Jeff Shore

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…

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…

In last week’s post, I wrote about the importance of planning the most important lines in your sales presentation. It is a performance; craft your lines and memorize them. But memorization is just the first part – practice repeatedly and your lines will become a natural part of your conversation. If you’ve begun doing this already, good for you! Now I’ll let you in on an acting secret: the intent of the line is more important than the line itself. In your sales office it’s okay to allow for organic, off-book dialogue. You are still following the pattern of your “plot”, as long as you are asking the right questions with the intention of understanding the answers. This is what my son, Kevin, said about acting once your lines are memorized: “When we had our lines down solid, when show … Read More…