November | 2009 | New Home Sales Training from Jeff Shore

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Monthly Archives: November 2009

A Tough/Great Week

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For personal reasons which I’ll not go into at this time, it was a tough week for me. It happens. That is, life happens. But I’ll go back to last Wednesday. I was in St. Louis to work with one of my favorite companies – McBride and Sons. I confess that due to life circumstances I was not in the right mindset that morning in my hotel room. I was not “feeling it”. I had work to do, but my mind and spirits were elsewhere. Ever get that way? You have a job to do, but life throws its curveballs at you unexpectedly and suddenly you find it difficult to muster the positive energy to do your job. So what do you do, for example, when it’s time to greet a customer but you are just not feeling like your … Read More…

Finishing Strong!

November 21, 2009

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The holidays are just around the corner, my friends. And you know what that means, right? It means HIGH QUALITY TRAFFIC! That’s right – it’s the time of year when conversion rates should be at their absolute highest. Think of the barriers that a prospect must go through to visit a sales office – time off work, narrowing choices, arranging for child care, overcoming a fear of salespeople. Now add on top of that the distractions of this time of year. There are so many reasons NOT to visit a new home sales office. So between now and New Year’s Day, every traffic unit becomes more important…and more legitimate! They are looking at homes this time of year not because they have nothing better to do but because they are serious buyers! Get it out of your head that slower … Read More…

New Book: “The 40 Day Sales Dare”

November 14, 2009

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I am very, very excited about a brand new book that was just released by my business partner, Jason Forrest. Many of you have read Jason’s groundbreaking first book, Creating Urgency in a Non-Urgent Housing Market. Jason now takes things to a whole new level with Sales Dare. The 40-Day Sales Dare is a book that challenges the reader to forty consecutive days of performance improvement. Think of it as more of a journey than just a good read, a sort of daily devotional for salespeople. Each day you will be challenged to read a brief lesson, answer some introspection questions, and then apply what you have learned in what Jason calls “real play” situations – that is, immediately utilizing the lessons in your actual sales office conversations. This fresh approach gives you a daily foundation and a daily focus … Read More…

Re-contacting Stale Leads

November 7, 2009

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As a salesperson, the problem with stale names on databases is that you have a means of remembering them (albeit electronically) but they have no way of remembering you. So the phone call after some amount of time goes by causes people to have to reconnect who you are with their distance experiences. The whole time that you are trying to jog their memory, they are thinking “telemarketer”; you’re going to face an uphill battle. To counter that I would suggest that you follow my “5+5+5″ system with the people on the database. This is not a system for active prospects; it is only to reconnect to older database leads. The “5+5+5″ system goes like this: every day you write 5 personal, hand-written notes to previous visitors. The content should serve to reconnect the relationship, to remind the prospect of … Read More…