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Posts Tagged ‘ new home sales techniques ’


Houston Agent Magazine: Social Self-Consciousness

March 26, 2014

shutterstock_167757563Have you ever felt unworthy of working with a prospect because they are socially or economically better off? In his latest article in Houston Agent Magazine, Jason Forrest discusses the importance of confronting these hindrances to achieve breakthroughs and reach the next level of success. Read an excerpt below:

“Wally, a real estate agent, knows he needs to reach out to a prospect that a former client introduced him to, but he’s hesitant. The trouble is, he recognizes the referral’s name—she’s an anchor for the top news channel in town. He feels that he isn’t suitable enough to work with her. Wally is suffering from social self-consciousness—the next in our series on the sales reluctances that keep agents from earning what they’re worth.”

To read more on how confronting this sales reluctance leads to success, click here.

Here’s to earning what you’re worth!

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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. 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.

Coaching strategies for sales leaders

February 3, 2014

Jason Forrest-Forrest Performance Group-Coaching strategies for sales leaders-sales-leadership-growth mindset-earning what you're worth-Success-resultsWhat type of coach will you aspire to be for your salespeople (and yourself)?

Lead your team to record-breaking sales numbers and hall of fame results with Jason’s Coaching Strategies for Sales Leaders course: It’s eight classes covering topics such as “Why Coaching is Not Managing” and “Your Purpose as a Coach.”

Click here to learn more, sign in, and enroll in a “course that is the sweet spot of all selling” (D. Mitchell).

Behind every great performer is a great coach! Be the reason of influence in your culture.

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.

 

 

Note from Jason Forrest: The gift that keeps on giving

January 3, 2014

Newsletter and mouse-2014-New Year-What to expect from us-Jason Forrest-Forrest Performance Group-Sales Training-Sales Techniques-Tips and Tricks-Sales Process-Improvement-AchievementSales Pros:

It’s our first X-Factor newsletter of the year and there’s nothing but fresh and tantalizing content coming to you!  In addition to all the sales training tips you’ve come to expect, here’s a little of what you can anticipate from us and our newsletters this year:

-Up-to-date information and leadership assessment tools about and for the current selling market

-Tips and techniques to challenge, lead, engage, refine, and improve your sales process/style

-Social Media updates that show you pictures, quotes, videos and more about where we go, what we do, and words that inspire us.

-Videos that feature specific X Factor Sales Pros on their take-aways and application

-A whole new program on sales coaching training called Leadership Sales Coaching

Don’t miss out on our newsletters! They can be the voice you need to keep you accountable to weekly challenges and vital skill-sets.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

Builder and Developer: Characteristics of 2013′s Most Successful Sales Pros

December 23, 2013

Hands Held High-Success-Jason Forrest-Forrest Performance Group-Success-Sales Professionals-Growth mindset-Leadership SellingIn his latest column post, Jason explores and discusses the characteristics found most often in 2013′s successful sales pros. Read an excerpt below:

“Let’s start with embracing conflict because this is where it all begins. Although this one isn’t specific to just 2013, it’s a timeless trait of the best sales pros of all time. Rather than trembling at the first objection, the most successful sales professionals get practically giddy when a buyer shares their concerns. That’s because they see it for what it is: the opportunity to handle those objections in a way that makes the prospects feel confident about moving forward.”

Click here to find out what the other two characteristics (from sales leadership training) are and what makes them so unique!

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.

Talent vs. Effort: Three Things You Need to Know

November 7, 2013

Success Mug-Talent-Earning what you're worth-Coaching-Leadership-Sales-Jason Forrest-Forrest Performance Group-Elements of Talent

In any pursuit, there are three ways to procure talent: Practice, great coaching, and total concentration.

1. Practice. Practice. Practice:

You don’t come out of the womb walking. The ability comes from muscle growth and muscle memory. Likewise, talent comes from a culmination of attempting, failing, and succeeding, and repeating (also known as practice). This is where you learn to preserve good habits and correct the bad ones.

2. Great Coaching:

Behind the best performers, you’ll find a great coach. Coaches have the ability to lead people to places they wouldn’t go on their own, find the why behind behaviors, extract the want to, and coach through the objections that stand in the way of earning what they’re worth.

3. Total Concentration:

Mastery requires commitment, drive, and complete concentration. Your concentration correlates with your momentum–when one slows, the other does too.

With these three elements, nothing will stop you from mastery in your pursuit.

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. 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.

Note from Jason Forrest: Do You Have an Attitude?

September 27, 2013

Sales Pros:

Ready Set Grow-Attitude-Can do-Jason Forrest-Forrest Performance Group-Growth Mindset-Actions-Beliefs-Programming-Coaching X Factor ProfessionalsRight now, what’s your attitude? Are you filled with joy? Are you on edge about every little thing? Are you disappointed? Are you excited because you’re anticipating something? Whatever your attitude is, recognize it. Now ask yourself, “Do I own of my attitude?” If you said no, think again.

Whenever you find yourself in a raging circumstance, know that how you react to it is a reflection of your attitude–attitude is everything! And if you want to be someone who can handle objections, adapt to unforeseen circumstances, lead your buyers through the sales process, and earn what you know you are worth, then your attitude must be in check.

Did we mention that attitude is everything? When it comes to sales, you can know all the ins and outs, but if you don’t present this information with the right attitude, you’re going to lose the sale. On the other hand, if you don’t know all the information, but you exhibit an exciting and willing attitude, your buyer will be more likely to take a chance on you.

Here are some things that can help you stay in check with your attitude:

-Take two slow breaths. According to NPR Books, it is scientifically proven that deep breathing can affect the heart and the brain. By taking two slow breaths, you’re allowing your mind to take a mental step back and focus on the situation.

-Literally take a step back. With this, you are practicing and allowing your actions to align with your beliefs. If you know you have a tendency to react quickly to situations without thinking your words or actions through, taking a step back will allow you to regain your center of gravity and reassess the situation

-Smile. Many studies have discovered that when you smile, your body releases endorphins and serotonin. As a result, your current mood can be enhanced.

When you create a habit of techniques such as these, you reconstruct your programming, which leads to your attitude.

Still don’t think you can change your attitude? Try one of these suggestions above and see if your answer is the same.

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.

New Home Sales Training and Development Program | Forrest Performance Group

August 20, 2013

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New Home Sales Training and Development Program | Forrest Performance Group

New Home Sales Training program with Forrest Performance Group.

What are the 7 Phases of Emotional Urgency? | Leadership Selling Program

August 16, 2013

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What are the 7 Phases of Emotional Urgency? | Leadership Selling Program

Jason talks about one of the foundational principles of his book Creating Urgency and by extension the 7 phases of Emotional Urgency.

Note from Jason Forrest: 360 Degrees of Sales

May 2, 2013

Ripple-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

What would you do with (metaphorical) eyes in the back of your head–or a 360-degree view of everything around you? Weight Watchers calls this Weight Watchers 360 because it consists of:

1. Tracking your daily points

2. Making the choices to eat certain foods easier

3. Allowing these choices to become routine

This 360 view is designed to be realistic for losing weight in any type of lifestyle.

Likewise, we challenge you, the Sales Pro, to use the 360 approach to sales because it forces you to look beyond the products you have immediately available (or the ones that you have been encouraged to sell by your management) and to see what is best for the prospect. This viewpoint also challenges you to use all of your senses; especially listening.

When you listen to the buyer’s needs before pitching what you want to sell, you are able to rotate 180 degrees and view the sale from the prospect’s eyes. Once you’ve listened, you can rotate another 180 degrees (making a complete 360) and engage with the buyer or the by acknowledging what was just said and either confirming that you have the need/want they’re looking for, or by offering an alternative that will still suit the same need/desire.

This rotation doesn’t happen just once. It should be used as many times as it takes to engage the buyer and for them to consider your sale over the competition’s.

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.

Note from Jason: “Yes, and…”

April 19, 2013

Yes:No-Yes…and technique- Jason Forrest- Forrest Performance GroupSales Pros:

As sales pros, it’s hard not to get stuck on the no’s when we don’t have something a prospect wants. But in improvisation techniques, there’s something called the “Yes…and” technique. It’s a way of moving the scene forward.

It works like this:

Let’s say a prospective home buyer asks, “Do you have bigger backyards? We plan to have several children.”

A straight “no” response might send the buyers out the door. On the other hand, a “Yes…and” could establish a greater connection and allow the buyers to see things differently.

For example, the sales pro could say, “Yes a bigger backyard is always something nice to have, especially when you want to have children. And though the lots in this neighborhood aren’t as big as you’d like, there are several parks in the area. With those, you get the benefit of meeting other families in the neighborhood without the hassle of maintaining a big yard.”

Do you see the difference? In the first conversation, the sales professional completely shut down the conversation (and likely the sale). In the second, the sales pro acknowledged the buyer’s wants, but also moved the sale forward by offering up an alternative that could meet (or maybe even exceed) that desire. In acting, it moves the scene forward. In selling, it moves the sale forward.

Try it for yourself. Rather than jumping to the immediate and negative “no,” practice using the “yes…and” technique. Come back here and comment how your sales process grows because of it.

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.

SOLDLab: The Phases of Emotional Urgency

January 25, 2013

People Thinking-Emotional Urgency-Jason Forrest-Forrest Performance GroupJason discusses the phases of emotional urgency in SOLDLab’s January Issue (pages 12-13). See an excerpt below:

“Why can some customers make a decision and fork over a check in only two or three days, but it takes others two or three weeks just to make up their minds? Why can some people be satisfied after seeing only a couple of options, but others tend to see dozens? The answer has to do with how quickly and completely emotional urgency is accomplished.

Emotional urgency is not based as much on circumstances (market, incentives, etc.) but on the customer’s desire to improve their lives. It’s the why behind the purchase. the minivan is going to decrease the stress of carting the kids around. The homes is going to allow them to entertain family members. The yacht is going to allow them to see the world.

When a prospect is pursuing a big-ticket purchase, emotional urgency develops in phases. How soon someone purchases depends on how quickly he/she moves through those phases.”

Click here  (Page 12-13) to continue reading about the different phases.

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: Take your Trash Talk to the Curb

January 25, 2013

Sales Pros:Business Race-Competition-Sales Pros-Jason Forrest-Forrest Performance Group

You may not think you do it, but in new home sales, whenever you talk negatively about your competitors, it can come across like trash talk. And that only hurts you because:

1. It wastes energy:

Whenever you spend time focusing more on the competition’s flaws than on your strengths,  you are wasting your time and energy. Talking about why they shouldn’t buy from someone else brings the atmosphere down. On the other hand, focusing on why they need to buy from you brings the energy and enthusiasm up.

2. Trash talk counteracts your prospect’s motivation and hope:

Buying a new home is a big decision and buyers need to feel certainty in order to move forward. If they leave you with a vague feeling of negativity, then they will attach that feeling to the overall decision. They may not even understand where it came from, but if people leave your sales office saying they just didn’t have a good vibe, they’ll go right around the corner to a competitor.

3. The Law of Persuasion works against you:

Coming across as defensive ends up making the customer wonder why you’re so worried about the competitor, giving that competitor the edge. Your prospect thinks, “Wow, Mr. Sales Pro was really worried about Brand X, I better go find out why the other builder is so special.”

You’ve got enough working against you–don’t add your own trash talk! The solution? Just know every single reason why you rock and why people choose you. And talk about that.

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.

 

 

Note from Jason Forrest: Reach 1.75 million people

January 18, 2013

Sales Pros:

Want to reach 1,183,009 people in 140 characters or fewer? Hand Raising-Reaching-Avid- Jason Forrest-Forrest Performance Group

Any guesses how to spread a message to nearly 2 million folks? One post, shared three levels deep reaches about 183,009 people. That’s the power of the net. Often, it’s the worst reviews that spread fastest (case in point–United Breaks Guitars). Thanks Paul Cardis (from Avid Ratings) for the info.

According to Avid–88% of all prospective homebuyers use the Internet to search for a home, and 96% are ages 18-45. And that means the rules of engagement have changed: the power of referrals is more important than ever. It’s no longer about the commodity, the goods, or the service. It’s about the experience.

Buyers who receive a positive referral from an existing homeowner are twice as likely to buy from the referred builder over a randomly-selected builder. Imagine yourself as that one online referral with one simple post from a happy buyer.

Go three levels deep and 1,183,009 people know your name and feel good about your brand. Chills anyone?

Here’s one way to make this work for you: Think about a brand or a service you really like. Ask yourself why is it great. Chances are, one reason is that they somehow provide you a unique and wonderful experience.

This week, try it for yourself. Get creative. Use what you love about these brands and services in your new home sales techniques as an X Factor sales professional. Give your prospective buyers a memorable experience and they’ll talk (or type) about it.

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.

Take the Lead: Your Next Move

January 8, 2013

What’s your next move?  Chess-Next Move-Jason Forrest-Forrest Performance Group

Now that the excitement of confetti, the countdown to midnight, and the welcoming of the New Year have subsided, what new strategies will you implement 2013? Are there tactics you vowed to use last year that you would like to recommit to this year?

Don’t wait for inspiration to hit you. Create urgency in your goals now.

In 2013:

Focus on your buyer’s needs: As an X Factor sales professional, your objective is not just the sale, but to accomplish the customers’ mission to improve their lives. When you do that, the sale often follows.

Prioritize your goals: What strategy will help you improve the most, and what goal can you afford to focus on the least? Consider last year. If something worked, keep doing it. If it didn’t, try a new approach. Whatever you choose, commit.

Use your resources: Resources like Forrest PG’s new home sales training program and its up-to-date strategies will lead you to more confidence in your everyday sales process.

Hold yourself accountable: It’s great to have someone beside you (a coach, a spouse, a boss), but the real question is: How bad do YOU want it?

What will you take from last year’s failures and successes to develop your sales process in 2013?

Focus. Prioritize. Plan.

 

 

 

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: In it to Win it

December 26, 2012

bdmag Jason Forrest Forrest Performance Group new home sales training sales trainer published articleJason’s latest article, In it to Win it, on page 52, discusses tips and strategies to win in 2013.

 

About 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

SOLDlab: Creating Urgency & A Sales Tip for 2013

December 16, 2012

Jason shares a tip for 2013 and a his next column on Creating Urgency. Happy New Year-2013-Jason Forrest-Forrest Performance Group

See pages 6-7 and 16-17 at SOLDlab.

 

 

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

 

 

The X Factor Sales Pro

December 7, 2012

Excellence-Aristotle-Habit-X Factor-Jason Forrest-Forrest Performance GroupThe X Factor is the one variable in the new home sales process that has the most influence on whether traffic turns into sales. Prices, incentives, and features don’t sell homes—people sell homes. But it requires more than people with the right qualities, it requires developing those qualities with the best training available—training that is proven to be effective.

The market doesn’t sell new homes. Circumstances and features and incentives don’t sell new homes. Salespeople sell new homes. Salespeople are the X Factor.

My clients believe. Do you?

 

 

 

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

 

Springtime Selling in December

December 5, 2012

Who says you can’t have springtime sales in December? Check out Jason’s latest article to see how you can have Springtime Sales in December.Family-Springtime Sales-Jason Forrest-Forrest Performance Group

 

 

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: Pull the Realtor aside

November 30, 2012

Sales Pros: Hurdle-Sales-Realtors-Jason Forrest- Forrest Performance Group

You’re working with some prospects, taking them through the sales process and giving them the best presentation you can. And then it hits them–this is the home for them. You see it in their eyes and you all know it’s time for the next step. But then…the Realtor steps in and stops the sale.

As the sale comes to a screeching halt, you recognize that it’s not in the customers’ best interest. And in order to save the sale, you’re gonna have to do something. You’re going to have to sell the Realtor.

Janet, a sales pro at Village Homes in Fort Worth faced this situation during a recent sales presentation. The customers were ready and excited, but the realtor wanted to yield the sale and said, “Let’s take a break. Let’s sleep on it and talk again tomorrow.”

But Janet didn’t step into that dreamland. Instead, she pulled the realtor out of the room and said, “You’re going to make 20K on this house. Would you like to have that 20K in your pocket by Christmas?” The Realtor of course said yes. So then Janet asked, “And of all the homes you’ve shown this couple, do you know that is the right house?” It takes some guts to ask this question, but Janet could do it because she was confident that she’d asked the right questions and was providing the best home for the customer. So with three yeses in her pocket, Janet said, “ Let’s get the deal done so the buyer can have the house they want before Christmas.” They signed that day.

Janet is a shining example of courage. She threw it all on the line and changed the Realtor’s perspective. And it worked.

This week–channel Janet’s courage.

Here’s to earning what you’re worth!

Jason Forrest

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: Move the sale forward

November 23, 2012

Sales Pros:  Clock-Time-Leadership Sales Coaching Seminar-Jason Forrest-Forrest Performance Group

Chantel, a sales professional for one of our Canadian clients, demonstrated some serious X Factor Awesomeness on a recent sale. She was following one of our lessons and extracted an objection–the buyers were not sure if it was the right time to buy.  Her response (“You can’t time the market, you can only time your life.”) got her prospects thinking that the time to improve their life wasn’t later. It was now.

So many sales professionals would’ve just let that go. But she asked specifically what they were concerned about and then changed their perspective. With her combination of courage and communication, Chantel was able to move the sale forward by getting her customers to focus on what was most important (improving their lives).

So in the coming week, when you come to an impasse where you’re about to get a deal done, but the customer is hesitating,  channel Chantel.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

Stake Your Claim

November 18, 2012

Home Buyers-Homeownership-Jason Forrest-Forrest Performance GroupThe American dream remains strong. Homeownership means more than just providing shelter for ourselves and our families—it provides a reliable, long-term investment and it means staking our own claim in the American dream. Don’t just sell the home, sell the dream!

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.

SOLDlab: Never a Victim

November 7, 2012

Jason’s latest article for SOLDlab: Never a Victim.

no victim SOLDlab article Jason Forrest Forrest Performance Group sales trainer new home sales training and development

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: Plan for 2013 Now

October 26, 2012

Sales Pros:

Increase in Sales-Planning-Jason Forrest-Forrest Performance GroupWhat are you going to do in 2013 to make it a better year than 2012? And, “I sold 20 units this year and I’m gonna sell 30 next year,” isn’t going to cut it. You’ve got to make plans like you’re going to be presenting them to a board of directors to get your business funded.

When you’re working on your new homes for sale plan, consider whether it would acceptable or if a board would have questions about how you’re going to make things work. For example, if you say you’ll make two sales in January and four in March because “it’s seasonal,” or “the market is better,” that’s not going to fly. They’re going to want to know what you are going to do in the lower traffic times to make it happen for yourself.

What are YOU going to do? Write in the skills and behaviors that you need to work on–and be specific. Is your plan enough that if you were presenting to a bank, they’d have enough evidence to make a wise investment?

Action item: Present your plan to your sales coach and see if he/she has any feedback for you.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

The 41st Dare: Don’t Chase the Unicorn

October 18, 2012

On a recent coaching call, a sales pro told me that he uses the “little black dress” with buyers. The idea is based on olbd4 Jason Forrest New Home sales training and development new home sales training forrest performance group x factor creating urgencyne of the dares in my book, 40 Day Sales Dare. It’s about my wife, who went in search of the perfect little black dress for an event. She wanted a certain material, length, cut, and style. And she never found it.

But she did find something that was close. And it turned out that she got what she didn’t know she wanted.

The concept was for sales professionals to understand that the perfect home, car, or diamond doesn’t exist. So instead of chasing the unicorn, their job is to help prospects prioritize what’s most important to them and then make compromises.

While I always saw it as a way to help sales professionals see things differently in their interactions with potential buyers, this sales pro actually tells buyers about the little black dress–allowing them to relate it to their own experiences. Nice work! I love it when sales pros help me see things differently!

 

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.

Jason Forrest in Houston Agent: You Might Be an X Factor

October 17, 2012

Jason Forrest’s latest article for Houston Agent: You Might Be an X Factor

Handshake-X Factor- Jason Forrest-Forrest Performance Group

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: Listen like you’re wrong…

October 12, 2012

Sales Pros:

Man Focusing-Listen-Jason Forrest-Forrest Performance Group“Listen like you’re wrong. Speak like you’re right.” –Michael J. O’Brien

One of my coaches, Michael J. O’Brien (who I’ll be partnering with on 2014′s book, Leadership Sales Culture) taught me about something really tough–being open-minded to other perspectives while also being absolutely confident in what I have to say.

I have to give a shout out to good coaching because I’ve been thinking about it ever since. It’s a real challenge because a lot of times our biggest strengths can be our biggest weaknesses too. I have no problem speaking like I’m right, but that in itself can make it hard to listen like I’m wrong.

Have you ever seen that in yourself? Maybe you’re so confident in your product and builder that you can’t even hear your prospects’ concerns. Or maybe you’re on the other side–you are so busy listening like you’re wrong that you don’t speak with confidence and swagger.

Stay tuned for more on  my personal growth in that area. And in the meantime, consider whether this is a challenge for you. Being balanced in this will benefit you in every area of your life. So here’s the first step–accept that it’s struggle and that you have room for growth. Then consider where you’re at with it in every conversation.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

On Strategy

October 9, 2012

Don’t focus on the quick fix…focus on strategy!

Chess-Next Move-Jason Forrest-Forrest Performance GroupContributed 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.

Sell the Dream

October 9, 2012

Lake-America-Jason Forrest-Forrest Performance GroupIn the 1800s, homesteaders staked their claim on free land; agreeing to improve it and to live on it for at least five years.

While we may not have to face the same obstacles they faced in the 1800s, like disease and ready access to water, we also don’t have access to free land. But the idea of staking our claim in the American dream remains strong.

Homeownership means more than just providing shelter for ourselves and our families—it provides a reliable, long-term investment and it means staking our own claim in the American dream. Don’t just sell the home, sell the dream!

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.

More Training or Less?

October 5, 2012

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.

Note from Jason Forrest: Make stress work for you

September 28, 2012

Sales Pros:

Lifting Weights-Working out-Confidence-Jason Forrest-Forrest Performance GroupMuscles grow when they’re stressed. But stress them too far and you’re gonna get a tear…or at least severe discomfort. But that place between distress and your comfort zone? That’s eustress…and it’s vital to your personal growth and productivity level.

Yes, that’s right. Stress can be good for you. To create eustress, push yourself 10-15% outside of your comfort zone. Any further and you’re liable to create distress. Other ways to create distress are to make goals that are too far out; to worry about whether or not you’re going to perform at the level you need to; and focusing on things that are out of your control.

One the other hand, you can create eustress by making small, bite-sized goals toward your larger ones; making yourself such an asset that they can’t let you go; and focusing on the present and the things you can control.

So this week, create eustress, prevent distress, and earn what you’re worth!

Jason Forrest

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.