By Mike Lyon All too often I encounter Online Sales Programs that aren’t running on all cylinders. When I talk with builders about the possibility of a 20% conversion rate from leads to appointments, many people will say, “How is that possible? We have an Online Sales Counselor and we just can’t seem to get there.” This is when you need to look intently at your process and perform a checkup on your program. Here are some of the most common reasons we see an Online Sales Program under performing: Wrong Person – This position requires someone with the right drive, ambition and organizational skills. They don’t have to be a computer geek, but they do need to understand computers and programs. They also have to be motivated to pick up the phone and dial for dollars, plus be a wiz … Read More…

By Dennis O’Neil Telephone conversation will never be as influential as an in-person conversation. And email follow-up cannot replace the phone. Sometimes though, your best or only option to reach a prospect is email, and in those cases you want that communication to be as effective as it can be. The most common feedback I hear from salespeople about communicating with prospects via email? “They never respond.” There’s a huge list of possible reasons someone doesn’t respond to an email you sent them. What if they never get the email? Maybe their computer crashed, or they forgot to pay their Internet service bill, or maybe that new spam filter they just installed blocks everything. Those are all things we cannot control, so forget about them. When prospects do receive your email (and trust me, most of them do), but they … Read More…

By Jason Forrest Charles Schwab once said that you’re either in sales or sales support.  Salespeople are leaders and influencers. And those at the top of the profession are fearless. As a sales professional first and new home sales trainer second, I believe in fearless selling. I believe salespeople have more influence than price, competition, or any other circumstance. Among other things, fearless salespeople: See themselves as problem solvers…they are the experts who guide prospects to their goal. Are never victims of circumstance…rather than relying on the housing market and other conditions to line up, the fearless see tough circumstances as an opportunity. Do not rely on passive communication (email, social media, etc.) to communicate or get people through the door. See objections as opportunities to educate a buyer and help them see things differently. Engage customers and lead the … Read More…