Posts Tagged ‘ new home sales ’


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.

Note from Jason Forrest: It’s all about You

February 7, 2012

Sales pros:

Without conflict, you can’t get an X Factor sale, you can only get a market sale.

Market sales are the ones that fall into your lap because you are at the right place at the right time. You don’t really earn market sales, you just receive them.

So if a sales pro doesn’t sell a home, who/what does? Handing Over the Keys-It's up to you-Sales Professional-Jason Forrest-Forrest Performance Group

The economy.

The product.

The price.

The marketing.

The advertising.

The incentives.

The realtor.

The location.

Market sales are great—and the money from them spends just the same as the ones you have to work really hard for. But for your own personal growth and development, you need to know the difference between a market sale and an X FACTOR sale.

An X Factor sale only happens when there is conflict. Any time the customer doesn’t agree with you (or the product, price, location, value, home site, etc.) you have conflict. Only then do you have to engage and show your prospect how to think differently about your total package. When you do this, then you have an X Factor sale!

Being aware of this and remembering that you are the X Factor will help you earn what you’re worth regardless of market conditions.

Remember—it’s all about you!

Here’s to earning what you’re worth!

Jason Forrest

 

 

Secrets to Six Figures in New Home Sales

February 3, 2012

Contributed by Jeanne Conger

Many new home sales pros have a love/hate relationship with their paychecks. They love that they can control their income and earn a lot of money. And they hate that they can’t control or predict their monthly earnings.Stacks of Money-Six Figures-Jason Forrest-Forrest Performance Group

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

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

Set Goals:

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

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

Invest in Yourself:

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

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

And they overwhelmingly make more income.

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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.

Nation’s Building News: Nine Steps That Can Improve Your Brand, Help You Make More Sales

January 30, 2012

TomPeters-TheBrandCalledYou-JasonForrest-ForrestPerformanceGroupI like the idea of personal branding, as explained by Tom Peters in “The Brand Called You,” and believe that every salesperson and new-home sales manager should understand what sets them apart.

Read more.

 

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

ABOUT FORREST PERFORMANCE GROUP

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

The Moneyball of New Home Sales

January 26, 2012

Contributed by Jeanne Conger

In 2003, science won the World Series. moneyball sales training new home sales trainer new home speaker

Technically, the Red Sox won, but it was a groundbreaking scientific method called sabermetrics that paved the road. Sabermetrics (the computerized measurement of baseball statistics) made famous by the movie Moneyball, breaks the game of baseball down into factors that contribute to getting on base. The idea is that the more you get on base, the more you score.

The movie focuses on the struggling Oakland A’s team who were the first to use such statistical analysis (in the 2002 season). The efforts turned around a major losing streak and the A’s made it to the playoffs that year. The next year, the Red Sox ran (and won) with the theory, taking home the World Series title.

Using sabermetrics, teams are now able to evaluate the overall potential of players and put them in the positions that play to their strengths and weaknesses and best contribute to the team overall.

The sabermetrics of the new home sales industry is the SPQ (Sales Potential Questionnaire), which assesses personal sales potential and is “the only test in the world specifically engineered to detect and measure all twelve types of Sales Call Reluctance, call reluctance impostors, and more.”

X Factor Sales Pros know that the secret to earning what they’re worth in new homes sales is to operate at the highest level and to take advantage of every training and coaching opportunity available to them. The SPQ is one tool that helps facilitate those coaching opportunities and helps sales pros up their frequency of getting “on base” (i.e. following up, building a home on paper, siting prospects, etc.).

Want to learn how to knock it out of the park?

Email me at Jeanne@jforrestgroup.com to invest $200 in your career and take advantage of this phenomenal coaching tool. You will also receive a personalized, one-hour coaching session with your test.

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

Superman’s Super Fortitude

January 25, 2012

Superman doesn’t have any malice toward Lex Luthor. He just understands that Lex had a tough childhood and poor parenting. So he Brick Wall with a ladder-Fortitude-Endurance-Jason Forrest-Forrest Performance Groupalways, always gives him another chance to turn it around. Granted, he’s not going to let him win…but he’s not going to take it into his own hands to kill him either.

Since I am using superheroes to teach my kids virtues that I value, we’ve been talking about fortitude.

Superman shows his compassion by withholding retribution, but he also shows strength and a commitment to justice by not allowing Lex Luther to continue. He is also a character with intense focus, honesty, and the ability to see the best in people. Plus, he flies.

Fortitude.

To take off in a career of new home sales, you’re gonna have to have fortitude (strength of mind; guts, constancy, courage, endurance, fearlessness, grit, heart, moxie, patience, and perseverance).

What ways do you see you need fortitude as a new home sales pro?

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

Sales Coaches – Trim the Management Fat

January 11, 2012

By Jason ForrestMessy Closet-Details-Weight-Jason Forrest-Forrest Performance Group

At a training session this week, we talked about the sales coach’s equivalent of one of the most common New Year’s resolutions—losing weight. Excess weight holds us back and keeps us from achieving all we want to achieve.

For new home sales coach (managers), it comes in the form of focusing too much on clearing our inboxes, checking items off our to-do list, and tackling excessive paperwork that we neglect the tasks that will really change our bottom line. Such administrative details “taste” great because they are, as Stephen Covey says, “tension-relieving.” But, like fats and sweets, we need to be temperate about those details or they will actually weigh us down.

“Exercising” by focusing on revenue-producing activities requires discipline but turns our new home sales teams into lean, mean, sales-generating machines!

Lose weight:

Count your calories-log the amount of time you spend on different activities throughout your days. Categorize them into non-revenue producing (described above) and revenue-producing (such as coaching your sales pros and walking with them through the front end of the sale).

Determine the percentage of time you are spending on each. If you are not spending the majority of your time on revenue-producing activities, your “diet” is off balance. Decide who can do the non-revenue generating stuff and divvy up the load wherever possible.

Gain Muscle:

The best way to gain ground is to stop managing and start coaching.

Here’s to a fit and profitable 2012!

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

Note from Jason Forrest: Sales pros who stand apart

December 30, 2011

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

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

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

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

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

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

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

Jason Forrest

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

To teach new home sales, do more than teach

December 29, 2011

Three days early this month, I stared at the Rocky Mountains from an office in the foothills. And it got me thinkleadership selling new home sales training and techniques skiing—you don’t teach someone to ski by teaching someone to ski. You get on the mountain with them, show them the stance, and demonstrate, skiing alongside them and offering tips and reminders all the while.

My dad actually had me stand between his legs as we crisscrossed the slopes together. Have you ever seen a ski instructor in a classroom? No–you see them on the mountain, right beside their students.

Unfortunately, we sometimes don’t take the same care with our sales pros. Our new home sales training program often consist of three days in a classroom. And then we just pat our new home sales professionals on the back and send them on the chairlift to the double black diamond slope.

Think about it—do you teach your people to sell by teaching them to sell? Or do you get in the trenches with them and walk through their situations? If you’re in the trenches—great! If not, it’s time to reevaluate your strategy for a successful 2012.

You can’t master skiing, driving, or selling without a lot of training, demonstration, and real-world instruction.

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

Combating Decision Fatigue in New Home Buyers

December 21, 2011

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

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

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

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

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

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

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

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason: Be the Best Sales Pro Your Prospect Meets

December 16, 2011

Sales Pros, Sales Growth-Jason Forrest- Forrest Performance Group

Change your mindset—instead of trying to sell 20% more homes by getting 20% more buyers to jump into the housing market; increase your sales with those already in the market for a new home. By working on your new home sales process, honing your sales techniques, and being the best X Factor Sales Pro your prospects meet during their home search, you can:

Take 20% of the buyers from your closest competitor:

Your closest competitor likely has a similar price per square foot to yours and offers a few features (i.e. location, community, home sites, energy efficiency, brand perception, design features) that are better than yours as well as a few that don’t quite match up. But remember, no builder has the best of all of these worlds at the same price as their competition. In this case, while the product is pretty comparable, you can stand out.

Take 20% of the buyers who could afford your more expensive homes but will choose a less expensive builder because of price:

The buyers who choose builders with a lower sticker price sometimes don’t realize that with the lower sticker price, they are also getting less in the home. Your job with these prospects is to overcome the perceived gap in price and convince them (through your presentation) that your features are worth more than the competition’s. Your prospects feel your homes are better, but they need to mentally justify the price difference. This is where your demonstration comes in.

Take ownership of your career. Be the best that you can be and let the score take care of itself.

Here’s to earning what you’re worth!

Jason

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

Note from Jason: Focus on the Frowners

December 9, 2011

Sales Pros, Angry Man-Angry Buyers-Jason Forrest-Forrest Performance Group

This week, focus on the frowners-those who don’t show their interest by the look on their face. These are the customers who work through their decisions in an introverted manner and don’t have outwardly expressive personalities. They are, by the way, the majority of the prospects who walk through your door.

We are often most comfortable around people who have personalities like ours and it’s easy for talkative, outgoing sales pros to misjudge quiet people as disinterested people. If you think about it, these “frowners” are really just thinkers.

This week, trust the new home sales process. Just focus on moving the sale forward and accomplishing the same buying decisions that you would with those who wear their enthusiasm and interest on their sleeves. Remember, your competition is ignoring these prospects and labeling them as not interested or difficult. So if you are the only person treating them as a real buyer, then it’s like you have no competition.

Here’s to earning what you’re worth!

Jason

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

The View from the Top

December 7, 2011

Contributed by Jeanne Conger X factor sales professionals reaching potential

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

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

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

Take your performance to new heights:

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

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

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

Note from Jason: Are you a sales pro?

December 3, 2011

Sales Pros, sales leaders. sales professionals. new home sales

There’s a reason I’m always calling you sales pros. Yours is a position of leadership. Of influence. It’s a role that many do poorly, but few do exceptionally. The average serve themselves instead of their clients. And they give the rest of us a bad name.

But those who do it with excellence serve one of the noblest purposes of all—improving people’s lives. They gain their prospects’ respect, trust, and (when they succeed at guiding customers to a solution) their appreciation, too.

A true sales pro is a guru. A true sales pro is fearless.

Watch this video every time you need a little inspiration or a reminder what you should be for yourselves, your company, and your customers.

Here’s to being the best version of you and earning what you’re worth!

Jason

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

Home Builder Magazine, Canada: Building a Brand

November 28, 2011

Running man next to cones-Increased Sales-Influence-Jason Forrest-Forrest Performance GroupJust like in the U.S., the Canadian home building industry goes through cycles. In 2004, many American builders had gotten a bit lazy. They got used to folks lining up outside their doors to contract on a home. When the shift happened, and the supply began to outweigh the demand, the most successful builders were those that didn’t allow themselves to get too comfortable in the boom. They set themselves apart with unique selling messages and a strong brand in the eyes of the consumer.

Read more.

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Sales Call Reluctance

November 24, 2011

In profession of new home sales, sales pros with yielding tendencies are the sales equivalent of folks who refuse to enter the highway with the flow of traffic, preferring overcoming yielding tendenciesinstead to stop on the ramp and wait until every obstacle is clear. Such people, according to G.W. Dudley, author of Call Reluctance: How to Overcome the Fear of Self Promotion, make excuses and pass blame for why they are not earning their worth, rather than addressing and conquering their own issues.

Call reluctance, Dudley says, comes from fear and manifests itself as all the things that hinder contact with prospects. We’re not talking about shyness and timidity here. Even outgoing people have some form of call reluctance, which may come out in the form of over-preparation or worrying too much. The most common form of call reluctance, though, is yielding-constantly deferring your interests to everybody else because you don’t want to be seen as pushy.

Dudley says you have to be able to self promote in order to achieve in our society. You have to be competent, but you must also make your competence visible.

Dudley has found that 80% of the people who start in sales today will not be in the field 12 months later. And it all boils down to fear. It’s not about whether or not you feel fear (you will) it’s about what you do with that fear.

In his prime, Laurence Olivier was considered the best actor in the world, but even at the height of his career, Olivier often got so nervous before a performance that he threw up right before going onstage. Why didn’t he go into another line of work? Because he wanted to be an actor. And it turned out that overcoming his fear was part of the drive that made him great.

Success doesn’t come easy—sometimes you have to fight battles within yourself just to make it to the stage. Those who overcome the yielding tendencies within themselves stand out as X Factor Sales Professionals and have the best chance at earning their worth. The rest prefer to pass the buck and remain average.

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

The Science and the Art

November 17, 2011

Selling is the toughest of all performance arts. And just like the best singers, dancers, and actors; top new home sales performance art sales trainingprofessionals employ a combination of art and science.

I recently got some feedback from a salesperson who thought I was asking him to be robotic by using sales scripts. But when I asked him if he could use more consistency in his sales performance and income, he agreed that it would be nice to remove a lot of fear and insecurity from his career. Perfecting the science helps eliminate variables, which increases confidence.

Think about Elton John or Lady Gaga, who practice until each song and motion becomes instinct. It’s the science that happens behind the scenes to make sure that each performance is consistently phenomenal. But they don’t seem robotic—they bring an enthusiasm and passion to the stage to go along with each memorized word and well-rehearsed dance move. But you can’t even get to the art if you don’t have the science (discipline).

Amateurs practice until they can get the science right sometimes, but professionals practice until they can’t get it wrong.

Teaching a sample sales script (science) and then creating one with a personal spin (art) makes for consistent excellence.

Sales pros: Classroom learning doesn’t fully equip you, so you have to incorporate experiential learning (practicing your personalized script with customers). After getting out of the classroom and practicing in the real world, come back and reflect on what worked and didn’t work.

Sales managers: Don’t skip the personalizing. You can’t just teach theory and give an example, there is too much of a gap to fill. People learn (writing, sports, etc.) first by hearing (theory) and second, by doing.

Elton John has done it enough to know that he can get on stage and deliver at the same level he did last time. By perfecting the science and the art, you can do the same.

Or, you can play it by ear and trust your career to chance—like a candle in the wind.

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.

 

The average salesperson versus the sales pro

November 10, 2011

At Forrest Performance Group, we’re all about building X Factor new home sales teams–those that stand out from the crowd and are filled with sales professionals who revere their profession, solve customers’ problems, and refuse to accept a victim’s mentality.

Are you a sales pro? Watch to find out.

The Fearless Sales Pro

The Average Salesperson Versus the Sales Pro from Forrest Performance Group on Vimeo.

Sell with both sides of the brain

November 8, 2011

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

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

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

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

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

Sales tips:

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

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

Billionaire Secrets

November 2, 2011

Contributed by Jeanne Conger

I watched a 20/20 program recently titled “Billionaire Secrets.” It profiled the stories of four billionaires and how they became Stacks of Money-Six Figures-Jason Forrest-Forrest Performance Groupsuccessful. The most interesting point for me was that each of them came from humble beginnings and two of them had actually been homeless at one point.

So what do the self-made billionaires have in common with X Factor New Homes Sales professionals? A lot more than you would think! The Billionaires consistently did the basic tasks that others failed to do and they beat the odds by aiming for the stars every single day. Bad days, rainy days and uninspiring days were no deterrent to their commitment to win.

New home sales professionals could become X factor sales professionals by doing the same type of blocking and tackling for sales. Block and tackle by following up, asking for the sale every time (regardless whether or not you believe they will purchase today); following up; relentlessly pursuing your goals. And did I mention follow up, follow up, follow up? Keep going, regardless of the climate; the day of the week; the market; or the consumer confidence level. X Factor Sales Professionals are made, not born!

Sales Tip: Plan for success and map out what you will do each day that others are failing to do. Every time you get knocked down, get back up and do it all again.

Success happens one step at a time! Be Sales Ready!

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

Gain the Win or Prevent the Loss?

October 24, 2011

New home sales managers: do you manage to gain the win or to prevent the loss? Turf-Play-Love of it-Sales Pro-Jason Forrest-Forrest Performance Group

Defense is “An action of defending from or resisting an attack,” an “attempt to protect/defend against opposition” or a “barrier against attack.” When leaders of sales teams manage defensively, they are just trying to survive in the market.

Rather than simply putting her head down and hoping for the best, an offensive coach attacks, steals sales from competition, and makes things happen. Offense is “the action of attacking,” or “the team or players who are attempting to score or advance the ball.”

I talk to clients all the time who try to tell me that they take this kind of proactive approach to managing the sales process. But when I dig a little deeper, I find that they’re sitting in their offices, taking phone calls from sales consultants, and talking about customer offers. During those calls, they have one overriding goal—get the deal to the finish line without getting creamed and losing a ton of profit. In football, this approach would be like being in a goal-line stance; knowing that you’re about to get scored on; and doing all you can just to hold your opponents to a field goal.

Managing offensively means considering the people (their attitudes, beliefs, and fears) and the process (coaching sales professionals through where the sale stopped, what decision needs to happen to move this prospect forward, and how they can improve the new home sales presentation).

There just aren’t enough market sales (new home sales that would happen with or without the persuasive efforts of sales managers and sales professionals) for us to make our goals each month. Market sales can be counted by an admin—six-figure employees should be making X factor sales happen.

This week, you can either count sales by managing reports or you can create sales by moving the ball forward, one coaching call at a time. Choose wisely—your company’s success depends on it!

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

Buy that House

October 20, 2011

Woman Holding Sold Sign-Sales-Jason Forrest-Forrest Performance GroupThe Wall Street Journal is saying it’s Time to Buy that House (article will temporarily be available to nonsubscribers via the link OR for download here: online-wsj-com.Buy That House).

Sometimes the doom and gloom headlines miss what simple math shows—when prices and mortgage rates are low (they are), the time is ripe to buy.

The main points of the article are summarized or quoted below.

  • While houses should not be considered the quick cash cow they were during the boom, they are viable investments long term.
  • “For investors seeking income,” considering a property’s “rent yield” helps determine whether the investment is worthwhile. According to the article’s formula, “The median market’s rent yield is 9.3% and Detroit’s is 17.9%.”
  • Investors then “subtract for taxes, insurance, upkeep and other expenses—costs that vary widely. Supposing total costs are 4% of the purchase price, the formula still leaves “a 5.3% rent yield in the typical market. With the 10-year Treasury yield at 2.2% and the Standard & Poor’s 500-stock index carrying a dividend yield of 2.1%, rents for residential housing in many markets look attractive.”

Combine the current affordability with the The Impending Housing Shortage and you can make a strong case for any prospects who are on the fence.

New home sales consultants—add this to your arsenal for persuading new home buyers that now is the time.

Sales coaches—add this to your new home sales training program.

No more yack!

October 12, 2011

Yelling Business Man-Yack-Jason Forrest-Forrest Performance Group“Yack!”

That was the first word out of my mouth at a recent meeting with a builder that said they wanted “value builder” to be a central part of their selling message.

Yack is empty talk—the fluff that doesn’t actually mean anything. Everybody from the least expensive to the most expensive can say they’re a “value builder.” To bust through the yack, I told them the idea of Johnny Cash’s “one song”-the song that would sum up who Johnny was as a person.

J. Clark Homes found its “one song” with a unique sales and marketing technique for their sales process. They conduct direct marketing campaigns that are highly targeted to current renters. They go to apartments and deliver collateral with phone numbers directly to new home sales consultant.

The sales professionals then make as many weekend appointments as possible, creating circumstantial urgency for potential homebuyers. For every five available specs, they might make 50 appointments. Often, two new home sales consultants will be showing the same house to two different prospects. They end up selling homes just because buyers are afraid they might miss out.

By training sales teams to create a buzz in the sales office, J. Clark always has more demand than supply. They sell out every weekend.

J. Clark Homes has created a 2004 atmosphere in a 2011 new home sales market. No yack here—they know exactly who they are (a sales organization that builds home) and who they’re selling to (current renters who would be better off in a J. Clark).

As a builder or new home sales professional, what is your “one song?” Let us know in the comments!

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

Hidden Features, contributed by Jeanne Conger

October 11, 2011

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

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

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

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

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

Be Sales Ready!

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

Bring it Home

October 11, 2011

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

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

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

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

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

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

Note from Jason Forrest: Don’t waste your gift

October 7, 2011

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

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

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

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

Here’s to earning what you’re worth!

Jason

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

Nation’s Building News: Once Again, the Housing Naysayers Have Got It Wrong

October 4, 2011

Crossed Fingers-Naysayers-Jason Forrest-Forrest Performance GroupThe naysayers and pessimists are out in full force with their doomsday proclamations that homes are no longer a solid investment.

The New York Times printed this headline in August: “Housing Fades as a Means to Build Wealth, Analysts Say.” And the September issue of Time magazine has the cover story, “Rethinking Homeownership: Why Owning a Home May No Longer Make Economic Sense.”

People have been reading these articles and thinking that they shouldn’t buy a home, but historically, booms always follow busts and demand eventually catches up with supply. Add the basic human need for shelter and the United States is in position for the inevitable — another housing boom.

Read more.

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest

September 3, 2011

“Winners are simply willing to do what losers won’t.”
–From “Million Dollar Baby”

Hands Held High-Success-X Factor-Jason Forrest-Forrest Performance GroupAugust was a tough month for everyone! In response to the US credit downgrade, the stock market was as wild as an unbroken stallion. Can you tell I’m from Texas?

But for a few new home salespeople, those circumstances didn’t hold them back. X-Factor sales professionals pushed themselves to do the things that their competition wasn’t willing to do. And it worked. They won when others chose to lose!

To those of you who didn’t make your sales goal in August–drop your ego. Instead of getting offended by what I just said, pull yourself from your bootstraps and get back in the fight!

To those of you who made your sales goal: you rock!

Here’s to earning what you’re worth!

Jason

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

Sales and Marketing Magazine: Earn Respect by Being the Expert

September 1, 2011

Smiling Man-Leader-Respect-Jason Forrest-Forrest Performance GroupYour customers are not looking for a new friend; they’re looking for a new home. Some sales trainers get it out of order by saying that your first focus should be to get your clients to like you. While it is important that your customers ultimately like and feel comfortable with you, the very first step should be to build respect. From there, a trusting relationship is just a natural byproduct. You can earn respect by showing clients that you know more about the process than they do, by solving their problems and improving their lives, and by leading the process.

Read more.

 

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

ABOUT FORREST PERFORMANCE GROUP

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

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

May 14, 2011

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

Read more.

 

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

ABOUT FORREST PERFORMANCE GROUP

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