Top Producer Secrets for New Home Sales Professionals is a must have for New Home Sales Agents, Builders and Managers. With such a challenging Real Estate Market, this wonderful book arrives just in time! Whether you are a New Home Sales Agent, a Manager or a Builder you will find everything you need to be successful in this book. Shirleen Von Hoffmann is one of the best New Home Sales Coaches in the Nation and she knows what it takes to be a Top Producer, she has always been one and has closed over a billion dollars in New Homes! She addresses all the steps Sales Agents must do to be successful in any market. If Sales Agents follow her easy, step by step advice, they will be sought out by Builders because what she teaches is one of kind, new thought Sales Techniques, when it comes to New Home Sales.
TOP PRODUCER SECRETS
A New Way of Selling for New Home Sales ProfessionalsBy Shirleen Von HoffmannAuthorHouse
Copyright © 2010 Shirleen Von Hoffmann
All right reserved. ISBN: 978-1-4490-7928-4Contents
Chapter 1: WHO IS A TOP PRODUCER?.....................1Chapter 2: Become an "Edge Agent".....................7Chapter 3: Secret #1..................................19Secret #2.............................................25Secret #3.............................................35Secret #4.............................................47Secret #5.............................................53Secret #6.............................................57Secret #7.............................................69Secret #8.............................................77Secret #9.............................................85Secret #10............................................93Secret #11............................................107Secret #12............................................111Secret #13............................................117Secret #14............................................125Secret #15............................................135Secret #16............................................145Secret #17............................................159Secret #18............................................167Secret #19............................................173Secret #20............................................177Chapter 4: SERVICES WE PROVIDE........................181
Chapter One
WHO IS A TOP PRODUCER?
There are three constants in life ... Change, choice and principles. Stephen Covey
Top producing Sales People are easy to pick out from the crowd. They have an underlying confidence and their sales skills come off naturally. In other words they are so good, you don't know you're being sold. They come from all walks of life and really can be all ages. They don't necessarily have big degrees from big colleges and may have never even attended college. They have that aura that makes you want to be near them. They have a constant hunger for the sale and are always preoccupied with ways to obtain the sale. They are hunters who live for the sales kill. They are sought out by their potential employers and valued as a key part of the sales strategy for any company they work for.
It is proven, in any given market or in any given selling environment that 10% of the people does 90% of the business: That 10% are your Top Producers!
Is being a Top Producer something you are born with or are these skills something that can be learned? I say yes to both! There are people who are born with that drive to succeed and there are Top Producers being created every day. It happens for many different reasons. Some may become Top Producers because they landed the right account or were in the right place at the right time. Some may not know they are Top Producers but when in a sales environment realize they were born with the drive and determination necessary to be a Top Producer. Some have known all along they were born to be top of their game!
Now if you are reading this and know that you're not a top producer, we are going to tell you how you can become one. It will be up to you to make it a reality in your everyday life and sustain it.
Now sustaining a Top Producer status is really what makes you a real Top Producer! Some Sales People may be on top for a year or two and then lose their account or their EDGE and presto, you don't see them on the top 10 list anymore. They don't have the skills to sustain the title and it was just luck or circumstance that found them there. To be a Top Producer you must have that re and passion deep in your soul, all the time. You plan every day to be and stay successful, it doesn't happen by accident.
To be a Top producer with longevity you have to work at it every day, all day. A Top Producer with longevity is the "Gold" that every Sales Person strives to mirror and every employer pays dearly to attain and retain. Why? Because having one top producer is like having a selling machine working for you. A few top producers can be enough at times to run an entire company. And typically, a Top Producer has smooth transactions and happy buyers.
There are definitive skill sets that will get you to the top and keep you there. We are going to teach you those skill sets and we are going to speak directly to New Homes Sales.
Being the best is a daily habit not a hobby.
I send out emails and articles each week. I religiously send them out in order to give value to my clients and perhaps attract new clients. No matter what vacation I may be on or what team I may be training in any given city, I always make a point to send out my weekly emails and do my regular marketing. It's a habit not a hobby. And all good things come with great product, time and consistent effort. Determination and consistency is a huge part of being a Top Producer. Top Producers are willing to change, morph, remap, retool, think outside the box and venture into the unknown to be successful.
We teach New Home Sales Professionals that in tougher markets, they will need to change the way they sell and create new marketing strategies. They will need to work with the clients walking in the door in different ways than they have in the past and cherish those clients with proper and smart follow up and marketing. The days of letting prospects walk in and walk out, leaving your sales to the law of average are long gone.
Can you imagine Sales Professionals who are consistently marketing in their downtime and working the community and surrounding area to attract new buyers? We not only imagine it, we see it happen. We see the transformation through the classes we teach.
We will teach you that if you want to be the best in this business then you will have to change yourself and your habits just as drastically as our markets change. If you keep your mind open to new ideas, the change will not be painful, just different from your current reality. In tougher markets, we have to get back to basics and remind ourselves of why we got into this business to begin with.
Who are you?
Here are some great questions that you need to ask yourself ...
Why did you get into this business?
Do you have the tenacity and know how to stay in this business through all markets?
Are you challenging yourself every day?
Are you in the top 10% of your company?
Do you have a business plan to achieve your success?
Are you willing to change what you do every day in order to be successful?
Where are we going?
Over the last 100 years, real estate markets have shown proven and dependable up cycles and down cycles. Here are some estimated time frames based on 100 year history.
Market Cycles are generally 15 years, 7 or 8 Years in either direction.
Approximately two Presidential cycles up and two cycles down for about 100 years
Real Estate cycles have a pattern that is dependable but not always anticipated.
And so the bottom line is if you are going to be in the real estate business, then you should be prepared for real estate cycles.
In order to make it through the cycles of real estate and have a thriving career, you need to be the very best in...
