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Monthly Archives: July 2010
Great baseball players are often detail freaks regarding their own performance. Not only can they tell you their batting average for the season, they can tell you their average against specific pitchers. They know how many home runs they have hit in a particular ballpark. They know how effective they are against left-handed curveball specialists. How well do you know your own performance? We tend to measure our success according to our sales results. Few salespeople accurately measure the actions that get us the results. It might be worth considering the effort to start tracking your results in a number of sales-related areas: - Your weekly average of self-directed traffic - Percentage of traffic that you asked the Plan Close question to - Percentage of traffic you took out to a homesite - Percentage of traffic you asked for the … Read More…
I often suggest to salespeople that they get away from what I call the “Hat Syndrome”. This occurs when I see myself with a “Sales Hat” on my head, and I see my prospect wearing their own “Buyer’s Hat”. As soon as my perspective is about our roles, it diminishes my ability to see this relationship as between two people. I launch into my sales role, and I expect my prospect to act like a typical customer. The entire notion speaks to the concept of an adversarial relationship, which we know of course is counter-productive to our purpose. Instead, I rather like the idea that I can come alongside my prospect with a partnership mentality. I can see myself as the “Assistant Buyer.” This mindset relies upon the concept of having a shared sense of purpose. The customer has a … Read More…
I have a brutal stretch of travel coming up. That’s not a complaint; I feel entirely blessed to have a full calendar and a host of incredible clients! But I do know that I need to rigorously manage my project list or I’ll quickly find things are slipping through the cracks. Recently I made a master list of everything that is coming up for the next quarter and I assigned dates to all the sub-tasks. To tell you the truth, it was a grueling and painful exercise, but it forced me to come to grips with the realities of my schedule. What I did not expect was an interesting and powerful side benefit. The due dates are lined up from here to the end of October; I can see that. But with everything lined up neatly I can also see … Read More…
I’d like to hear your thoughts on something. Many new home salespeople feel that they could sell anything. Is that you? If you couldn’t sell homes and you wanted another sales job, what product or service would you want to sell? Forget qualifications, geography, lifestyle, or any other hindrance. Just jot down your preference in the box below. If you couldn’t sell homes, what would you want to sell? Chime in, folks!
As I get older I deal more and more with a question that I find very valuable: How do I continually move from success to significance? This might be one of the most important introspective questions I can ask. At the risk of sounding arrogant, I consider myself to be successful. Business is healthy for me, I have an incredible wife and three great kids, a wonderful church, fantastic friends… all the things we hope for when we say we want to be successful. So now what? How do I continually move from success to significance? I have only so many years on this planet and I want to make an impact in the people around me. I want to be significant in people’s lives. And that’s where you come in. When you think about it, I just defined your … Read More…
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- My heartfelt prayers go out to the victims of the Oklahoma tornados. NAHB has set up a charitable foundation... http://t.co/yORw0WmwDS
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- 9 out of 10 home buyers will begin the search for their next home online; making a builder’s website as important... http://t.co/jVRto7xVQe
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