Comments for New Home Sales Training from Jeff Shore http://jeffshore.com New Home Sales Training Thu, 17 May 2012 07:17:00 +0000 hourly 1 http://wordpress.org/?v=3.0.2 Comment on What Drives You Crazy? by bobchrist488 http://jeffshore.com/2011/04/what-drives-you-crazy/#comment-2981 bobchrist488 Thu, 17 May 2012 07:17:00 +0000 http://jeffshore.com/?p=4160#comment-2981 loud voice of machines irritate a lot.smell of spicy food  makes me crazy.interesting blog.thanks for sharing loud voice of machines irritate a lot.smell of spicy food  makes me crazy.interesting blog.thanks for sharing

]]> Comment on Accelerating the Purchase Decision by Jeff Shore http://jeffshore.com/accelerating-the-purchase-decision/#comment-2980 Jeff Shore Wed, 16 May 2012 23:49:00 +0000 http://jeffshore.com/#comment-2980 I respect the sentiments of that post SO much, Jerry. You're a pro's pro!  I respect the sentiments of that post SO much, Jerry. You’re a pro’s pro! 

]]> Comment on Accelerating the Purchase Decision by Jerry Baird http://jeffshore.com/accelerating-the-purchase-decision/#comment-2979 Jerry Baird Wed, 16 May 2012 23:20:00 +0000 http://jeffshore.com/#comment-2979 I've been a New Home Sales Professional for over 35years and I have always believed that buyers wait till the 2nd or 3rd visit to buy. In fact that has been my experience......untill this last year. I have had 7  first visit buys this year! I guess an old dog needs to learn new tricks!! Jerry Baird I’ve been a New Home Sales Professional for over 35years and I have always believed that buyers wait till the 2nd or 3rd visit to buy. In fact that has been my experience……untill this last year. I have had 7  first visit buys this year! I guess an old dog needs to learn new tricks!!

Jerry Baird

]]> Comment on Caption Contest by Jim Suth http://jeffshore.com/2012/05/caption-contest-17/#comment-2978 Jim Suth Tue, 15 May 2012 07:31:00 +0000 http://jeffshore.com/?p=8108#comment-2978 - OK ... who is going to clean up the stairs! It's definitely NOT my turn. - Try a nice quiet stay in our bowwootiful getaway! - I'm sleepin in the dog house? Yippee! - Where did we put that eyeball flood light dealie ... oh here it is, in the tail section. - So do I store the lawn mower in the little dog? - How did you sleep? Wonderful! OK here's your kibble. It's got three breakfast meats in it! - Pull this lever here, he lifts his leg and Viola! a pantry! - OK … who is going to clean up the stairs! It’s definitely NOT my turn.
- Try a nice quiet stay in our bowwootiful getaway!
- I’m sleepin in the dog house? Yippee!
- Where did we put that eyeball flood light dealie … oh here it is, in the tail section.
- So do I store the lawn mower in the little dog?
- How did you sleep? Wonderful! OK here’s your kibble. It’s got three breakfast meats in it!
- Pull this lever here, he lifts his leg and Viola! a pantry!

]]> Comment on Why You? by Jeff Shore http://jeffshore.com/2012/05/why-you/#comment-2977 Jeff Shore Mon, 14 May 2012 22:17:00 +0000 http://jeffshore.com/?p=8099#comment-2977 Great post, Roz. Great application of the concept!  Great post, Roz. Great application of the concept! 

]]> Comment on Caption Contest by Caryn http://jeffshore.com/2012/05/caption-contest-17/#comment-2976 Caryn Mon, 14 May 2012 15:08:00 +0000 http://jeffshore.com/?p=8108#comment-2976 A place to stay when you are in the "dog house"! A place to stay when you are in the “dog house”!

]]> Comment on Why You? by Roz Howerton http://jeffshore.com/2012/05/why-you/#comment-2975 Roz Howerton Mon, 14 May 2012 13:54:00 +0000 http://jeffshore.com/?p=8099#comment-2975 Mu Dad told me all of my life - the things you do you don't have to do are the things that will make the biggest difference! Do something no one else would do - Stand Out :) Example - don't take a gift to the closing - tell you customer you are going to stop by in a couple days to see how they are doing getting settled in, and you have something for them that you will bring by at that time. Now your closing gift becomes a gift of purpose not a token - because you are giving them a gift AND your extra time. Mu Dad told me all of my life – the things you do you don’t have to do are the things that will make the biggest difference!
Do something no one else would do – Stand Out :)
Example – don’t take a gift to the closing – tell you customer you are going to stop by in a couple days to see how they are doing getting settled in, and you have something for them that you will bring by at that time. Now your closing gift becomes a gift of purpose not a token – because you are giving them a gift AND your extra time.

]]> Comment on Why You? by Natalie http://jeffshore.com/2012/05/why-you/#comment-2974 Natalie Mon, 14 May 2012 04:23:00 +0000 http://jeffshore.com/?p=8099#comment-2974 LOVE this!!!  LOVE this!!! 

]]> Comment on Caption Contest by Joe Kaminski Eastwood Homes http://jeffshore.com/2012/05/caption-contest-17/#comment-2973 Joe Kaminski Eastwood Homes Sun, 13 May 2012 15:50:00 +0000 http://jeffshore.com/?p=8108#comment-2973 Not sure if its pet friendly but has a great panoramic view  Not sure if its pet friendly but has a great panoramic view 

]]> Comment on Caption Contest by Angela Olmos http://jeffshore.com/2012/05/caption-contest-17/#comment-2972 Angela Olmos Sat, 12 May 2012 19:29:00 +0000 http://jeffshore.com/?p=8108#comment-2972 What kind of comps can you find for this home? A Wolf Home, a Cat Home, or Maybe a Tiger House :) What kind of comps can you find for this home?
A Wolf Home, a Cat Home, or Maybe a Tiger House :)

]]> Comment on Caption Contest by Don Lowry http://jeffshore.com/2012/05/caption-contest-17/#comment-2971 Don Lowry Sat, 12 May 2012 15:17:00 +0000 http://jeffshore.com/?p=8108#comment-2971 Is the neighborhood you're renting in going to the dogs?  We can help?!?!?! Is the neighborhood you’re renting in going to the dogs?  We can help?!?!?!

]]> Comment on The Objection Projection by Mirvin http://jeffshore.com/2012/05/the-objection-projection/#comment-2970 Mirvin Thu, 10 May 2012 16:04:00 +0000 http://jeffshore.com/?p=8058#comment-2970 My mindset is to present the home based off the information I have and will discover through asking plenty of clarifying and open ended questions, all the while remaining keenly aware that I am in control the conversation and their emotions. One thing will always be true when selling our homes; we have hundreds of great things about our homes and if it is determined that this home is the right home for this buyer, then there isn't an objection that the buyer will not overcome on their own.  Allow your posture to be one of confidence in our product and our "built around you" concept and help the buyer fall in love with not just our home but also the process of buying our home. My mindset is to present the home based off the information I have and will discover through asking plenty of clarifying and open ended questions, all the while remaining keenly aware that I am in control the conversation and their emotions. One thing will always be true when selling our homes; we have hundreds of great things about our homes and if it is determined that this home is the right home for this buyer, then there isn’t an objection that the buyer will not overcome on their own.  Allow your posture to be one of confidence in our product and our “built around you” concept and help the buyer fall in love with not just our home but also the process of buying our home.

]]> Comment on Jeff’s Recommended Reading List by Derendasircy http://jeffshore.com/jeffs-recommended-reading-list/#comment-2969 Derendasircy Wed, 09 May 2012 16:14:00 +0000 http://jeffshore.com/#comment-2969 Thank you for the list. There are several that I will be ordering! Thank you for the list. There are several that I will be ordering!

]]> Comment on The Objection Projection by Jensie http://jeffshore.com/2012/05/the-objection-projection/#comment-2968 Jensie Sun, 06 May 2012 17:36:00 +0000 http://jeffshore.com/?p=8058#comment-2968 "Tell us about your objection and how you avoiding projecting it."...My objection is personal. The community and company are amazing. I represent a sleepy community in a desirable area, with beautiful homes, great views and wonderful neighbors. I am a single mom and am always trying to find ways to stretch a dollar. My objection is that everything is so expensive, so I assume that everyone else thinks so and is on the same budget I am. I immediate start going over how I'm going to help them keep the cost of their home price  down before we even know what the price is and if they even care about spending the extra dollar to make the home that much more beautiful. I am doing my best not to suggest ways I am giong to help them build their home on a budget (My budget), and take control by asking more questions, listen to their whole story and get to know what's important to them before I start trying to teach them how to build an affordable home with us, and before I even know if they''re going to build with us. I use to manage and buy inventory for my department as well as other departments and was always complimented on how I spent the companies money like it was my own. In another position I held, I helped people learn how to budget. In my position now, lol, I am not spending anyones money or trying to teach them how to budget, I am just consulting home buyers on building an eco-smart energy star home that will help them cut costs on their bills, so they can spend more to have the home they really want. Anyway, I'm not doing too badly, but it is something I would like to work on. What do you suggest?? Sincerely, me :-) “Tell us about your objection and how you avoiding projecting it.”…My objection is personal. The community and company are amazing. I represent a sleepy community in a desirable area, with beautiful homes, great views and wonderful neighbors. I am a single mom and am always trying to find ways to stretch a dollar. My objection is that everything is so expensive, so I assume that everyone else thinks so and is on the same budget I am. I immediate start going over how I’m going to help them keep the cost of their home price  down before we even know what the price is and if they even care about spending the extra dollar to make the home that much more beautiful. I am doing my best not to suggest ways I am giong to help them build their home on a budget (My budget), and take control by asking more questions, listen to their whole story and get to know what’s important to them before I start trying to teach them how to build an affordable home with us, and before I even know if they”re going to build with us. I use to manage and buy inventory for my department as well as other departments and was always complimented on how I spent the companies money like it was my own. In another position I held, I helped people learn how to budget. In my position now, lol, I am not spending anyones money or trying to teach them how to budget, I am just consulting home buyers on building an eco-smart energy star home that will help them cut costs on their bills, so they can spend more to have the home they really want. Anyway, I’m not doing too badly, but it is something I would like to work on. What do you suggest?? Sincerely, me :-)

]]> Comment on The Objection Projection by Jan Kahl http://jeffshore.com/2012/05/the-objection-projection/#comment-2967 Jan Kahl Sat, 05 May 2012 22:51:00 +0000 http://jeffshore.com/?p=8058#comment-2967 When prospects ask me whether we have a pool, I say, "No, is that something important to you?"  MOST of them say, "No, not really; I was just wondering."  (I swear -- That's what almost all of them say!!  They were just wondering -- It's like they think they're SUPPOSED to ask that question!)  If someone says it IS important, then I can talk about what pools, gyms, etc. are nearby for their use (and also talk about the condo fees, etc. as well). When prospects ask me whether we have a pool, I say, “No, is that something important to you?”  MOST of them say, “No, not really; I was just wondering.”  (I swear — That’s what almost all of them say!!  They were just wondering — It’s like they think they’re SUPPOSED to ask that question!)  If someone says it IS important, then I can talk about what pools, gyms, etc. are nearby for their use (and also talk about the condo fees, etc. as well).

]]> Comment on The Objection Projection by Edtbarber http://jeffshore.com/2012/05/the-objection-projection/#comment-2966 Edtbarber Sat, 05 May 2012 17:51:00 +0000 http://jeffshore.com/?p=8058#comment-2966 Reminds me of another sales person that was given a community that was hard to sell because the previous sales person said that becasue there were power lines close by, nobody wanted to buy the homes.  So the new guy being "proactive" so he thought made flyers that told all buyers that power lines DO NOT cause cancer!!!!!!  Funny stuff.  I agree that we need to listen and there is no need to add objections, there will be enough to go around.  Great story Kevin!  Thanks for sharing Jeff Reminds me of another sales person that was given a community that was hard to sell because the previous sales person said that becasue there were power lines close by, nobody wanted to buy the homes.  So the new guy being “proactive” so he thought made flyers that told all buyers that power lines DO NOT cause cancer!!!!!!  Funny stuff.  I agree that we need to listen and there is no need to add objections, there will be enough to go around.  Great story Kevin!  Thanks for sharing Jeff

]]> Comment on Measuring Your Closing Quotient by Don Lowry http://jeffshore.com/2012/05/measuring-your-closing-quotient/#comment-2965 Don Lowry Sat, 05 May 2012 15:13:00 +0000 http://jeffshore.com/?p=8082#comment-2965 Sound advice... basic stuff, but we ALL need reminded to get back to the basics of sales to make our numbers go UP!!!!! Sound advice… basic stuff, but we ALL need reminded to get back to the basics of sales to make our numbers go UP!!!!!

]]> Comment on The Objection Projection by Jeff Shore http://jeffshore.com/2012/05/the-objection-projection/#comment-2964 Jeff Shore Sat, 05 May 2012 15:04:00 +0000 http://jeffshore.com/?p=8058#comment-2964 I might one suggestion, Don. If you're not already doing so, try to preface that explanation with "The people who live here tell me..." Anytime you're overcoming an objection it is helpful to use what the psychologist Robert Cialdini calls the Law of Social Proof. In this case, it relies on the testimony of people who have actually had the objection, purchased anyway, and are happy with the decision they made. Make sense?  I might one suggestion, Don. If you’re not already doing so, try to preface that explanation with “The people who live here tell me…” Anytime you’re overcoming an objection it is helpful to use what the psychologist Robert Cialdini calls the Law of Social Proof. In this case, it relies on the testimony of people who have actually had the objection, purchased anyway, and are happy with the decision they made. Make sense? 

]]> Comment on The Objection Projection by Don Lowry http://jeffshore.com/2012/05/the-objection-projection/#comment-2963 Don Lowry Sat, 05 May 2012 15:01:00 +0000 http://jeffshore.com/?p=8058#comment-2963 Get back to the BASICS... God gave us 2 ears and one mouth for a reason.  And for that 'Don' to go into it before even welcoming them in, poor salesmanship and I doubt h changes many peoples lives!  My problem in the neighborhood nI am in is no pool or other amenities.  I let them bring it up, then honestly answer them with a relieved 'NO- and isn't that great?".  Puzzled, the ask me how that is great.  I go into the problems of super high HOA dues and the inevitable special assesment that comes form time to time when you have the amenities.  Keep the HOA fees in the wallet- join the YMCA- and never have to worry about paying for something you might not ever use.  Get back to the BASICS… God gave us 2 ears and one mouth for a reason.  And for that ’Don’ to go into it before even welcoming them in, poor salesmanship and I doubt h changes many peoples lives! 

My problem in the neighborhood nI am in is no pool or other amenities.  I let them bring it up, then honestly answer them with a relieved ‘NO- and isn’t that great?”.  Puzzled, the ask me how that is great.  I go into the problems of super high HOA dues and the inevitable special assesment that comes form time to time when you have the amenities.  Keep the HOA fees in the wallet- join the YMCA- and never have to worry about paying for something you might not ever use. 

]]> Comment on The Objection Projection by Jeff Shore http://jeffshore.com/2012/05/the-objection-projection/#comment-2962 Jeff Shore Sat, 05 May 2012 14:55:00 +0000 http://jeffshore.com/?p=8058#comment-2962 Thanks for that valuable insight. I think it would be wise for sales professionals to be extra careful here. We send dangerous messages in really subtle ways if we're not careful.  Thanks for that valuable insight. I think it would be wise for sales professionals to be extra careful here. We send dangerous messages in really subtle ways if we’re not careful. 

]]> Comment on The Objection Projection by Mtgrimsley http://jeffshore.com/2012/05/the-objection-projection/#comment-2961 Mtgrimsley Sat, 05 May 2012 13:58:00 +0000 http://jeffshore.com/?p=8058#comment-2961 I completely agree!  Too many times I see salespeople, Realtors and Onsite Sales, project their opinions of the home onto their customers.  Once it is out there, you can't take it back!  After all, who is the one planning to live in the home and make the monthly payment, you or the homebuyer?  In my opinion, silence is your best option, but have your response ready for any that might object. I completely agree!  Too many times I see salespeople, Realtors and Onsite Sales, project their opinions of the home onto their customers.  Once it is out there, you can’t take it back!  After all, who is the one planning to live in the home and make the monthly payment, you or the homebuyer?  In my opinion, silence is your best option, but have your response ready for any that might object.

]]> Comment on Way Back When… in 2011 by Jeff Shore http://jeffshore.com/2012/04/way-back-when-in-2011/#comment-2956 Jeff Shore Sat, 28 Apr 2012 16:11:00 +0000 http://jeffshore.com/?p=8006#comment-2956 SWEET!!! That's the right attitude, my friend. SWEET!!! That’s the right attitude, my friend.

]]> Comment on Persuasion and the Perils of Inaction by Don Lowry http://jeffshore.com/2012/04/persuasion-and-the-perils-of-inaction/#comment-2955 Don Lowry Sat, 28 Apr 2012 15:00:00 +0000 http://jeffshore.com/?p=8009#comment-2955 GREAT reminder of why I have been in slaes for so many years, the last 5 in new home sales.  We are there to HELP people- we have an obligation to show them how can solve their problems... sooner rather than later.  Pushy salesperson- NOPE- great at leading them to what the need- YUP!!! GREAT reminder of why I have been in slaes for so many years, the last 5 in new home sales.  We are there to HELP people- we have an obligation to show them how can solve their problems… sooner rather than later.  Pushy salesperson- NOPE- great at leading them to what the need- YUP!!!

]]> Comment on Way Back When… in 2011 by Don Lowry http://jeffshore.com/2012/04/way-back-when-in-2011/#comment-2954 Don Lowry Sat, 28 Apr 2012 14:55:00 +0000 http://jeffshore.com/?p=8006#comment-2954 What didn't kill us made us STRONGER!   I started in this business AFTER the boom, so I know nothing but hard work, persistence, and working smarter to help my clients.  If we are heading in the positive direction, I am ready for the increase in sales and helping more and more people change their world!  What didn’t kill us made us STRONGER!   I started in this business AFTER the boom, so I know nothing but hard work, persistence, and working smarter to help my clients.  If we are heading in the positive direction, I am ready for the increase in sales and helping more and more people change their world! 

]]> Comment on More Great Real Estate Photos by Turkeytoodles http://jeffshore.com/2012/04/more-great-real-estate-photos/#comment-2953 Turkeytoodles Sat, 21 Apr 2012 23:21:00 +0000 http://jeffshore.com/?p=7971#comment-2953 Nancy, being there as in 1982? Nancy, being there as in 1982?

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2951 Jeff Shore Mon, 16 Apr 2012 03:15:00 +0000 http://jeffshore.com/?p=7280#comment-2951 I know a lot of people who would love to have that problem!!! I know a lot of people who would love to have that problem!!!

]]> Comment on Asking for the Sale on Visit One by Slyker2282 http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2950 Slyker2282 Sun, 15 Apr 2012 21:13:00 +0000 http://jeffshore.com/?p=7280#comment-2950 Jeff, the market has really picked up, we are capping off sales and have started a waiting list.  How would you handle this type of situation?  "Would you like to get on our waiting list today?" doesn't seem like a natural closing question. Jeff, the market has really picked up, we are capping off sales and have started a waiting list.  How would you handle this type of situation?  “Would you like to get on our waiting list today?” doesn’t seem like a natural closing question.

]]> Comment on How to Make Them Fall in Love by Heatherskico http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2949 Heatherskico Sat, 14 Apr 2012 21:37:00 +0000 http://jeffshore.com/#comment-2949 Golly, this is awesome!  I have  been doing it wrong lately...these reminders are amazing! Golly, this is awesome!  I have  been doing it wrong lately…these reminders are amazing!

]]> Comment on Persuasion and Moral Quests by Don Lowry http://jeffshore.com/2012/04/persuasion-and-moral-quests/#comment-2948 Don Lowry Sat, 14 Apr 2012 14:49:00 +0000 http://jeffshore.com/?p=7881#comment-2948 'I'm excited for YOU,  Mr./Mrs. Client'... great attitude towards changing someone's world!  Thanks Jeff! ‘I’m excited for YOU,  Mr./Mrs. Client’… great attitude towards changing someone’s world!  Thanks Jeff!

]]> Comment on Jeff’s Recommended Reading List by Kathy Ricks http://jeffshore.com/jeffs-recommended-reading-list/#comment-2947 Kathy Ricks Wed, 11 Apr 2012 17:54:00 +0000 http://jeffshore.com/#comment-2947 Thanks Jeff always looking for new ideas! Thanks Jeff always looking for new ideas!

]]> Comment on Jeff’s Recommended Reading List by Anonymous http://jeffshore.com/jeffs-recommended-reading-list/#comment-2946 Anonymous Wed, 11 Apr 2012 15:44:00 +0000 http://jeffshore.com/#comment-2946 Great Suggestions... Thank you! Great Suggestions… Thank you!

]]> Comment on On the Horizon… Abu Dhabi by Angela Olmos http://jeffshore.com/2012/03/on-the-horizon-abu-dhabi/#comment-2945 Angela Olmos Mon, 09 Apr 2012 19:40:00 +0000 http://jeffshore.com/?p=7542#comment-2945 Very Nice..... I want to sell Real Estate in the Island of Happiness! Very Cool! :) Enjoy and Congrats!!! Very Nice….. I want to sell Real Estate in the Island of Happiness!
Very Cool! :)
Enjoy and Congrats!!!

]]> Comment on Great Real Estate Photos by Matt Tanner http://jeffshore.com/2012/04/great-real-estate-photos/#comment-2943 Matt Tanner Sat, 07 Apr 2012 14:24:00 +0000 http://jeffshore.com/?p=7721#comment-2943 Did anyone else notice that is a picture of George Clooney? Did anyone else notice that is a picture of George Clooney?

]]> Comment on Great Real Estate Photos by Bob Knorr http://jeffshore.com/2012/04/great-real-estate-photos/#comment-2942 Bob Knorr Sat, 07 Apr 2012 13:28:00 +0000 http://jeffshore.com/?p=7721#comment-2942 Type your comment here. Okay Bill , no one wants to get their asking price for the home, let's advertise to "just bring an offer " , this should be fun negotiating this deal ! Type your comment here.

Okay Bill , no one wants to get their asking price for the home, let’s advertise to “just bring an offer ” , this should be fun negotiating this deal !

]]> Comment on Great Real Estate Photos by Bob Knorr http://jeffshore.com/2012/04/great-real-estate-photos/#comment-2941 Bob Knorr Sat, 07 Apr 2012 13:25:00 +0000 http://jeffshore.com/?p=7721#comment-2941 I have the home of the month! oh yeah, I have the home of the month, I Have The Sign to Prove It! You only wish your yard looked as god as this one ! Hey, I am the hardest working Real Estate salesman you will find that only charges 1% sales commission. You don't need renters insurance, everything in this unit is kind of flexible . Live with the "lice" on the first floor, and let the renters pay for the pest control service. I have the home of the month! oh yeah, I have the home of the month, I Have The Sign to Prove It!

You only wish your yard looked as god as this one !

Hey, I am the hardest working Real Estate salesman you will find that only charges 1% sales commission.

You don’t need renters insurance, everything in this unit is kind of flexible .

Live with the “lice” on the first floor, and let the renters pay for the pest control service.

]]> Comment on Great Real Estate Photos by Serviced Apartments Singapore http://jeffshore.com/2012/04/great-real-estate-photos/#comment-2940 Serviced Apartments Singapore Sat, 07 Apr 2012 11:12:00 +0000 http://jeffshore.com/?p=7721#comment-2940 Thank you for share this images an awesome post its indeed helpful Thank you for share this images an awesome post its indeed helpful

]]> Comment on The Incentive Guy by Anonymous http://jeffshore.com/the-incentive-guy/#comment-2936 Anonymous Fri, 06 Apr 2012 20:36:00 +0000 http://jeffshore.com/#comment-2936 If he loved your home, 5k doesn't mean anything!  If he loved your home, 5k doesn’t mean anything! 

]]> Comment on The Incentive Guy by Anonymous http://jeffshore.com/the-incentive-guy/#comment-2935 Anonymous Fri, 06 Apr 2012 20:33:00 +0000 http://jeffshore.com/#comment-2935 Funny! Funny!

]]> Comment on How to Make Them Fall in Love by Cindyloum17 http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2934 Cindyloum17 Wed, 04 Apr 2012 19:03:00 +0000 http://jeffshore.com/#comment-2934 This is fantastic. Thank you! This is fantastic. Thank you!

]]> Comment on The Incentive Guy by Cj Schulz http://jeffshore.com/the-incentive-guy/#comment-2933 Cj Schulz Tue, 03 Apr 2012 20:05:00 +0000 http://jeffshore.com/#comment-2933 Let me add that I had this happen.  We had 2 nearly identical homes and mine was $5K higher (with a bigger kitchen smaller b-fast area). The other builder had a power pole smack dab in the middle of the back yard. Know what your selling against!!! Let me add that I had this happen.  We had 2 nearly identical homes and mine was $5K higher (with a bigger kitchen smaller b-fast area). The other builder had a power pole smack dab in the middle of the back yard. Know what your selling against!!!

]]> Comment on The Incentive Guy by Cj Schulz http://jeffshore.com/the-incentive-guy/#comment-2932 Cj Schulz Tue, 03 Apr 2012 19:35:00 +0000 http://jeffshore.com/#comment-2932 Incentives come and go.  Let me ask you why would a builder offer more than anyone else???  What is wrong with the home? Why can't they sell it? Incentives come and go.  Let me ask you why would a builder offer more than anyone else???  What is wrong with the home? Why can’t they sell it?

]]> Comment on Tough Markets: How to Become Market-Proof by Jeff Shore http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2931 Jeff Shore Tue, 03 Apr 2012 19:05:00 +0000 http://jeffshore.com/#comment-2931 "Every customer that walks through the door may be my last." Now THAT is the mindset of a winner! “Every customer that walks through the door may be my last.” Now THAT is the mindset of a winner!

]]> Comment on Tough Markets: How to Become Market-Proof by Kathy Ricks http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2930 Kathy Ricks Tue, 03 Apr 2012 18:29:00 +0000 http://jeffshore.com/#comment-2930 Thank you for the great reminder.  We had 99 sales last month for our division so it's easy to change your mindset.  I need to keep my mind set that every customer that walks through the doors may be my last! Thank you for the great reminder.  We had 99 sales last month for our division so it’s easy to change your mindset.  I need to keep my mind set that every customer that walks through the doors may be my last!

]]> Comment on Tough Markets: How to Become Market-Proof by Jeff Shore http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2929 Jeff Shore Tue, 03 Apr 2012 16:18:00 +0000 http://jeffshore.com/#comment-2929 Precisely. I think that has been proven by looking at who stands out today vs. who stood out in 2006. Precisely. I think that has been proven by looking at who stands out today vs. who stood out in 2006.

]]> Comment on Tough Markets: How to Become Market-Proof by Jeff Shore http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2928 Jeff Shore Tue, 03 Apr 2012 16:18:00 +0000 http://jeffshore.com/#comment-2928 That is EXACTLY right, Peter. Still way too many people waiting for the market to hand us our success. I think we call that...welfare! That is EXACTLY right, Peter. Still way too many people waiting for the market to hand us our success. I think we call that…welfare!

]]> Comment on Tough Markets: How to Become Market-Proof by Jim http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2927 Jim Tue, 03 Apr 2012 11:49:00 +0000 http://jeffshore.com/#comment-2927 Is this a short term push or a long term trend?!  Focus on sales and keep a strong mental state and it won't matter! Is this a short term push or a long term trend?!  Focus on sales and keep a strong mental state and it won’t matter!

]]> Comment on What Drives You Crazy? by seo http://jeffshore.com/2011/04/what-drives-you-crazy/#comment-2926 seo Tue, 03 Apr 2012 11:43:00 +0000 http://jeffshore.com/?p=4160#comment-2926 Nice article about light bulbs.I liked the post.Good job.Thanks for sharing such post. Nice article about light bulbs.I liked the post.Good job.Thanks for sharing such post.

]]> Comment on Tough Markets: How to Become Market-Proof by Peter http://jeffshore.com/tough-markets-how-to-become-market-proof/#comment-2925 Peter Mon, 02 Apr 2012 21:49:00 +0000 http://jeffshore.com/#comment-2925 The payoff? leveraged skills means leveraged income as you grab market share from those that rely on the market! The payoff? leveraged skills means leveraged income as you grab market share from those that rely on the market!

]]> Comment on Compared to Last Year… by Doreen Lehman http://jeffshore.com/compared-to-last-year-2/#comment-2924 Doreen Lehman Mon, 02 Apr 2012 20:17:00 +0000 http://jeffshore.com/#comment-2924 Even the realtor market is 25-30% busier this year than last.  It's going to be a great year!  Even the realtor market is 25-30% busier this year than last.  It’s going to be a great year! 

]]> Comment on Know Your Lines, Part 1 by Jeff Shore http://jeffshore.com/2012/03/know-your-lines-part-1/#comment-2923 Jeff Shore Sun, 01 Apr 2012 04:36:00 +0000 http://jeffshore.com/?p=7664#comment-2923 That's EXACTLY the right attitude. Rock it! That’s EXACTLY the right attitude. Rock it!

]]> Comment on Know Your Lines, Part 1 by Heatherskico http://jeffshore.com/2012/03/know-your-lines-part-1/#comment-2922 Heatherskico Sun, 01 Apr 2012 04:10:00 +0000 http://jeffshore.com/?p=7664#comment-2922 You have me hanging on every word!  I want to WOW my audience! You have me hanging on every word!  I want to WOW my audience!

]]> Comment on Caption Contest by Kevin Oakley http://jeffshore.com/2012/03/caption-contest-16/#comment-2921 Kevin Oakley Sat, 31 Mar 2012 15:41:00 +0000 http://jeffshore.com/?p=7574#comment-2921 This is the ultimate urban oasis. More natural light than any home in the city, while maintaining your privacy and security by limiting access to the public. This home was previously owned by the Beckam family while he was still playing football in the UK. They loved not having a front door or front facing windows because it kept all the paparazzi at bay. This is the ultimate urban oasis. More natural light than any home in the city, while maintaining your privacy and security by limiting access to the public. This home was previously owned by the Beckam family while he was still playing football in the UK. They loved not having a front door or front facing windows because it kept all the paparazzi at bay.

]]> Comment on How to Make Them Fall in Love by Jeff Shore http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2920 Jeff Shore Sat, 31 Mar 2012 14:11:00 +0000 http://jeffshore.com/#comment-2920 Ah, shucks. Thanks so much, Joan. Hope you're doing well, my coffee-worthy friend.  Ah, shucks. Thanks so much, Joan. Hope you’re doing well, my coffee-worthy friend. 

]]> Comment on What Drives You Crazy? by Lucine  http://jeffshore.com/2011/04/what-drives-you-crazy/#comment-2919 Lucine  Sat, 31 Mar 2012 05:56:00 +0000 http://jeffshore.com/?p=4160#comment-2919 This is my kind of blog - insightful and well written. Thanks for posting.  This is my kind of blog – insightful and well written. Thanks for posting. 

]]> Comment on How to Make Them Fall in Love by Joan Diaz http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2918 Joan Diaz Sat, 31 Mar 2012 01:56:00 +0000 http://jeffshore.com/#comment-2918 Jeff Shore makes us all just want to go out there and help each customer know, love, understand our community and help them choose to join the neighborhood.   So many good reminders. So energizing.  Thanks, Jeff. Jeff Shore makes us all just want to go out there and help each customer know, love, understand our community and help them choose to join the neighborhood.   So many good reminders.
So energizing.  Thanks, Jeff.

]]> Comment on Caption Contest by Randall Wright http://jeffshore.com/2012/03/caption-contest-16/#comment-2917 Randall Wright Fri, 30 Mar 2012 17:32:00 +0000 http://jeffshore.com/?p=7574#comment-2917 A Don Quixote house that's a good squeeze! Great for keeping your center if gravity! A Don Quixote house that’s a good squeeze! Great for keeping your center if gravity!

]]> Comment on Compared to Last Year… by Kae Hunter http://jeffshore.com/compared-to-last-year-2/#comment-2915 Kae Hunter Thu, 29 Mar 2012 23:54:00 +0000 http://jeffshore.com/#comment-2915 In Tucson we are seeing a reduction in the inventory of resale homes and many offers being made on the repo homes.  The outlook is positive. In Tucson we are seeing a reduction in the inventory of resale homes and many offers being made on the repo homes.  The outlook is positive.

]]> Comment on Caption Contest by Brolinski http://jeffshore.com/2012/03/caption-contest-16/#comment-2914 Brolinski Tue, 27 Mar 2012 23:31:00 +0000 http://jeffshore.com/?p=7574#comment-2914 You want skylights, I have the perfect place for you! You want skylights, I have the perfect place for you!

]]> Comment on Caption Contest by Chad Little http://jeffshore.com/2012/03/caption-contest-16/#comment-2913 Chad Little Mon, 26 Mar 2012 19:21:00 +0000 http://jeffshore.com/?p=7574#comment-2913 Putting new meaning into "Being Upside Down on your Home"! Putting new meaning into “Being Upside Down on your Home”!

]]> Comment on The Incentive Guy by Robert Brzycki http://jeffshore.com/the-incentive-guy/#comment-2912 Robert Brzycki Mon, 26 Mar 2012 15:55:00 +0000 http://jeffshore.com/#comment-2912 I like to respond to the "incentive" question by stating that we're able to satisfy your needs and wants by providing a lifestyle that addresses the things that you aren't satisfied with in your current residence and living situation. I also like to add that "NOW is the best time to make the move and begin creating a better lifestyle situation". I like to respond to the “incentive” question by stating that we’re able to satisfy your needs and wants by providing a lifestyle that addresses the things that you aren’t satisfied with in your current residence and living situation. I also like to add that “NOW is the best time to make the move and begin creating a better lifestyle situation”.

]]> Comment on How to Make Them Fall in Love by Jeff Shore http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2911 Jeff Shore Mon, 26 Mar 2012 04:00:00 +0000 http://jeffshore.com/#comment-2911 Thanks, Paul. I have always contended that the customer-centered demonstration is far more effective than the product-centered.  Thanks, Paul. I have always contended that the customer-centered demonstration is far more effective than the product-centered. 

]]> Comment on How to Make Them Fall in Love by Paul Gortzig http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2910 Paul Gortzig Mon, 26 Mar 2012 03:58:00 +0000 http://jeffshore.com/#comment-2910 Thanks Jeff......we are building our Planned Presentations and our message has been "All About the Prospect".  Your message from PCBC is awesome and very timely and makes us all accountable to be better and more professional than we have ever been.   Thanks Jeff……we are building our Planned Presentations and our message has been “All About the Prospect”.  Your message from PCBC is awesome and very timely and makes us all accountable to be better and more professional than we have ever been.  

]]> Comment on On the Horizon… Abu Dhabi by Amy http://jeffshore.com/2012/03/on-the-horizon-abu-dhabi/#comment-2909 Amy Mon, 26 Mar 2012 00:55:00 +0000 http://jeffshore.com/?p=7542#comment-2909 I'm with Ed.  I can relocate, my husband said I can go over for a year. I’m with Ed.  I can relocate, my husband said I can go over for a year.

]]> Comment on Caption Contest by Jcoffey http://jeffshore.com/2012/03/caption-contest-16/#comment-2908 Jcoffey Mon, 26 Mar 2012 00:00:00 +0000 http://jeffshore.com/?p=7574#comment-2908 Check out our  New Energy Star Home with solar windows  and side ventilation, cuts down on electricity and heat. It's the 3.0 Version, now :) Check out our  New Energy Star Home with solar windows  and side ventilation, cuts down on electricity and heat. It’s the 3.0 Version, now :)

]]> Comment on Caption Contest by Rmdempsey http://jeffshore.com/2012/03/caption-contest-16/#comment-2907 Rmdempsey Sun, 25 Mar 2012 20:00:00 +0000 http://jeffshore.com/?p=7574#comment-2907 The perfect home for the person who likes to come home after a long day, relax, and put their feet up! The perfect home for the person who likes to come home after a long day, relax, and put their feet up!

]]> Comment on Compared to Last Year… by Richard Heckle http://jeffshore.com/compared-to-last-year-2/#comment-2906 Richard Heckle Sat, 24 Mar 2012 21:36:00 +0000 http://jeffshore.com/#comment-2906 I have noticed a marked upswing of people wanting to Purchase in the Columbia, SC area but many, in certain communities, are "credit challenged". By asking them to help me understand what their needs and wants are and what they want their home to accomplish for them and their family, it becomes much easier to guide them to the right home to satisfy their needs. Most of my New Home sales happen on the first time they visit our model. Also,  many times I don't show them this home because it does not take care of their needs and/or does not fit into their budget. During the "discovery" time I ask them about their financial situation and if there may be issues I call the Mortgage Banker and let him find out exactly how we can or caanot help them. The Potential Purchasers appreciate finding out this.   I have noticed a marked upswing of people wanting to Purchase in the Columbia, SC area but many, in certain communities, are “credit challenged”. By asking them to help me understand what their needs and wants are and what they want their home to accomplish for them and their family, it becomes much easier to guide them to the right home to satisfy their needs.
Most of my New Home sales happen on the first time they visit our model. Also,  many times I don’t show them this home because it does not take care of their needs and/or does not fit into their budget. During the “discovery” time I ask them about their financial situation and if there may be issues I call the Mortgage Banker and let him find out exactly how we can or caanot help them. The Potential Purchasers appreciate finding out this.  

]]> Comment on Caption Contest by Margaret Steck http://jeffshore.com/2012/03/caption-contest-16/#comment-2905 Margaret Steck Sat, 24 Mar 2012 20:22:00 +0000 http://jeffshore.com/?p=7574#comment-2905 Jack-O-Latern Plan with Sky View Jack-O-Latern Plan with Sky View

]]> Comment on Caption Contest by Diana http://jeffshore.com/2012/03/caption-contest-16/#comment-2904 Diana Sat, 24 Mar 2012 18:35:00 +0000 http://jeffshore.com/?p=7574#comment-2904 Isn't this home amazing!  Lots of sunlight, gorgeous evening views and there is not one obstructed view in the entire home!   Isn’t this home amazing!  Lots of sunlight, gorgeous evening views and there is not one obstructed view in the entire home!  

]]> Comment on On the Horizon… Abu Dhabi by Jeff Shore http://jeffshore.com/2012/03/on-the-horizon-abu-dhabi/#comment-2903 Jeff Shore Sat, 24 Mar 2012 18:33:00 +0000 http://jeffshore.com/?p=7542#comment-2903 Gee - do they have enough sunlight in Abu Dhabi???   : )  Gee – do they have enough sunlight in Abu Dhabi???   : ) 

]]> Comment on The Incentive Guy by Pkilbane http://jeffshore.com/the-incentive-guy/#comment-2902 Pkilbane Sat, 24 Mar 2012 18:29:00 +0000 http://jeffshore.com/#comment-2902 I always appreciate humor.  when I get hit with the incentives question, I some times reply, we are now including indoor plumbing...gets a good laugh and then we start talking about what they are looking for. I always appreciate humor.  when I get hit with the incentives question, I some times reply, we are now including indoor plumbing…gets a good laugh and then we start talking about what they are looking for.

]]> Comment on On the Horizon… Abu Dhabi by Margaret Steck http://jeffshore.com/2012/03/on-the-horizon-abu-dhabi/#comment-2901 Margaret Steck Sat, 24 Mar 2012 18:24:00 +0000 http://jeffshore.com/?p=7542#comment-2901 Hi Jeff, do they need solar? I've got some great people and prices that can do it. They may want to consider, if they are not already, getting off the grid as much as possible.  Maggie Steck, Atlanta Beazer Homes. Would love it if Beazer went solar! Hi Jeff, do they need solar? I’ve got some great people and prices that can do it. They may want to consider, if they are not already, getting off the grid as much as possible.  Maggie Steck, Atlanta Beazer Homes. Would love it if Beazer went solar!

]]> Comment on Caption Contest by Jeanne http://jeffshore.com/2012/03/caption-contest-16/#comment-2900 Jeanne Sat, 24 Mar 2012 18:05:00 +0000 http://jeffshore.com/?p=7574#comment-2900 Urban chic in a conventional neighborhood - savy, sophisticated, artistic buyers go for the light Urban chic in a conventional neighborhood – savy, sophisticated, artistic buyers go for the light

]]> Comment on Caption Contest by Michael Roosth http://jeffshore.com/2012/03/caption-contest-16/#comment-2899 Michael Roosth Sat, 24 Mar 2012 17:59:00 +0000 http://jeffshore.com/?p=7574#comment-2899 You mentioned curb appeal was not important at all and being able to see the moon and stars at night from anywhere inside was most important....well you can open your eyes now because I have found your dream home! Let's make it yours right now because there has been tremendous interest in this one for obvious reasons! You mentioned curb appeal was not important at all and being able to see the moon and stars at night from anywhere inside was most important….well you can open your eyes now because I have found your dream home! Let’s make it yours right now because there has been tremendous interest in this one for obvious reasons!

]]> Comment on Caption Contest by Bob Litterilla http://jeffshore.com/2012/03/caption-contest-16/#comment-2898 Bob Litterilla Sat, 24 Mar 2012 17:44:00 +0000 http://jeffshore.com/?p=7574#comment-2898 You should always expect a little settlement the first year.... You should always expect a little settlement the first year….

]]> Comment on Caption Contest by Lynn http://jeffshore.com/2012/03/caption-contest-16/#comment-2897 Lynn Sat, 24 Mar 2012 17:23:00 +0000 http://jeffshore.com/?p=7574#comment-2897 Oppsy Daisy! The builder was a little tipsy when he planned this one. Oppsy Daisy! The builder was a little tipsy when he planned this one.

]]> Comment on Caption Contest by Greg http://jeffshore.com/2012/03/caption-contest-16/#comment-2896 Greg Sat, 24 Mar 2012 16:47:00 +0000 http://jeffshore.com/?p=7574#comment-2896 This market has really turned on it's side. This market has really turned on it’s side.

]]> Comment on On the Horizon… Abu Dhabi by Ed Barber http://jeffshore.com/2012/03/on-the-horizon-abu-dhabi/#comment-2895 Ed Barber Sat, 24 Mar 2012 16:27:00 +0000 http://jeffshore.com/?p=7542#comment-2895 Yes, I can relocate....lol  Looks awesome, blessings to all of you!!! Yes, I can relocate….lol  Looks awesome, blessings to all of you!!!

]]> Comment on Caption Contest by Sandie http://jeffshore.com/2012/03/caption-contest-16/#comment-2894 Sandie Sat, 24 Mar 2012 15:47:00 +0000 http://jeffshore.com/?p=7574#comment-2894 " The views from this home are just heavenly!" ” The views from this home are just heavenly!”

]]> Comment on Caption Contest by Larry Barker http://jeffshore.com/2012/03/caption-contest-16/#comment-2893 Larry Barker Sat, 24 Mar 2012 15:44:00 +0000 http://jeffshore.com/?p=7574#comment-2893 The owner of this home was being stubborn and refused to give in and "roll over" to the buyer's market...  So the home decided to take matters into it's own hands!! The owner of this home was being stubborn and refused to give in and “roll over” to the buyer’s market…  So the home decided to take matters into it’s own hands!!

]]> Comment on How to Make Them Fall in Love by Jeff Shore http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2892 Jeff Shore Fri, 23 Mar 2012 22:46:00 +0000 http://jeffshore.com/#comment-2892 Sweet! Thanks, Alison.  Sweet! Thanks, Alison. 

]]> Comment on How to Make Them Fall in Love by Kevin http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2891 Kevin Fri, 23 Mar 2012 22:45:00 +0000 http://jeffshore.com/#comment-2891 We haven't been able to replicate the problem on our computers. Can you try it on a different computer? We haven’t been able to replicate the problem on our computers. Can you try it on a different computer?

]]> Comment on How to Make Them Fall in Love by Alison Adkison http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2890 Alison Adkison Fri, 23 Mar 2012 18:23:00 +0000 http://jeffshore.com/#comment-2890 Fabulous Advice! You're totally right it isn't about the product it's absolutely about the customer, gaining agreements all throughout will make the decision making at the end that much easier for the customer and it will allow them throughout the fall in love with the home. Thanks. I'll be taking this with me throughout my presentations today :) Fabulous Advice! You’re totally right it isn’t about the product it’s absolutely about the customer, gaining agreements all throughout will make the decision making at the end that much easier for the customer and it will allow them throughout the fall in love with the home. Thanks. I’ll be taking this with me throughout my presentations today :)

]]> Comment on How to Make Them Fall in Love by Judy Dressendorfer http://jeffshore.com/how-to-make-them-fall-in-love/#comment-2889 Judy Dressendorfer Fri, 23 Mar 2012 16:17:00 +0000 http://jeffshore.com/#comment-2889 I had no sound. I had volume up on the video as well as my machine. Any idea? I had no sound. I had volume up on the video as well as my machine. Any idea?

]]> Comment on The Incentive Guy by Nicole Bloom http://jeffshore.com/the-incentive-guy/#comment-2888 Nicole Bloom Thu, 22 Mar 2012 22:21:00 +0000 http://jeffshore.com/#comment-2888 You're the best Jeff - this is awesome! You’re the best Jeff – this is awesome!

]]> Comment on Compared to Last Year… by Kathleen Lanci http://jeffshore.com/compared-to-last-year-2/#comment-2887 Kathleen Lanci Thu, 22 Mar 2012 16:18:00 +0000 http://jeffshore.com/#comment-2887 Phoenix is Hot Hot Hot..and I am not talking about the weather Phoenix is Hot Hot Hot..and I am not talking about the weather

]]> Comment on Compared to Last Year… by Linda Kemer http://jeffshore.com/compared-to-last-year-2/#comment-2886 Linda Kemer Wed, 21 Mar 2012 17:35:00 +0000 http://jeffshore.com/#comment-2886 The Las Vegas Valley is reporting a 45% increase in net sales written in the first 10 weeks of this year.  That is a significant indicator of a shift in confidence levels. The Las Vegas Valley is reporting a 45% increase in net sales written in the first 10 weeks of this year.  That is a significant indicator of a shift in confidence levels.

]]> Comment on Tough Market Audiobook Sample by Cary Romer http://jeffshore.com/tough-market-audiobook-sample/#comment-2885 Cary Romer Wed, 21 Mar 2012 16:37:00 +0000 http://jeffshore.com/#comment-2885 how do i download it in print how do i download it in print

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2884 Jeff Shore Wed, 21 Mar 2012 01:24:00 +0000 http://jeffshore.com/?p=7280#comment-2884 "I ask on every tour". That's the secret - intentionality. Keep up the great work! “I ask on every tour”. That’s the secret – intentionality. Keep up the great work!

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2883 Jeff Shore Wed, 21 Mar 2012 01:24:00 +0000 http://jeffshore.com/?p=7280#comment-2883 Could not agree more. To force the customer to come up with their own urgency - that's just wrong.  Could not agree more. To force the customer to come up with their own urgency – that’s just wrong. 

]]> Comment on Asking for the Sale on Visit One by Tim Collins http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2882 Tim Collins Tue, 20 Mar 2012 22:07:00 +0000 http://jeffshore.com/?p=7280#comment-2882 Jeff, Five times last year., "Would you like to make this your home today" worked on the first visit.  At the least it helps shake out any real objections, questions, or fears.  I ask on every tour.  Thanks, Tim Collins, The Villages, Florida Jeff, Five times last year., “Would you like to make this your home today” worked on the first visit.  At the least it helps shake out any real objections, questions, or fears.  I ask on every tour.  Thanks, Tim Collins, The Villages, Florida

]]> Comment on Asking for the Sale on Visit One by Zane http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2881 Zane Tue, 20 Mar 2012 19:39:00 +0000 http://jeffshore.com/?p=7280#comment-2881 Asking for the sale just seems to signal a sense of urgency to the buyer and if we don't transmit a sense of urgency how can we expect our buyers to feel a sense of urgency to making a decision?  Asking for the sale just seems to signal a sense of urgency to the buyer and if we don’t transmit a sense of urgency how can we expect our buyers to feel a sense of urgency to making a decision? 

]]> Comment on The Incentive Guy by Janis http://jeffshore.com/the-incentive-guy/#comment-2880 Janis Tue, 20 Mar 2012 05:19:00 +0000 http://jeffshore.com/#comment-2880 persistent guy for not having any legs.  It's a good reminder not to fall into the trap of answering that question persistent guy for not having any legs.  It’s a good reminder not to fall into the trap of answering that question

]]> Comment on The Incentive Guy by Kim Coats Allsup http://jeffshore.com/the-incentive-guy/#comment-2879 Kim Coats Allsup Mon, 19 Mar 2012 19:21:00 +0000 http://jeffshore.com/#comment-2879 love it. love it.

]]> Comment on The Incentive Guy by Tmacmillan http://jeffshore.com/the-incentive-guy/#comment-2878 Tmacmillan Sun, 18 Mar 2012 22:02:00 +0000 http://jeffshore.com/#comment-2878 Loved it too! that really goes to the heart of it! Loved it too! that really goes to the heart of it!

]]> Comment on Compared to Last Year… by Diana http://jeffshore.com/compared-to-last-year-2/#comment-2877 Diana Sun, 18 Mar 2012 21:29:00 +0000 http://jeffshore.com/#comment-2877 We have made some marketing changesthat focus on community specific (as a result some communities are seeing the improvement and where there is not the focus - qualified traffic has slowed down) - we are not seeing as many "qualified and able" prospects in our community.  It would be helpful to us if we could get some unique creative self marketing ideas that we as individual NHC can implement besides calling past clients and calling Realtors...any ideas?     We have made some marketing changesthat focus on community specific (as a result some communities are seeing the improvement and where there is not the focus - qualified traffic has slowed down) – we are not seeing as many “qualified and able” prospects in our community.  It would be helpful to us if we could get some unique creative self marketing ideas that we as individual NHC can implement besides calling past clients and calling Realtors…any ideas?    

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2876 Jeff Shore Sun, 18 Mar 2012 15:30:00 +0000 http://jeffshore.com/?p=7280#comment-2876 Courteous - I like that. And just a note to the rest of the world: Diana is en fuego these days with her sales pace! She knows what she is talking about!  Courteous – I like that. And just a note to the rest of the world: Diana is en fuego these days with her sales pace! She knows what she is talking about! 

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2875 Jeff Shore Sun, 18 Mar 2012 15:30:00 +0000 http://jeffshore.com/?p=7280#comment-2875 Absolutely. It's not right to let that home sell to someone else. Well said.  Absolutely. It’s not right to let that home sell to someone else. Well said. 

]]> Comment on Asking for the Sale on Visit One by Jeff Shore http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2874 Jeff Shore Sun, 18 Mar 2012 15:29:00 +0000 http://jeffshore.com/?p=7280#comment-2874 I think a big part of the conversation is whether the sales professional really believes that someone will buy on visit one. If you don't believe it, it ain't happenin'.... I think a big part of the conversation is whether the sales professional really believes that someone will buy on visit one. If you don’t believe it, it ain’t happenin’….

]]> Comment on Asking for the Sale on Visit One by Diana England http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2873 Diana England Sat, 17 Mar 2012 21:21:00 +0000 http://jeffshore.com/?p=7280#comment-2873 I think asking your prospect to move forward on their first visit is the courteous thing to do.  You have just spent a lot of time with them and they have invested a lot of time in sharing - you have gotten them to open up and pour out their heart to you - learning about what their current dissatisfaction is, what is important to them, narrowed down the perfect home site etc.  Now you have found the solution to their problem and have narrowed down their dream - asking them to move forward is letting them know that you care about them and you want them to live in your community.   I just feel that if you care about them - you should ask.   I mean what kind of message does it send if you don't? I think asking your prospect to move forward on their first visit is the courteous thing to do.  You have just spent a lot of time with them and they have invested a lot of time in sharing - you have gotten them to open up and pour out their heart to you – learning about what their current dissatisfaction is, what is important to them, narrowed down the perfect home site etc.  Now you have found the solution to their problem and have narrowed down their dream - asking them to move forward is letting them know that you care about them and you want them to live in your community.   I just feel that if you care about them – you should ask.   I mean what kind of message does it send if you don’t?

]]> Comment on Asking for the Sale on Visit One by Jcoffey http://jeffshore.com/2012/03/asking-for-the-sale-on-visit-one/#comment-2872 Jcoffey Sat, 17 Mar 2012 19:33:00 +0000 http://jeffshore.com/?p=7280#comment-2872 Yes  I have in quite a few cases, especially if it is a finished home. If all the dots connect, it's natural that they would like to buy it today, so someone else doesn't buy it the next day. What is the saying " What you see today, is what someone else saw yesterday, so if this is the One make it yours today". Yes  I have in quite a few cases, especially if it is a finished home. If all the dots connect, it’s natural that they would like to buy it today, so someone else doesn’t buy it the next day. What is the saying ” What you see today, is what someone else saw yesterday, so if this is the One make it yours today”.

]]>