For more than three decades, NAHB Legend of Residential Marketing, and one of Builder magazine’s 50 Most Influential People in Home Building, Bob Schultz, has produced and presented what has become The Industry’s Gold Standard new home sales skills development training curriculum and courses. Over 5,000 new home sales professionals, builders, managers, trainers, and Realtors® from across North America and around the world have travelled to San Diego, Las Vegas, Fort Lauderdale, and Delray Beach, Florida to participate in his trademark New Home Sales Boot Camp® events.
And it’s right here at The 2018 Best Homebuilding Practices Summit.
It's a Fact. Most Homebuilder Sales Operations Under produce by 10 To 20% (Or More). This creates a huge OPPORTUNITY for homebuilders who are willing to invest in the tools and training to equip their team for success.
Bob has adapted select portions of his trademark Official New Home Sales Development System® curriculum into a special quick-start course just for this Best Homebuilding Practices Summit. It involves INCLUDES 12 hours of coursework that begins prior to attending an intense and very interactive day.
Bob has personally invited sales expert Quint Lears, 2012 NAHB National New Home Salesperson of the Year, to join him as they present the recipe for the Secret Sauce - The What, The Why and The How for new home sales professionals to immediately begin Increasing Sales production, and Help Builders Reduce Unnecessary Costs resulting in increased revenue
The complete new home sales presentation process, focused on helping new home salespeople, regardless of experience (brand new to the 10+ year pro) to maximize every encounter with a customer to increase their sales production.
Builders who have invested in their sales teams to learn these concepts and tactics, and practice, drill and rehearse the techniques have experienced sales and revenue increases from 25 to 45%, and in one case, more than 100%, in just 12 months.
The Congruent Sales Process
The Slight Edge Professional.
Improve Your New Home Sales Presentation
Connecting the Dots
The Professional Communicator
Advancing the Sale.
Preparation: “The Separation is in the Preparation.” This is true of athletes, musicians, and top executives, and is true for top sales professionals as well.
Step 1: Mindset - How to connect the right and left sides of the brain
Step 2: Meaning - Salesmen’s Prayer by Og Mandino
Step 3: Motivation - This is where we have some fun.
Pattern Recognition: In chess, music, and sports there are certain themes or patterns that are common and for which one should be implement at will. This applies even more in New Home Sales.
Someone convinced against their will is of the same opinion still.
Be strategic about scripts. Know the basics inside and out and become unconsciously competent. Great musicians improvise but they don’t reinvent the rules of music.
Using humor and levity for success in New Home Sales
Master the art of selling against used.
Make the big things small and the small things big.
Transfer the emotion of EnthusIASM.