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Posts Tagged ‘ creating urgency ’


Note from Jason: Do you show and sell or show and tell?

July 4, 2014

Empty Theater Seats-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

I find commentary on sales sites maddening. Not all commentary, but the salespeople who are a bit confused about their job description.

When sales pros believe their job is to show and tell will go along endlessly with customers who want to see product after product, home after home, or car after car. Ultimately, the prospects ends up with something they can live with. Even more frustrating is that, because the customer hasn’t found the solutionwhenever a concern comes up, the sales pro - home sales consultant has only one recourse–try to lower the price until the customer is willing to accept. I could not disagree with this approach more.

Let’s think about it from a realtor’s perspective (though it applies to other industries, too).

A realtor with this approach is FAR from earning their 1-3% keep and really makes him/herself unnecessary. Sellers may as well use a for sale by owner (FSBY) approach and buyers may as well contract on the home with the lowest cost per square foot.

If you’re representing the seller (either the builder or homeowner), your job is to find a way to sell the home at the price the homeowner wants to sell it. The whole point of your contract (and your fee!) is for you to sell the value of the home, not to spend your time convincing the homeowner that they need to lower the price.

Let’s say you get a $3,000 commission. If you spend time trying to convince the homeowner/builder that they should lower their price by $5,000 so that they can have the lowest price per square foot for what they’re giving, the total cost to the builder/homeowner is 3K to you (in commission) and 5K to the buyer (in lower price). So you just cost the builder/homeowner $8,000 out of their pockets. And for what?

They might just say, “If we’re 5K overpriced, we’ll lower it 5K and get you out of the picture. That’ll save us 3k and we can put $1,000 of that towards a for sale by owner marketing kit.” So, y taking yourself out of the deal, you save the homeowner/homebuilder 2K. Be careful what you ask for.

Now I understand that realtors and builders can be confused about the value of their homes, but this is a conversation that needs to happen before you sign the agreement. Don’t sign and then come back with your comps a month later saying it’s overpriced. Let the seller know what they’re getting into up front. And once you agree to market and sell a property, sell it at that. Don’t come back later and change the rules.

Earn your commission. Show and sell.

Here’s to earning what you’re worth!

Jason Forrest

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Note from Jason Forrest: Choosing to Live

June 20, 2014

Sales Pros:Photo, keys, plans-Jason Forrest-Forrest Performance Group

When I come to a fork in the road, I choose to live. I’m not talking about being reckless (I absolutely believe in planning ahead, saving, and making sound financial decisions). But I also believe that there is such a thing as playing it TOO safe and protecting yourself from living.

I recall a retired couple (Jim and Wendy) who liked to plan ahead and make conservative financial decisions. At 65, they decided there was something more important than waiting for all their ducks to be in a row. They wanted to move into a home with conveniences that matched their new stage in life.

Rather than delaying life until the market improved, they went ahead and contracted on their new home before selling their current one, which they listed for less than the appraised value. In order to reach their goal and improve their lives, they were even willing to get creative and take out a HELOC until the old home sold. As they settled into their new home, they got a buyer.

We’ve found that, especially in retirement communities (where there are tons of amenities) many current residents regret only one thing about their decision–that they didn’t do it sooner. Life is just too short to delay it.

They said, “Perhaps the biggest lesson for the [couple] is that while you can’t control the economy, you can respond to financial challenges in creative ways. An open mind and some careful research may reveal a new path to reach your goals.”

Help your clients get creative to reach their goals–even before everything lines up perfectly. They’ll probably thank you for it!

Here’s to earning what you’re worth!

Jason Forrest

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

 


 

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason Forrest: Why People Matter

April 17, 2014

Sales Pros:new home sales training workshops

I love a good product just as much as the next guy, but if merchandise alone sold big-ticket items, we wouldn’t need to man our model homes and we’d all be picking our cars from an online catalog. We’d just build and design the best possible models and watch the contracts roll in.

One of the major buzzwords in the housing industry, for example, is green. Conferences focus heavily on what product will provide an edge over competitors, but the biggest, baddest, greenest product in the world means nothing if nobody can communicate its value.

When I was eight, I watched my dad present three one-carat diamonds to a young couple. The stones were identical to the naked eye and ranged from $3,000 to $15,000. After my father demonstrated the differences with equipment and education, the couple bought the most expensive rock. They spent five times more for something they couldn’t even see. Without my dad’s ability to communicate the value of the superior diamond, the difference would have meant nothing to the couple.

The best edge a company can have over a competitor is to put the best possible people in position.

I guess what I’m saying is that you matter. So, here’s to earning what you’re worth!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason Forrest: Lead, Don’t Push

March 14, 2014

Salespeople:leadership selling

I talk a lot about leading the sales process (it is your job, after all). But clients often ask how to create urgency professionally (i.e. without coming across as a pushy salesperson). This is a good question and close to my heart as a sales professional and trainer.

It’s simple. If your primary concern is to help improve your customer’s lives, that genuineness will come through. But if your main interest is pushing a customer toward your solution so you can improve your own bank account and add a tick mark to your sales numbers, that will come through, too.

Influencing a person’s decision is about is not about forcing them to go your way with pushy or unethical practices, it’s about getting inside their heads to understand exactly what they need and how you can fill that need.

Urgency isn’t “interest rates are rising so you better buy” or “buy today or the incentives are gone.” Urgency is about walking through each of the customer’s problems and how you can solve them.

For example, demonstrate your product and talk about how they’ll actually use it in their lives–whether it meets their needs or not. It’s appropriate (not pushy) to ask, “What is this product missing?” or “How does this compare to the other options you’ve seen?”

At Forrest Performance Group, our mission is to bring back the pride, purpose and respect to professional sales. You can do that by seeing your role as leading (not pushing) your clients to a better life—the one they came to you looking for.

What’s more noble than that?

Here’s to earning what you’re worth!

Jason Forrest

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

The Preschooler’s Favorite Question= Your Greatest Sales Tool

January 23, 2014

Why-Three Whys Deep-Asking the right questions-Digging Deeper-Confidence-Jason Forrest-Forrest Performance Group-Growth Mindset-Solving the customer's objectionsUnderstanding  your customers’ mission to improve their lives is one of the most powerful sales tools you have. But it requires you to find the answer to two questions:

1.) Why do they need this product to improve their lives?

2.) What are the consequences of not doing something about this need?

It’s simple at first glance, but finding your prospects’ whys requires asking extensive questions and digging deep to familiarize yourself with their back story. Trust and confidence can be built when you solve your customer’s mission.

How deep are you willing to go?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason Forrest: Three Ways to get your Buyer to see the Value

December 20, 2013

Value under magnifying glass-Finding the value-Jason Forrest-Scavenger hunt-growth mindset-earning what you're worth-Digging deepSales Pros:

I always say that selling is the toughest of the performance arts because the salesperson works for free every day. Sales is also tough because every day you are met with a challenge: To get your prospect to see the value of what you are selling for the listed price.

But how do you do that? As far as I know, there’s no way to go inside someone’s head and tweak their thoughts. The answer lies in Consumer Confidence.

You are a seasoned sales pro who knows the product and its worth, and as such, shoulder the ability to pass that knowledge on to your buyer. Yes, the buyer might have done some prior research, but they don’t bear the title “professional.”  You are the entrusted light-bearer!

This confidence emerges when you progressively handle the buyer’s objections, take the time to go three whys deep, and carefully create an experience that brings to life the value of the product and the time spent with you, the X Factor Sales Pro. And when you can stimulate this confidence in your buyer, the sale will come naturally.

Here’s to earning what you’re worth!

Jason Forrest

 

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

TED Weekly: Negotiation now has a third side

December 18, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“When spider webs unite, they can halt even a lion.”–Old African Proverb

In this week’s featured TED talk, William Ury discusses the difficulties of negotiation. Generally, he states that within a negotiation, there are traditionally two sides. BUT, in order for those two sides to meet peacefully, a third side must be taken. He explains that the third side is taken when both parties step back from their sides and examine the situation with fresh eyes.

I often quote Einstein’s theory that, “No problem can be solved at the same level of consciousness that created it.” to illustrate this point. When handling objections, running towards the roar, creating urgency, and persuading your buyer to see the value of what you sell, you must often take a step back to examine, reassess, and sometimes even allow dust to collect on the situation before you can progress.

Wherever you find yourself in community, be it at your sales profession, with family, friends, or strangers, and you discover yourself at such a crossroads in need of a third side, remember that you have an opportunity to achieve peace in the situation, but first you’ll have to take a step back to look inside.

Here’s to earning what you’re worth!

 

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

Realtor Magazine: Your Brokerage and Gen Y Buyers

September 17, 2013

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingIn his latest blog post on Realtor Magazine Online, Jason discusses the ushering in of Generation Y as buyers, and what your brokerage can do to reach them. Read an excerpt below:

“Generation Y buyers are entering the home buyer’s market armed with spreadsheets (digital, of course), instant communication, and an affinity for technologically friendly spaces. It’s no surprise that studies are focusing on the Generation Y buyer…They’re conservative and hesitant because they’ve been rocked by the economy, are laden with student debt, or lack job stability.”

To read Jason’s strategies on how to target your millennial customers, click here.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

AutoSuccess: Jason Forrest Featured

August 28, 2013

AutoSuccess logo-Jason Forrest-Forrest Performance Group-Auto Sales-Hot Beliefs- Big ticket sales-Buyer Decision PointsIn his first-time feature ever on AutoSuccess Online, Jason Forrest combines his great principles and philosophies on the “just looking” buyer with Auto Sales. Read an excerpt below:

“Yes, I know. The cold, distant, closed-off customers are harder to sell to, but I want you to see every “just-looking, not-interested” buyer as a fun challenge. See how far you can take them in the sales process. Can you get them talking about their current vehicle/situation? Can you get them talking about the other products that they are “just looking” at? Can you get them to picture themselves behind the wheel of your latest arrival? It’s not so much about selling them a vehicle, but about getting them to open up to you.”

To check out more of Jason’s feature, click here.

 

Here’s to earning what you’re worth!

—-

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

CU Unscripted Audiobook Video

August 19, 2013

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CU Unscripted Audiobook Video

Jason Forrest introduces the audiobook of his book ‘Creating Urgency’.

CU Book Video Outtake

August 19, 2013

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CU Book Video Outtake

See Jason’s entertaining outtake!

13 Decisions of Home Buying: Urgency

August 19, 2013

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13 Decisions of Home Buying: Urgency

13 Decisions, Part 9 (Urgency)

Give yourself a pay raise by creating urgency, not waiting for it.

The Time is Now: Buying New Homes

August 6, 2013

Family in front of Home-Going Home-Jason Forrest-Forrest Performance GroupIf ever there was a time to buy a new home, it’s be right now!

According to Trulia’s Rent vs. Buy index, an overwhelming majority of major cities in America show that it is more affordable to be in the new home buyer’s market than in the renter’s market.

Especially with the recent housing price increase (which supports a healthy overall economy as well as the real estate market), there couldn’t be a more perfect market for buying a new home.

As a new home sales professional, here are some points you can remind new home buyers when touring through your new and resale homes:

-Buying a new home means investing in a new beginning.

-Building and buying a new home means buyers can avoid the resale market and get exactly what they want in their new home.

-Starting out in a new neighborhood allows new home buyers to be a key member in creating the neighborhood’s environment.

-Buying while interest rates are rising supports the health of the economy and in turn, increases the value of the new home purchase.

-New homes offer more energy efficient appliances.

-With new technology, less maintenance is required on new homes in comparison to the uncertainty that can come with resale houses.

 

Whether you are a new home sales coach, or a sales professional in the beginning stages of real estate sales training, what additional benefits would you share with your prospects? Comment here and share with your fellow new home sales professionals.

Think about the benefits you would want if you were buying a new house and bring them up the next time you are touring new homes with prospective new home buyers. At your next new home sales seminar, listen and take note of the points others are using. The combination of points may be the answer  your buyer needed all along to commit.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason: The Time is Now!

July 26, 2013

Hand, Hourglass, Coins-Time is Money-Jason Forrest-Forrest Performance GroupSales Pros:

“Time is money” holds a lot of truth in American society–we are paid by the hour, think of our salaries as what we earn in a year, etc. But in truth, time is actually more valuable than money. The amount of money in the world is endless and we actually have ability to earn it indefinitely and with no limit. But time is finite. Each person gets the exact same amount of time in his/her day: 24 hours.

As a sales pro, you have two options:

1.) You can give up on life by not giving any effort (not recommended)

or

2.) Grab life by the horns and ask yourself every morning “What do I want to accomplish today with the time that I am given?” Make a plan if your goal requires an in-depth one, and do it! (This we highly recommend.)

If you are so bold to choose the second, you will lock on to a favorable scotoma; one that says my time is limited and I want to use it to make an impact in my profession and my life because there is “no time like the present.”

Here’s to earning what you’re worth now!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

SOLDLab: Creating Urgency for Your Sales Confidence

June 12, 2013

Sales Funnel with Metal Spheres on a Target-Sales Funnel-Prospects-Jason Forrest-Forrest Performance GroupIn SOLDLab’s May issue, Jason discusses the benefits of using the sales funnel as a tool for leading prospects toward emotional urgency. Read an excerpt below:

“Here’s how it works. At the top (opening), write down your monthly traffic (which represents the number of prospects who are entering the funnel). Every prospect is either somewhere in the funnel, removed from the funnel when they choose to go a different direction or moved out the bottom of the funnel as a buyer.”

Checkout the rest of Jason’s explanation of the sales funnel using the 5 phases of emotional urgency here (pages 20-21).

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason Forrest: Busting the Scotomas

June 6, 2013

Sales Professionals:

Unzipping Wooden wall with nature background-breaking barriers-Jason Forrest-Forrest Performance GroupDo you know the difference between the games your mind plays and the truth? Even though humans are capable of rational thought and self-control, we can still be duped. Getting into routines may make you desensitized to reality and blind you to certain facts. When this happens, you’ve experienced a “Scotoma.”

When a potential buyer says he’s “just looking,” do you take that at the surface level and assume that means he wants to be left alone? Or do you dig deeper and consider that he may just need a sales pro to lead him and to prove that a sales professional can be a welcome addition to his buying process? Often, a “just looking” buyer is actually just a person who hasn’t gathered enough information or who hasn’t had urgency created for them.

There’s a scotoma-busting question you can ask yourself when this happens: Is my belief/assumption in this moment holding me back from making a sale or is it moving the sale forward?

If you back after the buyer says, “I’m just looking,” then something is holding you back and it’s part of the game you’ve allowed your mind to play. However, if when the buyer says this and you think “Okay, I am the expert here and it’s my job to provide solutions and lead this buyer to the information they’re searching for,” then you are moving the buyer and yourself forward.

Consider ways you can identify and overcome the scotomas in your mind and keep your mind sharpened to the realities of the situations you face.

Here’s to earning what you’re worth!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Builder & Developer: Continuing Spring Sales

May 6, 2013

House-Springtime Sales-Creating Urgency-Jason Forrest-Forrest Performance GroupHow will you keep your momentum of sales going past springtime? In Builder & Developer’s latest issue, Jason reveals how to “stay on top of your game.” Read an excerpt below:

“The best way to stay on top of your game in any season is to focus on creating emotional urgency (centered around the prospects’ desire to improve their lives) rather than circumstantial urgency (centered around the prospects’ desire to get a good “deal”). In order to keep the momentum going through every season, always focus on creating emotional urgency rather than circumstantial urgency.”

To read more (on page 32) click here.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason Forrest: 360 Degrees of Sales

May 2, 2013

Ripple-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

What would you do with (metaphorical) eyes in the back of your head–or a 360-degree view of everything around you? Weight Watchers calls this Weight Watchers 360 because it consists of:

1. Tracking your daily points

2. Making the choices to eat certain foods easier

3. Allowing these choices to become routine

This 360 view is designed to be realistic for losing weight in any type of lifestyle.

Likewise, we challenge you, the Sales Pro, to use the 360 approach to sales because it forces you to look beyond the products you have immediately available (or the ones that you have been encouraged to sell by your management) and to see what is best for the prospect. This viewpoint also challenges you to use all of your senses; especially listening.

When you listen to the buyer’s needs before pitching what you want to sell, you are able to rotate 180 degrees and view the sale from the prospect’s eyes. Once you’ve listened, you can rotate another 180 degrees (making a complete 360) and engage with the buyer or the by acknowledging what was just said and either confirming that you have the need/want they’re looking for, or by offering an alternative that will still suit the same need/desire.

This rotation doesn’t happen just once. It should be used as many times as it takes to engage the buyer and for them to consider your sale over the competition’s.

Here’s to earning what you’re worth!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

SOLDLab: A Note on Incentives

April 15, 2013

Mousetrap with Cheese-Incentives-SOLDLab-Jason Forrest-Forrest Performance GroupIncentives got you down in sales? See Jason’s article in SOLD Magazine’s latest issue (pages 12-13) on the two types of incentives and what happens when you the sales pro cut straight to incentives. Read an excerpt below:

“Especially in troubled markets, customers will test you on incentives. Within minutes of meeting you, they will ask you to give away the farm. And when you give away the farm, you also give away your position of strength AND compromise your role to improve your prospects’ lives.”

 

Click here to read more (on pages 12-13).

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

SOLD Magazine: Position of Strength

March 21, 2013

Mountain Climbing-SOLD Magazine-Position of Strength-Jason ForrestIn Maintaining Your Position of Strength, Jason illustrates and explains the needs and desires of the customer for you the sales professional. Read an excerpt below:

“You are like an experienced mountain guide who knows every twig, every stone and every fork in the trail while your typical prospect is an amateur climber who needs and desires your leadership in order to reach the summit. Without you, they cannot make the journey. Therefore, you must act as their leader so that they can find the product that improves their lives.”

To read more, click here and visit page 12.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

SOLDLab: The Phases of Emotional Urgency

January 25, 2013

People Thinking-Emotional Urgency-Jason Forrest-Forrest Performance GroupJason discusses the phases of emotional urgency in SOLDLab’s January Issue (pages 12-13). See an excerpt below:

“Why can some customers make a decision and fork over a check in only two or three days, but it takes others two or three weeks just to make up their minds? Why can some people be satisfied after seeing only a couple of options, but others tend to see dozens? The answer has to do with how quickly and completely emotional urgency is accomplished.

Emotional urgency is not based as much on circumstances (market, incentives, etc.) but on the customer’s desire to improve their lives. It’s the why behind the purchase. the minivan is going to decrease the stress of carting the kids around. The homes is going to allow them to entertain family members. The yacht is going to allow them to see the world.

When a prospect is pursuing a big-ticket purchase, emotional urgency develops in phases. How soon someone purchases depends on how quickly he/she moves through those phases.”

Click here  (Page 12-13) to continue reading about the different phases.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

A Sandy Sale

October 31, 2012

Higher Red Arrow-Moving up-Success-Jason Forrest-Forrest Performance GroupOn the east coast, people are reeling from Hurricane Sandy–the Frankenstorm that sent high winds and flooding waters to cities  like New York City and heavy snows to nearby states like North Carolina. Our hearts go out to all those affected.

But while Sandy is on people’s minds near and far, one sales professional in Maryland is keeping his eye on the prize. His coach, Adam referred to the sales pro as “Hurricane Taylor” saying, “Rather than spending the day watching CNN and fretting about the weather, [Mike] worked the phones. Even though he lives an hour away from the model, and is close to the bay (aka, storm surge central) he tried to talk [the prospects] into meeting him at the model [during the storm].” They agreed to meet the next day and within a few hours, the deal was complete.

Now that’s an x factor sales professional right there. Congrats to Mike and Adam, for an x factor sale. As Adam said, “You made it rain and we couldn’t be more proud.”

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

SOLD Magazine: Improving People’s Lives (Pages 12-13)

October 25, 2012

Hand Raising-Reaching-Urgency- Jason Forrest-Forrest Performance GroupThe greatest tool you have as a sales professional is the power of urgency. True urgency goes way beyond incentives, deals, and other circumstances. True ur- gency comes from a person’s desire to improve his/ her life. This desire has more influence over a person’s buying decision than any other factor. And this is at the core of creating urgency.

Read more.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

X Factor Trophy–Rewarding Your Difference Makers

July 13, 2012

Salespeople matter. Despite the widespread belief thax factor sales trophy new home sales training forrest performance group jason forrestt price, product, and packaging make the difference, X factor sales professionals are the most powerful force you can have on your team.

Adam, a sales coach for one of our clients (a national home builder) has a fantastic idea for rewarding and recognizing such standout sales professionals–the X Factor trophy. This award is unique in that it’s not about a number of sales or an amount of profit. It’s about effort. And I think that’s fantastic.

By celebrating effort, Adam is acknowledging that what each salesperson does matters. So many factors could contribute to meeting goals and we don’t want to celebrate that someone was just in the right place at the right time.

We want to break down the lottery mentality and recognize sales professionals who create the sale or make it happen faster. When you, as a leader, reinforce that effort makes a difference, you help create a constructive culture where your salespeople feel that they are in control.

Adam believes it’s important that sales team chooses the winner, saying, “In that moment when they decide who among their peers is the X Factor, they are part of the experience.”

But that’s not the only benefit. Adam also says that it “stokes the fire” in his competitive-by-nature team members, making them want to earn the award next.

Napoleon said that men will die for ribbons. Adam’s take on that is that if men will die for ribbons, “they will kill for trophies.”

 

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Free Money, anyone?

June 15, 2012

Dear Sales Pros:

Money Present-Free Money-Jason Forrest-Forrest Performance GroupFriday’s interest rates for a 30-year fixed loan came in around 3.7%. So assuming inflation is averaging around 3%, there’s only a .71% gap between inflation and what home buyers will pay in interest.

What it means for the buyer:

Perfect storm for prices:
Not only are interest rates low, but prices are historically low, too. So yeah, I’d say the time to buy is now.

More spending power:
Homebuyers can get more home for the same payment or they can spend less money and and then put a new car in the garage (likely at a higher interest rate)! After they close, of course.

What it means to you–the new home sales professional:

Use the info as a way to create urgency and speed up the process:

New home sales pros need to put their own energy and enthusiasm around the benefits. Use your passion and conviction to communicate what a great time it is to buy (create urgency) and instill certainty in the economic climate.

Don’t forget though–this is a closing technique to use only after you’ve found the best home for your prospect. No matter the circumstantial reasons that may compel someone to buy, you need to make sure that you provide the solution for their situation.

Get your current price sheet and calculate what the payment would be based on today’s interest rates versus what they’d be at at 4.5%, 5.5%, and so on. Use this knowledge to help demonstrate the affordability and overall awesomeness of buying now.

And use it as an excuse to call your prospects who are on the fence or have a long timeframe!

This is a great opportunity–for both you and your buyers. Maximize it.

Here’s to earning what you’re worth!

Jason Forrest

Contributed by Jason Forrest:

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Setting Private Appointments

June 8, 2012

Sales Pros:

15th-Calendar-Jason Forrest-Forrest Performance GroupAs a new home sales person in your shoes not too many years ago, I used one simple tactic to create urgency, build momentum and give me an excuse to call prospects–private appointments.

At my builder, we opened our doors at 10 a.m. on Saturdays. So my strategy was to invite prospects out for a private showing at 9, saying I only had one slot for a private appointment and that it would be a time just for them–without any other prospects coming in or calling.

Prospects loved it so it was easy to convince them to come in. They felt tended to personally and I also had a high closing rate. So that means I started my Saturdays off in the best way possible–with a sale. Talk about momentum!

So then when I welcomed new prospects, I got to tell them that things were going great and we already had a sale for the weekend. Then I’d say, “Let’s see if we have something here that works for you,” which helped to create urgency in them. It was like a chain reaction of momentum–for me, for the be-backs, and for the future prospects.

So going forward, consider the benefits of setting up a private viewing appointment each Saturday. Make a habit of offering the option to your be backs and starting your weekend strong with a sale. What do you have to lose?

Here’s to creating urgency, building momentum, and earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest:
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Lock on, Lock out

May 16, 2012

My second child, Mary Jane, was born six weeks premature and was quickly placed in an incubator on a different floor than my  lock on lock out principles of coaching j forrest group new home sales training and development creating urgency jason forrest j forrest groupwife Shelly. They couldn’t wheel Shelly’s bed (along with all the wires and attachments) to Mary Jane and they couldn’t bring Mary Jane (and the incubator) to Shelly. The only way for Shelly to see our six-pound, five-ounce newborn was for her to get up. So that’s exactly what she did—in less than 24 hours after her c-section.

It usually takes several days, as it had with our first child, but this time was different. When Shelly locked on to the idea of seeing our newborn, no obstacle was going to stop her. Not doctors and nurses advising against it. Not her own experience with our first child. Not even her concerned husband.

When you lock on to something, you see everything through that filter and you lock all other information out. You look for supporting evidence and lock out evidence that contradicts your beliefs/goals.

While in Shelly’s case, it caused her to do something extraordinary, it can also have the opposite effect. In new home sales, it can cause a sales pro to lock on to the fact that some of his lots are smaller and back up to a busy road. Because he believes they’re undesirable, he starts looking for supporting evidence from prospects, the news, his wife, etc. He avoids showing those lots, which then confirms what he “knew” all along—they just aren’t sellable.

When your sales professionals lock on and get trapped, you need to present evidence to help them see it differently. Help them focus on what’s great about those lots and why people do choose them. Present evidence they haven’t thought of—such as the fact that many prospects don’t want to mess with maintaining a large lot. To them—less landscaping, fencing, and maintenance is appealing—not appalling.

Sales coaches–in the event that one of your salespeople is so stuck that they won’t hear anything you say, put the ball back in their court. Give them an assignment to do their research and come back to you with a presentation on the other side of the argument. If they can’t or won’t do it, be ready to have a conversation about whether or not you want them on your team.

Locking on can either hinder or push them to excel. So be aware of the concept–either to overcome it or to tap into its power.

 

The above is adapted from Jason’s upcoming book on sales coaching.

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Coaching the sales process

May 4, 2012

Yacht-Boat-Jason Forrest-Forrest Performance Group“It is not the ship so much as the skillful sailing that assures the prosperous voyage.” –George William Curtis

There’s nothing predictable about the ocean. The best a sailor can do is know every crook and cranny of his vessel; be as prepared as possible for every shift of the wind; and get a lot of experience under his belt so he candle what the deep blue sea throws at him.

You can’t prepare your team members for every sales situation either. But by helping them perfect a repeatable process, you can help them get as comfortable as possible to face whatever comes their way.

It’s all about consistency–coaching your people to perform at a consistently high level so that every customer gets the richest buying experience possible–beyond what they will get from any competitor.

Think about Elton John or Lady Gaga, who practice until each song and motion becomes instinct. It’s the work that happens behind the scenes that helps make sure that each performance is consistently phenomenal. You are a part of perfecting the process, which helps eliminate variables and increase confidence.

Average salespeople practice until they can get it right sometimes, but professionals practice until they can’t get it wrong.

Sales pros: see more on the subject just for you.

Sales coaches: Watch for more on the subject in our upcoming Coaching Management book.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

 

Note from Jason Forrest: Build Community

April 27, 2012

New Home Sales Pros:

Family- Sales-Jason Forrest-Forrest Performance GroupCommunity isn’t built on just bricks and mortar–it’s built on poker nights and walking buddies and play dates at the park.

People will stick with a less-than-ideal home if it means they can keep the personal connections and bonds that tie them to the community around them. On the flip side, they’ll be more likely to cut those ties if they see that they can have the shiny new house AND the community spirit they love.

Leave the bricks and mortar to your super, but take it upon yourself to build the deeper connections.

Making it happen:

What to do: Establish book clubs, stroller buddies, dog-walking outings, poker nights, play dates, and more.

How to do it: Sign people up for groups and clubs. When you have enough people interested, contact a good candidate to host/organize the first event.

Once you’ve established community, use it as a selling point for future prospects. If someone has young kids and asks about walking paths, talk about the stroller buddies group and offer to introduce them to some of the members. You get the idea–build connections to build community. And then pass it on.

Here’s to earning what you’re worth!

Jason Forrest

Share your own stories of building a spirit of community within your community below.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Bump, set, spike (for increased sales)

April 24, 2012

Running man next to cones-Increased Sales-Influence-Jason Forrest-Forrest Performance GroupGet your division president, superintendent, land department, loan officers, and designers on your team. If they’re in your office at the same time as a prospect, involve them in your sales process. Ask them for a third-party endorsement and then sit back and watch them sell.

For example, when your division president comes in, ask, “Why did you choose to work here?” or “What do you think is great about this builder?”  Or with your superintendent, say something like, “You could’ve worked for any builder, but you chose Builder Y. What is it about the construction quality that drew you here?”

If your land person shows up, get them to talk about the neighborhood and what unique niche they were trying to fill. Hearing why it was important for the land department to secure the property and what they went through to make it happen will reinforce the value for the prospect.

Facilitate the employee (your teammate) to provide that third-party influence. After they’ve made their sales presentation, make sure to step back in and capitalize on the conversation. When your teammate leaves, use their responses as a springboard and ask questions like, “Of all the things you heard, what stood out to you most?” Their answers will either uncover objections you can address or push the prospect to the point where they’re ready to move forward.

Either way–it’s a win. Go team!

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.