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Posts Tagged ‘ real estate training ’


More Training or Less?

October 5, 2012

How to use training to gain success AND remain successful.

Contributed by Jason Forrest, new home sales trainer/coach

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

Change Your Instincts

August 30, 2012

Karate Kid-Instincts-Change-Jason Forrest-Forrest Performance GroupDo you train your new home sales marketing skills with the same intensity as the Karate Kid? What would happen if you did?

Contributed by Jason Forrest, new home sales trainer/coach

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

 

Note from Jason Forrest: Sales Professionals work with hands, heart, body, and soul

August 28, 2012

Brain in Hands-Sales Pro-Tools-Jason Forrest-Forrest Performance Group“A man who works with his hands is a laborer;
a man who works with his hands and his brain is a
craftsman; but a man who works with his hands and
his brain and his heart is an artist.”

–Louis Nizer, lawyer

Sales pros:

In order to be great, you have to work with your hands, brain, heart, and soul. You might even add to the above quote and say that a man who works with his hands, his brain, his heart, and his soul is a sales professional.

If you fit that description, take a moment and bask in the reverence that you are the highest level of sales evolution. Others just use their hands or their hearts and their hands. But not you, you use your soul.

It’s a tall order, I know. But you’re up for it. You pursued this gig knowing there weren’t guarantees…knowing you’d have to give up nights and weekends and holidays. You may as well make it worth it by giving it your best and operating at the level of a sales professional.

You use your hands by showing–opening up cabinets, demonstrating, walking off the room dimensions on site, having clients touch and feel construction quality, etc..
You use your mind by appealing to logic–talking about the features that will improve your customers’ lives on a logical level.
You use your heart when you appeal to emotion–the benefits to prospects’ lives on an emotional level.
You use your soul by connecting deeper; selling to each customer as you would sell to your mom or sister; and passing on your hot belief that if they don’t buy, they’re missing out.

So, are you using all of you? Make it a game–after each interaction with a customer today, consider what levels you sold to them on. Did you sell at a laborer’s level? Or maybe a craftsman’s? Did you sell at the level of an artist? Or did you give it everything you have and sell at the level of a true sales professional?

Here’s to earning what you’re worth!

Jason Forrest

 

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.

Cooking Up Sales

August 8, 2012

My friend can whip up a meal from a bare refrigerator at the end of the week. And I’m not talking some cooking up new home sales training and development Forrest Performance Group new home sales Jason Forrest creating urgency new home sales trainerbarely-edible, nutritionally-deficient casserole either. What’s more, she could please any given audience—a New York food critic, a strict vegetarian, or a second-grade child. And man, she makes it look easy. It’s not magic though—she knows the basic principles of cooking inside and out, she works with what she has, and she’s not afraid to take risks.

It’s like the new home sales process. You’ve got to know the principles of selling, you’ve got to be adaptable, and you’ve got to be courageous as heck. No matter how brilliant your personality, shooting from the hip is dangerous business. You need training, you need to understand the product, and you need practice. The best training prepares you to adjust your presentation to the market, the community you’re in, and of course, the buyer. But the principles remain.

No matter what my friend is faced with in the kitchen, she’s not intimidated. She’ll work with what she’s got and it’ll be brilliant—be it fruit smoothies with spinach, Greek yogurt in place of sour cream, or chocolate cheese. You are the X factor, not the ingredients you have to work with.

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.

 

Learn about our new home sales training programs.

Be a Leader or Find a New Job

July 20, 2012

Leader-Leading-Jason Forrest-Forrest Performance GroupJoel Barker defines a leader as a person you follow to a place you wouldn’t go on your own. It’s your job as the sales pro to set the tone and lead the way. You are the one who knows the process best–lead it.

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.

1 Hour Follow Up

July 4, 2012

People Meeting-Answering Questions-Jason Forrest-Forrest Performance GroupEver wish you could be there when your prospect thinks of all the questions that somehow escape them while they’re in your office? Well you can–with the one-hour follow up. This concept is from Jason Forrest’s second book, 40 Day Sales Dare. In this podcast, he talks about how you as the sales professional can proactively address the questions that your customers start asking themselves as they drive to the builder around the corner.

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.

Make it Easy to Get Your Customer’s Money

July 7, 2011

Woman Thinking-Forethought-Jason Forrest-Forrest Performance GroupThe Nordstrom “inverted pyramid” approach to customer service and sales is the stuff of legends. And it’s an approach that is working for builders even in this difficult time (see my article on the subject here).

Listen to help determine whether you’re an organization that takes the Nordstrom approach or just another mediocre, dime a dozen approach.

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.

Focus On the “Other Ps” of Marketing

July 7, 2011

Reactive:Proactive-Position-Jason Forrest-Forrest Performance GroupThe “Ps of Marketing” that often get the most attention from builders are the ones that are easiest to control-the packaging, price, product, promotions, etc. Unfortunately, that means that some other important Ps (such as people, presentation, and process) often fall by the wayside.

Listen for tips on bolstering the “other Ps” and taking a more balanced approach to marketing.

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.