New Home Sales Consultant | Forrest Performance Group

Posts Tagged ‘ new home sales consultant ’

More Training or Less?

October 5, 2012

Tags: Forrest Performance Group, hot beliefs, Jason Forrest, new home sales consultant, new home sales techniques, new home sales training, new home sales training program, note from Jason Forrest, real estate sales, real estate training, training for real estate agents

How to use training to gain success AND remain successful.

Contributed by Jason Forrest, new home sales trainer/coach

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 (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.

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Change Your Instincts

August 30, 2012

Do you train your new home sales marketing skills with the same intensity as the Karate Kid? What would happen if you did?

Contributed by Jason Forrest, new home sales trainer/coach

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Note from Jason Forrest: Sales Professionals work with hands, heart, body, and soul

August 28, 2012

“A man who works with his hands is a laborer;
a man who works with his hands and his brain is a
craftsman; but a man who works with his hands and
his brain and his heart is an artist.”

–Louis Nizer, lawyer

Sales pros:

In order to be great, you have to work with your hands, brain, heart, and soul. You might even add to the above quote and say that a man who works with his hands, his brain, his heart, and his soul is a sales professional.

If you fit that description, take a moment and bask in the reverence that you are the highest level of sales evolution. Others just use their hands or their hearts and their hands. But not you, you use your soul.

It’s a tall order, I know. But you’re up for it. You pursued this gig knowing there weren’t guarantees…knowing you’d have to give up nights and weekends and holidays. You may as well make it worth it by giving it your best and operating at the level of a sales professional.

You use your hands by showing–opening up cabinets, demonstrating, walking off the room dimensions on site, having clients touch and feel construction quality, etc..
You use your mind by appealing to logic–talking about the features that will improve your customers’ lives on a logical level.
You use your heart when you appeal to emotion–the benefits to prospects’ lives on an emotional level.
You use your soul by connecting deeper; selling to each customer as you would sell to your mom or sister; and passing on your hot belief that if they don’t buy, they’re missing out.

So, are you using all of you? Make it a game–after each interaction with a customer today, consider what levels you sold to them on. Did you sell at a laborer’s level? Or maybe a craftsman’s? Did you sell at the level of an artist? Or did you give it everything you have and sell at the level of a true sales professional?

Here’s to earning what you’re worth!

Jason Forrest

Contributed by Jason Forrest, new home sales trainer/coach

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

Note from Jason Forrest: Who do you play for?

August 21, 2012

Tags: closing techniques, Forrest Performance Group, Jason Forrest, love of the game, Mia Hamm, new home sales career, new home sales consultant, new home sales techniques, new home sales training and development, new home sales training program, new home salespeople, note from Jason Forrest, passion, real estate sales, training for real estate sales

“Somewhere behind the athlete you’ve become and the hours of practice and the coaches who have pushed you is a little girl who fell in love with the game and never looked back… play for her.”

―Mia Hamm, retired soccer star

Sales pros,

We are corporate athletes. But sometimes we “play” because it’s our job or because the boss requires us to. We play because we don’t want to get yelled at or have unpaid bills.

But somewhere behind all that is that genuine people person who went into new home sales for the pure of love of it–for the joy of meeting new people, for the thrill of closing a sale, and for the power that comes with knowing that your results are directly related to your efforts.

Tap into that and get into that childlike spirit of why you wanted to make this your career in the first place. Play for that.

Champions have fun with it. They play to perfect their craft. And they play for themselves more than they play for their boss or their mortgage or anything else.

Play for fun. Play for you.

Here’s to earning what you’re worth!

Jason Forrest

Contributed by Jason Forrest, new home sales trainer/coach

Be a Leader or Find a New Job

July 20, 2012

Joel Barker defines a leader as a person you follow to a place you wouldn’t go on your own. It’s your job as the sales pro to set the tone and lead the way. You are the one who knows the process best–lead it.

Contributed by Jason Forrest, new home sales trainer/coach

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X Factor Trophy–Rewarding Your Difference Makers

July 13, 2012

Tags: creating urgency, cultural change, new home sales consultant, new home sales trainer, sales process, X Factor Sales Coaches, X Factor sales professionals

Salespeople matter. Despite the widespread belief that price, product, and packaging make the difference, X factor sales professionals are the most powerful force you can have on your team.

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

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

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

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

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

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

Contributed by Jason Forrest

1 Hour Follow Up

July 4, 2012

Ever wish you could be there when your prospect thinks of all the questions that somehow escape them while they’re in your office? Well you can–with the one-hour follow up. This concept is from Jason Forrest’s second book, 40 Day Sales Dare. In this podcast, he talks about how you as the sales professional can proactively address the questions that your customers start asking themselves as they drive to the builder around the corner.

Contributed by Jason Forrest, new home sales trainer/coach

Podcast: Play in new window | Download

Birdbrain

April 26, 2012

Tags: new home sales consultant, new home sales process, new home sales techniques, prospecting, X Factor sales professionals

In my backyard, I have a well-stocked bird feeder and a shiny new birdbath. But as of now, no birds.

I got all the recommended equipment, but after seven days of staring out at a full bird feeder and vacant birdbath, I was left wondering where I went wrong. When I asked my friend Julie (an expert on the subject) what I should do to attract my winged friends, she said, “They don’t know it’s there yet. Where do you think the term birdbrain came from?”

She gave me a few tips for getting the birds’ attention, saying, “It takes more than the old adage, ‘if you build it, they will come.’” Ahhh…words of wisdom from someone who also happens to be an X factor sales professional.

Is this what we expect in our new home communities? That if we build top-of-the-line model home parks with “perfect” landscaping, signage and displays; the customers will come? What is the missing ingredient? Like Julie, X factor new home sales professionals know that you have to take ownership of your model as well as ownership of getting prospects to visit.

Going beyond basic marketing and engaging in community networking, partnering with Realtors, and extraordinary follow-up can make or break a new community.

Now I am working on getting the word out to the animal kingdom!

Sales Tip: X Factor Sales Professionals drive 50% of their own community traffic by understanding why their homes, neighborhood and builder are the best in the marketplace and personally inviting prospects, community organizations, and Realtors to visit. X Factor sales professionals do their part to Be Sales Ready!

Jeanne Conger, J Forrest Group’s National Sales Coach, has 25 years in the industry; experience with public and private builders; and over 900 hours of real estate courses under her belt. She is truly an industry expert. While she has worked in design studios, marketing departments, merchandising departments, and sales management (she coached a sales team of more than 100), Jeanne enjoys nothing more than being in the trenches.

Jeanne specializes in turning around laggard communities, helping sales professionals generate traffic, providing hiring consulting for sales managers, and coaching design center sales professionals. Learn more about J Forrest Group’s new home sales training programs.

Note from Jason: Create Your Future

March 14, 2012

Tags: asking the right questions, coaching X Factor sales professionals, Fearless Selling, new home sales consultant, new home sales management, new home sales techniques, new home sales training, note from Jason Forrest, X Factor sales professionals

“The future is not something we enter, it’s something we create.” –Leonard Sweet

Sales pros:

Your career is what you make it. And you can either settle with what it is or you can make the most of it. Here’s a tip—ask your sales manager to be your sales coach.

If you’re not getting the kind of coaching you need in order to achieve your very best, tell your coach. You’re a salesperson—sell them on what you would like and how they can help you reach your own goals as well as the company’s. You can also ask them to shadow you during a sales presentation and give you honest feedback on what you could do differently.

Look, even if your coach isn’t as good of a salesperson as you are, they can still see your sales presentation more objectively than you can. They don’t have to be better than you. They just have to be able to give you a form of objective reality (something we often can’t see about ourselves). In a sense, they hold up a mirror so that you can see what they see.

You can also have your sales coach ask you questions that hold you accountable to the sales process. Questions like the following:

Where did the sale stop?
Who stopped it?
Why did it stop?
What are you going to do to move the sale forward?

Not only will this approach benefit your sales performance, it will also help your coach see you as someone who is determined to grow personally. And that’s the kind of person a coach wants on her team.

Here’s to creating your own future and earning what you’re worth!

Jason Forrest

Secrets to Six Figures in New Home Sales

February 3, 2012

Tags: closing the sale, coaching X Factor sales professionals, lead conversion, Leadership Selling, new home sales, new home sales consultant, sales process, SPQ, X Factor sales professionals

Contributed by Jeanne Conger

Many new home sales pros have a love/hate relationship with their paychecks. They love that they can control their income and earn a lot of money. And they hate that they can’t control or predict their monthly earnings.

Many of these folks are six-figure earners who understand that in order to make over $100,000 and consistently make sales, they must be mega-disciplined and trust completely in the new home sales process. These X Factor Sales Pros know that they (not the market) are in control of their income.

But sure, they’d enjoy a little more predictability in a career that admittedly has some factors beyond their control (such as build time). So how do we become more predictable in new home sales?

Set Goals:

Setting, tracking and achieving sales goals isn’t just about rattling off the amount of money you want to make at the end of a year or spouting off a weekly sales goal. It’s also about increasing the behaviors that lead to sales (such as appointments, building a home on paper, etc.). Conversion rates for setting follow-up appointments, filling out guest cards, giving model tours, and selecting a home site are just a few of the processes that we can “own.”

Focus on conversion rates so that you will become the true, predictable X Factor Sales Professional that consistently earns what you are worth!

Invest in Yourself:

Sales don’t happen by accident. Investing in your personal development through training and coaching increases predictability and consistency.

Every six-figure sales pro I met at a recent career night also tested high on their SPQ scores. That’s because a key to earning what you are worth is being willing to do what it takes to get there. Those who are not willing to grow, adapt, and receive coaching will fail (at worst) or stay stagnant (at best). They will rise and fall with the market. On the other hand, those who are open to coaching are more apt to adjust to different circumstances.

And they overwhelmingly make more income.

Posts Tagged ‘ new home sales consultant ’

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