The New Home Sales Source

Beware of Online Mortgage Calculators

2011-10-23T14:22:00.000-04:00

There are only about 58.6 million online mortgage calculators available today. (At least that is what Google told me!) and that means there are millions of sources for misinformation for our customers. In fact some of these inaccurate calculators are built right into Real Estate’s most visited sites like REALTOR.com and others.

In all actuality these calculators are accurate at what they do, the true problem lies in what our customers think they do and what they actually do. See many customers log on in hopes to find what there “house payment going to be?” Yet to get what I call a “True Total Monthly Investment” you need to know about the property more, something that these online tools do not take into consideration.

Instead, these online mortgage payment calculators accurately display what the principal and interest would be monthly, for someone. They do not go into insurances, taxes and if any community or association fees may exist. Much of that information will vary based on the property and even the customer's financial qualifications.

The challenge is that when someone see they can own a $200,000 home with the right amount of money down for only $800 a month, Customers believe it. Then when you come in to work with them and you show them that yes, that is the principal and interest in their case but due to insurances, property taxes and other items their true investment is now over $1,300 a month. It get the customers a bit overwhelmed.

Yet even with the concerns I have over these calculators and knowing that many customers feel they are the old “bait and switch” treatment, I don't believe they are a bad thing. For example I did meet a potential customer who thought her payment would be $800 a month, that I never would have met if the online calculator she used showed her a payment over $1,300. That customer is now aware of here true total monthly investment as well as I have also shown her how some tax advantages would help too. Without these calculators I would not have even had a chance to help.

Share your opinion. How do you see these online calculators helping or hurting your efforts with customers or what would you change about them. Explain what you do by posting your comments below.

It's A Holiday! (AKA, SALE)

2011-09-05T16:18:00.000-04:00

What do you think of when you hear “it’s a Holiday”? The more I ask people about their holiday plans, it seems like most people associate certain holidays with certain ideas. For example the 4th of July represents family cookouts and fireworks for most. Christmas and Thanksgiving conjure up ideas of visiting family and enjoying large meals.

Yet what does Memorial Day or Labor Day bring to mind? For many it means SALE! Memorial Day is a holiday that for many, it represents the beginning of summer and the best time to purchase outdoor products and summer attire. At President’s day you will notice more mattress advertisements and commercials than any other time of the year. While Labor Day is typically the best time to purchase a brand new car. (Clearance for the current years models as next year’s start arriving to the showroom. That’s planned, not a coincidence!) And Black Friday, well that is a great time to buy electronics or just about any other items that really go on sale throughout the year. Seriously, people get a kick out of showing up at midnight to get a good deal and be part of the experience! It’s a tradition now.

What holiday is best for new home sales? Sometimes I see homebuilders miss out on opportunities that some holidays present. If you are going to have your model homes open on some of these holidays, why not give people what they expect? A great, one day only SALE! I can hear some of you grinding your teeth already; you would never consider such a gimmick. While I can understand that and I’m one of the biggest advocates of building value by avoiding discounts, I still feel that using these holiday opportunities to give your prospects what they want (a holiday sale) can really pay off. Your prospects are already condition to spend money on these days; why not let them do that with you?

Feel free to share how you take advantage of the holidays. Which ones have worked best for your sales efforts and which ones don’t? We may even contact you and feature you success in future articles.

Extraordinary Times Call For Extraordinary Times.

2011-07-04T23:18:00.000-04:00

We all understand just what an extraordinary time it is to be working in the homebuilding industry today, yet even in these challenging times, some are achieving additional success as they get courageous and reevaluate their retail strategy.

One of the core principals of any successful retail organization is to: Be open for the customers’ convenience. Most stores have studied their buyers’ behaviors and know when they need to be open for their customers. Also as more and more people’s lives get busier and busier, you’ll notice many stores changing their hours to accommodate their customers. Think of how many stores you have seen that now have extended their hours, or are open on days (such as Sundays) that they were closed on in the past? My guess is you also have several businesses near you that are open 24 hours now too.

Why is it that while other business are working to become even more convenient for their customers, In the home building world some have chosen to cut back their open hours? At first glance it may appear to be a good cost cutting measure by cutting back model home hours but eventually this could negatively impact your sales. If you need the sales, why close earlier then you did before?

In the past few years sales professionals have been having success outside of the classic 11 am – 6pm hours. Gone are the days were the sales professional can exhibit the mentality or “If they really want to buy, they’ll take time off for this”. Recently I have learned the stories of 3 sales professionals who have even sold homes in the 11 pm – 2am hours! How many sales have you been missing by being inconvenient?

While I am not recommending your models should be open the same hours as Taco Bell, what I do encourage is that you adopt the mindsets of “Whatever it takes” and “You are there to serve your customers”. Take the next step towards being there for your customers. Review your open hours at your models, design galleries and offices. Study when your prospects want to purchase and any other changes your organization could make during these extraordinary times to become convenient and make more sales. Your buyers (and your bottom line) will thank you for it!

Sharing Some Sales Clichés

2011-05-14T15:32:00.000-04:00

Most people are collectors. While some collect sports memorabilia, stamps or rare coins, as a student of sales I instead collect “Sales clichés” or truisms as I refer to them. Such as sales lines your mentors may be known for, or sayings you have heard over and over in the sales field.

According to our friends at Wikipedia: “A cliché is an expression, idea, or element of an artistic work which has been overused to the point of losing its original meaning or effect, rendering it a stereotype, especially when at some earlier time it was considered meaningful or novel. The term is frequently used in modern culture for an action or idea which is expected or predictable, based on a prior event. In printing, a cliché was a printing plate cast from movable type. This is also called a stereotype.[6] When letters were set one at a time, it made sense to cast a phrase used repeatedly as a single slug of metal. "Cliché" came to mean such a ready-made phrase.”

The interesting thing about “Sales Clichés” is that they are Clichés for a reason. (I think that was one!) While they are predictable ready-made phrases, there is usually some truth or guiding principal behind them. As such they have a tendency to be repeated over and over again with the hope to instill or teach a lesson. It is the philosophy behind each Cliché that appeals to me and drives me to really ponder the meaning and impact it offers.

Following are a few of my favorites or most popular ones I thought I would share with you:

“Activity Breeds Activity” Such as when you hold an open house and you find that the more people there, the more people it attracts there at the same time.

“It’s a numbers game” meaning that statistically, success comes from following a process and the more people you help through that process then the greater your odds of success. Which reminds me of: “Plan your work, and work your plan!”

“People don’t care about how much you know, till they know how much you care.” Again, a one-liner that we have all heard, yet still rings true to this day.

So what is your favorite Cliché to share and the lesson it offers? What would your friends say you are known to repeat over and over?

Please take a brief moment and add yours in the comments below so everyone’s collection may grow!

Our Personal Power to Influence

2011-01-11T16:21:00.000-05:00

The power of greatness is within every one of us. Some know how to use this power or exercise their greatness to lead while others keep it to themselves or may even be unaware they process such powers at all. With an ever changing market place where great change is in the wind, now more than ever is the time to find your greatness and prepare to lead. To quote John C. Maxwell “Leadership is influence”. Who do you influence or lead? And how?

Thanks to my last positing, I have learned a great deal about the influence our blog possesses. The previous article which aimed at directing sales leadership across the country refocus on the current year, helped our blog to reach its biggest audience to date. Within 36 hours our blog had more viewers or traffic then what we have typically seen in a month, previously. Thank you for that and everyone’s support is most appreciated! (and feel free to subscribe to our feed or sign up for the newsletter, would you?)

Besides reaching a larger audience it seems that we have also inspired dialogs at many homebuilding organizations who did read. Sales leaders from several companies have reached out for our services and this new business is sure to improve how some organizations operate.(Scott, the team will get so much out of the coaching, I guarantee it!) Surprisingly, it has come to my attention that this same posting may have been viewed a bit differently than its intent as some sales reps may have perceived it as a rally against the very things I provided solutions to. I encourage everyone to re-read the last posting and see the true value that exists.

The point I am trying to make today is how every one of us is capable of leading no matter whom or where we are. Leadership is not just positional. In our own way we all have the ability to influence others, so how are we putting this influence to use? Let’s look at a few pearls of wisdom and see how we can harness leadership guidance from each no matter what your role or position in an organization is currently:

“Where there is no vision, people perish”

Sales Leadership: This is your golden opportunity to motivate and rally a team, make sure your vision is clearly communicated to all members. Once everyone is on the same page and knows what results are expected, people will follow and will set out with purpose to do their part.

Sales Reps: Why wait for someone else’s vision to be shared with you? As a true sales professional you should have your own vision or goal to follow. Take a moment right now to create your own vision and lead yourself with purpose towards full filling it.

“Become the change you want to see”

Sales Leadership: No surprise. You are the one responsible for setting the highest stands for your followers. Do as I say and not as I do, is unacceptable and will never accomplish any results.

Sales Reps: You are your own person. Whether you seek a different attitude, treatment or level or respect, it all starts with you. You can’t control others but you can directly influence yourself, become what you desire most and then be the role model for others. Try it and see just how much you can actually influence others.

Again, we all have the ability to influence each other. With this posting my purpose was to get people to identify their own power within and let their true professionalism shine. (As a sales trainer & personal development coach, that’s what I do! I know, totally shameless plug.) I will leave you with one last pearl to ponder:

“In doing something, do it with love or never do it at all”

Mahatma Gandhi

Get Over It! (A Caution for Sales Management)

2011-01-08T17:22:00.000-05:00

The year is done, 2010 is now history. While some success was gained for some in the new home industry, many did not accomplish all they had planned. Some companies did not survive the year at all; others experienced losses or struggled to make it through. By December it was clear, the effects of the year were visible on many.

While I have been blessed to hear some tales of triumph, I have also been cursed by stories how other sales managers “lost composure” as well.

Over the years a statement I have become known for is how “New Home Sales is a profession for manic depressives” and sadly that still rings true. This job does offer the chance to experience the highest highs yet the lows you may experience are the most extreme I know. It can take its toll on you and your emotions could get out of control.

Tears from grown men is sales meetings, aggressive comments direct towards other departments or even senior sales leaders dropping “F Bombs” in public meetings (must be a VP thing!) are just of some of the reports I have been getting from across the country this week.

While you may be shocked by some of these stories, seeing owners of companies and management overreact with emotion at years end can’t be too surprising. What bothers me most is these same leaders eventually contact me and wonder why moral in their organization has dropped. They’ll wonder what they can do to fight off negativity in their workplace.

News Flash: As the leader of your company, YOU are the example your employees will follow!

As a Sales Manager, Sales Director, VP of Sales or CEO it is your responsibility to model the behaviors you expect your team to exhibit. Every action you take (or don’t take) is being watched.

Here are a few tips to start setting better examples and leading more effectively:

That Was So Last Year – 2010 is gone we are already half way through the first month of 2011. If 2010 was not as you expected, get over it. Move on now so you have a fresh start in 2011. Truth be told you get a fresh start every day, every month and every quarter.

Always Seek out the Positives - Regardless of your 2010 results, if your look hard enough you can find some positives aspect in the chaos. So your sales were down, but what about your closing ratios, call effectiveness, web traffic or operating budget? Remember when you were in sales, if you found anything positive or helpful you would have brought it up, right? Guess what, your still in Sales!

Lead By Showing Them How To Follow - So you want your team to act differently or adopt a different mindset? Show them how! Become what you want them to be like and watch them follow you.

I know, I know. These things are so basic right? Simple really! Yet I often find the easier things are to do, it also means they are very easy not to do either. When tempers flare and emotions get out of control, you lose control. Bottom line there is You Lose!

It’s time to get over 2010, and get started on 2011. Straighten up, fly right and the flock will follow.

Steve Turner

Success Stories in This Market

2010-11-14T13:23:00.000-05:00

As I have recently been presenting goal planning workshops to sales teams and associations, I’ve been finding just how much a positive story from our industry can really perk up the audience. Sometimes everyone could use a little pick me up, a shot of motivation or just a reassurance they are not alone in their struggles for goal achievement.

What better time for us to give thanks to each other than by sharing some of our success stories as Thanksgiving is approaching? Over the next few weeks I will be sharing success stories from 2010 that I gather from New Home Sales Professionals. It’s my hope that these stories will be uplifting and inspires you to achieve more in New Home Sales too, as great things truly are happen in this industry.

Like the holidays season its self, this will be a time of give and take. Your participation will be greatly appreciated and all you need to do is share some of the positive news you have observed in your market place. These successes might be about anything from increased sales, new product design, increased market share or even profitability. The stories favored by many so far have been the ones that highlight a professional’s ability to go above and beyond for a customer or to make something extraordinary happen. So tell us about you or your fellow professionals and make your stories heard.

Post them as a comment below or submit them to us on Facebook at www.facebook.com/newhomesalespro or email them to my attention at Stevet@newhomesalespro.com and we’ll make sure your success is shared for everyone’s success!

How do you MAKE more Sales?

2010-07-31T15:20:00.000-04:00

“How can I make more sales?” is the current wine of many new home sales people as we are in the middle of the 2010 housing market. While this chant may be popular now (and most every summer in the business of homebuilding,) it is a clear sign that our thinking needs to be improved.

As true sales professionals we do not “MAKE” sales! No, instead we “Earn” sales! The secret of selling more homes is found by truly earning sales through service.

My challenge to you is to change your thinking and see what happens. My guess is that by simply focusing on earning sales, you may do things a bit differently. You will focus on truly serving others. Change your actions and your results will change too. Selling is about what you can do for someone, Selling is not done to someone.

(Oh, and for all of you still moaning, “Sure Steve, but I do not have any traffic to serve or earn a sale from”, I hear you! Stay tuned, as my next post will help you find more traffic!)

Try it, let me know what happens and what results you get. It amazing what a simple shift of perspective can do for you.

Looking to sell more homes? Then get out of sales!

2010-06-09T17:51:00.001-04:00

By Stephen Turner, The New Home Sales Pro

I know this may sound like a strange recommendation; it may be time to get ‘out’ of sales! The secret to more sales is not by working “in” sales, instead success comes from working “on” sales.

Don't get me wrong I love the profession of sales and I'm happy to be in a sales job. Please allow me to clarify my point. Sometimes we get caught up in the day-to-day trivial tasks that go along with sales instead of focusing our productivity on task that will produce additional sales. In other words we get stuck “in” the details that go with sales (such as all the reports, filing etc) while the job of working on getting more sales becomes secondary.

What we need to be doing is staying focused on creating more sales. While the minutia that comes from our sales may need to get done, I find too many sales professionals allowing these details to become their top priority. In turn they become focused on activities that are not directly responsible for producing income.

Think about a small business. It seems we have all heard the story of just how many small businesses fail in the first few years, right? Turns out the main reason for failure is that the business owner gets stuck working “in” the business instead of working “on” the business. When nobody is working on the business and its future or the direction it’s headed, sooner it later there is no longer a business.

Has the same thing happened to you in sales? Have you done an incredible job of working “on” sales, creating your plan and setting goals, but are now stuck “in” sales instead? Possibly!

Right now, commit to yourself that working “on” sales will be your top priority. Figure out what details you can delegate to others or put off for later. What activities should you be working on right now to produce the next sale? Do that!

For many this is just a reminder to ensure that you are utilizing the highest and best use of your time. Others may need this wake up call to influence management. No matter what, when you make the activities of generating more sales a priority, more sales is exactly what you’ll get!

Getting Right Down to It!

2010-05-12T23:27:00.001-04:00

As the market is always changing, it’s always interesting to see how things were, what they are now and even where the future may lead. Recently I have been coaching a veteran top producing new home sales professional who has returned to the business after two years away from the sales floor. Working with him as he returned, has brought a fresh perspective of just how much the new home market really has changed.

Gone are the days of high traffic walking into the model homes. While in the past most communities in the mid Atlantic would average 12-15 traffic units weekly, the current average is down to about 5. Chances are traffic will never return to what it was in the past, and honestly it doesn’t need too. As nearly 90% of all homebuyers starting their home shopping online, no longer must a prospect visit 20 communities or more to find what they are looking for. Online research and tools allow a perspective buyer narrow down their choices, compare builders and communities all while saving valuable time.

Since round one of the home buying process now occurs on the web, the traffic that does make it to your model home is already a better qualified prospect. It also means that these prospects usually have a specific reason to visit and typically already have questions created in order to get the rest of the information they need in order to make a decision.

This is good news for the onsite sales professional. With the quantity of traffic decreasing, the quality of traffic has been on the rise. Along these lines another trend has been noticed, and that is that today’s prospects are more likely to be closed on their first visit!

The veteran who has returned to the industry also pointed out the fact that we are asking for the sale much sooner than before! Yes, I guess that it the case, but it works. Since customers have already done their shopping online then decided to walk in our models, they seem more prepared to get right down to business sooner than ever before.

What about you, what have you noticed is different and better about today’s home buyers and market then compared to years past. Leave your comment and share your observations.

The Value Waiting in Your Team

2010-04-23T06:24:00.000-04:00

Teamwork, its something we all talk about and believe in yet do we truly realize the full value of it? Personally I think we often overlook the resources that a team may provide us.
Recently as I was working to achieve a lofty goal I realized there was no way that it could possibly be completed on my own. It I want to achieve my goal and on time I was going to need help and support. There was no other choice then to turn friends and enlist their help. Sure this team of friends came through and helped to fulfill in successfully accomplishing the goal, and ahead of schedule.

Prior to asking for their support, I had doubts about just how much support I could expect to receive. At one point I almost thought it pointless to ask for their support, since after all it was one of my goals then I need help with.

Ultimate I did decide to ask for their support and sure enough I got it! In fact not only did they help in the way I had asked, but many went beyond that and were taking a personal interest in do everything else they could do to improve my project. The support given was better then what I even thought possible.

There were some lessons learned to be shared:

You have to ask.
While my team was always there to help if called upon, if I had not enlisted their help they would not have known what to do. It may be uncomfortable asking for help at first but trust me, the support will be there for you and in hindsight, you may end up feeling silly you did not seek support sooner.

Others want to help.
There was so much support and encouragement from the team just waiting to be given. Teammates felt a sense of purpose and honor to be the ones that could offer such help and support. How much support is out there waiting for you?

Achieving More.
The old adage of TEAM = Together Everyone Achieves More is a bit cliché but is probably so because it is so true. The team did not just support in the ways requested but many have offered suggestions and improvements that on my own I would not have arrived at. In turn the project grew and the results were better then imagined.

It is easy for a New Home Sales Professional working in your own world of a model home to become isolated. Sometimes feeling lack of support and encouragement as your team may be spread over many miles. Yet I encourage you to realize that your team is there for you. When needed reach out and ask for their help, let them know it’s desired. You’ll be amazed with all that you get!

The Process of Elimination

2010-03-14T14:25:00.002-04:00

As we approach March Madness it seems as everyone is obsessed with filling in their brackets for this annual basketball tournament. For me, I see a valuable sales lesson or reminder for us all during this time. What a perfect example of the Process of Elimination at work.

This month college basketball teams around the country will be competing in a championship tournament that will last for weeks and ultimately pronounce one team as The Championship Winner! With so many talented teams from across different divisions you would never be able to compare their true talent unless they went head to head against their competitors to determine a victor. The victor then advances to the next round, and so on till only one team has truly advanced as The Champion!

Essentially through the process of elimination and advancement the tournament is designed to determine the winner. To advance you must win, there are no second chances. Sometimes we forget that this same process affects us daily in the profession of new home sales. Our customers shop for homes using The Process of Elimination.

With so many choices for buyers today, they only way they can sort through the info and make a buying decision is to use the process of elimination. In the current market this process starts first online. A prospect searches online sites for a potential home fitting their needs of location, prices and other such criteria. They narrow down their choices to the homes and communities that they want to go visit in person.

Round 2, the prospect goes out to see the several properties that survived the online elimination. (Is your site designed to survive this online round?) In person the prospects start comparing homes and communities and through continued elimination, narrow down the list even more till they ultimately have the one they Purchase.
With this in mind, our goal is to survive to the next round and keep from being eliminated. Simple enough right, so what do we need to do to keep from being eliminated?

You may have heard that everyone who enters your model “is there to buy a home”, right? Truth is, they are there to buy a home all right, just not your home! At least that is the mindset I encourage sales professionals to have. By adapting this mindset it will force you to prove your value and encourage you to work hard & be kept from elimination.

Your job is to get the customers engaged in your homes, let them pretend what it would be like living in your community. You must give the prospects reasons to keep learning more about what you can do for them, why they should consider your offering and ultimately choose you. Don’t expect your prospect to recognize the value you offer; you must prove it to them.

If you will adopt this mindset and learn to present your homes & communities in a way that proves your value, you will advance without elimination. Ultimately making it to the championship where you get the sale. (and the customer is victorious too!)

Don’t Grow, Change!

2010-02-14T15:04:00.001-05:00

Do you really want to grow, or would you rather change? Does a caterpillar grow, or does it change?

A caterpillar goes about its life as a young insect; it wanders about on the ground. Its day is spent crawling across the earth or climbing over obstacles using its many legs. Eventually it will climb to a point where it can create a cocoon. Once inside it undergoes a transformation and eventually emerges as a butterfly.

As a butterfly, it no longer resembles its former self of a caterpillar. Besides looking very different it now lives a different life, flying through the air on its wings. It has changed its looks and how it travels.

Maybe there is a lesson in that story for us! Too often I see people invest their time and resources in an effort to “grow better”. No don’t get me wrong; I love to see people seeking to better themselves. Yet if they continue to grow won’t they end up with more of the same? If the caterpillar grew, wouldn’t it just be a bigger caterpillar?

The biggest detriment I see people make with their progress is when they grow comfortable with where they are currently. To truly become better and change our results, we must change! Don’t grow your habits change them.

Get out of your comfort zone and change yourself and your capabilities. Stop focusing on how to do more of the same and instead develop new skills. As you do, your results will do more then grow, they will change.

I welcome your comments and hope that you with share with us ways in which you are changing and improving your results.

The Effect of Effective Marketing

2009-12-07T22:32:00.001-05:00

What is the goal of your marketing? Most marketing is designed to build brand awareness and or increase sales. Either way, the goal of marketing is to produce results. When your marketing is effective at getting you the desired outcome, then it would be considered effective marketing.

Recently I was involved in a broad marketing plan with a builder in central PA that was truly effective. This campaign was designed to kick of the opening of a new community of brand new homes at extraordinary pre-construction prices. With our efforts we were able to produce a huge turn out of potential prospects, which resulted in folks waiting in line for up to 3 hours at our temporary sales office (a tent!) In the first 10 days 27 Single-family homes were sold. While I know many in the new home industry may have seen similar results in 2004, our results were last week, here in Nov & Dec of 2009!

By sharing this information it is my hope that you can see the positives in your market and produce similar results. It also gave us great feedback, which proved that:

There are buyers in the Market right now.
People will make a purchase when they see how their life will be improved.
Incentives and Discounts will only give potential buyers a reason to buy NOW, but will not draw prospects into the market.

If you want to produce similar results, start with a clearly defined goal of what you want your marketing to result in. Figure out who your prospects are and how you can reach them with a message that they will want to know about. Then have a plan in place to deliver effectively.

Everything you know about a Thank You Note is WRONG!

2009-11-14T14:55:00.001-05:00

Most every sales person has been instructed on the value and importance of sending a hand written thank you note. Yet most everything you have learned about these “Thank you” notes are all wrong. (We’ll all except the handwritten part, they truly must be handwritten!)

Recently I was contacted by a very talented top producing New Home Sales Professional who heard that maybe there was a better way to write a “Thank you” note. Turns out that she had meet several other sales professionals who have worked with me previously, they informed her that she was not to use the actual words “Thank You” anywhere in the note. I am so proud of them for remembering!

The 1st challenge I give to any sales professional regarding follow up, is to write a “Thank You’ note without using the words “thank you”. Go-ahead try it, if you can you are well on your way to mastering follow up!
I do insist that as part of a proper follow up system, you must send a handwritten note after a presentation, always! However, it is best to avoid the words “Thank you” for several reasons. First, everyone says “Thank you” and you want to be different. Second, psychologically when people hear “Thank you” it is when something is done or over and the purpose of follow up is to keep the sales process open and moving forward. Don’t get me wrong; you can still express your appreciation for the opportunity you had or their visit, just save the real Thank you note for once they purchase!
So how do you write this follow up note without saying thank you? Look for ways to force your creativity. What else could you say? Let me give you an example of some that I have used.

"Dear [1st Name of Prospect] ,

Your recent visit and interest at is greatly appreciated.
As you.... [recite information relevant and personal to them so they know that you remember them!]

Welcome Home,

[Your Autograph]

In that example the specific words ”Thank you” are not used. Instead we expressed our appreciation for their visit or time with us. Also a note like this is designed to stand out from others as well.

Write a comment and tell us what other ways you can come up with to make your notes meaningful while avoiding the words “Thank you”!

Chase Your Dreams!

2009-10-27T17:42:00.000-04:00

Maybe now is time for a few inspirational words:

In this current time of change, there still exist dreams.
Dreams of a better tomorrow,
Dreams of a brighter future,
Dreams of greater fortunes.
It is in time of our greatest change that dreams are born!
We must continue to dream and dream bigger.
We must take action, and work towards these dreams
We must enjoy the journey to our goals no matter how impossible it seems.

By doing so things will change!
And thus begins our next dreams, greater still!
Steve Turner

Winners forget they're in a race

2009-08-17T22:40:00.000-04:00

This evening after a great start to the week, I sat down and had dinner. While a normal trip to a Chinese restaurant is not something extraordinary, it was special and enjoyable, especially after last week. This was the first meal I sat down to enjoy after a hectic week that included the birth of my son.

As customary, at the end of the meal they served a fortune cookie along with the check. As I opened my cookie, the tag inside contained simple wisdom. The same wisdom that in a way fuels my passion for now home sales. It stated:

“Winners forget they’re in a race, they just love to run”

How true this is. Too many times I have seen competitors get caught up in the drama of the competition. The drive to win, the pursuit of first place, or defeating all competitors! This is not what sales is about.

Instead, focus on serving others the best you can and by doing so you’ll succeed. If you focus on being the top producer or 1st place on your team, that honor may often elude you. Yet if you commit to being the best you can be and truly serving your customer, success is sure to find you.

Winners and new home sales super stars forget about the race or being first place. They just love to run or in our case, help others own homes.

Don’t get me wrong, winners may have a goal of being the best! They just know the only way they can succeed is by running or enjoying the process of helping others, not by defeating them or hoping others fail. Examine yourself and determine your passion. Are you still consumed with the race, or are you selling because you love selling?

There is no such thing as a “Market Correction”!

2009-08-01T15:29:00.001-04:00

As I hear people talk about the real estate market and try to predict it future, there are some terms that drive me crazy. They say things like the market is “returning” to normal or worse yet, that we are experiencing a “Market Correction”.

Exactly what is a “market correction”? There could be no such thing! The people (consumers) in the market place determine what we call “the market”. So the real estate market is made up of people who are looking to purchase real estate. It’s that simple! Those people were not wrong, were they? So there could not be a “market correction”!

The market is not right or wrong, it just “IS”! While, I believe there is no such thing as a market correction, we can agree that the market is dynamic! (Have you seen some of the people looking for homes lately?) As such, it is continually changing. What “the market” was willing to pay last year, today or even next month will change, not “correct itself”. I believe the market is never wrong. It’s just, “The Market”!

If we agree the market changes and does so frequently, then shouldn’t you change to accommodate the market? Too often I see people afraid to change. If we do not change and the market does, then we are still out of step with it. Your job is to keep up with it. (If not even be ahead of it!)

So how does this pertain to new home sales? Well, we know the new home market is dynamic and changing in many ways? Some of these changes include the value or price the market is willing to pay for your product / service, changes to the product or even who is providing the products. I find that one of the biggest changes in the market today is how “the market” finds your product or service and how you find the market!

As the Internet and online resources grow and provide more information (remember, it adapts to its market / audience, too!) people are using these advance to find or eliminate you. Have you embraced this advance in technology?

While I claim not to be “The Expert” in this advancing online technology, I am studying it. I myself am changing and working to adapt to these advancements so that I’ll keep up with today’s market. You must do the same if you seek success too.

People say that business will never be the same as it was. They are correct, so why would you want to stay the same.

Invest your time in studying the new ways the market is processing information and doing business. Examples of these advances are evident in all the social networking / media sites such as Twitter.com, Facebook.com and other similar sites. Notice what others are doing; find out what succeeds and even what doesn’t as that is useful information too. Take courses and seek out experts in these new fields. (I recommend Mike Lyon and his site www.doyouconvert.com as he specifically helps you to tie these technologies directly to the arena of new home sales!) If you cannot attend training or seminars then get a book or at least follow articles and blog’s.

It’s not about how much money you have to learn these concepts, in fact you’ll find much of what you need is FREE! What really matters is that you correct yourself and decide to keep up with the market instead of being left behind!

Looking for some good resources to start your journey, check out the links on the right marked as “Must visit Sites”. If they have newsletters, sign up! If they have Youtube.com videos, watch them.

Also, feel free to connect with me on the following:

Twitter at www.twitter.com/newhomesalespro
Facebook at www.profile.to/stephenturner
Linkedin at www.linkedin.com/in/newhomesalespro

How Tuff are You?

2009-07-11T16:43:00.004-04:00

July is historically one of the toughest months in new home sales. With this being July of 2009 this maybe the Toughest Month of the Toughest Year in New Home Sales, Ever!
So what does that mean?

Should we give up and throw in the towel?

Now is the time to push full speed ahead and create your own success. While this is a tuff time in the homebuilding industry, there is opportunity. That opportunity is our ticket to success. Lets look at several ways that we can make now, a great time for our sales success.

-Much of the competition is planning on a slow down. While they may be “sucking it up” and preparing to weather the worst in the next month or so, you could have the upper hand by using this time to plan your success. Go to your customers, rediscover the lost art of prospecting, you may be the only one doing this right now while the others just wonder where their traffic went!

-While walk-in traffic is down, focus on building relationships with your current and past customers. Provide them the best “experience” and customer service, and get them involved in helping you with referrals’. (Don’t be afraid to get their referrals, it’s in their best interest to help you. After all, who wants to live in a half completed community?)

-Use this time to work on yourself and your skills. Attend seminars, read sales books and improve your skills. This can help so much. The way I see it, if you want to improve your conversion ratio you only have 2 choices, either get more traffic (tuff month for that) or get better at Closing! Which one can you control now?

Those were just a few quick examples of actions you can take right now. By doing so you can tuff-in yourself and prove you are tougher then this market. Why not work hard now and position yourself with immediate sales success and then dominate your market when things improve. (Some are seeing improvement already, are you?)

Getting Creative to find more Customers

2009-05-24T14:02:00.006-04:00

New home sale’s is about improving people’s lives in one way or another with the benefits they receive from a new home. As the market is ever changing, today we find less customers coming in our door seeking improvement. That doesn’t mean they don’t want improvement, it just means something is preventing them from moving forward and visiting us.

While knowing how to overcome whatever is preventing them from a better life is part of our job, (overcoming objections) it is had to do if the customers don’t even show up, right? This is where most salespeople need the biggest help right now, getting prospects. See finding customers is what we have historically called “Prospecting” and that seems to be a lost art these days.

So what are you going to do about it? It is time to learn the art of prospecting or if you are familiar with the concept, DO IT! Something always can be improved as people still want a better life. While they may be too afraid to find the solution they need, they are more apt to get over it, if the solution finds them.

I encourage you to get creative, go out and find ways to reach these people. Show them that life can be better, then show them how.

Following are a few specific ways teams I’ve coached are getting it done.

Visit apartments door to door.
Visit HR departments of companies.
Host community events for current customers and encourage referrals. (Never forget your past customers. They are still valuable resources.)

They were just 3 examples of ways to go get customers. Notice in the above ideas I said, “visit”. Fact is if you sit behind a desk in the model all day, you’ll miss out. Get up and go find someone and help them!

Have additional ideas that have produced results for you? Feel free to comment and share them with others.

Wish you were better!

2009-03-17T17:17:00.001-04:00

Personal development is always important, and never more so then right now. While the world around you is changing, the only thing you can control is yourself. Such as your attitude, mindset and choices. What choices are you currently making?

It seems as if everyone is running around like Chicken Little, whining about “this economy”. My response is so, what are you going to do about it. Not in a ho-hum way but seriously, what are you doing about it?

Jim Rohn a champion of personal development, often states “Don’t wish things were easier, Wish you were better!” If we you wish the market was better so you could sell more homes, what does that say about you and your abilities? Why not work on improving yourself and your capabilities. Now is the perfect opportunity for growth and improvement.

So, how do you improve yourself? The simple answer is: Skill Training! To elaborate, now is the time to learn new skills and techniques. Invest in your education and work on yourself.

The good news is that it has never been easier to learn new skills. Many resources can be found. These are just a few ideas to get you started on your personal development quest:

-Trainers & Consultants. Many sales trainers are passionate about sharing their expertise and are waiting to share new insights. Check their website as most offer value added content or newsletters for FREE!

-Online Info sites /forums. Many websites are being created to provide learning opportunities. Forums or networks allow fellow users to share their experiences and exchange information for the betterment of all members.

-Seminars & Classes. Attend learning events and courses that can teach you something new. Many of these events require participation and will stretch you from you comfort zone and allow you to “experience” the new subject being taught.

-Books. There is a tremendous wealth of knowledge to be gained by reading books. Pick up a new book and don’t just read it, study it. Pick up a new skill by reading and apply it daily!

-Videos. Much like seminars, these are educational experiences that you can see and hear. The other benefit of a video is you can follow along on your own schedule. (Hint, check out youtube.com as more and more sales training videos are showing up!)

-Podcasts. This newest category of tools to help in your development is growing rapidly in popularity. Podcasts are audio programs available for download to your mp3 players. Many are free and can be great resources to check out.

Now that you have some ideas to help you begin your journey, pick one. Take one of the ideas above and do something! Create an action plan and do something today! Don’t wait for everything else to get better, just be a better you!

Conversationally Connecting

2009-02-03T15:58:00.003-05:00

Sometimes sales professionals make the sales process out to be an elaborate, complicated process when in reality, it is as simple as having a conversation.

Look at the profession of new home sales. The first step in the new home sales process is known as the meet and greet. All to often associates believe that this just means to welcome the prospect and exchange introductions. They tend to create shortcuts that eventually catch up with them later in the process and ultimately cut their income. While your goal is to Smile and welcome the prospect as they arrive to your model home, the meeting and greeting has just began. You’re not ready for the next step just yet. Instead, invest time and effort in this new relationship. Get to know the prospect personally. Where are they from, what sort of work do they do and what do they enjoy for fun. Don’t rush towards “getting down to business”.

As you get to know them ensure you share a bit about yourself. The goal of the meet and greet is to create and establish the foundation of this new relationship. The time invested here should give the customer confidence in you. This is needed to progress into your presentation with them.

How do we accomplish so much in the meeting and greeting stage? One word, Conversation! Yes, it’s that simple. Your goal is to start a dialog, get a conversation started. Forget about “working the prospect over” or jumping to the close. All you really need is to get them talking and a conversation will ensue. (You can’t close them if your haven’t opened them.)

When you think about it, your entire sales presentation is just a guided conversation with the prospect. It’s a guided exchange because you know what points you want to discuss and you’ll learn what they too want to discuss. It truly is as easy as just starting a conversation.

The conversation will grow and expand over the course of your presentation. Make sure your presentation is a dialog (not a monolog!) between you and your prospect. Talk about what you have, what it will provide them and find out what they think or feel about that. You’re looking for agreements and input. No need to make it confusing. Selling doesn’t have to be so “strategic” or “regimented”; instead it should flow naturally like a simple talk with your friend or neighbor. Reality is, when you’re in the model home with a prospect you are just having a simple discussion about real estate and homes!

For practice try starting a conversation with everyone you meet. Anyone. Maybe someone at the checkout line, in a waiting room or anywhere you are. Below are a few ideas to help you get started.

1. Questions are the Key!
2. Find out the other persons name and where they live or are originally from
3. Give a specific comment/ compliment about something of theirs you noticed (Car, coat, shoes etc)
4. Ask about what sort or work they do and share about yourself too
5. What’s their family like, do they have any pets
6. Find out what sort of places they go or things they do for funBe on the look out for common interests, and then discuss them

Go ahead, get some conversations started. Write back and tell us how it’s going!

Defining Success

2008-11-23T15:40:00.000-05:00

Many have set out to become Successful or to say they Succeeded. Maybe you will achieve success too. But what is Success?

When you think about it there is no set definition of success. Every body has a different vision or idea as to what success means. Others don’t have any clear image of success other then the fact they are determined to arrive at it.

Like any trip or journey you will not know when you have reached your destination, till you know what exactly your destination is. That may have oversimplified things a bit, as we all know the old saying “life is not about where you are headed it, what happens along the way”. While there is great truth in enjoying the journey, we still need to decide where we want to head.

How can you measure success? In goal setting you need to identify your goals or dreams and be able to measure them. This way you can determine if you have fulfilled those goals. (Which reminds me of a great sales question, “How will you know the right home for you, when you find it?”)

Words heard often from of one of my most respected mentors are “Date and Time Certain” as well as “Glittering Generalities”. See, if you were to tell my mentor Mr. Wisdom, that he would have what was requested “next week” he’d tell you that is a “Glittering Generality”. (or he may just shout GG at you!) Your answer may have sounded acceptable to others but it did not give a date and time certain. Without such specific information as to a due date, how can you be held accountable? Same for goal setting, make it specific and hold yourself accountable.

Once you have a clearly defined your specific goal, you can then come up with a plan of what specific actions you will take to accomplish this goal. Then all you have to do is follow those actions to be headed in the direction of fulfilling your goals. If you are following through and accomplishing your goals you would probably say you are “succeeding towards your goals.” See you are succeeding now! If you keep succeeding than you can be successful. So what is success?

To avoid a Glittering Generality, I would specifically define success as following the actions necessary to achieve the specific goals you have set for yourself. Everyone will have a definition of what success means to them. For some they may believe it to be a monetary achievement while others would declare success as a career path or job they seek to obtain. Others may have something completely different in mind. Any way you look at it success is personal, yet you will never achieve it if you do not know what exactly it is!

Ultimately it is my belief that Success is the life you enjoy, leading along the path to accomplishing your goal.

A few parting words of caution. I like so many others who set out to be successful; without knowing what success is, find it is very easy to fail. Along the way to success you may sacrifice your family, friends, happiness and even your personal principals in hopes that you can get it all back when you become Successful. Beware, you will not get those things back nor will you actually find a place of success. Take action to lead you in the direction of your dreams & goals. May you have fun and happiness on the adventuresome journey that takes you in the direction of fulfilling your dreams. By doing so you will have truly found success!

Do you have the Wong Attitude?

2008-01-16T18:06:00.000-05:00

Attitude is everything! How many times have you heard that? It seems like someone is always speaking of attitude and people with bad ones or those in need of an attitude adjustment. Ever wonder what exactly is the attitude they should have?

Every one is always searching for a positive attitude. Others refer to it as a positive mind set. Whatever you choose to call it, the bottom line is that your thoughts and attitude have a huge impact on your actions, success and overall life!

I’ve meet many people that feel a positive attitude is too phony, that it is something you have to force or pretend to have. Have you even felt the same way? Well, a true positive mindset is not all rosy; it is more about confidence, and choosing to look at things in a certain way. Yes, you can choose how you will view things. You have the choice to see the positive in everything; your thoughts will determine your perception. For example, are you one who can always figure out all the ways something cannot be done, or do you focus on how it may actually be accomplished? The answer holds the key to the type of mind set or attitude you have.

Spending years on various sales teams in new home sales I have witnessed first hand many different beliefs and mind sets. With the past year being what many viewed as a tough real estate market, I have seen many attitudes change and harden. Luckily I have also had the opportunity to see some “Can do” attitudes too. No one better exemplifies that sought after positive mind set then a buddy of mine, Mr. David Wong.

David left a successful management career in late 2006 to join the sales team of south central Pennsylvania’s number one homebuilder, Keystone Custom Homes. His first year was spent working with experienced new home sales professionals learning, growing and planning to be a success himself. A promotion came in summer 2007 where he got to put his skills to the test and was now responsible for managing and selling his own community for Keystone.

As 2007 was a return to a normalized housing market after record highs, many professionals (I use the term loosely) were wasting their time and energy bellyaching about how bad the market was. Not David. No, David just kept at it. He was working on the basics such as building rapport, presentation skills and pursuing opportunities on how to help customers. If there is one thing David Wong is know for it is his genuine and sincere desire to help his prospects and customers.

Like the housing market of 2007, David’s story is no fairy tall either. After several months of hard work and persistence, David did not have the sales volume he planned on. This would have been the time most others would have given up or have grown cynical and cursed their situation, then blame others for their lack of results. Not David.

He continued to keep at it. He always remained positive and he knew that if he kept at it, he would succeed. He just knew there had to be a way to make it work. Sure enough, in December, a month that many believe “Nobody buys around the Holidays”, David Wong’s persistence and “Can Do” mentality paid off. That month he sold 3 homes! Yes 3 homes! Given the time of year, market conditions and prior sales volume (or lack thereof) this was truly an impressive feat.

David and I have spoken about this breakthrough performance. When asked what caused this record sales increase and success, David modestly responds with stories of how he just kept at it, he never gave up and knew it could be done. He just had to find the right way. Sure enough he did. With a positive attitude like his, I am sure much of David Wong’s success is because others can’t help but be impressed and feel comfortable working with him. His attitude is contagious.

The moral of the story is simple. You can do it, if you choose to do it! With your head in the game and choosing your mindset, you can accomplish whatever you desire. Where is your head? Do you choose to be positive? Most importantly, do you have the Wong Attitude?

Guiding Principals to Success

2007-09-17T21:57:00.000-04:00

Recently someone asked me what I thought were my habits that have helped me to succeed in New Home Sales. After some thought and reflection, I have put together a list of principals that could guide you to triumph too.

Rule #1, Be There
It sounds simple enough, right? When the sign says your open, make sure you are! It is surprising to see that such a simple rule gets broken in this industry.

Relationship Building
Homebuilding today is a process that can take 4months or over a year from sale to delivery. Customers want someone they can trust and will “be there” for them throughout the process. Can they count on you?

Utilize your “Booster Club”
Lean on your support group or “Booster Club” for encouragement and advice. I utilize my network of friends in the industry to get feedback on market conditions. Peers, teammates and management should also make up your booster club. Go to them when you have a challenge or need to run an idea by someone.

Plan & Execute!
Plan your work and work your plan. It is one thing to plan what it is your going to do, but do you actually do the work required for the plan? Set a schedule in place, each week set time aside on your calendar for follow up calls, prospecting and broker outreach. Just as you have a to do list, you should have a “what not to do list”! This can help keep you on track.

Have a genuine interest in Serving Others
In sales it is not about “selling people”. Sales is not something we DO to others, instead it is a process of helping others. We discover their dissatisfaction in their current situation, figure out a solution and help them OWN it!

Relentlessly Pursue Excellence
“Good is the enemy of the Best!” Always look for ways to do better. Get feed back, analyze your performance and set a course to improve. Use your commutes and spare time to listen to audio courses or reading books that will help you grow and develop.

Persist without exception
Have you given it your all? Is there anything else you could have done? Then DO It! Being a success in sales is about hearing no and persisting anyway. Hit you challenges head on and find a way prevail.

Predetermined Positive Mindset
Create your own positive environment. Smile, its contagious! Filter your thoughts and look for ways things can be done instead of ways it can’t be done. Avoid “toxic” people and gossip.

Disciplined Passion
You have to have a love for what you do! New home sales is an emotional business. It emotional for our customers and with ups & downs it bound to be emotional for us as sales people. Do you have the discipline to keep yourself together on the roller coaster ride of emotions?

It's amazing how just a little bit of service and a few simple words can pay off with big results!

2007-07-30T09:12:00.000-04:00

As a new home professional for over a decade, I was taken back this weekend while helping this one family in particular upon their arrival to one of my communities.

They arrived like any customers do, they pull up out front of your sales center, in this case grab the kids from the vehicle, look around and then enter through our door. I walked over and greeted them as I do anybody and started conversing with them. After a few moments of exchanging names, talking about whatever to break the ice (In this case a nice truck they had that was just under a year old.) we started to enter the discovery / qualifying phase. So far nothing unusual, just the basics as I am sure we all do daily, right?

By asking the questions I encouraged them to explain about their current home and situation to me. They responded with the typical responses you would normally expect. Still nothing unusual.

Then (and here it comes!) I asked them simple “What are some of the things important to you, that you would like in your new home?” See to me this sort of question is one I have been asking for years, it was nothing new to me. However, Mr. Customer turned to Mrs. Customer. He looked at her as she looked back, silent. They stared at each other, and then slowly, gradually, a smile began to grow upon their faces. All this time passed as if it were slow motion, all the drama! What was going on I wondered? My initial thoughts to myself were “Hay it’s a simple question, what’s the answer pal?” Mr. Customer did finally turn back to face me and with a large smile and sigh of relief, he answered.

In all the years spent helping customers I never got an answer before quite like he gave. His response was “Thank you! You are the 1st person in all the homes we have looked at, to ever ask what was important to us!” WOW! My mind was yelling silently “You have got to be kidding me; nobody has asked you what was important to you?” My heart filled with joy as in that moment it had become clear; I was now #1 on their list! Jackpot!

I proceeded to spend about an hour continuing to help these folks, demonstrating the home and the other home plan that would work for them. Out to the homesites we went continuing the presentation with the family and providing the superior service they deserve. Although they did not purchase right then on the spot, we have set some time aside for them later this week.

The message for you to take from this example is simple. You can see how just a little bit of service can go a long way. Keep that thought with you and ask yourself, at work do I convey an attitude of caring and am I here to help my prospects? What could I do to convince my customers that I am interested in them?

To me another message was clear. Not only was I intent to help this customer but it showed me others must not be. How sad. This must serve as a sign, a benchmark if you will as to the lack of service and genuine deficiency of interest in our prospects & customers, exists in our industry this day.

Why not project an attitude of authentic interest in helping your customers. Focus not on the sales you hope to make, instead focus on the superior service you wish to render. By doing so you would have helped your customer and over time have helped yourself to be among the top professionals out there.
Please leave your comments on ways in which you excel (or will now excel) at conveying genuine interest for your customers or even some examples of superior service you have rendered!

The Value in YOU!

2007-07-24T00:08:00.000-04:00

As New Home sales professionals your job is to create value for your customers. We all know how (you better know how or you will not be in this business much longer) to do this for our homes and Communities. We then communicate this value to our prospects in an effort to show them the benefits they will obtain by owning the brand new home you have for them, right?

What about the value in you? Are you communicating the benefits and value of doing business with you? You should be! You are part of the experience! Their experience that is, as their “trusted advisor” in the home buying process. With that said, are you supplying the professionalism and superior service your customers are worthy of and demand? Of course the answer should be a resounding, Yes!

Although so many conveniences of life these days are so impersonal (internet shopping, automated phone systems, ATM’s etc) customers still want to feel important, they want to enjoy the experience and truly connect! In other words in our fast paced world people are still seeking relationships. Are you delivering what they want? Have you connected with them, made them feel welcomed and comfortable? Moreover, have you given them a reason to allow them to give you their business?

Are you creating the experience they desire in your new home sales presentations? Are you building YOUR value with each customer to ensure they are receiving the attention and service they seek? As the market returns to normal (Yes, this is a normal market currently. You know, where you have to work to help prospects purchase a home instead of shouting, “Next” as customers lined up outside your office) you must demonstrate every benefit to the customer and your professionalism should be one of those benefits.

I have always found that having strong product knowledge has been instrumental in helping to build my value in my customers mind. Sharing this knowledge when appropriate has allowed me to demonstrate that I am a professional willing to help and above all, can be trusted to “take care of them”. That’s right. I position myself so that they realize I am the professional they want helping them with their new home. After all with so many nightmare home building stories people have heard, they want reassurance that things will be better for them. When they find a professional who they believe can truly help them and make them feel as though they will be taken care of (that’s part of the experience we alluded to earlier) it allows them to entrust their business to you. By doing so you would have earned their business and have made the sale!

This is just one of many ways to build YOUR value. What other ways can you think of? You have a chance every day to build and improve the value you provide. Why not invest in improving yourself and becoming a student of your profession? Read New Home sales books, articles and attend workshops / seminars from within the industry. Go the extra mile to increase your value and remember, masterfully communicate this value to your Customers. They have been waiting for it. You may just find that you end up helping more people then you ever thought possible!