blogheader.png

Posts Tagged ‘ economic climate ’


Builder & Developer: Continuing Spring Sales

May 6, 2013
Tags: , , , , , , , ,

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.

Jason’s face on a million-dollar bill?

December 13, 2012
Tags: , , , , , , , , , ,

Indeed. million dollar speaker Jason Forrest new home sales training sales trainer sales management salespeople salesperson US housing market real estate Jason Forrest Forrest Performance Group

That’s because he’s a member of the Million-Dollar Speaker Group and also the author of a new article for Speaker magazine. Read the article–Complete Training Programs Stand Out–on page 8.

 

 

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

HB Resource: Springtime Sales in December

December 6, 2012
Tags: , , , , , ,

How many homes could you sell if your competition stopped selling?Selling More Homes-December-Jason Forrest-Forrest Performance Group

In December, that’s exactly what happens. Since the longstanding belief in homebuilding is that the fourth quarter is slow, sales professionals mentally check out, making sure that the mindset is perpetuated year after year. While your competition is passing through December believing that they can’t sell anything, you can get busy picking up the sales they’re letting go by. It will be like you’re selling against no one.

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.

HB Resource: Are You Ready to Convert the Emerging Buyers?

August 6, 2012
Tags: , , , , ,

1+1=2-Converting-Jason Forrest-Forrest Performance GroupJust over a year ago, we posted about the pent-up demand that the housing crash was causing–because it seems that the bursting bubble also burst many peoples’ hopes to move up, move out, or move on.

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.

Note from Jason Forrest: Free Money, anyone?

June 15, 2012
Tags: , , , , , ,

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.

Are you hungry?

June 15, 2012
Tags: , , , , , , , , , , , ,

Money House-Going Up-Jason Forrest-Forrest Performance GroupHungry sales pros go after it. Every day. They eat conflict for breakfast. They like market sales (the ones that would happen with or without them), but they LOVE x factor sales (the ones they have to fight for).

The housing market is improving. And that’s not just me talking (even though I knew it would). The Wall Street Journal says so and Time Magazine declared that the housing market recovery has “officially begun. So the market is on the up and up. And that’s great news, right? Well yes. And no.

Yes, an improving market likely means more sales, higher consumer confidence, and an improved bottom line.

But be careful that it doesn’t also mean that we let our process and presentation slide. The  greatest benefit of a downturn is that it forces us to get disciplined and to focus on all the things we can control–namely our people, process, and presentation.

The danger of a good market is that we can become benefactors of market sales and stop pursuing x factor sale.

Celebrate the market sales (can I get a booyah?) but stay hungry for the x factor sales.

Whether you’re and x factor sales pro or an x factor sales coach, don’t lose your hunger. Don’t lose your fight.

 

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.

HB Resource– Today’s New Home Sales Challenge: Creating Interest in the Uninterested

May 8, 2012
Tags: , , , , , , , , , ,

Arguing Men-Creating Interest in the Uninterested-Jason Forrest-Forrest Performance GroupJust a few years ago, most of the visitors to new home sales offices arrived
interested in buying. Things have changed and fewer people enter our sales offices ready to buy. This presents a major challenge for today’s new home sales force that can no longer ride the current of a building and buying boom.

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.

Nation’s Building News: Nine Steps That Can Improve Your Brand, Help You Make More Sales

January 30, 2012
Tags: , , , , , , , , , ,

TomPeters-TheBrandCalledYou-JasonForrest-ForrestPerformanceGroupI like the idea of personal branding, as explained by Tom Peters in “The Brand Called You,” and believe that every salesperson and new-home sales manager should understand what sets them apart.

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.

Note from Jason Forrest: Make a difference

January 21, 2012
Tags: , , , , , ,

“We have it in our power to change the world over.”

-Thomas Paine

Sales Pros, make a difference new home sales and development training builders training new home sales process

The sales professional is the X-factor, the difference-maker, and the single most important source of confidence, motivation, and hope for the customer.

This week, start seeing yourself as the difference maker. That means if a prospect comes in without a lot of obvious interest, you see yourself as the person to create that interest. If consumer confidence is low, you take the role of teacher–educating new home buyers on why now is the best possible time to buy. And when you set your new home sales goal for the week, you refer to yourself as the deciding factor in whether you reach it or not.

The deciding factor is not the number of people who walk through your door with their checkbooks out. Not the state of the economy, the European Union, or the competition across the street. It’s you.

So this week, work on changing your language from things like, “good luck,” and “I hope we meet our goals,” to “Let’s make a difference.”

Here’s to earning what you’re worth (and making a difference)!

Jason Forrest

P.S. Learn about our new home sales training programs.

Avid Builder: Springtime Sales in December

December 5, 2011
Tags: , , , , , , , , , ,

Woman Holding Sold Sign-Sales-Jason Forrest-Forrest Performance GroupHow many homes could you sell if your competition stopped selling? In December, that’s exactly what happens. Since the longstanding belief in homebuilding is that fourth quarter is slow, salespeople mentally check out, making sure that the mindset is perpetuated year after year. While your competition is passing through December with the mindset that they can’t sell anything, you can get busy picking up the sales they’re letting go by. It will be like you’re selling against no one.

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.

FORREST PERFORMANCE GROUP | 1-888-391-4326 | Info@ForrestPG.com
Sitemap