Category Archives: Builder Sales

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Kimberly Mackey to be Honored as Associate of the Year by Florida Home Builders Association

Industry Award Winners Announced During the Florida Home Builders Association Summer Conference

 

Video:  A Better Registration Experience Questions are the Answers Part 2

Video: A Better Registration Experience Questions are the Answers Part 2

PART 2:  Recently, I presented to the Manatee/Sarasota Building Industry Association’s Sales and Marketing Council Kick-off Breakfast. It was a great event with about 100-125 building industry and related associates in attendance. They had taken a survey of their membership and asked me to create a program specifically to address the challenges on-site agents andContinue Reading

Video: Questions are the Answers, Part 1:  The Topo Must Go

Video: Questions are the Answers, Part 1: The Topo Must Go

Recently, I presented to the Manatee/Sarasota Building Industry Association’s Sales and Marketing Council Kick-off Breakfast. It was a great event with about 100-125 building industry and related associates in attendance. They had taken a survey of their membership and asked me to create a program specifically to address the challenges on-site agents and even generalContinue Reading

Video: How to Handle the I-Want-to-Think-About-It Objection

Video: How to Handle the I-Want-to-Think-About-It Objection

“I want to think about it” is probably the most common objection that sales people hear regardless of product. To which most sales people just respond, “of course, I understand…here is my card, please give me a call once you have had a chance to think it over.” But if you job is really toContinue Reading

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

VIDEO: 3 Questions Every Sales Person Needs to Ask Themselves

We all know it starts with attitude, but what exactly is controlling your attitude? Suzanne shares a real heart-to-heart that every sales person needs to have with themselves in order to discover just where their attitude is and how it is impacting their sales. As the author of, New Home Sales The Basics and theContinue Reading

Practice Carefully!

Practice Carefully!

If we all agree that with practice comes proficiency, does it not stand to reason that whatever you practice doing you will become better and better at it…including mediocrity? Be careful on what you are practicing and devote yourself to practicing only those things which will make you better. Kimberly Mackey, REALTOR®, is the founderContinue Reading

Take Stock in 2016 in order to Make 2017 Count

Take Stock in 2016 in order to Make 2017 Count

by Suzanne Neff WOW!  Here we are at the end of 2016, and the opportunity to look back on our accomplishments and to look forward to 2017. As you re-visit 2016, I suggest you make a list (for those of you who know me I am big into making lists) of all your achievements andContinue Reading

Suzanne Neff:  “Ask Different Questions, Get Better Results”

Suzanne Neff: “Ask Different Questions, Get Better Results”

In this video, Suzanne explores the questions behind the questions. When you understand the “why?” then and only then can you understand the “how.” As the author of, New Home Sales The Basics and the Magic, Suzanne Neff is a proven leader in the New Home Sales arena. With over 3 decades of experience rangingContinue Reading

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

VIDEO: The Best Advice a New Homes Sales Manager will Ever Get

New Homes Sales Managers, we understand that it seems like you can’t possibly fit everything in that you are expected to do. In this video, we discuss the way to prioritize the items that will get your team to produce more sales. The 10-5-2-1 formula is easy to use, easy to teach, and guarantees youContinue Reading

Relationships are the Most Important Part of the Sale

Relationships are the Most Important Part of the Sale

by Suzanne Neff The tone you set as the salesperson is key to starting the relationship with your prospect on the right note. Buyers today are bombarded with push messages, but all they really want is to make a connection with someone who understands their challenge to help them to find a solution.   AsContinue Reading