Do you have leads that have become lifeless and unresponsive? Well, get out the paddles and charge them up. It’s time to shock them back to life with what I call “lead resuscitation”. Video Link Many of you have a growing database of prospects. It’s filled with leads who have visited, called, or emailed you. …
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The Other 95% 2
Most home sales executives focus on the top five percent of their prospect list. Be honest. Take a mental inventory of the top sales prospects you’re actively working with right now. When I ask sales execs to do this, they pause and think about it for a few moments, sometimes longer. Then they come up …
Read MoreStaying Efficient with Planned Interruptions 5
As a salesperson, it’s your job to respond to customers. It’s what I call “planned interruptions”. You’re calling, emailing, maybe even texting. You know that a fast response equates to conversion. With all this communication juggling, how can you be productive, efficient, and effective? Managing interruptions sounds like an impossible task. Stephen Covey, the master …
Read MoreMind The Gap – Why Persistence Pays Off 0
If you have seen me present before, you most likely have been involved in a little audience participation. I will ask the crowd, “How many of you follow up with your leads at least once 100% of the time?” Most people raise their hand. “OK, 100% of the time at least twice?” Hands start dropping. …
Read MoreManage Your Leads – Create Sales (video) 0
In this video, I discuss the importance of utilizing a CRM or Lead Management tool. (WARNING! It gets heated when I talk about sales managers using the system too…but it is all out of love.) Let’s face it; this is not a sexy topic. Most sales execs roll their eyes when I bring it …
Read MoreDeep Thoughts: Customer Experience 0
I can’t remember where this quote came from… I think a podcast, or a book… forgive me whoever said it first. “The last impression is the lasting impression” That’s deep right. It is something to think about in the customer experience. We just finished our new home. We designed it, we love it, but the …
Read MoreInternational Builders’ Show – 2012 0
Are you Orlando bound in February? Don’t miss 2 great seminars guaranteed to provide you with new ideas that will create more sales in 2012! Marketing Solutions for Serious Sales Results Date: Friday, February 10 Time: 10:00 – 11:30 am Location: West 312 Description: Three leading industry trainers and speakers have concentrated their new home sales and marketing strategies and techniques …
Read More5 New Year’s Resolutions for Your Online Sales Program 0
Have you made resolutions for this year? Why not add a “Create a best-in-class online sales program” to that list? I recently had a conversation with a very large home builder about starting an online sales program and they basically said, “Mike, we like to make slow and calculated decisions. We will get there eventually, …
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