people learn I can best tailor my presentation style to their learning preferences. One such learning technique is what educator’s refer to as “immersion”. This occurs when a learner, willingly or unwillingly, finds him/herself in a new environment and must quickly adapt in order to survive. (Gee, that almost sounds like my first day in new home sales!) The simplest example comes from those who are thrust into a new culture with no knowledge of the language. I’ll never forget a student from Mexico who showed up in my grammar school class knowing absolutely zero English. In a few … Read More…

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