New Home Sales Training with Jeff Shore - Latest Comments

Re: Misery Loves Company? Really?

Will Lynch — Mon, 30 Jul 2012 14:24:06 -0000

Just great basic social psychology... We have lots of little sayings in our society like "misery loves company" that just don't ring true. Thanks again jeff for hitting the nail on the head!

Re: Caption This Photo

Bill traback — Mon, 30 Jul 2012 09:23:10 -0000

Believe it or not, this custom hot tub was installed by the seller himself! Looks inviting, doesn't it?

Re: Caption This Photo

Brolinski — Sun, 29 Jul 2012 13:28:52 -0000

Hot Tub with a million dollar view in a lush tropical setting

Re: strange-homes-11

Rbz5ft2 — Sat, 28 Jul 2012 21:52:50 -0000

Finally a place where I can cool down, no more sticking my head in the freezer to find some relief. How do I get there? LOL!!

Re: Caption This Photo

Ann Landau — Sat, 28 Jul 2012 15:53:12 -0000

"No reason to drag the mud inside, Come closer to nature, Bathe under the stars."

Re: Caption This Photo

Tboydston1 — Sat, 28 Jul 2012 14:13:47 -0000

you'll find all the neighbors are very close in this community!

Re: Caption This Photo

Deannar — Sat, 28 Jul 2012 12:50:57 -0000

REACH FOR THE STARS WITH OUTDOOR PLUMBING! Soak in your bath tub on your deck outdoors!

Re: Caption This Photo

Rmckean — Sat, 28 Jul 2012 12:43:48 -0000

Why give the dog a bath inside and get water all over the place? Your own outdoor dog wash! Or for your husband when he forgets your anniversary and is in the dog house.

Re: Caption This Photo

Lindadmc — Sat, 28 Jul 2012 10:22:01 -0000

No, no..... The deck is so large our pool just LOOKS like a bath tub. Trust me.

Re: Compared to Last Year…

Tselbo — Tue, 24 Jul 2012 15:30:11 -0000

My sales have typically been consistant so I have always had a pretty positive spin on things. It is nice however to see that others are now seeing the market getting stronger. I am not seeing as much negativity out there which is wonderful.

Re: How to Make Them Fall in Love

Shawn — Mon, 23 Jul 2012 13:57:59 -0000

Thanks You!

Re: Good News is Out There!

Jeff White — Sat, 21 Jul 2012 14:28:04 -0000

All very good news, and your right, the media is very slow to report positive housing news so this is big!

Re: How to Make Them Fall in Love

Dave — Fri, 20 Jul 2012 10:44:23 -0000

Nice one Jeff. Just what i needed before the weekend.

Re: Two Minutes – Zero Cost – High Impact

Mike Lyon — Sun, 15 Jul 2012 13:56:22 -0000

Nice example! She acted fast...took your advice and put it in action. Awesome.

Re: Tough Market Audiobook Sample

Daveheadlam — Tue, 10 Jul 2012 10:12:04 -0000

Good point, the questioning is so important especially as people are getting the same old banter from all the other sales reps , especially where a lot of the competition is in the same ball park. Talking about the product just goes in one ear out the other most of the time, so the point of difference is really the art of great questioning to connect.

The video idea makes sense to.

Thanks for that, appreciate your time

Re: Tough Market Audiobook Sample

Jeff Shore — Tue, 10 Jul 2012 01:12:54 -0000

Great questions, Dave. I have two responses:

First, make sure your presentation isn't just about what the prospect is moving towards but also what they are coming from. I am most likely to purchase a new car, for example, when I am highly dissatisfied with my current car. I will most like purchase the car that solves that dissatisfaction. So too with homes. We talk a great deal about what the customer is looking for, but we need a greater discovery in determining what they don't like about their home and situation. If you can connect what you have (positive) with where they are (negative), you provide the better and more memorable solution.

Second, use your tech tools. If you have a smart phone (and if you don't, you should), use it aggressively in sending video e-mail about the home, the community, specific features, etc. You can send a series of 30-second videos that will really make you stand out and keep you memorable. They are really easy to record and they have a tremendous impact on the customer. If you want an example, just send me your e-mail address and I'll prove it!

Keep asking the tough questions, Dave. That's how we get better!

Re: Construction Isn’t For Everybody

Don Lowry — Sat, 07 Jul 2012 12:37:49 -0000

PLEASE tell me that's a temporary pole in front of my house... in the middle of my street!

Re: Tough Market Audiobook Sample

Dave headlam — Sat, 07 Jul 2012 11:03:46 -0000

Good stuff Jeff. I am in a display home amongst about 20 other display homes in Perth Australia. What your saying here goes a long way for sure. But presuming you have built up a good relationship and presume they are keen on a home design. Apart from road mapping them to let them know what would happen if we got together IE go through design ,make changes, talk specs etc. How or what can help me to capture them.

Even if i have made an appointment or at least have their details getting a day and time to give them a call, even if i haven't given them all the info they would want to know about, 9 times out of ten they are gone off to see the other displays which is fair enough, but they are never seen again. So i am searching for something to keep me in the picture. When it comes to price we are all relatively the same.

Can you let me know where i can read or listen to some strategies.

Re: New Home Sales Through the Years

Patty Kirk — Wed, 04 Jul 2012 10:52:16 -0000

When I think about what our industry has been through the past several years and what your video demonstrates so well, I can't help to think about JC Penney's change in their advertising approach. It's so hard to shift buyers' perceptions of a company and/or product when they've been so focused on discounting for as long as they have. I read last week that their President who started the new "no discounting" campaign has left the company. Sad in a way, because I admired what they tried to do. The fact is: You need courage to stick to your guns. Easy to say when their sales and profits were dropping like a rock and you're under shareholder pressure. The story in Forbes summarized it well.

http://www.forbes.com/sites...

Thanks for helping us to continue to see outside the box, Jeff , and to see the forest and the trees.

Re: strange-homes-11

Butlersnla — Tue, 03 Jul 2012 17:48:16 -0000

Talk about getting away from it all . . .

Re: New Home Sales Through the Years

Jeff — Mon, 02 Jul 2012 20:14:20 -0000

Great question. Also an important question.

The question is not whether a customer is getting a good deal. It comes down to 2 other components.

1st, are they getting a good value? There is a big difference between a good deal and a good value, and it is incumbent upon the sales professional to make that clear in their presentation.

The 2nd issue, and this is more about my discussion at the conference, is not whether you were offering a deal but rather when you are offering a deal. The earlier in the conversation you talk about terms, the less value you will receive in the end. So my suggestion is to defer any deal conversation until after the customer has found an emotional attachment to the home.

This is why the whiteboard, banner, etc., are self-defeating. They talk about "value" but they are really just discounting the home, and that is before the customer has even seen what you have offer.

Look, the customer is going to see the home what you talk about the deal of front or not. So don't. Let the customer know up front that, “we do have some great buying opportunities right now. Let's find a home that you like and then I'll be happy to tell you about our specials.”

Hope that helps.

Re: New Home Sales Through the Years

Mbrunn — Mon, 02 Jul 2012 20:05:37 -0000

I attended PCBC with my entire sales team last week and we really enjoyed this video and your presentation. One question I have for you- you mentioned upholding value- and getting away from incentives, white board specials, and anything else that makes the buyer feel the price is negotiable. Everyone in our area is still using this tactic and it has been working okay. I know it is a cultural shift (and something we did not do five years ago) but how do we compete when everyone walking in the door wants to "feel" like they are getting a killer deal. I know I feel much better about buying something nice when I can see I am getting a great deal. Thoughts? I love the idea I am just not certain the best way to shift my team into this mind set.

Re: Questions and Answers from Facebook

DPHIL1662 — Sun, 01 Jul 2012 15:20:48 -0000

I think they are 2 years out because they did a short sale on their current home and know that is how long they need to wait before purchasing again.

Re: New Home Sales Through the Years

Angela Dover — Sat, 30 Jun 2012 12:10:19 -0000

Love it Jeff! Bring it on 2012

Re: Bare Adequacy

Jeff — Mon, 25 Jun 2012 18:48:43 -0000

Well said! We will forever look back at the last five years and recognize that we are better people for having lived through it!