Tough(er) Market New Home Sales
By Jeff Shore, Amy O’Connor, and Ryan Taft
The Buyers Are Out There.
In a tough market, you might see lower traffic than normal. But the traffic you do get is still really good quality! Millions of homes will be sold every year, in good markets or bad!
It’s up to YOU to earn those sales by valuing each and every person who comes through your door, encouraging them through your contagious confidence, and taking every single conversation as far as it will go.
Mindset
Embrace a new Tough Market paradigm
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Strategy
Rebuild the habits you lost in a hot market
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Execution
Maximize every sales opportunity in front of you
Is it a Good Market or a Bad Market?
Your New Paradigm: The Market = 1 Salesperson + 1 Homebuyer.
The next person who walks through your door is that “1 Homebuyer.” If that person is in a position to buy and you’re in a position to sell, how strong is the market?
IT’S PHENOMENAL! It is truly a GREAT market!
HERE’S WHAT YOU WILL LEARN…
BACK TO THE FUNDAMENTALS
Bring your focus back to the healthy and proven sales behaviors that get too quickly set aside during boom years.
CONTAGIOUS CONFIDENCE
Rewrite the stories you tell yourself and your buyers. Show your customers why now is a great time to buy!
DRIVE TRAFFIC WITH THE 3 Rs
It’s time to get back to prospecting! Bring in new customers by leveraging referrals, repeat customers and realtors.
PROTECT AND DEFEND VALUE
Incentive #1 has to be: live in the right home! Show your buyers the unique value that only you provide.
THE POWER OF GOAL CLARITY
Goal clarity protects us from being victims of a tough market. Gain purpose and direction in every sales conversation.
BE YOUR BUYER’S HERO
Rising interest rates, higher prices, layoffs, inflation. Your customer needs a hero who can show them why now is the best time to buy.
YOU CAN THRIVE IN A TOUGH(ER) MARKET
“This book is a godsend! From the simple “take a chapter and run” format allowing me to pick and choose which elements to use with an individual sales professional on my team to the mindset reboot we all need in this new environment, this book is a carry with me at all times motivational and training manual for my team and myself. Jeff, Amy and Ryan are experts in their field, and it is a privilege and lifeline to be able to learn from the best.”
“This is a perfect time for the update of Tough(er) Market. The best salespeople are forged in times of relative scarcity. The right mindset, effective goal setting, and a focus on what we can control will serve us all well as the market continues to shift. I am excited to use Tough(er) Market to reinforce these principles with our teams.”
“The keep-ready-at-your-fingertips, going to be dog-eared and highlighted BIBLE of New Home Sales, is vital for every new home sales person in every market. From novice to expert you will want to read, re-read and reference this book throughout your career as I have done with the first version. Kudos to a job well done Jeff, Amy and Ryan.“
“If you are looking for an instruction manual for new home sales in 2023 Tough(er) Market New Home Sales is it! In it Jeff reminds us the value of “playing perfect” in a tougher market and outlines the tools in order to do so. If you are questioning if your team is ready to sell in 2023 this easy read will help them to see that the market is the one buyer in front of them and will equip them with the skills necessary to close the sale!”
“If you want to know how to navigate the rough waters ahead, you should have a copy of this book with you at all times. Many Sales professionals have forgotten what true customer discovery means. The strategic approach outlined in Jeff’s new book will revive the passion needed to compete in today’s Tougher Market.”
BUY BOOK BUNDLES FOR YOUR TEAM
& RECEIVE AMAZING FREE BONUS CONTENT
Save $5 per copy when you order book bundles of 10 for your entire sales team.
Complimentary access to the audiobook for everyone on your team when it’s released later this year.
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“Jeff, Amy and Ryan call out the most important truth that often gets lost in the noise of “market circumstances” … the only market that really exists is you and the customer in front of you. Winning the day means drowning out the noise and developing a plan to go from salesperson to sales professional. Tough(er) Market is the playbook for those that are willing to create their own market and see it through!”
“The most successful sales professionals focus on serving and being insanely curious as to what matters most to their customers on an emotional level. If you want a strategic plan with practical applications, and tools you can implement, this book is for you! Once again, Jeff and team knocked it out of the park!”
“Each chapter is packed full of skill sharpening tips to push sales professionals of all experience levels to maximizing today’s opportunities.”
“Jeff Shore just plain gets it! “Tough(er) Market New Home Sales” is the perfect blend of time proven sales fundamentals and the 4:2 formula. This is the new home sales book for those who strive to be industry leading top producers in any market.”
“Jeff, Amy & Ryan have created a great tool for any sales organization or individual who wants to take their team or career to the next level. It’s practical and challenging.”
“Whether you are new to the industry or a veteran, Tougher Market New Home Sales is the playbook for success in any type of market. The questions in TMNHS will help you understand the unique needs of the customer in front of you and will help you to stand out from your competition. The salesperson who asks the best questions will win the sale every time.”
“Jeff Shore is the number one name in contemporary new home sale training. “Tough(er) Market”, and all his work, shows just how perfectly he nails the challenges and solutions for today’s sales professionals and beginners alike. A must-read in these turbulent times for all. “
About the Authors
Jeff Shore
Jeff is a top-selling author and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speakers Group.
Amy O’Connor
As one of the most in-demand sales training consultants in North America today, Amy O’Connor brings a decade’s worth of industry experience and knowledge, along with a fresh female perspective on leadership, to her impactful and enlightening seminars.
Ryan Taft
As the former National Sales Training Manager for a Top 5 homebuilder and a licensed Realtor® in Arizona, Ryan Taft is consumed with a passion for helping others achieve breakthrough results in sales, business and life.