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Posts Tagged ‘ economic climate ’


Victims are Fearful: Victors Are Fearless (Note from Jason Forrest)

March 28, 2014

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsSales Pros:

Fearless salespeople never play the victim.

While sales managers often try to encourage their teams by saying things like, “We’ll weather this storm,” or “We’ve just gotta sit tight and wait for the upswing;” they don’t see that such phrases actually take the power and hope away from salespeople. It’s because they strip their people of accepting any challenge that will encourage growth.

Remember: Fearless X Factors thrive on objections. I’ve said it before. Regardless of the season, your ownership of the overall sales process will determine the outcome of the sale.

Own more. Fear less.

Here’s to earning what you’re worth!

Jason Forrest

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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. 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.

2014 Housing Leadership Summit

March 26, 2014

builder-housing-leadership-summit-logo-May 2014-Jason Forrest-Forrest Performance Group-Speakers-Builders-Top professionals-TrainerJason will be speaking at the 2014 Housing Leadership Summit in May.

Follow us on social media to keep up with what’s trending at the summit.

Will you be attending from May 12-14 to hear Jason and others speak to the nations top 200 homebuilders?

To learn more about the 2014 Housing Leadership Summit, click here.

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.

Builder and Developer: Defining and Demonstrating the Benefits of Green Building to Buyers

March 20, 2014

Green Grass House-Benefits of Green-Going green-Sustainability-growth mindset-success-ideas-homes-sales-builder market-Jason Forrest-Forrest Performance Group-strategy-buyer decision pointsWhat do you think of when you hear the phrase “going green”? In his latest article in Builder and Developer, Jamie explains how “going green” means more than you may think. Read an excerpt below:

“When I first heard the term “going green,” I thought it meant huddling around a campfire, knitting my own clothes, and eating my fill of twigs and berries. The truth is, the green thing is a lot more practical than all of that. Going green is not just friendly to the planet; it’s also friendly to our pocketbooks and time. It comes down to three categories that are easy to understand and demonstrate to our customers: sustainability, durability, and efficiency.”

To read in-depth on these three categories, click here.

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.

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.

Will the Elves Stay on the Shelves? The Downfall of Result-Only Cultures

October 25, 2013

Sales Pros:Elf on the Shelf Balloon-Marketing Strategies-Jason Forrest-Forrest Performance Group-Hot Beliefs-Sales Reluctances-Result oriented culture

Ever hear of Elf on the Shelf? It was a phenomenon that blew up and then faded fast as consumer confidence faded.

The Elf on the Shelf is a toy elf sent from the North Pole to keep an eye on the children every day from the day after Thanksgiving to Christmas. The elf reports back to Santa each night, letting him know if the child has been good or naughty. He returns to a new location so that in the morning, the child knows he has left and come back.

Soon after the hype of its first year or so, the excitement over this toy plummeted. Why? Part of it may be because a mom blogger wrote about the unrealistic pressures this Christmas toy created. Another major part may be because the manufactures created a results-only culture–with kids focusing on their behaviors intensely and freaking out about what the elf might have told Santa. Results aren’t everything. Consider the why behind your behaviors.

Focusing ONLY on results creates a lack of sustainability. But when you focus your attention on the areas that really matter, you get sustainable results.

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.

 

September X Factor Winners

October 1, 2013

X-Factor-Trophy-Forrest-PG-Jason-Forrest-new-home-sales-trainer-Jason-Forrest.jpgHere’s to the X Factors:

Apple refers to the “crazy ones.” In our business, they’re the X-Factors.

X-Factors are the ones who believe in themselves and their Leadership Selling process. They’re not afraid of the word no.  Instead, they’re strengthened by it. And X-Factors have no respect for being just average.

You can mock them, you can disagree with them, but you can’t ignore them. Because they make it rain. They give us permission to be better versions of ourselves. They are liberated from their own alibis and in turn, that liberates us. Some may see them as over the top, but we see them as the hidden variables in a company’s success. Because the people who believe they are the primary source of confidence, motivation, hope, and certainty in their customer’s buying decision really are.

Inspired by the “Crazy Ones.”

Please join us in congratulating our clients’ most recent X Factors:

 

The Olson Company:

Karen Bennett

Richmond American:

Steve Corbett

Sharon McGraw

Schumacher Homes:

Betsy Klein

Woodside Homes:

Brenda Skaggs

Kelly Yost

 

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.

EO Overdrive: Making Stress Work for You

September 25, 2013

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetHopefully you’ve never torn a muscle because, well, that would really hurt. In his latest article in EO Overdrive, Jason illustrates how stress can actually improve your working environment–especially when you step out of your comfort zone. Read an excerpt below:

“No one’s comfort zone stays the same size over time. If we stay inside our comfort zone, it shrinks. If we step outside of it enough, it expands to re-encompass us. That’s just the way comfort zones work. Athletes are continuously aware of the principle of eustress. That’s what their vigorous training is all about— no pain, no gain. For athletes, it’s always about stretching— stretching their muscles, their endurance, their skills and their knowledge to keep improving.”

To read more on making stress work for you, 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.

A Diligent Worker is an Intentional Worker

September 19, 2013

Creative Professional-Lightbulb-Jason Forrest-Forrest Performance Group-Growth Mindset-Leadership Sales-X Factor Sales Pros-Hot BeliefsOn a scale of 1-10 (10 being absolute), what score would you give the effects your programming has on your daily life? You might say 6, 7, or 8, right? Try again–it might have more than you realize.

When it comes to productivity and being a great leader, your programming is essential to the outcome of any and all of your decisions–even a minuscule decision such as sending an email to a co-worker. The truth is, we can’t always be on top of our game, and our faculties won’t always serve us well when new and exciting tasks become reactive habits, but there are a few things you can do to be proactive when mental ruts begin to form.

In her article “The 5-Minute Mental exercise for Being a Smart Leader and More Productive Employee”, Lydia Dishman explains how author Christine Comaford believes humans can all improve their work habits by operating from the prefrontal cortext of our brain (or the place where we can “solve problems, think in the abstract, grow, and change).” She argues that if we use this portion of our brain, we can learn to manage our energy. To read more on her thoughts, click here.

Although managing your energy between your daily tasks may be one way to improve your effectiveness as a team member, leader, and worker, there are other things you can do as well to influence your programming. Some of these include:

-Rearrange  your office. When you look at the same things the same way every day, your creativity stagnates.

-Try to do a process backwards. We’re not recommending this to a great extent, but the idea is when you try to do something backwards, you realize how important the primary steps are to the final.

-Get PUMPED UP! If you need some momentum juice to find creativity, make a list of songs that make you want to move, put them on shuffle, and play!

-Put a drawing board in your office. Draw on it and allow your coworkers to draw on it so everyone can benefit from visual aesthetics. Plus, when you draw, you  practice transferring thought into action.

What else have you found that will counter negative programming? Share them with your teams and with us!

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.

 

Eliminating Your Limiting Beliefs

September 18, 2013

Fish in a Fishbowl-Against the Odds-Jason Forrest-Forrest Performance Group-Removing Doubt-Earning what you're worth-Limited Beliefs-Melissa KrivachekHow many times in one day do you believe the negative thoughts or spoken words in your head or said against you by another person? Perhaps more than you realize, which can be a danger to your beliefs if you don’t recognize and bust ‘em!

In her article “5 Ways to Crush Limiting Beliefs”, Melissa Krivachek (President of Briella Arion) outlines specific strategies to truncate the limiting beliefs we are often convinced by.  Her “ways” are not unlike our beliefs as X-Factor Sales professionals.

In order to combat these thoughts, Melissa states you must “Jump off the cliff”; similar to Running Towards the Roar. The idea with this is when you face your fear, you have the ability to better understand the complete process in which you work, which in turn allows you to lead your customers through the process tactfully.

Demolish Doubt: When we doubt, we erect walls that keep us from moving toward our full potential. If we say we can’t we have never tried and allow fear of uncertainty to rule us.

Create Confidence: Confidence begins with you. Only when you have confidence in yourself will you be able to create confidence in your consumers.

Get ClearOwn your life and earn what you know you are worth! It is impossible to earn what you’re worth if you don’t first know what you’re worth. “Get clear” is a way for you to focus on your purpose and value.

Have a Compelling Reason Why: Much like “3 Why’s Deep” this is the reason you get up every day to do what you do whether it’s to perfect the art of selling, to lead people to satisfy their purchasing needs, or to provide for your family.

Take Action: You can make plans all you want, but unless you “do” the scotomas in your mind will continue to blind you from believing you can know the process, lead prospects through the sale, and earn what you’re worth.

To read Melissa Krivachek’s thoughts on her 5 ways, 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.

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.

Builder & Developer: Keeping the Sale Sold

September 9, 2013

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsIn his latest featured column in Builder & Developer, Jason discusses the moments where sales training becomes crucial to the sales process. It also discusses the three types of buyers a sales pro may find with when interest rates are rising. Read an excerpt below:

“As interest rates rise, you’ll find three types of buyers–kill, hurt, sting. The first (kill) will be sent reeling by even small increases. They will be totally priced out of the home they’ve contracted on or are interested in. The second (hurt) will be majorly troubled and unsettled by the fluctuation, but can fight to make it work. The third (sting) can easily afford rising interest rates even though they aren’t going to like the change in affordability.”

To read more on Jason’s thoughts of “keeping the sale sold”, click here (pg. 46).

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.

13 Decisions of Home Buying: Introduction and Area

August 19, 2013

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13 Decisions of Home Buying: Introduction and Area

Jason explains the 13 buying decisions that your customers are making when deciding if they’re going to buy a home from you, or from someone else.

Part 1: Area

13 Decisions of Home Buying: Economic

August 19, 2013

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13 Decisions of Home Buying: Economic

13 Decisions, Part 11 (Economic Decision)

Resolving the economic concerns that contribute to a buyer’s decision to buy.

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.

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.

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.

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.

On Rising Interest Rates

July 5, 2013

Rising Stacked Coins-Interest Rates-Jason Forrest-Forrest Performance GroupRising interest rates matter. Even half a point can dramatically affect affordability on big-ticket purchases. What sets the X Factor sales pro apart from the average salesperson is the drive to use the rising interest rates as a challenge to get to the next level. An X Factor loves the challenge and sees it like the next level on a video game.

The challenge comes when a buyer (either under contract or considering contracting) realizes that their payments will be higher or they will need to compromise some of their desires in order to stay within their price range.

If buyers are concerned, ask them whether they’d rather buy when interest rates are rising or when they’re decreasing. When the economy is doing well, people are buying and interest rates go up. When the economy is doing poorly, people tend not to buy, the demand decreases, and interest rates go down. This allows them to think about it differently–rather than being stuck on the fact that their payment will be higher, they can think about the fact that they are buying at a more stable time.

As an X-Factor sales pro, this is where you come in, this is where you lead your buyer to see things differently and feel confident about their purchase.

By extension, Jed Kolko, Chief Economist, wrote an article about a recent rise in mortgage rates. He contends that even though there has been a rise, it is still cheaper to buy than it is to rent. (Click here to read the rest of the article with all the statistics.)

What encouragement and fuel for selling! If ever there was a time to buy, it would be 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.

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.

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.

Jason’s face on a million-dollar bill?

December 13, 2012

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 Outon 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

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.

Are you hungry?

June 15, 2012

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.

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

January 30, 2012

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

“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

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.

Home Builder Magazine, Canada: Building a Brand

November 28, 2011

Running man next to cones-Increased Sales-Influence-Jason Forrest-Forrest Performance GroupJust like in the U.S., the Canadian home building industry goes through cycles. In 2004, many American builders had gotten a bit lazy. They got used to folks lining up outside their doors to contract on a home. When the shift happened, and the supply began to outweigh the demand, the most successful builders were those that didn’t allow themselves to get too comfortable in the boom. They set themselves apart with unique selling messages and a strong brand in the eyes of the consumer.

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.

Buy that House

October 20, 2011

Woman Holding Sold Sign-Sales-Jason Forrest-Forrest Performance GroupThe Wall Street Journal is saying it’s Time to Buy that House (article will temporarily be available to nonsubscribers via the link OR for download here: online-wsj-com.Buy That House).

Sometimes the doom and gloom headlines miss what simple math shows—when prices and mortgage rates are low (they are), the time is ripe to buy.

The main points of the article are summarized or quoted below.

  • While houses should not be considered the quick cash cow they were during the boom, they are viable investments long term.
  • “For investors seeking income,” considering a property’s “rent yield” helps determine whether the investment is worthwhile. According to the article’s formula, “The median market’s rent yield is 9.3% and Detroit’s is 17.9%.”
  • Investors then “subtract for taxes, insurance, upkeep and other expenses—costs that vary widely. Supposing total costs are 4% of the purchase price, the formula still leaves “a 5.3% rent yield in the typical market. With the 10-year Treasury yield at 2.2% and the Standard & Poor’s 500-stock index carrying a dividend yield of 2.1%, rents for residential housing in many markets look attractive.”

Combine the current affordability with the The Impending Housing Shortage and you can make a strong case for any prospects who are on the fence.

New home sales consultants—add this to your arsenal for persuading new home buyers that now is the time.

Sales coaches—add this to your new home sales training program.

Nation’s Building News: Once Again, the Housing Naysayers Have Got It Wrong

October 4, 2011

Crossed Fingers-Naysayers-Jason Forrest-Forrest Performance GroupThe naysayers and pessimists are out in full force with their doomsday proclamations that homes are no longer a solid investment.

The New York Times printed this headline in August: “Housing Fades as a Means to Build Wealth, Analysts Say.” And the September issue of Time magazine has the cover story, “Rethinking Homeownership: Why Owning a Home May No Longer Make Economic Sense.”

People have been reading these articles and thinking that they shouldn’t buy a home, but historically, booms always follow busts and demand eventually catches up with supply. Add the basic human need for shelter and the United States is in position for the inevitable — another housing 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.

Football Fever at Forrest Performance Group

September 6, 2011

I have SEC fever. sales training and development

Although I was absent while family watched football every Thanksgiving Day and I played the part of the nagging little sister begging to watch Fresh Prince of Bel Air on Monday nights; all it took was one game at Auburn University for me to catch the fever. The band, the legacy, and the cries of “Waaaaaaaaaaaaar eagle, hey!” captured me like nothing in the NFL could.

Dad taught me the basics, but it took Auburn for me to care about onside kicks, special teams, and the magic of miracle comebacks.

The Tigers do best under pressure. Even last year (when Cam Newton and the powerhouse defense led the team to an undefeated season and the national championship) they came from behind in several crucial games. One of the most notable was against their rivals, Alabama University (a rivalry that ranks in ESPN’s top ten).

The Tigers have pulled off miracle after miracle after miracle, which is why, on Saturday; I had some choice words when I saw a flood of orange leaving Jordan-Hare Stadium in the final minutes. Sure, we hadn’t looked much like defending champions, but this is Auburn, I thought, we are made of miracles!

Minutes later, those fair weather fans repented their lack of faith as the din inside the stadium increased. Sure enough—Auburn recovered with an onside kick and scored 14 points in the last three minutes.

Coach Gene Chizik acknowledged the Tigers played below standard, but said, “[It’s] been instilled in this group that you never look at the clock and the scoreboard until it says zero-zero-zero.”

This is the mindset we need in the housing industry and the thing I appreciate most about Forrest Performance Group’s approach to new home sales training. Your turn (please comment below):

Who is your favorite sports team and why?

How do you adopt Chizik’s mindset in your daily process?

Contributed by Alicia East

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