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Posts Tagged ‘ new home sales ’


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.

A disease you want to catch

December 31, 2013

Man on a tightrope-Confidence-Leadership Selling-Creating Consumer Confidence-Sales Pros-X Factor Sales Pros-Jason Forrest-Forrest Performance Group-Selling against the competitionConfidence is contagious. You can pass it on to your peers, friends, and even buyers.

Do you have the type of confidence that will lead you to walk on hot coals or to run towards the roar? X-Factor Sales Pros who blaze past the competition have this kind of confidence.

Internal confidence inspires confidence in the consumer. Whether you’re in home sales, auto sales, or any other big-ticket industry, you must understand the ins and outs of the product (as well as the art and process of selling) in order to dig deep and access the buyer’s “three whys deep” motivation making a purchase that will improve their lives. This is how you gain the full confidence your buyers. Dedicate yourself to mastering the sales process and the scoreboard will take care of itself.

How much confidence are you able pass along to your buyers?

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.

Why Buy Today?

August 19, 2013

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Why Buy Today?

Jason Forrest interviews random people on the street to see if they would admit what they don’t like about their current homes.

X Factor Sales Pro Makes Lesson Her Own

August 19, 2013

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X Factor Sales Pro Makes Lesson Her Own

Peg, an x factor sales pro, took a lesson from our new home sales training and development programs and made it her own. According to her sales coach, her prospects are watching this video and responding in droves. Nice work, Peg!

The Time is Now: Buying New Homes

August 6, 2013

Family in front of Home-Going Home-Jason Forrest-Forrest Performance GroupIf ever there was a time to buy a new home, it’s be right now!

According to Trulia’s Rent vs. Buy index, an overwhelming majority of major cities in America show that it is more affordable to be in the new home buyer’s market than in the renter’s market.

Especially with the recent housing price increase (which supports a healthy overall economy as well as the real estate market), there couldn’t be a more perfect market for buying a new home.

As a new home sales professional, here are some points you can remind new home buyers when touring through your new and resale homes:

-Buying a new home means investing in a new beginning.

-Building and buying a new home means buyers can avoid the resale market and get exactly what they want in their new home.

-Starting out in a new neighborhood allows new home buyers to be a key member in creating the neighborhood’s environment.

-Buying while interest rates are rising supports the health of the economy and in turn, increases the value of the new home purchase.

-New homes offer more energy efficient appliances.

-With new technology, less maintenance is required on new homes in comparison to the uncertainty that can come with resale houses.

 

Whether you are a new home sales coach, or a sales professional in the beginning stages of real estate sales training, what additional benefits would you share with your prospects? Comment here and share with your fellow new home sales professionals.

Think about the benefits you would want if you were buying a new house and bring them up the next time you are touring new homes with prospective new home buyers. At your next new home sales seminar, listen and take note of the points others are using. The combination of points may be the answer  your buyer needed all along to commit.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Housing Prices (and Interest Rates) Increasing

July 18, 2013

An article on CNN Money explains the jump in housing prices (they’re up 12%, with new homes at a five-year high) as well as the effectJason Forrest Know Before You Go Housing Market new home sales increase interest rates Forrest PG Forrest Performance Group rising interest rates may have on slowing those increases.

Sales Pros: Know what you’re dealing with before you go into sales presentations!

 

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.

Houston Agent: Revere Sales

February 28, 2013


Sales woman-Houston Agent-Revere the Art of Sales-Jason Forrest“Reverence is a special word, conveying an intangible but intense passion and respect for something or someone. Do you revere the science and the art of a well-executed sales process?” To read more about Jason’s article in the Houston Agent, click here

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

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.

 

 

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.

Happy Thanksgiving!

November 22, 2012

Hope the day was great.Thanksgiving meal-Jason Forrest-Forrest Performance Group

Share your favorite memory or menu item below.

 

 

 

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.

A Sandy Sale

October 31, 2012

Higher Red Arrow-Moving up-Success-Jason Forrest-Forrest Performance GroupOn the east coast, people are reeling from Hurricane Sandy–the Frankenstorm that sent high winds and flooding waters to cities  like New York City and heavy snows to nearby states like North Carolina. Our hearts go out to all those affected.

But while Sandy is on people’s minds near and far, one sales professional in Maryland is keeping his eye on the prize. His coach, Adam referred to the sales pro as “Hurricane Taylor” saying, “Rather than spending the day watching CNN and fretting about the weather, [Mike] worked the phones. Even though he lives an hour away from the model, and is close to the bay (aka, storm surge central) he tried to talk [the prospects] into meeting him at the model [during the storm].” They agreed to meet the next day and within a few hours, the deal was complete.

Now that’s an x factor sales professional right there. Congrats to Mike and Adam, for an x factor sale. As Adam said, “You made it rain and we couldn’t be more proud.”

 

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.

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.

Of power, discrimination, and the iPhone

September 22, 2012

The iPhone 5 came out today and loyalists are standing in line all over the world to get their hands on their very own. But there’s iphone5-front-back Jason Forrest Forrest Performance Group new home sales training sales trainer real estate creating urgency transformingevidence that salespeople are pushing customers away from the iPhone.

This highlights an x factor sales professional’s power to persuade. But, as Spiderman’s Peter Parker knows all to well, “With great power comes great responsibility.” In this case, are salespeople helping their customers find the right product for their needs or are they so motivated by money that it clouds their process? The difference between manipulation and persuasion is intent.

Sometimes companies give sales professionals a bonus for selling a particular product even though we also tell them not to be pushy salespeople. But does providing a spiff make sales professionals view every prospect through that lens?

I believe there’s a paradox of selling–the more you focus on trying to sell something, the less you sell. But the more you focus on understanding and accomplishing your customer’s mission to improve their life, the more you will sell. When you lock on to selling a particular product, it can make you unable to see the customer’s real needs. And if you can’t really see or hear the reason they want to buy, it sure makes it hard to persuade.

So it’s your turn to weigh in:

1. It’s been proven that spiffs like this increase performance. But is it sustainable long-term?
2. What would you do (either as a sales pro or a sales coach) if this was your organization?
3. As a sales pro, are you influenced by these types of spiffs? How much does your selling preference have to do with incentives?
4. Is steering customers toward a product other than what they’re looking for doing what’s right for the client?
5. And of course…if you have the new iPhone in hand…whaddya think?

 

Contributed by Jason Forrest, new home sales trainer/coach

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

X factor sales professionals own it

August 17, 2012

This is an x factor sales pro, who took a lesson from our new home sales training and development programs and made it her own. And, according to her sales coach, it’s having amazing results. Go Peg!

Contributed by Jason Forrest, new home sales trainer/coach

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

Maximizing marketing events

July 4, 2012

Marketing events are supposed to do more than get people through a sales office door. As a sales professional, it’s your job to make a match Forrest Performance Group new home sales training and development new home sales trainer Jason Forresttake it to the next level and maximize the opportunity. Here’s a formula and sample scripts to follow to make sure marketing events are money makers:

Invite your top ten prospects as well as the existing homeowners you have a good connection with.
Be the connector:

This starts with building community. After you’ve done that, you can invite current homeowners to your event and then connect them with your top prospects. Make them feel welcome and comfortable by finding similarities.

Use the rule of three–introduce a prospect to three different owners and share three things about them. For example, “Mr. Prospect, I’d like to introduce you to Mr. Homeowner. Mr. Homeowner has been living here now for six months and you guys have a lot in common. You’re both doctors with young children and you’re both originally from the east coast.”

Step back and let them talk. Once they’ve established a connection, turn the conversation towards your home or community. For example, ”Mr. Homeowner decided to buy the ___ floor plan, which is the same one you are looking at. So I’m curious, Mr. Homeowner, what other floor plans and communities did you consider? How long did it take you and what was the deciding point?”

They’re not going to say anything negative in front of you so go in for the close and say something like, “Knowing what you know now, do you wish you would’ve bought sooner?”

If you’re working multiple buyers, this is a good point to go play matchmaker with a different prospect and buyer. When you follow up though, get on the offense right away with something like, “Looks like you and Mr. Smith have a a lot in common and hit it off well. What advice did he give you about [builder]? About the time he took to buy? About the overall decision?”

They’ll likely say something positive, so then you say, “That sounds great, so based on that, what do you say we go ahead and move forward with this?”

Since you’re at the party, just take a deposit and make an appointment to write the contract later so that you can keep working with your prospects. But as soon as someone says that they’re going to move forward, congratulate them in front of all the partygoers. Turn down the music and say, “I want everyone’s attention, Mr. Prospect has shared with me that he has decided to move forward with us. He’s going to buy the [floor plan] at [address]. Please welcome your new neighbor!”

Here’s something fun–if you start clapping at this point, everyone else will too. That really locks in their decision and helps eliminate any buyer’s remorse or butterflies. This is where you congratulate yourself because you just guaranteed yourself a contract.

Now find the next prospect and say, “Hidden Brooks Estates is a pretty cool community, don’t you think? What did you think about Mr. Prospect’s decision and the fact that the community welcomed him so warmly?”

After they affirm, say “I want to introduce you to someone” and then start the process again.

This stuff works. Focus on the process and watch the magic happen. Don’t have blind spots or nervousness, just do it.

Come on, get happy

June 28, 2012

Wanna be successful?

According to Shawn Achor, of the Happiness Advantage, it’s happiness, then success, not the other way around. He’s got graphs and science to back it up, but it just verifies what I’ve always known–beliefs are more important than abilities.

According to Achor, “Ninety percent of your long-term happiness is predicted not by the external world, but by the way your brain processes the world.” Ninety percent.

He also says that your brain is 37% better at sales when positive as opposed to negative, neutral, or stressed.

What would it mean to your life to be 37% better at sales? Share in the comments below.

 

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

Pursuit of Mastery

May 24, 2012

Success-Mastery-Jason Forrest-Forrest Performance Group“If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, here lived a great street sweeper who did his job well.” –Dr. Martin Luther King, Jr.

Back in the day, people pursued mastery–maybe in an art they had a natural talent or interest in or a trade passed through the generations. In anything from shoe cobbling to martial arts, people strove to be the best and took pride in their work.

In the age of factories and mass production, we have lost the need (in some ways) to have such specific skills in trades. And thus, the mark of excellence comes in the form of a swoosh symbol instead of a row of precise, handmade stitches.

But, whatever our pursuit, there is still a joy in being better today than yesterday. There is still a personal satisfaction that comes with striving each day to reach your potential–whether as a street sweeper or a new home sales professional.

In addition to personal satisfaction, there are other benefits that come with pursuing mastery. More sales, for example. Don’t you think people are more likely to buy from the sales pro who openly treats her role as the art of solving customers’ mission than the one down the street who treats it like a task to get through before they can get home to dinner?

Speaking of dinner–we’re about to have a master chef in the family. My wife is going to school for culinary arts. I have a feeling my life’s about to change–and it may involve bigger belts and new suits.

How would your life change if you treated the art of selling with the kind of reverence Dr. King described? Share your comments below.

Contributed by Jason Forrest

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

Remember your first love?

May 8, 2012

Peeking-Confidence-Jason Forrest-Forrest Performance GroupOf course you do–the first time your belly got tingly and your hands sweat with anticipation when you might see the  object of your affection. And remember how you compared everybody you dated or liked to the first one who gave you butterflies and made your heart pound?

In new home sales, you can create that same effect with your buyers as they leave your office. Give them such a memorable and positive experience that as they go to the next home or community, they are constantly comparing back to you.

Get them asking each other, “Remember how the sales pro at [your builder] really took the time to listen to us and understand our needs?” Or thinking that your home was the one they could picture raising their kids in. And your neighborhood was the one that made them feel connected–where they felt like they would fit in and be part of a community.

If you do your job, you will get them to the point where they are always comparing the next home or builder to you.

For more on making them compare to you, see Dare 38 (“Give them an Assignment”) from 40 Day Sales Dare.

Contributed by Jason Forrest

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

Note from Jason Forrest: Instant Gratification

April 20, 2012

“Instant gratification takes too long.” –Carrie Fisher

Sales Pros:

Would you rather make 2 grand this month, or wait two months and make 6 grand? If you’re anything like these kids (and most of us are), it’s not as simple an answer as you might think.

I like to think of delayed gratification this way–I work like no one else today so that I can earn like no one else tomorrow. It applies to working out, to saving for retirement, and to so many other things. Stick with it and it will be worth it.

The more we can be disciplined to accept short-term pain for long-term gain, the more successful we will be.

Whenever you’re struggling to wait for something, divide a sheet into two columns. On the left side, write out the risks, pain, or discomfort associated with the delay. On the right, list all the advantages and benefits of waiting.

For example, in new home sales, working hard and missing nights and weekends today would fall on the left side of the page.  But on the right would be the reward or goal that you will get in six months by sacrificing those things now.

Focusing on the rewards that delaying gratification will get you is a great way to get through the temporary pain.

Here’s to earning what you’re worth!

Jason Forrest

Do you have examples from your own life? Share them in the comment.

Contributed by Jason Forrest

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

Angry Buyers

April 10, 2012

Angry Man-Angry Buyers-Jason Forrest-Forrest Performance GroupA couple comes in to a new home sales office and says, “We’re just looking.” What they don’t say is that they arranged a babysitter, filled up their SUV at $4 a gallon, and drove an hour to the community on a Saturday afternoon–the only day they both have off.

They say they’re just looking because they don’t know exactly what they want–they just know they’re not totally satisfied with what they have. The couple repeats the routine for six months and finally returns to the same community, arms crossed and brows furrowed. This time, they angrily say, “We know exactly what we want–do you have it?”

Why are they so angry and short? Well they’ve just spent much of the past six months unsatisfied with their current situation, but unsure what they want to change. As much as they’re afraid of being sold or of committing to something that isn’t right for them, they’ve walked into sales office after sales office, unconsciously begging someone to help them figure out exactly which home will improve their lives.

And now they’re ticked because nobody led them to a solution. Nobody had the courage to reject the “just looking” smokescreen and take them through the process like they would anybody else.

When they said they were just looking, salesperson after salesperson left them alone to wander the models aimlessly and return to their less-than-ideal home with an empty tank of gas and no answers.

Remember, an angry buyer today was a just looking buyer six months ago. And a just looking buyer today is just a solution away from being a contracted buyer. Because what they’re really “just looking” for is someone to guide them home.
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For more on this subject, see dare 21 (“Focus on the ‘Just Looking’ Buyer”) of my book, 40 Day Sales Dare.

Contributed by Jason Forrest

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

To Realtor or not to Realtor?

April 9, 2012

Contributed by Jeanne CongerHandshake-X Factor- Jason Forrest-Forrest Performance Group

Let’s follow the logic.  Realtors have buyers. We need buyers. We need Realtors who have buyers.

The majority of home sales in most markets come from used homes–in most markets, the Broker participation rate is at least 80% for all single-family residential transactions. Why? Because it’s nearly impossible to buy or sell a used (yep, I said USED) home without a Realtor. Buyers are conditioned to call Realtors to look at homes.

So what does this mean for us in the new home market? It means that new home sales professionals should aggressively target Realtors (and thus, buyers). Especially those who would not otherwise be out looking at a brand new home.

So how do we increase Realtor co-op and increase our sales? Stay tuned next week for 10 benefits to Realtors who sell new homes!

In the meantime, be sales ready by creating relationships with the top five Realtors in your sub-market. Show them how you can help them make more sales by partnering with you.

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

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

 

Right Side Up?

April 5, 2012

Contributed by Jeanne Conger United Ad Creating Urgency Jeanne Conger new home sales training programs

“Place your expectations in the upright position.” What exactly is United Airlines trying to say? All I know is that it set my alarm bells off with thoughts of: “Warning–don’t expect too much,” and “What exactly are upright expectations anyway?” This is likely in sharp contrast to what they were trying to go for–some sort of an exhortation to have high expectations, maybe?

Two weeks after seeing the ad, I am still not certain what they meant. All I know is that the warning bells are still ringing. I’d be willing to bet the ad didn’t hit the right spot with other members of United’s target audience either.

Critical thinking:

1. Are we guilty of sending unintended mixed messages to our new home buyers?
2. What type of messages resonate with our target audience?
3. What will our prospects be thinking and saying when they leave us?
Action items:

1. Remember that the most important conversations that a buyer has are those that you are not part of. The private conversations new home prospects have with themselves, friends and family.

2. Increase the odds that their conversations about you and your product are positive by helping them fall in love with your home and community. Jason said it best in dare one (“A Spoonful of Sugar”) from his book–The 40 Day Sales Dare.  The dare reminds us to give our buyers a chance to fall in love with our home, neighborhood, amenities and us as sales professionals before we ask them to “place their expectations in the upright position,” for example.

3. Make sure your messages are clear–ask lots of questions to make sure the buyers are picking up what you’re laying down.

Be sales ready!

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

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

The Life Inside the Box

April 5, 2012

Contributed by Jason Forrest

Until someone produces the iHome–some revolutionary product that stands apart from all the rest, you’re selling what everyone else is selling–a box with rooms, ceilings, floors, and walls.

But then it’s not about the box, is it? It’s about the memories of kids running around in Superman pajamas, of gathering with friends and family at the dining room table, and of helping kids do homework at the kitchen island. It’s about life.

In this commercial, Sleepy’s mattresses never once delves into springs or firmness or wine glasses. In fact, the only words are the lyrics in the song.  The rest is just images of people living life and enjoying each other. Like in new home sales, Sleepy’s is selling life.

Because it’s not about the box–it’s about the life inside the box.

P.S. Thank you to Adam, sales coach with Richmond American Homes for sharing this commercial with us.

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

Note from Jason Forrest: Welcome to my home

March 27, 2012

Sales Pros: Welcome-Mat Jason Forrest creating urgency new home sales training and development new home sales trainer

What’s the first thing you do when new people come to your place? Do you say, “Welcome to my home…show yourself around?” Or maybe it’s more like the following: “Welcome to my home, let me give you a tour.”

It seems like a silly question, right? Because of course you don’t let people walk in and show themselves around and look through your underwear drawers, right? Because it’s your home.

But that’s the thing–the models are yours too. You’re doing your prospect a disservice if, when they walk through your door, you think you’re doing them a favor by leaving them alone. But they’re in your house. You know it best–you know the features, the layout, and the personal touches that make it what it is.

When a prospect walks into an average salesperson’s model, the salesperson feels like he/she is in the customer’s world. But when a prospect walks into an X factor sale professional’s model, they are in the sales professional’s world.
Each of you is capable of being that leader, you just have to change the way you’re thinking.

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 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); his ability to create urgency, and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Note from Jason Forrest: DTR

March 21, 2012

Sales Pros:

 Marriage Proposal-DTR-Follow Up-Jason Forrest-Forrest Performance GroupHave the DTR talk. Regularly.

The DTR is the “determine the relationship” talk. You know the one. In college, it’s the, “Hey, I feel things are going pretty well here and we’re ready for the next level. Do you feel the same?”

And it’s important to have that talk with your buyers. I’m not talking just one time—I’m talking before they leave the first day (and every day following), when you call and follow up, while the house is being built, and all the way up until they move in.

It may not be the easiest talk when you’re dating, but in selling, it’s a good thing to do. At the very least, have the DTR before they leave each visit. The goal is to find out where you stand; whether your home is a finalist; and how your options compare to what the buyer is hoping to find. Think of it this way—it’s a benefit to the buyers because you’re leading them to resolve in their mind whether they like you enough to go to the next level. And it’s a benefit to you because you get a better idea of whether the person is going to answer your call or call you back.

In order to DTR, ask your buyers what might be keeping them up at night or making them uneasy. Figure out where we’re at. For a confident salesperson, DTRing is about finding out where you stand and resolving any issues.

This week, have the DTR with each of your buyers under contract as well as each new prospect.

Here’s to earning what you’re worth!

What’s Your Purpose?

March 6, 2012

Business Race-Competition-Sales Pros-Jason Forrest-Forrest Performance GroupContributed by Jason Forrest

When Spiderman thought he shouldn’t be Spiderman anymore, he lost all his powers. The same thing happens to all of us when we lose our purpose—we lose our mojo along with it. And that’s when life becomes about going through the motions instead of engaging. While we may not all turn into the black-suited Spiderman, mediocrity is just no way to live.

With purpose comes focus, perseverance, and the sense that what we do matters. Now that’s living. And that’s what I want for my kids. That’s why I’m using superheroes, heroines, and cartoon characters to teach them about purpose, fortitude, perseverance, and curiosity.

Whatever path my kids choose, I want to teach them to pursue their goals with passion, purpose, and focus.

Spiderman’s purpose is to protect the world from evil. A new home sales professional’s purpose is to improve their customers’ lives.

What’s yours?

Share your passion in the comments below.

 

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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Heroes–Our Road Map to Success

March 2, 2012

Sales Pros,

Success Failture Sign-Beliefs on Failure-Jason Forrest-Forrest Performance GroupHeroes, the critically-acclaimed NBC drama series, ran for four years with success among critics and home audiences (me included!) alike.

People associate with these heroes because they are ordinary people who have extraordinary abilities. I believe the best way to change your self-definition is to find people that you admire, study what makes them great, and copy their path to success.

We need heroes in our lives that we respect and can relate to because they give us hope, they give us a road map to follow to success, and they tell us that our dreams are possible.

When I went to college, I didn’t have a clue how to study. So I surrounded myself with people who did and I studied with them. I read what they read and I did what they did. It wasn’t long before I knew how to study, too. I created their same success in myself.

I tell you all this because I believe you are heroes in your customers’ lives.  You give people hope that they can overcome adversity and improve their lives.

Action item: Be your customers’ hero by giving them hope and showing them the road map to reaching their goal of improving their lives with a new home.

Here’s to earning what you’re worth!

Jason Forrest

Share your favorite heroes, success stories, and more in  the comments!

 

Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to create urgency, 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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

The Original Girl with a Dragon Tattoo

March 1, 2012

Flowers-Growth-Jason Forrest-Forrest Performance GroupOkay, so maybe he wasn’t in tattoo form, but Mushu the dragon was just as hard to get rid of as any tattoo. He could be an example of fortitude himself. But Mulan, the young girl who fakes her way into the Chinese army in an effort to save her dad (not to mention the Chinese empire), is one of the Disney characters I’d most like my own little girl to learn from.

And not just because of how much she loves her dad. Mulan is also an example of courage and fortitude. An example of “mental and emotional strength in facing difficulty, adversity, danger, or temptation courageously.”

Never one to believe in making excuses or falling victim to circumstance, I especially appreciate the Emperor’s reverence for Mulan’s mettle. He says, “The flower that blooms in adversity is the most rare and beautiful of all.”

Your Turn:

Who is your favorite Disney heroine? Why?

How does this quote relate to new home sales? Share your comments below.

Check out Mulan’s counterpart for this series on heroesSuperman.

Contributed by Jason Forrest:

Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to create urgency, 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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Note from Jason: Work hard, play hard!

February 17, 2012

Sales pros:

Bird Playing Chess-Work Hard, Play Hard-Jason Forrest-Forrest Performance GroupI have always lived by the mantra work hard, play hard.

Sure, we work hard to provide for our families and pay the bills, but we should have fun, too. I mean we’re in commission sales, for crying out loud, not rocket surgery! We should enjoy ourselves!

To make sure that you’re getting enough fun in your life, determine how many sales you need each month to pay your bills and contribute to saving, and then set some aside just for fun. For example, if you need three sales per month to pay your bills and contribute to savings, then every time you get that fourth sale in a month, set it aside for your fun fund.

Make it your goal to get that extra sale every month and get your significant other involved in the accountability. Talk about what you’ll do or buy every time you get to that fourth sale. Talk together and imagine what you’ll do. Dream big!

The truth is that you are in a unique role that actually allows you to give yourself a pay raise based on your efforts and improvement. Take advantage of that so that you can enjoy life.

Working towards a goal and keeping all your fun goals in mind will make work seem a lot less like work.

I say that whatever we do, we should do it BIG. And that means the fun stuff too. Work hard so that you can play hard.

Here’s to earning what you’re worth!

Jason Forrest

 

Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to create urgency, 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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at about our new home sales training programs at http://www.forrestperformancegroup.com.

I am Iron Man—Curiosity in Sales

February 7, 2012

Contributed by Jason Forrest

Curiosity—“the intense desire to know or understand.” It’s what drove Isaac Newton to figure out why that apple fell on his head and Hands Breaking Ropes-X Factor-Surviving-Jason Forrest-Forrest Performance Groupthe reason Benjamin Franklin risked his life with a key in a lightning storm. It’s also why Ariel from The Little Mermaid wanted to know what the world beyond the ocean had to offer.

And then there’s Iron Man, whose passion for learning and understanding the problems of life and business equipped him to escape an impossible situation and then use his technology for the greater good.

Through superheroes and characters they can relate to, I’m teaching my children not to settle, to seek the most out of life (like Ariel). And I’m working hard to instill a love of knowledge and lifelong learning (like Iron Man’s Tony Stark).

Curiosity is crucial to success for sales coaches and sales pros alike–both of whom have to get curious and creative to get sales.

 

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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.