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?
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.
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.