Are you using old outdated methods to communicate with your prospects? Here I share a story about an encounter with a real estate agent while my wife and I were shopping for a home. She made the choice not to upgrade her process and now her 30 year old business is suffering because of it. …
Read MoreCategory Archive for: ‘Video Posts’
(video) Lead Generation – Managing Your Outbound Activities 1
At this year’s PCBC conference, I was asked to give a 2 minute tip sharing best practices of a sales executive that I worked with. In this video clip, I discuss lead generation and managing your outbound activities. Without a specific system or process the numbers I talk about here will sound unattainable, but I …
Read More(video) Presale Without Fail – New ebook from Kevin Oakley 0
Hot off the presses! This brand new ebook will change the way you release new communities – and get you more sales. In this video, I interview Kevin Oakley about Presale Without Fail: The Secret to Launching New Communities & Phases with Maximum Results He shares how to sell multiple homes on the day one …
Read More(video) What Are Your Model Hours? 6
When a prospect asks, “What are your model hours?”, what are they really asking? You can’t just regurgitate your hours and hang up the phone, you really need to get to the heart of the matter. This is one of the most important (and expensive) decisions they will ever make. By simply giving out model …
Read More(video) Digital Native or Digital Immigrant 0
What is the difference between a digital native and a digital immigrant? Is your hero Steve Jobs? Or is it Pellegrino Turri ? (What you don’t know who Pellegrino Turri is?! Is your first instinct to run to the encyclopedia or the interwebs….) No matter if you are a native or an immigrant, if you …
Read MoreKeep Your Phone Skills Sharp (video) 6
I’ve had plenty of sales associates (even a sales manager) tell me, “I do better selling face-to-face, it’s hard for me to connect with people over the phone or by email.” The problem is that customers aren’t shopping face-to-face, they’re shopping online, and the primary forms of communication during the “shopping phase” are email and …
Read More(Video) Join.me – Quick and Easy Collaboration 0
Recently I was talking with a builder about options to collaborate with prospects and clients. Many of the webinar programs out there are just too pricey per user, and can be cumbersome with the need to download software. I heard about join.me a while ago and now they have some cool new features that make …
Read MoreDon’t Curb Qualify Your Leads 2
As a sales professional, you have probably heard the term “curb qualify” right? It’s a big no-no. We are trained never to pre-judge or assume anything about a potential prospect until we learn more about their specific needs. The problem is, many forget this valuable rule when it comes to their online prospects. View the …
Read MoreIt’s Time to Build A New Virtual Model Home 4
View video here What kind of an impression would you make if people searching for a new home show up at your model home and you have no furniture, a small desk in a dimly lit corner and weeds in the flower beds? When they ask for a brochure, a salesperson hands them a crinkly …
Read More
