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- Great article in SMI "Designed To Sell:Sales Centers". Thanks to Kevin Oakley & Joan Marcus-Colvin for contributing! http://t.co/xz2ZDZgewd about 7 hours ago from TweetDeck ReplyRetweetFavorite
- Nice way to end the week! http://t.co/xdnNJRxcug about 21 hours ago from Facebook ReplyRetweetFavorite
- Dan Sullivan's thought on nagging frustrations: "Frustrations = Obligation - Commitment" Think about it! about 23 hours ago from Facebook ReplyRetweetFavorite
Monthly Archives: April 2012
How fast is the market changing? In some areas it’s lightening quick, like someone flipped the switch and opened the floodgates. * Ask salespeople you know in Phoenix and they’ll tell you the biggest problem is low inventory. * I talked to a salesperson in San Francisco who is selling WAY upper-end luxury condos, and buyers are swarming! * The city of Irvine, CA has an inventory of less than 500 homes…for a town of more than 200,000 people! * Similar stories coming in from Florida, the mid-Atlantic and Colorado. Things are changing, and it appears that they are changing quickly. You need to prepare your mindset accordingly. That means: * Sharing the message of market energy with enthusiasm * Updating your “Why Buy Now” message * Expecting a 50% sales pace increase from 2011 That last point is most … Read More…
In our video segment last week, I talked to Amy O’Connor about her philosophy of the Closing Quotient. This week Amy writes a guest post for us, further detailing this important concept, as well as how you can measure your CQ. _ What’s Your CQ? Amy O’Connor While IQ tests are designed to assess intelligence, and EQ tests measure one’s ability to identify, evaluate and control the emotions of oneself, of others and of groups, I believe that salespeople have a CQ or Closing Quotient measurement. When I talk about a sales person’s CQ, I am referring to a set of competencies and skills that drive performance and ultimately make deals happen. The CQ is a measurement, not just in success as it pertains to the raw numbers of your weekly sales report, but of your ability to drive a … Read More…
Salaam Alkiaum! I’m back! It was a great trip, but it is REALLY good to be home. It’s been a thrill to share my experiences via Facebook over the last week (go to www.facebook.com/JeffShoreCommunity to see videos and pics). Hope you enjoyed the updates. A few random thoughts from the trip: 1) Selling in Abu Dhabi is remarkably similar to selling in North America. It’s still all about connecting, understanding, advancing and serving. The cultural nuances fit quite well into my existing sales process. 2) The people in the United Arab Emirates are wonderful! Gracious, fun, interesting, eager to learn – everything I could have hoped for. 3) Selling in the UAE is about patience. People move at their own schedule. Even our 9:00 sales training sessions started at 9:40ish (or whenever people showed up). Frankly, it made me appreciate … Read More…
More of the awkward internet real estate photos that were unlucky enough to be posted to the internet. This sign might as well just read: “THIS IS A SIGN” or “THERE’S TOO MUCH MONEY IN OUR BILLBOARD BUDGET” _ _ “Ceiling Fangs” really tend to hurt your resale value… unless you’re in Transylvania! BA-DUM-CHING! _ _ He’s not just a realtor, he’s also the life of the party! _ _ I’m betting there’s a connection between this picture and the last one. Mr. Cuervo is up to no good at all. _ _ That’s a strange way to spell “Stewart”. _ _ Wait, where? On a roof? On a sign? How can “there” and “here” be the same place? My head hurts.
I consider myself a new home sales expert. I made a lot of money in a strong market. But it was in the tough markets that I truly learned how to sell. I trained myself on every aspect of the sales process. I sought out mentors who succeeded in hard times before. I read and reread New Home Sales by the late Dave Stone and Success in New Home Sales by Richard Tiller, and anything else I could get my hands on! Now, I make a living helping sales professionals just like you. My message is simple: Truly great sales people are market-proof. Six years ago, selling a home may have been as easy as handing someone a pen and pointing to the dotted line. But after the market turned, you were forced to up your sales game dramatically. If … Read More…
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