PCBC always boasts a lineup of excellent keynote speakers, and this year isn’t any different! It’s so good – I had to shoot a video!

New Home Sales: Maximum Download

Wednesday, June 5, 9:45AM- 12:00PM Register Here >>

Take part in the powerful Maximum Download, and get the tools to propel you to prosperity.

When you attend the PCBC New Home Sales Maximum Download, you’ll become alumni to the ultimate new home sales resource center.

Get ready for fast, focused; results oriented sales education that will transform your sales efforts. The PCBC New Home Sales Extravaganza and your on-site sales success will reach into the stratosphere.

Guaranteed, you’ll learn how to:

• Master a paint-by-the-numbers sales process
• How to vaccinate your self against “de-motivators” and ensure continual success
• Embrace technology and win today’s buyers.
• Overcome real world objections-with real world solutions
• Defeat and diffuse your competitors
• How to Ignite the Internet as part of the home buying process
• Exceed your sales goals and increase your conversion ratios
• Build a predictable and sustainable selling business
• Walk away with a concrete strategy that will multiply your sales

*Includes a complimentary ticket to the Superior Sales Management 

Superior Sales Management

Wednesday, June 5, 1:30-4:30pm Register Here >>

How will you be prepared for today’s challenges, and tomorrow’s? By learning breakthrough ideas that will enable your team to earn the big numbers in new home sales. Ideas and techniques that will ignite your selling power and stimulate excitement in your team members. Powerful strategies and tactics that will arm your team with the tools required to compete and win.

It is a NEW WORLD. CREATE SAVVY SALES TEAMS that can SUCCEED in it!

Guaranteed You’ll Learn How To:

• Coach, Counsel, and Create Confidence
• Attract and retain top performers
• Enhance your sales process with online tools and 2013 tech
• Transform ordinary people into supercharged salespeople
• Lead, inspire, and motivate your team to reach peak performance
• Become a technology enabled sales leader
• Enable your team to deliver reliable consistent results month after month
• Tap into the adventures of Fearless Leadership

Digital Technologies Forum + Builder Tech

Thursday, June 6th 8:30AM- 5:30PM Register Here >>

Digital technologies have transformed the way people communicate and interact—with their immediate circles, with the broader web community, and with brands and businesses. In a world where information is ubiquitous and customer rants and raves are just a Yelp away, your homebuyers have never been more informed and empowered. Brand new for PCBC 2013, the Digital Technologies Forum will help you leverage the potential of online and social tools to target, reach, build relationships with and convert prospective buyers.

Register for PCBC Digital Technologies Forum here:

Builder Tech – FREE

Attend the PCBC Networking Reception sponsored by the Builder Tech crew following the Digital Technologies Forum. Free to attend!

Register just to attend the Builder Tech reception:

Similar Posts:

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According to research, 40 percent of leads will be closed through ongoing follow-up. Yet, many sales professionals I talk to have not yet established a lead nurturing program. Yes, they’re winging it. They make calls every so often and follow up with emails when they have the time. That’s not a system. It’s wishful thinking.

Meanwhile, others utilize an organized lead nurturing program to continually engage their prospects. This is a schedule of calls and emails, prepared messages, and a stash of useful articles and other information to pass along. Which approach do you think is more effective in closing the sale—haphazard contact or an organized system?

You might be thinking, “Oh no, another system to learn!” Well, it’s not that hard.

Here are some tips to execute a successful lead nurturing program:

• Media mash-up: Don’t rely on just one medium. Follow-up with your prospect using a variety of formats, like phone calls, targeted emails, and newsletters. Send them personal notes and forward useful information.
• Stay on target: The purpose of lead nurturing isn’t just to hammer away at a prospect. Keep your communication relevant, timely, and informative. It’s quality AND quantity that boosts the effectiveness.
• Timing is everything: Use the scheduling feature in your CRM to automate your communication. You can plan ahead and send out your electronic contact at pre-determined times and intervals.
• Serve it up in small doses: No one wants to sift through lengthy emails or long-winded phone messages. Give them nuggets of information, and invite them to come back for more.

Calling or emailing a prospect every once-in-a-while is not nurturing. If anything, you are doing the opposite and distancing yourself from a potential sale. Take the time now to set up processes that you can replicate and duplicate at will!Similar Posts:

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Anthony Grasst of Home Street Bank, prepares to speak at the Sales Central International Builders Shows in Las Vegas, NV. Grasst will be speaking about what sales people need to know about financing. He takes a whole new approach to this subject, skipping the technical aspect and focusing in on how to speak emotionally to people based on their demographics.

Jeff Shore shares the biggest take away from the pulse report he just delivered at IBS in Las Vegas. Jeff’s advice “protect your margins, lower your incentives, go back to value purity”.

Sonora Munks, Steve Bunce, and Tom Vetter introduce Sales Central. Steve describes Sales Central as a destination for those hungry for sales and marketing ideas in the new home residential industry.

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By Cyndi Wright – Project Manager at Mike Lyon Group

It has been months of planning and preparation here at the office for the big day.  After all of this hard work, the time has finally come for the Supercharged Sales Managers Conference. And despite seeing all of the planning from the back end… I have absolutely NO IDEA what to expect! This will be my first time attending a Sales Conference, and I’m very eager to see what all of the hype is about.

My First Impressions

Walking into the conference room, I’m impressed. A TON of books and giveaways are arranged in front of every spot and the setup is world class. All in all, the room looks very professional and…fun! Not at all like the stuffy, boring, conference set up I was expecting (much to my delight).

And the Conference Begins

Mike Lyon welcomes the crowd and introduces  Myers Barnes, and I’m immediately stuck on every word. I look around the room, and see the same response from the rest of the crowd. Myers talks to the crowd as if he is one of us. He walks around the room, makes eye contact, and calls people out by name. I find my notebook filling up as I scribble fervently.

Next up, Mike Lyon takes the stage and I  watched the crowd sit on the edge of their seat, as he introduced new data and statistics that will have a huge impact on how builders do business in 2013. The bottom line, technology and the online landscape has forever changed how we market and sell homes.

Day 2 – Winding down….or not!

The next day at breakfast, I enjoyed conversing to the 100+ other attendees about how excited they were for this day’s events. These feelings mirrored mines exactly. More real world info, best practices and of course – an iPad giveaway.

I was surprised to see the same energy on Day 2, as the first day! After all of the information shared on Day 1, I couldn’t believe there was so much more to learn! And, shockingly of all, the momentum NEVER DIED!

I was astounded by the conference as a whole. The positivity and excitement felt in the air let me know that my fellow attendees shared my sentiments.

I can’t wait for next year!Similar Posts:

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It is tough to be on the road and at the hardest times I find myself asking why I do what I do.

On a recent call with my business coach Ruth, she helped me put things in perspective. She said, “Imagine yourself 5 years from now…as you look back, what has made you proud?”

That really hit me. Good times or bad, hard work or easy, we have to choose a path that will make us proud. I love our industry, what we stand for and those I work with. My hope is that you have the opportunity to follow a path that makes you proud.

So what makes YOU proud?Similar Posts:

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Of course, I ended up with a Chevy Astro van with the back seats taken out so I could store all my junk. Dom Pérignon taste, Pabst Blue Ribbon budget.  I digress.

Fast forward to today, I’m out for a run and I see a sweet Tacoma double cab and it hits me,“I’m a baller now, I’m going to go buy me a truck!”  Positive self-talk, right? I go home, tell my wife and she totally surprises me, leans over to give me a kiss and says in her sweet voice “You go get yourself that truck honey.”

Whoa – game on. So I start looking. Now folks, I’m a buyer. I have an 8 year old Toyota 4Runner with 100k miles, time for an upgrade. I buy late model used cars and I drive the heck out of them! I don’t do car payments and I look for the best ROI.

At this point, I’m not kicking tires – I’m pretty serious. So I go online, start my standard obsessive-compulsive search that keeps me up at nights. Researching everything, everywhere leaving no stone unturned.

I narrow it down to 2 strong possibilities and one of them is the beauty:

TWIST: This listing is one of the few that didn’t have the price listed, anywhere, not on Cars.com or on their website. (That drives me bananas because I know they just want me to fill out the form.)

But, I’m interested, so reluctantly, I fill out the contact form knowing full well what I am getting myself into (I’ve shopped dealers many times). Here is the message I send mostly pre-filled for me from Cars.com. Note: I also give them ALL my contact info because my wife said make it happen cap’n. I want a new truck!

Hello!

I’m writing from Tulsa, and I’m interested in the 2011 Toyota Tacoma you have listed on Cars.com. I would like to know more about this vehicle. I can be reached by phone at XXX-XXX-XXXX

Thanks Mike Lyon

Additional Comments

I am wondering what the price is? I also have a 2004 4Runner I might trade in. Thanks.

Sounds like a good lead – right?

So, this was submitted 9:17 a.m. on the weekend. The auto response comes back 10 minutes later.

Hi Mike,
My name is (“internet manager”), I will be working to help you find the right vehicle at the best price.

My assistant  will contact you to make sure we get you all the information you need.

Thank you for your request for information, and she will be in touch soon.

Ok…standard protocol. Then I get this weird little message 3 minutes after that?

Good Morning Mike,

I just received your request. Is this a good email address to send information to?

Thanks.

Jamie
Customer Service Representative

At his point, I’m like, what is this? Are they trying to make sure I am a human? So I send back a response – because I want the FREAKING PRICE OF THE TACOMA!

So I reply:

Yes. I am looking for pricing on the Tacoma. Thanks!

OK – So I am a real person, asking a simple question, that should elicit a pretty straightforward response.

(Note: I gave my phone number, still no call)

One day later, I get this message:

Mike

Thank you for your interest in the Toyota Tundra that we have on our website.  It is still available and ready to biy (his spelling, not mine).  We have it listed for $45900 on the lot.  I can let it go for $42600.  Would you like to come in to take a closer look at it?

Ummmmmmm – noooooo, I do not want to look at your Tundra (see my initial request for pricing on your Tacoma spelled T-A-C-O-M-A) At this point, I am actually a little amused thinking to myself, is this for real?

(Note: still no call)

Then, later that day – I get this text…you heard right, a text message with a picture of….wait for it…the Tundra!

Mike that tundra @ (dealership removed) is still available, and is really nice.

I’m thinking, “Wow – thanks bro, I’ll be sure to let anyone I know who is looking for a Tundra that you have a really nice one, in the meantime, can you just get me the FREAKING PRICE on the Tacoma”

P.S. Don’t text me – we aren’t there yet in the relationship.

P.P.S. How do you know this is my cell phone?

Update: One week later, no calls and no additional emails. Classy move guys.

By now, I have cooled off a bit. They could have had me, but alas, it was not meant to be. Maybe I am  being harsh, but this just doesn’t seem right. Especially considering this dealership’s monthly advertising budget is probably well in the hundreds of thousands! (I see their super cheesy commercials featuring the daughter of the owner) Let’s just say, we didn’t get started off on the right foot.

The moral of the story: You don’t have to be superhuman at follow-up to get a sale; you just have to be good.

Pay attention folks, this is your competition. How do I know? I’ve seen shop results of 1000’s of real estate agents and homebuilders. Half of the time, there is NO FOLLOW-UP at all. My encouragement to you – join the top 3% and develop a plan to be remarkable!

Online leads are people…. (that reminds me of the classic line from Charlton Heston “Soilent green is people”)

Customers spend 10-20 times the amount of time online researching their next home vs. face-to-face interaction with a sales person. It’s time to get REALLY good at communicating with your prospects.

(Do you have a similar “fun” follow-up story, share below)

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Three.

There’s not a question in anyone’s mind that a good salesperson has those top prospects down. They’re doing everything they can to write that contract—calling, emailing, and working every detail. I refer to that as “riding your customers like a pony”. (How is that for a visual?)

Meanwhile, they might be ignoring the other 95% of the prospects and potential homebuyers.

So think about this. If you have 30 prospects, you will probably pluck the top two and fixate on them because you can almost taste the sweet success. But if you’re good at what you do, you can work those homebuyers in your sleep.

What are you doing with the remaining 95%? Do you have a process for staying in touch? Do you regularly communicate with them and nurture their interest? I’ve seen many sales executives who haven’t created a toolkit for working this majority of new homebuyers. The number of prospects mounts up, maybe to 200 over a few months, and they just can’t keep up with this crowd.

Of these people, how many do you think will go on to buy a home from someone who made them a hot prospect? You should really be afraid of some other sales executive getting the sale that you let get away. Fear of loss is more powerful than fear of gain.

I encourage you to invest some time in developing your “95% Process”. Create a system to stay connected over a long period, whether they purchase a home or not. It doesn’t have to be complicated. Work your CRM and set reminders. Build some follow-up messaging that can be easily customized to make it more personal.

Realistically, you’re only going to convert 20% of this group to the next step. The other 80% will do what they do, but you should still keep in touch. At the end of the day, if they don’t buy, you have maintained your own personal brand and the brand of your company. And your professionalism, attentiveness, knowledge, and diligence might at least earn you referrals.Similar Posts:

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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 of “Highly Effective” systems, proposed time blocking, where you schedule blocks of time for specific tasks. An hour in the morning for emails. An hour to do follow-up calls. An hour dedicated to prospecting. Sounds great…in theory.

And then you get a phone call during your “email time”. It’s a hot prospect, so you have to respond immediately. Now your time block is unblocked. Your focus is broken and you head off in different directions, leaving behind your wonderfully organized productivity plan.

Here are five ways I’ve discovered that keep me in my Effectiveness Zone (it’s EZ!) even with the interruptions that are unavoidable:

1. Create rock-solid blocks of time when you will not allow interruptions—no matter what. Focus solely on those tasks that will move deals forward. No exceptions!

2. Establish a separate period to address things to do that are important, but not urgent, like follow-up with buyers. I know plenty of salespeople who don’t arrive at the model home until 10 or 11 a.m., so use the earlier morning for this second tier of priorities.

3. Keep your email inbox clean. An over-cluttered inbox is one of the most dangerous threats to productivity. Check it periodically throughout the day and clean it out. Unsubscribe from lists that don’t matter. Create an “Action” file for those you need to deal with—by naming it “Action”, it will sit high on your alphabetical list of mailbox folders. File the others that don’t need a response but should be kept. And then Delete, Delete, Delete!

4. Give yourself permission to forget. Use a lead management system that will prompt you with reminders when needed. Once you’ve made initial contact with a prospect, enter the person into the system and set the follow-up task. Then forget about it for now. Move on to your next priority.

5. Turn off all unnecessary dings. If you have alerts for email, IM, text messages, and Facebook, turn them off. Put the silencer on your phone. Don’t let dings interrupt your focus. But what if that means you miss new prospect who calls during this time? Easy! Set up a phone number on Google Voice that is just for prospects. When it rings, you know to answer this call.

I know that many salespeople get pumped up on these interruptions. They love being busy, but “busy” doesn’t mean you’re productive. If you’re not organized, the interruptions will get the best of you and you’ll be more like a hamster on an endless wheel than a successful sales pro.Similar Posts:

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My loving husband asked me to write this blog- he wanted a blog about my home buying process and experience. I say “my experience”, because I am the one who does the leg work, decides where we want to be, looks at the homes, narrows it down, then has Mike come for final approval so I don’t feel so bossy.

Schools Rule

The first thing I do when home shopping is to decide what schools we want. I use GreatSchools.net to research schools in the area and to find the exact school I want my kids to go to. After narrowing down the schools, the home shopping starts.

Unfortunately, there aren’t websites out there where you can search for a home by a specific school (school district- yes- but not specific school). In order to narrow your search down to a school, you have to use a realtor. I get the zip code for the school I want and go to Realtor.com and I conducted my search there. I also tap into my social media resources- go on Facebook and say, “Anyone buy a home in _____ district? What about ______ school district?”

Give Me the Details…like now!

If I’m looking for a new home, I will search online for home builders, check out their website-focusing on floor plans, price ranges and locations. My husband teases that marketing was created for people like me. I choose services and products based on the website. I have two kids and not much time. If the site is confusing, I won’t stick with it to figure it out. If the information I need isn’t on the site, the chances of me calling to find out the basics are slim to none.

“Do you know who I am?” – Be Professonial and Follow Up

Once the list is narrowed down based on the information I find online, I will call for specifics or make an appointment. Again, I have two kids. If I don’t get a response in the following 24 hours, I will probably forget I ever called and I will mark you off my list. If I make time to contact you, it means I am ready to buy and I will not wait around for a response. Email is wonderful- I can get information while juggling kids, but phone calls are also great.

I once looked at over five homes by calling each listing agent and scheduling an appointment. Not one person was on time, let alone early enough to prepare the home for a walk through. If I am able to be there on time with my kids in tow, I expect the same courtesy. On the sixth home, when I got there the home was open and ready, the agent handed me info on herself and the home, she was able to answer all my questions and right there on the spot she became my agent. Everyone is busy, timeliness is vital.

Another thing that drives me bananas, are agents and sales people who don’t know the answers to my questions or do not get the information to me in a timely manner. Know the basics and if I ask an obscure question, no biggie, but get me the info and soon!

Most importantly- follow up- it really does work. If I contact you, I want to hear from you. AND I will remember you. I will go about my day- think of a question to ask you, forget that question and then I get an email from you and BAM, I remember.

The internet was invented for women like me. I can get more done with my kids. If you are in the places where I am, I will see you. If you have a good website, good follow-up and helpful sales people, I will love you!

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