Posts Tagged ‘ new home sales process ’


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: On Transitions

January 27, 2012

Sales Pros: Question Mark-Transitions-Jason Forrest-Forrest Performance Group

This week, I want you to work on your transition statements.

Transition statements tell the prospect the next step in the sales process.

The prospect is not supposed to know how it works to buy a home. You are the one familiar with the new home sales process. So it’s your job to set the tone and lead.

You can do so with a transition statement like, “So the next thing we need to do is determine which floor plan best suits your needs.” This helps them understand the natural flow (rather than jumping straight to picking a home site, for example). It also helps them understand that the little decisions add up to the big, overall decision.

Transition statements are also helpful to keep the process moving forward between steps. It can be tempting to fill an awkward pause with, “So do you have any questions?”

Unfortunately, such a question often leads to a response like, “No thanks. We’re good. We’ll just take a price sheet and go.”

A more productive statement is, “The next thing we need to do is…”

Comment below to share the transition statements you find most useful in moving the new home sales process forward.

Here’s to earning what you’re worth!

Best,

Jason Forrest

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

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.

Be the Difference-Maker in the Space Between

January 20, 2012

Contributed by Jeanne Conger

Puzzle Pieces- Working Together-Accountability-Jason Forrest-Forrest Performance GroupWhen do new home buyers make their final decision? While they’re navigating your user-friendly website? While walking your well-lit and carefully-furnished model homes? Or while perusing your shiny, classy brochures at the kitchen table? Probably not.

More often, the decision is made in all the spaces between—on the car ride home, during a meeting at work, or while putting the kids to bed at night.

How can you compete against your competition during those spaces between? How can you be the difference-maker for moments you’re not even present for? How can you handle objections in a conversation that you are not even party to?

Play offense. X-factor new home sales professionals don’t wait for a buyer to tell them why they’re unsatisfied with their current situation–they ask questions to find out. They dig deep and uncover so much about the buyer’s current living situation that they know exactly which new home and home site will best improve their client’s life.

As they identify and solve their client’s problems, they leave memory points and anchors on why their homes are the best in the marketplace.

You can’t go home with your clients, but being proactive is one giant step toward being present in the conversations that happen in the spaces between.

Sales Tip: Make sure to discover the one home that will work best for your client and demonstrate why your builder is the best in the market. Be memorable. Be a problem solver. Be a leader. Most of all…Be Sales Ready!

Your Turn: What do you do to make your new home sales process stand out from your competitor’s?

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

Home Shopping Network Jeanne’s Journey

January 13, 2012

Contributed by Jeanne Congershining new home sales star new home sales training and development

Through our new home search, my husband and I have met one shining star – one true X-Factor sales professional named Steve. Steve asked meaningful questions about why we wanted to move; talked us through the benefits of buying now; and guided us through floor plans to determine what would work best for us. We were sold! But we have yet to sign on the dotted line. Why? Well, let me tell you about it.

As we have delved deep into our very own home shopping network, we have actively listened to countless model home monologues (yes, monologues) and learned about endless features. We’ve seen a lot of nice communities, met a lot of nice folks, and filled out a lot of registration cards. We have answered every question posed. And yet, we have ended each day disappointed.

Like many of your buyers, we don’t have to move, we want to move. Politicians know that winning over on-the-fence voters secures elections. X-Factor sales professionals know that winning over undecided people like my husband and me is the way to increase their own bank accounts and their builder’s market share.

We just haven’t been won over yet. And that’s because not one salesperson has dug into the whys behind our decision. No one has asked us why we are relocating or what the consequences would be of not moving. No one has helped us make an emotional connection with the home, the community they represent, or themselves.

Not one person except Steve, of course. We would have ended our search and signed with him a long time ago if it was a more manageable commute. You see, Steve is a sales pro for one our clients. In Australia.

Sales Tip: Win over undecided buyers by selling them emotionally and helping them understand the consequences of NOT moving. Jason’s book, Creating Urgency, provides over 30 “no fear” sales approaches to creating urgency in buyers just like me.

Read it, practice it, and be sales ready to earn what you are worth!

P.S. I’ll let you know when we find an X Factor sales pro like Steve to guide us home.

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

Note from Jason Forrest: Selling is complete communication

January 7, 2012

Sales pros: Woman Talking on the Phone-Communicate-Jason Forrest-Forrest Performance Group

A complete new home sales process follows the classic communication model: Tell them what you’re going to tell them, tell them, then tell them what you told them. Only with sales, we show and tell since the new home sales process is very interactive.

Tell them what you’re going to tell them: Set the tone and tell prospects what to expect through the process. For example, after you meet and greet, say, “Let’s go through the first model room by room so that I can find out how you’re going to live in the home. By the time we are finished, I’ll have a better picture of the home that will best meet your needs.”

Show them: Lead prospects through the process. For example, while standing in the living room, say, “So is this living room bigger or smaller than what you have now?”

If they say it’s bigger, find out how they’ll use the extra space: “Great! So would you use the extra space to just be more comfortable or would you add extra furniture so that you have more seating for entertaining your friends?”

Tell them what you showed them: Once you’ve shown your prospects the models and discussed what they need in a new home, summarize what you’ve gone through so far. Say something like, “Well, I’ve really learned a lot about you. As we talked, we realized that you need a four bedroom, two bath home. The secondary bedrooms would be for your kids and you need them to be away from the great room so that you won’t wake them up when you have friends over. We also realized that the study would come in handy as a toy room. Does that sound like the vision of the home you’re looking for?”

The key is to be conversational. Practice this script this week with live prospects and report back in the comments on how it’s going.

Here’s to earning what you’re worth!

Jason Forrest

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

Rage Against the Machine

January 6, 2012

Contributed by Jason Forrest michael scott sales leadership training professional sales training

In a scene from The Office, Michael Scott follows his GPS directions blindly, taking a right turn that leads him into a lake. All the while, he tells his protesting passenger, “The machine knows!”

The machine doesn’t know. The scene ends with the GPS saying, “Turn around when possible,” as Michael’s car sinks into the lake.

I’m totally convinced that heavy dependence on GPS navigation, spell check, and smart phones, makes us dumber. Sometimes the spellchecker gets it wrong. Sometimes, a smart phone makes us dumber. And sometimes, a GPS leads us into a lake.

While scripts are a great tool for making sure that information is presented completely, accurately, and effectively, over-scripting in new home sales can be like relying on a spellchecker to determine the difference between it’s and its.

Instead of teaching sales pros to think and adapt; over-scripting makes them robotic. The new home sales process is different every time and we need humans—folks who can adapt to the situation before them. It’s not all science. It’s art, too.

That’s why we need good new home sales pros in our offices—those with the right combination of art and science. Because if Michael had relied a bit on his own brain instead of the machine, he would have seen the right turn just ahead, made it to his destination, and saved himself one heck of a car detail bill.

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

Note from Jason Forrest: Sales pros who stand apart

December 30, 2011

Sales pros—Higher Red Arrow-Moving up-Success-Jason Forrest-Forrest Performance Group

Every year, I take sales teams through Leadership Selling-a yearlong new home sales training program. All the sales professionals go through the same weekly content and learn the same sales techniques. Yet each year, there are some who stand apart. Often two sales pros who were hired at the same time and work at the same community will have wildly different results—with one sales pro selling twice as much as the other.

This fact perplexes builders and sales coaches, but after thousands of hours of coaching sales pros, I feel like I’ve started to understand the variable. The sales pros who break out have a different set of beliefs and qualities than their peers.
They have:

  • high sense of worthiness (they believe they deserve to succeed)
  • high self esteem
  • humble confidence
  • desire to improve
  • coachable spirit
  • clear goal clarity (they know what they want and how to get there)
  • strong support system
  • achievement mindset (rather than a perfectionist mindset)
  • fearlessness (ready and able to give people their opinions and advice)
  • strong self-efficacy

These 10 traits have nothing to do with selling skills, but make all difference in sales professionals earning their worth.

This year, evaluate yourself on these 10 traits, then have someone else evaluate you. Next, put a plan together. Become a student and develop your most valuable asset—your mind! Your plan may include reading books, getting coaching (contact us!), or starting a new home sales training program.

Whatever plan you take to improve your new home sales process-here’s to earning what you’re worth in 2012!

Jason Forrest

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

Combating Decision Fatigue in New Home Buyers

December 21, 2011

There’s nothing more discouraging this time of year than spending all day surveying a million potential gifts but getting no closer to What is my strategy thought bubbles-Decisions-Jason Forrest-Forrest Performance Groupfinding something to put under the tree. That’s about the time it starts to seem like a good idea to get your wife a blender or a vacuum cleaner. It’s called decision fatigue. And it’s bad news.

It drives people to make poor decisions, delay decisions altogether, or mentally check out when there are just too many choices or too much information. The problem is that sales pros often contribute to decision fatigue by throwing out all sorts of information before they even know where their prospect is at. If, after time with you, your prospects know a lot, but haven’t accomplished anything, they’ll feel even further from a solution than when they started. Sort of like when you come home empty-handed after a long day at the mall.

So instead of throwing information against the wall to see what sticks, find out where your prospects are at in the process and start there. For example, if they haven’t even made the mental commitment to buy a home, don’t jump the gun by talking about light fixtures and finishes. You’re the one with professional sales training and you should know the new home sales process so well that you can take prospects through it in the way that is best for them.

Facilitate victories by accomplishing each step one at a time. Prospects are not going to stop you and say, “Okay, before we talk about the lots, let’s decide if we really want to live in this area.” That’s your job. Instead of taking the shotgun approach and trying to tackle multiple things at the same time, compartmentalize decisions.

De-cluttering” the situation in this way helps eliminate confusion and thus, decision fatigue. It also helps prevent the classic line: “Forget it. There’s too much to think about. We’ll get back to you later.”

Praise your buyers for each decision accomplished along the way before moving on to the next. If they came in unsure whether they wanted to leave their current situation, but leave confident they need a change, they’re one step forward in the process. And that’s a victory.

Sales pros: Be a part of the solution. Help alleviate decision fatigue so that your prospects don’t quit before they even have a chance to start.

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 View from the Top

December 7, 2011

Contributed by Jeanne Conger X factor sales professionals reaching potential

Whether it’s a mountain, a skyscraper, or the executive level of an office building (pictured)—the view is always prettiest from the top.

Here in the foothills at a Denver builder, the Rockies are calling my name, begging me to capture the real beauty from their highest peaks. My amateur skiing skills keep me on the bunny slopes though—far from the summit. Just like the experts who tackle black diamond runs, X Factor sales professionals have to face their fears, hone their skills, and build muscle through resistance training (like overcoming objections).

We all say we want to reach the pinnacle of performance, but are we really willing to do what it takes to get there? Professional skiers work out most days and stretch before each run. What are you doing to graduate to X factor runs?

Take your performance to new heights:

  • Knowledge is power
    • Improve your skills each day by focusing on the Three Rs of Selling—Read, Role-play and Relate with a customer.
    • Practice makes perfect
      • Sometimes you have to fall down a lot before you master the art.
      • Amateurs practice until they get it right, professionals practice until they can’t get it wrong.
      • Experience is the best teacher
        • Knowing your starting point, making goals, and tracking your progress will help you achieve your peak performance!

Enjoy the view at each milestone. And whether you’re savoring the rush of a black diamond run or brushing yourself off after a wipeout; get on the chairlift and do it again. Learning from your failures is just as important as celebrating the view from the top.

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

Make it Mean Something

November 30, 2011

home sales trainingSales Development Training is good, but I don’t care how many lessons you get, if you don’t apply them regularly, they do you no good. That’s why it’s so important to put your lessons into practice. You may hear the best, most-inspiring speaker, but if you don’t know what to do with all those lessons once you leave, you won’t retain that knowledge.

Sales Executive Council research shows that your performance will increase by 22% with training alone. But without continued coaching and on-the-job reinforcement, you will lose 87% of the training after just one month. With long-term sales training & development, your performance can increase by up to 88%. You’ll retain your training and discover how to implement it successfully.

If you want results, don’t look for a quick fix. Invest in long-term solutions for outstanding results.

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


Paint the Picture – Before and After

November 24, 2011

Contributed by Jeanne Conger

This is the view from my parent’s house in the daylight. Seems like you are a million miles from anywhere, right? JC new home sales training

After dark, the scenery completely transforms and you see what seems like all stars in the universe at your feet and the twinkling lights of the not-so-far away neighbors…the perfect place for a Thanksgiving family get-together.

What do your buyers see when you show them an empty inventory home? If you turned out the lights, would they see something beautiful and unexpected? Not without your help! The X Factor Sales Professional can take a buyer into an empty house and visually build their home and family inside.

Sales Tip: Paint a visual picture of possibilities of how living in this home could enhance and improve their life. Help prospects envision themselves in the home by helping them determine where to place their furniture. Help them mentally transport themselves to their idea of the perfect place to spend time with their family on Thanksgiving Day and every day.

Get the whole family involved in the new home sales process and be sales ready!

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

850 Square Feet of Location and Lifestyle

November 9, 2011

Sometimes 850 square feet is more than 850 square feet.

From desirable urban locations to low maintenance—there’s a lot to love about multi-family housing. And the new home sales process

training for real estate agents

Belmar at dusk

for such homes isn’t all that different from single-family homes. You just have to find the prospects’ motivation and tap into it.

After my wife and I got married, we bought our first home—a condo. We would’ve chosen a detached home if we could’ve gotten one in the same neighborhood, and with a comparable size and quality, but we chose the condo because we wanted to live near TCU, my alma mater. Our place (all 850 square feet of it) was in a neighborhood we loved.

We were motivated by pleasure when we later chose an urban loft in Denver. The community, called Belmar, had everything and we absolutely loved it. It had the overall lifestyle components we wanted and was close to grocery stores, entertainment, shopping, pools, recreation centers, restaurants, and work.

And talk about convenience. One night, we were expecting dinner guests and my wife couldn’t find anything to wear. She ran down to the White and Black store and found a new outfit in 20 minutes. She was back with ten minutes to spare. Our loft really allowed us to have our cake and eat it, too. We got to live in the area and have the lifestyle without the price. In a neighborhood across the street, single-family homes cost five times as much as our home.

Not all buyers are motivated by the same things we were. Whatever the case, make sure you ask questions to find out what’s important to your buyers. New home sales training should include instruction on tapping into such desires.

In my latest post for Builder News, Tapping into Buyer Motivation to Sell Multi-Family Homes, I describe the four dominant buying motives that drive your prospects’ purchase decisions and how to identify, and then sell to them.

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

Sell with both sides of the brain

November 8, 2011

On a recent flight, I sat next to a golfer named Carole who told me one of her keys to success—playing the game with both sides of her Golfing-Shift-Jason Forrest-Forrest Performance Groupbrain. Carole explained that engaging the non-dominant side of the brain helps with solutions and follow through.

The left side of your brain is the “information” side (speech, numbers, time, logic and information) and the right side is for concepts, pictures, faces, people, etc. For example, recognizing a photo of George Clooney engages the right side of your brain, but describing the photo (hot, charismatic, older guy) requires the left.

Evidence supports that using the non-dominant side of your brain while golfing helps strategy, coordination, and drive. Since Carole is left-brain dominant, she engages the right side of her brain to get out of jam when her ball lands in the sand. By visualizing a dollar bill with her ball in the center and targeting her club at the end of that dollar bill, Carole “tips” her way out of the sand trap.

Since there is a strong correlation between the science and drive of professional athletes and successful new home sales professionals, I asked her how the strategy relates to people like you and me—those addicted to selling new homes and becoming X Factor Sales Professionals.

She explained that using both sides of the brain can help sales professionals not only hear what a buyer says (left brain) but also to recognize the nonverbal cues (right brain). Being fully aware of the buyers’ mission (both stated and hidden) can make or break a sale!

Sales tips:

  • Never let an objection stall your new home sales presentation. Visualize a solution to “tip” your way to a sale!
  • Prepare for the sand boxes of your product or pricing in advance.
  • Respond to the buyer’s verbal and nonverbal cues.
  • Be Sales Ready!

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

Bring it

October 31, 2011

swagger x factor advantageI got this new deodorant called Swagger because that’s exactly what I strive to bring to every moment of every day. That edge…that moxie…that thing that sets sales professionals apart from the average. I call it the X Factor Advantage and the best new home salespeople approach every day and every prospect with it.

I know plenty of new home salespeople who bring that swagger and confidence to a job interview and then seem to misplace it after that.

Try to tell me that some days are too tough for you to bring your best to your new home sales office. What do you think you’ll hear from me? I’ll remind you about the day you were unemployed and went up against 100 other people to convince your new home sales manager to hire you.

On that day, it didn’t matter what you felt or if you were tired. You knew you had too much to lose not to give your best to that moment. On that day, you decided to bring it. And on that day, you overcame–out of all the competition, you were chosen to man your sales office. Are you telling me that there’s a day, now that you have a job, that is tougher than that? A day that you can’t give your best to each prospect?

Nah, I’m not gonna buy it. In Pursuit of Happyness, Chris Gardner “brought it” every day (even after sleeping in a bus station bathroom with his toddler). Tell him your excuse for not showing up physically and mentally each day.

The best salespeople bring it. Do you?

Come back tomorrow for some tips on bringing the “X Factor Advantage” with you into every day.

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

M&M Minis and You

October 28, 2011

My colleague Jason Forrest has this funny quirk about M&M Minis—his favorite candy. We were deep in discussion about a new home mms and sales process sales training program while he was munching his minis. Finally, I just had to know what made them so much better than regular M&Ms (which happen to be much easier to find). He passionately made his case, saying that they’re made differently and probably use different ingredients. “They just taste better,” he said.

Being the sales coach that I am, I felt certain that I could convince Jason that both M&M varieties are made with the exact same recipe. After straying far from our original discussion on a new home sales training program and delving deep into the world of Jason’s candy-coated logic, I finally realized that you just can’t convince someone who is committed to their opinion that their reality is flawed. In hindsight, I would have said, “Thank you for sharing that,” and incorporated his preference into future selling discussions.

Are we guilty of trying too hard to convince our prospects to change their personal taste? It’s not necessary for us to agree on what the buyer’s perception of what looks, feels or tastes best to them. It is necessary for us to understand their preference, incorporate it into our selling process, and give them the home that they want to live in at the end of the day. We can happily sell the M&Ms that taste best to you.

Sales Tip: Listen actively to your buyers as they tell you what they want and prefer in a home. Leave your personal biases behind and remember that their perception is indeed their reality.

Make it about the buyer and you will be sales ready to sell more homes!

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

On commission selling: another lesson from retail

October 18, 2011

new home sales training. nordstromI can’t stand non-commission salespeople. Here’s why:

I’m walking through a department store over the weekend and all the salespeople are more interested in making the clothes look good than in serving me, the customer. They ignore me as I help myself. When I can’t find the size I want, I ask the sales rep and he says that if it’s not on the rack, they don’t have it.

I say, “Ok, what about checking in the back?”

When he repeats that everything they have is out on the shelves already, I ask if they can check another store. His response?

“I guess, but it’s going to take a while.”

“Forget it,” I said, “I’ll do it myself.”

I didn’t do it myself. I walked across the mall and through the doors of Nordstrom’s, where I happily spent a good chunk of change. Even if the prices are slightly higher, I’d rather go where people are motivated to help me and give me good service than to a department store with similar products and poor salespeople. My salesman at the unnamed department store felt like he was entitled to his paycheck just for showing up.

I love this profession because, for new home sales consultant, increased efforts lead to increased earnings.

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

Hidden Features, contributed by Jeanne Conger

October 11, 2011

I walked in to a Walgreens pharmacy to buy a pair of “granny glasses.” Yep, the ones for the “I’m over forty and suddenly turned blind”Perfume Sales Woman-Best Solution-Jason Forrest-Forrest Performance Group crowd. I only came for the glasses, but since I was feeling a bit like Betty White, I was also eying the Snickers Bar at the checkout counter. The sugar high was calling my name and I can always find a way to justify a great snack. But instead, I mustered up my credit card and self control and checked out sans one fabulous candy bar.

On my way out, I noticed a stand of artfully-hidden healthy snacks and trail mixes. They were beyond the security monitor, past the checkout line, and exactly what I wanted to eat in that moment. Ugh… I could have had my snack and eaten it too!

Sometimes we don’t know what we’re hungry for until we see it. This applies to new home sales and marketing, too. Showing our buyers what they may not know can create a desire or need they didn’t know they had. Our prospects may not “see” all we have to offer in our homes since many of our features are “artfully hidden” behind the decorations. To combat this, go with your buyers through each model and point out the “hidden” features and benefits they may not see in your homes, design, and features. Remember our lesson on “So what?” Make sure to demonstrate how each of those features can improve their lives.

Tip: First, educate yourself on at least five “hidden” features in EVERY room of your model homes.

Next, incorporate those features and benefits into your new home sales process to show prospects the “trail mix” up front!

Be Sales Ready!

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

Bring it Home

October 11, 2011

Chances are when you tell your new home sales prospects that you’re a “value builder” or that you strive to deliver excellent customer service, their eyes glaze over. You may get a slight nod, but you’re more likely to see some barely-concealed eye rolling.

In this scene from Walk the Line, Johnny Cash begs for the chance to perform for a record producer. But when he finally gets the meeting, he sings a tired old gospel tune. Before he can even get through it, the producer tells him to stop. If he wants to “bring it home,” the producer says, he’s gonna have to sing the “one song” that would sum up who he is, the one song that could actually save somebody.

Johnny Cash gets pissed, breaks down, and plays something he wrote during his time with the Air Force—”The Folsom Prison Blues.” It’s edgy and different. It has some spice to it. It’s Johnny.

Look, your customers don’t want to hear the same old new home sales and marketing shtick. And you don’t want your customers to walk away from you thinking, “That’s the same thing everyone’s telling me. Every builder says their new home sales process is great—that they’re big on design and customer service. They all say I can build it my way and pick my options.” Same old song and dance.

Look, as a new home sales consultant, you don’t have much time to make an impact. You’ve got to have something that sets you apart—something you won’t find from any other builder. Your new home sales techniques should include a selling message that nails it—a message that brings it home.

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

Note from Jason Forrest: Don’t waste your gift

October 7, 2011

Sales Pros, Money Present-Free Money-Jason Forrest-Forrest Performance Group

Just think about how many people you know who would love the opportunity to earn what a Sales Professional is capable of earning.

A Top Sales Professional can earn two to three times what the average, 8 to 5, Monday through Friday worker can earn. You have a gift that gives you the opportunity to earn a ton of money. If you are not perfecting that gift, then you are dishonoring yourself, your family, and anyone who would be a sales professional if they had your gift.

Don’t take that gift for granted. Put it on a pedestal and revere it! Push yourself and master the profession by committing to training and internal reflection.

Here’s to earning what you’re worth!

Jason

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

In a market of sameness–stand out

October 5, 2011

I really think the death of sales professional is sameness. In a market with so many homes in the same price range, few major Business Meeting-Standing Out-Jason Forrest-Forrest Performance Groupdifferences to the exterior, and floor plans with only minor differences; it is critical for a new home sales professional to create moments of distinction.

Finding ways to be memorable in your new home sales process helps you stand out as a light in the dark tunnel of your prospect’s new home search.

Apple’s upcoming Card application provides a simple personalized card-creator that is invaluable to new home sales consultants.

Here’s an example of how to use it:

Your prospect leaves your sales office and you zip over to the home site that you closed them on and take a photo with your iPhone. You create a personalized card and message: “I really look forward to working for you in your home-finding adventure. I thought you would like to have a picture of your favorite home site at 2616 Waters Edge Lane.

Sincerely,

Jason Forrest

XYZ NEW HOME BUILDER

The day Apple sends you the notification that your prospect received the card, you follow up. You confirm that they received the picture and ask them to come back in for an appointment.

Not only does this process set you apart and remind your prospect why they love your home; it also gives you an excuse to talk to them again and move the sale forward.

It costs $2.99 and when it gets you a sale; it will be a great return on your investment. But hey don’t go running to your manager to pay for it. This one is for you to own!

Earn what you’re worth!

Speaking of applications, check out ours (J Forrest Group app)!

Full disclosure I don’t get any kickbacks from Apple. I’m just an avid Apple fan who loves to pass along tricks, tips, and new home sales techniques to new home sales consultants.

P.S. Learn about our

Note from Jason Forrest: “Work out” your closing questions

September 30, 2011

A month ago, I started a new workout program that has me doing chin-ups three times a week. On my first day, I could only do nine Lifting Weights-Working out-Confidence-Jason Forrest-Forrest Performance Groupreps before I was utterly exhausted. Today, I can do 30 total reps.

I am learning that the best I can do today is not the best I am capable of. I have found that when I rest a day, I can go back the next time and do more. I am continually surprised by what the human body is capable of achieving.

Here’s what the principle means to you—every day, do the best you can do in your new home sales process. The next day, focus on doing each presentation a little better because the day before doesn’t demonstrate what you’re actually capable of. Your first week’s “muscle group” to work on is closing questions (including the home close, community close, payment close, builder close, any trial closes, and your final close).

For your “workout,” ask each prospect as many closing questions as you can. Track your results to indicate where you’re at today. And since today’s results don’t indicate the maximum you’re actually capable of, do the same thing again tomorrow. Track your results with every prospect for a week and see how many closing questions you reach at the end of the week. Then, do it again the next week!

I don’t how many more chin ups I will do before I reach my best possible performance and you don’t know how great you can be in your sales process until you push yourself, day in and day out, to become the best version of you!

Here’s to earning what you’re worth!

Jason

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

Sherpa Selling

September 28, 2011

Last week, I talked about how a good sales coach is a Sherpa (or guide). A good salesperson is a Sherpa, too.Mountain Climbing-SOLD Magazine-Position of Strength-Jason Forrest

Like Sherpas, new home sales professionals guide clients to their destination–a new home that meets their needs. Salespeople are the experts who know how to navigate the sometimes-rocky terrain of choosing, financing, and building a new home. They also know the various courses that lead to the final goal. They lead clients down the paths most suitable for their unique situation.

A Sherpa-type new home sales professional might say, “In order to stay within your budget, we can do one of two things. We can either get the options you want,and a standard homesite or we can get the corner lot you want but we’ll have to pull out half these options. Where do you see more value?”

In essence, Sherpa salespeople say, “We can get you there either by this route or by this route, which do you prefer?”

As a Sherpa, your job is to get prospects to buy from you. You don’t really care which product they choose, just that they move through the process. If the path forks and they get stuck–you help them make a choice. You say something like, “You can take a right or a left at this juncture, but we have to move forward to reach our destination.”

Do you see yourself as a Sherpa? Why or why not? Share your thoughts in the comments.

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

Press Release: Three of the Homebuilding Industry’s Top Thinkers and In-Demand Trainers to Host Workshop at PCBC

June 8, 2011

PCBCconference-homebuildingindustry-JasonForrest-ForrestPerformanceGroupThree of the homebuilding industry’s top sales thinkers and most in-demand sales trainers will come together on June 22, 2011 to host “Impact! Sales Practices of the Best of the Best” at the annual PCBC conference in San Francisco. Leading new home sales authorities Jason Forrest, Jeff Shore and Mike Lyon will speak at the three-hour training workshop that will be full of information and tips on how to achieve new home sales success for your organization.
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.

Press Release: Woodside Homes selects Forrest PG for company-wide training

June 6, 2011

WoodsideHomes-JasonForrest-ForrestPerformanceGroupAmerica’s top 25 homebuilders, recently selected leading new home sales author, speaker and sales coach Jason Forrest to lead a companywide sales training program for its new home sales professionals. An annual program consisting of a series of seminars, a website e-learning component, and weekly salesforce goals and motivational calls, the program is based on Jason Forrest’s proven behavior modification approach aimed at achieving top line sales results for builders.

“As the nation’s leading authority on new home sales, Jason Forrest is a natural choice for Woodside Homes,” notes Jay Moss, Chief Marketing Officer of Woodside Homes.
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.

New Home Know How: What Kind of American Idol Judge are You?

May 14, 2011

American Idol-Judges-Jason Forrest-Forrest Performance Group“The other night, as I fast-forwarded through Paula Abdul’s comments so that I could hear Simon’s, I came to a realization: most people aren’t concerned with what Paula has to say. Why is that? Most of her comments consist of generic praise (e.g. “All you can do is the best you can do”). The advice she gives the contestants will not make them better. (The same can be said of Randy. He may say that someone’s performance was ‘pitchy,’ but rarely is his advice constructive or helpful.)”

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.

Housing Zone: New Home Salespeople Need Training to Close Today’s Buyers

March 1, 2011

EmotionalSelling-decision making-ForrestPerformanceGroupAfter marriage/divorce and life and death, buying a home is the third most emotional decision we make, says Jason Forrest [...]. Once the federal tax-credit program ends, builders are going to have to learn to sell emotionally. That means getting to a much deeper level of understanding than salespeople typically achieve.

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.