Posts Tagged ‘ cultural change ’


Your Sneak Peek at Leadership Sales Coaching, the Seminar

March 10, 2014

LSC-Executive Summary-Jason Forrest-Forrest Performance GroupSamples are a great way to test out a product and Jason Forrest’s Leadership Sales Coaching: Executive Summary will provide a taste of what you will experience in person at Leadership Sales Coaching: The Seminar!

Order your copy, or download your eBook copy 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. 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.

REALTORMag: The Do’s and Don’ts of Leading Your Team

December 19, 2013

Dos and Don'ts-Expectations-Jason Forrest-Forrest Performance Group-Setting Expectations-Standards of Performance-Coaching TechniquesAre you aware of the dos and don’ts that set clear expectations for your associates? In his latest blog post on REALTOR Magazine, Jason lists some important dos and don’ts that will increase accountability and remove ambiguity. Read an excerpt below:

“Do:

Every day, remind your team of at least one of the behaviors you expect and why it is important. Be consistent and this information will remain top-of-mind.

Don’t:

Disrespect your team members’ knowledge and past experience. Dismissing a person’s experience devalues them and discredits you.”

To read more of these dos and don’ts, click here.

Here’s to earning what you’re worth!

 

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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.

Surging Home Prices: Lead the process, whether rain or shine

December 11, 2013

Man in front of virtual graphs-Market-Economy-Health-Sales Techniques-Growth Mindset-Jason Forrest-Forrest Performance Group-Mastery-X Factor Sales ProfessionalsLocation! Location! Location!

When it comes to market trends, we’ve always heard that location is everything. In a recent article, Eric McWhinnie lists the top 10 states with surging home prices and explains that “home prices have posted double-digit gains for eight straight months.”

While you should NEVER depend on market circumstances for your sales, what you can do is use the consumer confidence to your advantage. It’s more than a shelter. It’s an investment.

What’s even more important than location? Your ability as a sales pro to lead your buyer through the sales process regardless of the market condition. Act like it’s spring when it’s winter! You should never use the excuse that people aren’t buying, or that the economy isn’t doing well because if you are owning your title as an X Factor Sales Pro, there’s no reason the economy should stop you from handling objections.

Being a sales pro is a noble profession, but it doesn’t happen overnight. It takes time, effort, failure, and most of all it takes you!

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. 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: Train Like a Gladiator, Sell Like a Pro

November 22, 2013

Gladiator-Honor-Title-Respect-Arena-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-X Factor-ChoiceSales Pros:

Defend your honor!

As you read this, you’re entering the ludi (barracks) for training. There is a performance to prepare for; how will you train?

Most gladiators fought as slaves, but those who took the oath voluntarily entered for the sake of honor. Even though death and shame were high possibilities, the reward outweighed the cost.*

These gladiators were masters in their craft. They paid attention to minute details of technique, studied weaknesses of  different combat styles, and constantly looked for ways to gain the advantage on their performance. Forget about excuses. If one arose, the gladiator quickly buried it because any excuse to train poorly gives an opponent room to advance.

How would you train today if you knew that your next sales presentation could be your last? You might begin by considering your techniques as well as your past failures and successes. If you find that there’s room for improvement, which there always is, you’ll decide to go through the rigorous training to earn the honor you’re worth! You’ll begin to look for possible objections your prospect might have and train to respond to them.

The sales arena is before you–what will you do with your training to emerge as the victor?

Here’s to earning what you’re worth!

Jason Forrest

 

* Gladiator Training Camp

 

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: Get Frustrated. It’s Good for You

November 8, 2013

Frustrated man in front of plans-Success-Failure-Find it fail it frustrate fix it-Jason Forrest-Forrest Performance Group-Hot beliefs-Sales-Growth MindsetSales Pros:

You know the feeling. What began with the spark of a desired outcome is diverted from its original course. Questions emerge. The internal struggle ensues. Your heart pounds and your blood boils. It looks a lot like anger, but it’s actually anger’s cousin: frustration.

Most people view frustration as a beast that needs to be tamed. But frustration over an inability to change or achieve a desired result can lead to growth as long as, in the moment of frustration, the desire for the intended outcome remains. This is key. Out of this desire flows the fuel to persevere, and most importantly, to learn.

When we struggle for an intended result or for a piece of knowledge/information, we are more likely to retain it. What’s too easily won is not valued as much.

Frustration doesn’t feel good, but if you’re never frustrated, you’re not trying hard enough or you don’t want to improve badly enough.

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.

 

 

Talent vs. Effort: Three Things You Need to Know

November 7, 2013

Success Mug-Talent-Earning what you're worth-Coaching-Leadership-Sales-Jason Forrest-Forrest Performance Group-Elements of Talent

In any pursuit, there are three ways to procure talent: Practice, great coaching, and total concentration.

1. Practice. Practice. Practice:

You don’t come out of the womb walking. The ability comes from muscle growth and muscle memory. Likewise, talent comes from a culmination of attempting, failing, and succeeding, and repeating (also known as practice). This is where you learn to preserve good habits and correct the bad ones.

2. Great Coaching:

Behind the best performers, you’ll find a great coach. Coaches have the ability to lead people to places they wouldn’t go on their own, find the why behind behaviors, extract the want to, and coach through the objections that stand in the way of earning what they’re worth.

3. Total Concentration:

Mastery requires commitment, drive, and complete concentration. Your concentration correlates with your momentum–when one slows, the other does too.

With these three elements, nothing will stop you from mastery in your pursuit.

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. 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.

Fake it ’til you become it! Communication and Body Language

October 31, 2013

Body Language-Confidence-Presentation-Prospect-Jason Forrest-Forrest Performance Group-Orientation-Communication-Business-Sales-Sales TechniquesWhat is your body posture like right now? Are you hunched over? Leaning back? Are you playing with something in your hand? Whatever you are doing, it is a direct reflection of what you are thinking and how you are feeling.

Don’t believe me? Take a few minutes to think about your plans for the upcoming holidays. If they are exciting, your back probably straightened up and your shoulders likely pushed back. Conversely, if your mind were to take a few minutes and think about something sad or disappointing, your back would probably curl forward and your shoulders will sink.

In one of the TED Talks we watched during the October 31 Day TED Talk challenge, Harvard professor Amy Cuddy discusses that our behaviors can change our beliefs. Cuddy’s findings show that if we do what she calls “power posing,” or standing confidently (even if we don’t want to), cortisol and testosterone levels increase in the brain.  Watch her video here to hear the details of her findings.

This applies to you! In sales, 55% of communication to your prospect lies in your body language, which is more than the 7% attributed to words and 38% allotted to voice. If you are confident in yourself, your body language will reflect that in your presentation and your prospects will take notice. AND, when you are confident in yourself, you allow the buyer to feel confident in you. But, the reality is we don’t always feel as confident as we would like. For that  we say (taken from Cuddy’s playbook) “Don’t fake it ’til you make it. Fake it ’til you become it!”

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.

Fail Forward Fast

October 24, 2013

Man by a maze-Problem Solving-Mindset-Growth-Failure-Success-Jason Forrest-Forrest Performance Group-Leadership Selling-Sales-Solution“Past studies have demonstrated that people who are engaged in a task often fail to notice unrelated images and occurrences; the current finding suggests that this ‘inattentional blindness’ affects even the experts.”–Andrew O’Connell in the HBR Blog Network (Read the whole article here.)

This study reinforces the quote I often mention from Albert Einstein: “No problem can be solved from the same level of consciousness that created it.”–even if you’re a trained expert. It happens to all of us. A problem arises. The problem entices our minds. We obsess over the solution, and in the process, we lose sight of everything around us. But it doesn’t have to end there.

It’s not wrong to be obsessed for greatness, but it would be unwise to embrace only greatness. Part of what makes greatness so great is failing forward. Greatness or success taste so sweet because of the failures before.

We do have a few suggestions that might help you solve problems from a different level of consciousness.

-Step away from the problem. Literally take a step back from your workspace and allow air to move in and out of your lungs.

-Make a vow to stick with the problem until it is finished. Don’t step away from the problem too far that you decide to give up on it.

-Allow dust to collect on it. These are for problems with an extended-solution time-frame. If your problem doesn’t need to be solved right away, why not let it collect dust? As long as you are making an effort to grow during the time you are not working on it, there should be no reason you can’t return to it with fresh eyes.

-Add another mind. There’s a reason for the saying “Two heads are better than one.” We’re not perfect, and sometimes we need an outside perspective.

What else could you do to change your mindset?

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.

You don’t know TED: The 31-Day Challenge

October 1, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityDo you accept the challenge?

If you’re not growing, you’re stagnant. That’s why we set out on a 31-day journey to growth and inspiration: It’s the TED Talk challenge.

TED Talks are videos of the world’s greatest thinkers and doers giving phenomenal talks in under 20 minutes. These talks promote the power of ideas and are geared toward change in individuals and the world.

Every day, the Forrest Performance Group Facebook Page will feature a TED talk video. Watch it, share it, comment on it, etc.. Engage with it! Share it on the Forrest PG Facebook page, share it with your friends, or even write about it–whatever you do, we want to know about it! Let your beliefs influence your behaviors.

It’s 31 days of inspiration and growth. Dare to join the challenge? Shake things up and get reenergized from these fascinating perspectives.

What do you have to lose? Join the challenge and through accountability, we might all grow a little taller this month.

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 Forrest: Do You Have an Attitude?

September 27, 2013

Sales Pros:

Ready Set Grow-Attitude-Can do-Jason Forrest-Forrest Performance Group-Growth Mindset-Actions-Beliefs-Programming-Coaching X Factor ProfessionalsRight now, what’s your attitude? Are you filled with joy? Are you on edge about every little thing? Are you disappointed? Are you excited because you’re anticipating something? Whatever your attitude is, recognize it. Now ask yourself, “Do I own of my attitude?” If you said no, think again.

Whenever you find yourself in a raging circumstance, know that how you react to it is a reflection of your attitude–attitude is everything! And if you want to be someone who can handle objections, adapt to unforeseen circumstances, lead your buyers through the sales process, and earn what you know you are worth, then your attitude must be in check.

Did we mention that attitude is everything? When it comes to sales, you can know all the ins and outs, but if you don’t present this information with the right attitude, you’re going to lose the sale. On the other hand, if you don’t know all the information, but you exhibit an exciting and willing attitude, your buyer will be more likely to take a chance on you.

Here are some things that can help you stay in check with your attitude:

-Take two slow breaths. According to NPR Books, it is scientifically proven that deep breathing can affect the heart and the brain. By taking two slow breaths, you’re allowing your mind to take a mental step back and focus on the situation.

-Literally take a step back. With this, you are practicing and allowing your actions to align with your beliefs. If you know you have a tendency to react quickly to situations without thinking your words or actions through, taking a step back will allow you to regain your center of gravity and reassess the situation

-Smile. Many studies have discovered that when you smile, your body releases endorphins and serotonin. As a result, your current mood can be enhanced.

When you create a habit of techniques such as these, you reconstruct your programming, which leads to your attitude.

Still don’t think you can change your attitude? Try one of these suggestions above and see if your answer is the same.

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.

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.

Obsessed for Greatness

September 3, 2013

-Obsession-

Serena Williams- Win-Success-Triumph-Jason Forrest-Forrest Performance Group-Overcoming Objections- Obsessed for Greatness-Sales Process-Sales TechniquesWhen you read that word, what feelings come to mind? Most likely negative, right? This is because in our society we often use the word “obsessed” as unhealthy and excessive. But what would it look like if the word were used in a positive light?

The Williams sisters once said, “We are obsessed for greatness!” And though these words are beautifully decorated in passion, they aren’t a hollow ornament; their actions and training have proven and paved a foundation for the fullness of this statement.

Growing up, the Williamses sisters lived in Compton, California (a poor neighborhood with a lot of gang violence, crime, and seemingly little opportunity). Venus and Serena’s father, Richard Williams, introduced his daughters to the sport of tennis. It was there on the courts of Compton that he nourished the significance of excellence, but it was the Williamses sisters that grew their drive for success.

If you total the hours of visualizing, muscle training, attention to technique, studying the masters of tennis, moments of growth from failure, and moments of turning back to the purpose of doing what they do every day, you will find that greatness is embedded in this obsession.

Greatness isn’t a one-day transformation based on a wish and granted by a genie; it is a process filled with tears, sweat, failure, handling objections, working on weaknesses, and most of all it is filled with purpose. This purpose is the reason to get up every day, to put in all your effort (even when you don’t feel like it), and to persevere through any obstacles on the road to the title. Yes, it’s a lot of work, but the name wouldn’t be as sweet if you hadn’t tasted the process of getting there.

At the end of the day, will you be able to say that you were obsessed for greatness?

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.

Houston Agent: The “Over-Preparer”

August 20, 2013

Red Pins in Calendar-Over Preparer-Jason Forrest-Forrest Performance Group-Sales Reluctance-12 part series-Sales-Houston Agent-Overcoming ObjectionsIn his twelve-part series in Houston Agent Magazine, Jason’s latest post on their blog discusses the downfall of the “over-preparer”, as well as a solution to handling “over-preparer’s” tendencies. Read an excerpt below:

“People with over-preparing tendencies will think, think, think and then plan, plan, plan. What they often lack is the doing part. It’s funny that our greatest strengths can translate into our greatest weaknesses. It’s great to be organized and to come up with the most organized and detailed ideas and processes, but without execution, the plans and processes are useless. Executing an okay plan is better than not executing a perfect plan.”

To read about a solution, 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.

LSC The Seminar: Transforming from Manager to Coach | Forrest Performance Group

August 20, 2013

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LSC The Seminar: Transforming from Manager to Coach | Forrest Performance Group

Why wait? Take the leap today to transform from a manager to a coach, so that you can inspire your sales professionals to be the best that they can be right now!

Why Be a Manager When You Can COACH? | Forrest Performance Group

August 20, 2013

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Why Be a Manager When You Can COACH? | Forrest Performance Group

Why settle for managing, when you can be an X-Factor Coach?

You are…a Leader!

August 20, 2013

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You are…a Leader!

What title will you claim?

LSC: The Seminar Testimonial with Chad Sanschargrin of Richmond American Homes

August 20, 2013

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LSC: The Seminar Testimonial with Chad Sanschargrin of Richmond American Homes

Chad Sanschargrin gives his testimony from the LSC Seminar.

Do You have Your Performance Juice?

August 15, 2013

Check out what Schumacher Homes is doing to inspire the best in their sales pros!

Performance Juice-Jason Forrest-Forrest Performance Group-Increasing Sales-Coaching X Factor Sales Professionals-Leadership SalesWith the disclaimer “Warning: Do not consume if you are not prepared to increase your sales and your income.” printed at the bottom of the labels, each trainee is fully aware of the lifechanging path that lies before them. Should they accept, each sales pro gains the opportunity to take the reigns on lead conversions, hurdle objections, and close the sale on “just looking”/”be-backs”.

Schumacher Homes-Sales Success-Jason Forrest-Forrest Performance Group-Sales Techniques-Leadership Selling-Hot Beliefs-Lead conversion

Schumacher Homes is taking ownership of their business one step at a time. Using something as simple and creative as inspirational labels attached to water bottles can be the juice you need to earn what you want to earn as a team now.

Schumacher Homes has their secret formula, what’s yours?

 

 

 

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.

Portraits of an X Factor

August 13, 2013

Question Mark-What If-Jason Forrest-Forrest Performance Group-Portraits of an X Factor-Leadership Selling-Sales techniquesYou’ve got them, and we want them!

Among your teams you have top performers–sales pros that go the distance. They add pizazz to their everyday sales techniques and don’t let staggering objections stand in their way. Have you seen an X Factor lately?

We want to recognize and celebrate the faces of these X Factors! If you have a picture, especially one of a sales pro in the midst of their X-Factor glory, post them to our Facebook page or send them our way so everyone can recognize the “Portrait of an X Factor!” This is open to sales coaches and to anyone, including you see exhibiting any fearless characteristic of an X Factor. We want to know and see!

In addition to putting these names in our monthly X-Factor blog post, we will put together a presentation of photos showcasing the month’s X Factors, adding to the image that is the X Factor sales pro.

 

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.

Creating Consumer Confidence

August 7, 2013

Man watering plant-economy-growth-Jason Forrest-Forrest Performance GroupAnnalyn Kurtz from CNNMoney.com has the latest great news about the market: unemployment reached the lowest it’s been in five years!

What does this mean for you? Our economy is improving! The result: Consumers will feel more confident in their purchases–especially big-ticket purchases. The time to buy is now!

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.

REALTOR Mag: Rising Interest Rates Matter

July 24, 2013

Block House-Builder-Jason Forrest-Forrest Performance GroupIn REALTOR Magazine Online’s July issue, Jason discusses the importance of keeping calm during the tide of rising interest rates while also acknowledging the significance rising interest rates has on affordability in our economy. Read an encouraging excerpt below:

“…it’s inevitable that buyers get nervous about an increase in interest rates. They’re realizing that their payments will be higher on the home they want. Or they’re thinking they are going to have to compromise on their desires in order to stay within their price range.

When this happens, you may have some nervous agents on your team. Stay calm.”

To read more from this inspiring post, 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.

Octane: Branding by Jason Forrest

July 3, 2013

In Octane Magazine‘s latest issue, Jason explores the importance of branding in business: what it requires for growth, what it forces you (as part of a team) to evaluate, some of the ideas you must let go, and more. Read an excerpt below:

“A year ago, my team and I had a day-long discussion about our branding, in which we were upfront and honest about what our company is and is not. For twelve hours, we discussed our values, strengths and passions, while highlighting the unique qualities that separate our brand from others. It was a cathartic and much-needed session that allowed us to take a hard look at our customer service, our offerings and, most importantly, our identity within our industry.”

Read the full article below:

Octane Magazine-Jason Forrest-Forrest Performance Group

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.

RealtorMag: Your Agents’ Foundations

June 26, 2013

Business Meeting-Standing Out-Jason Forrest-Forrest Performance GroupIn his latest article in Realtor Magazine, Jason talks about the correlation of  actions and results with beliefs. Below is an excerpt:

“As a leader, you are in the position to help your people become students of their craft so that they can earn what they’re worth. Help them access the programming that produces their beliefs, causes their emotions, and influences their behaviors.”

“But you’re not the only influence…”

To read more about the different variables that influence your associates in Jason’s article, 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. 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.

Housing affordability and you

June 21, 2013

Businessman Drawing 3D Graphics-Graphs-Interest Rates-Jason Forrest-Forrest Performance GroupTimes are getting better right now for the housing industry–sales and demand are up. And that’s good news…right? Well I say yes and no. I always always warn against getting too comfortable. Your best insulation for any environment (whether sales are rockin’ or stagnant and whether supply outweighs demand or not) is to be the best possible sales professional you can be.

It’s tempting to relax a little when the sales seem to be coming in easier, but don’t do it. The truth is that the industry is one of ups and downs. Interest rates are rising, which according to this article on USA Today is affecting our industry greatly. When interest rates go up, affordability goes down. And that’s when sales professionals have to work that much harder just to get a sale. All I’m saying is that you should never, ever give yourself an excuse not to be your very best.

Stay on it to earn 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. 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.

Victim or Victor–Who will You Be?

June 11, 2013

Arguing Men-Discussion-Jason Forrest-Forrest Performance GroupWhen two boxers get in a ring, you can sometimes guess which will come out as the victor because of his undefeated record or his size. But every once and a while you will get the underdog that rises to the challenge and comes out as the victor. Why? Because he decided he wasn’t going to be the victim. He had fortitude, or courage to prove to everyone, including himself, that he was going to win.

When you’re greeted with negativity, what is your first response? Do you back off, get defensive, or run towards the roar? It’s easy to get defensive as a way of trying to face the roar, when really you’re playing the victim.

No matter what obstacles you face, use them to take personal accountability and responsibility.  With a strong heart and a strong mind, you can’t lose!

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. 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.

REALTOR: Improving Results with the P’s of Sales

April 16, 2013

Hand Huddle-P's of Success-RealtorMag-Jason Forrest-Forrest Performance GroupScope out Jason’s first article published in REALTORMag on improving your team’s performance and overall sales results. Here’s an excerpt below:

“You live and die by the sales results of the associates on your team, which means you’re focused on the P’s of marketing (product, price, promotion, position, packaging, and place). If you’re like most brokers, you’re thinking about what your marketing materials look like, whether you’re advertising enough, and how competitive your pricing is. And that’s exactly the paradox of this whole thing, because the aspects of your job that truly increase your team’s sales results are what I call the P’s of sales — people, process, and presentation.”

Click here to read on.

 

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.

SOLDlab: Never a Victim

November 7, 2012

Jason’s latest article for SOLDlab: Never a Victim.

no victim SOLDlab article Jason Forrest Forrest Performance Group sales trainer new home sales training and development

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

Houston Agent Magazine: Brokers as Agents

September 14, 2012

Puzzle Pieces- Working Together-Accountability-Jason Forrest-Forrest Performance GroupPeople can be afraid of that word – accountability. They think it’s going to mean someone’s breathing down their neck, shining a spotlight on their every misstep and making them feel they’re just not enough. It doesn’t have to be that way, though. When your team members see that time with you increases their paychecks and helps them achieve more satisfaction in their careers, they will want you to play the role of coach in their lives.

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.