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Okay, so traffic is slower in December. I get that. But it doesn’t mean that the month needs to be wasted. In fact, it can be one of the most exciting months of the year. Here are three things you can do in a slow traffic community: 1) Set your goals. Pick up Brian Tracy’s excellent book “Goals” and read through it (it won’t take long). Then take some time to set your 2012 goals, or at least goals for the first quarter of 2012. You’ll find that the year starts off stronger when you go in with purpose and intention. 2) Commit to learning a very specific skill. Read an article, pick up a sales book, look through your training material, or talk to your manager. But come up with something very specific and then practice it (out loud!) … Read More…
We’re all thinking about the Christmas season these days, but there is another season just around the corner. The “Selling Season”. Let me tease you with the idea that there is a selling message available to you for just the next several weeks that can really boost your sales. The “Selling Season”, as it is called, is actually a buying season. It’s a matter of historical record. From late January through May, in good markets and bad, there is always a surge in buying activity. That has happened every year for decades. It will happen again in just a few short weeks. How do you take advantage of that today? Two strategy points: 1) Explain the “buying season” phenomenon to your December prospects. 2) Ask them if it’s better to buy just before everyone else does, or to wait until … Read More…
Why aren’t people buying more homes? Unemployment? Nope. There are still tens of millions of would-be homebuyers who can easily afford a new home. Financing availability? Not that either. The qualification process has definitely become (appropriately) more complicated, but there are still plenty of programs out there, and at phenomenally low interest rates. Fear of price drops? Not if you look at the numbers. When you look at the average price of a new home in the United States over the past 24 months you’ll see relatively little movement. No, the masses are not buying because of the ongoing crisis of confidence. No confidence in the economy. No confidence in the government. No confidence that the dream of homeownership will be something other than a nightmare. Where do you fit into all this? Well, let me ask you this question. … Read More…
The holidays are upon us. Do you know where your buyers are? I can answer that: they are coming into your sales office! Many top professionals have incredibly strong months in November and December. While their traffic totals drop, their conversion rates increase. Those top professionals know something: November/December home shoppers are the most serious of all. Think about it. How many distractions do people have during the holidays? Tons, that’s how much. So with everything that is going on in their lives why would they be taking the time to visit new home sales offices? I can tell you why. Because they have a serious need, and therefore a serious urgency. Take these people seriously, my friends. They might be the best quality prospects you’ll see all year!
Today we’re going to tip our hat to those on the marketing side of our business. I’ve asked marketing guru Brian Flook to contribute some thoughts on how we can maximize our online efforts. If you’re in marketing this is must-know stuff. If you’re in sales, you’ll find it an interesting peak into the workings of the web. Enjoy! 5 Tips on Selecting and Using Keywords By Brian Flook, MIRM, President of Power Marketing Marketing new homes today has changed radically. Some builders are keeping up and some are not. The Internet should be the centerpiece of your marketing efforts and your website is the epicenter of your Internet marketing campaign. But, the lifeblood of a successful Internet campaign begins with keywords. Keywords are the terms searchers (or in your case prospects) key into a search engine like Google, Bing … Read More…
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