New Home Sales People Looking for Light at the End of the Tunnel… A Better Way…

Who Could Have Predicted…

Home Sales & Income

Could Tumble For So Long?

But the real question is…

How Strong Will You Emerge

From the Impending Housing Turnaround?

By Daron Powers

As you look around there’s hardly a city, town, builder or salesperson that has escaped one of the most devastating housing crashes since the 1930s great depression. This is new home selling at it’s toughest.

I’ve just written a book titled Sales in a Challenging Real Estate Market and I want to show you a way out of this mess and get you ready for the inevitable housing turn around. You know…

This crash won’t last forever but the trick is to keep selling, right?

My name is Daron Powers and I’ve witnessed first hand the destruction and loss of sales, income and lifestyle. I’ve heard tragic stories from builders and salespeople all across America. Over the years this industry has been good to me and now I want to give something back.

My goal is to provide you with a practical approach to help you sell more homes… to keep focused and motivated long enough to cash in on the pent up demand and profit from the impending turnaround because…

Real Estate always comes back around

And, a change looms on the horizon

 

Speaking of Change…

Obama Offers Hope… but Salespeople Need to Sell More Now

Maybe you’re thinking, “Daron, you got to be kidding! Close more sales in this miserable market?” Listen, my heart goes out to you and every salesperson that has had to tighten their belt and do without the things money could buy when times were better.

Money solves a lot of things not having it can create. I know because I’ve been there and here is another approach. It’s not just about surviving this crash but using tough times as…

A stepping-stone to even greater sales income

Experience tells me the book Sales in a Challenging Real Estate Market won’t be for every salesperson… because what I am about to reveal to you connects with a particular mindset. If you are the kind of person that is willing to stand on the shoulders of successful sales professionals and not do it all yourself or try to reinvent the sales wheel… I may be talking to the right person. Let me explain…

How it all Started

It happened a few years ago while conducting a seminar. As housing trouble loomed on the horizon Mike a veteran salesperson approached me and said…

“Daron, I sold 170 homes last year. I won’t come close next year the way this market is going. But with my acquired selling skills and mindset I will survive comfortably until the next housing cycle.

I look around this industry and see way too many nice, courteous, positive hard working rookies and veteran salespeople who have no formal sales skill training, some are missing the right attitude and I worry about them in this coming market.”

It was then and there… I wanted to find a way to help good salespeople through these tough times. Some of you have been through this before. Builders rein in expenses, stop advertising and training salespeople at a time they need it most to boost moral and close more sales.

That’s why I decided to write Sales in a Challenging Real Estate Market. I poured my passion for selling into this practical sales book and CD. And as you continue to read you will notice my goal is to make the information affordable to earnest salespeople intent on rising sales production and committed to…

Surviving well beyond this butt-kicking business cycle

If you came into the booming housing market before the meltdown then you know how difficult is was to make time for you or your family, let alone sales training when you barely had enough time to catch your breath—me to.  For years I was on planes flying across the country working with builders far away from my family.

That’s another reason why I wrote this Sales in a Challenging Real Estate Market for you (and me). For you to sell more—for me, to get off the road and get closer to my family, especially my nine year old daughter. Ever notice how tough times bring you closer to what’s most important? Anyway, stick with me for a few minutes as I explain why I am anything but bragging when I say expect to…

Gain lifetimes of selling knowledge

From this small but practical handbook

 

SOP Selling

I had sawdust running through my veins from an early age. But when I sold homes while attending college I used the SOP method. You know… seat of the pants selling method. The housing market wasn’t great but even with a gross lack of selling skills I somehow managed to sell by my sheer passion and love for the American Dream—homeownership.

Over the last twenty years, I’ve worked with scores of award winning homebuilders. No exaggeration—I’ve met hundreds and hundreds of new home sales people like you that also love the business.  I benchmarked their proven ideas and I pirated numerous fresh selling ideas from other industries. Tough times require tough measures often discovered…

“Outside the Box” of the Homebuilding Industry

I was fortunate to gain a decade of insight into sales psychology, persuasion and motivation. It came as a certified sales coach for a world-renowned training organization. (Legal man prevents me from saying their name here but you would find them easily in every major American city.)

What’s revealed to you in Sales in a Challenging Real Estate Market comes from over thirty years of education, exhaustive study, research and sales experience condensed into a powerful 231 page step-by-step sales handbook, 4-CD collection and more. The book and audio tracks are principle centered so you will appreciate its’ relevance in any market for decades to come because skill building is, bottom line…

An investment in you

Without a booming market or a rising tide there is little chance a salesperson can achieve nor sustain an abundant lifestyle without effective selling skills. Looking back I wish I had a book of this depth, detail and simplicity when I started. That’s why this book addresses the fundamental building blocks and advance techniques of relationship selling. Think about it…

Targeted relationships attract the right traffic to your door.

A value-added relationship converts prospects to agreements and income.

Connected relationships create happy homeowners that refer more business.

Building a strong and thriving sales career starts with building and maintaining quality relationships one at a time.

Three Sales in One Day

Early in this downturn I ran sales coaching sessions for a small forward thinking builder. Salespeople attending seemed anxious and stressed for good reasons. The residential housing market was coming apart at the seams with sales and personal income dwindling.

I shared a draft version of Sales in a Challenging Real Estate Market. Anyway, Sean Overstreet, one of the participants, a young alert salesperson applied several ideas and a couple of weeks later told me…

 

Alice, also present said…

Ok, novice or pro… here’s why I’m asking you to consider Sales in a Challenging Real Estate Market as…

An essential part of your professional selling kit, you see…

No Personal Connection = No Relationship = No Sale

Even in this buyer’s market, homes are becoming more affordable with each passing day. Interest rates are at a historical low.  Still, buyers today are hesitant. Some have homes to sell before they can buy yours. They fear loss of control. Buyers don’t want to make a mistake. And they don’t want to be sold something they don’t want to buy. (Do you?) All things equal… Selling starts with a connection.

Your sales success, income and lifestyle are built one relationship at a time. That’s why Sales in a Challenging Real Estate Market…

·         Uncovers 8 rock-solid ways to ensure you bond with buyers during and well beyond the sale—a healthy source of referrals

·         It reveals communication approaches few builders know how to implement. You’ll learn inside techniques that catapulted a national builder to dominance in customer survey scores and referral traffic exceeding 40 percent across major markets. (I know because I was there, designing and delivering seminars during their rise to dominance.)

Ultimately the first relationship you have is with yourself. When it’s good you shine. You’re attractive to sales opportunity. When you experience excessive stress or conflict…

“Talk About Disconnection!”

Listen to this. Recently one morning I went online to check my mutual funds. I was shocked to discover that during all this Sub-prime, Wall Street bail out drama, my 401-K was now a 201-K! I must have been tense because as I parked myself at the breakfast table my daughter asked innocently enough…

“How are you doing this morning?”

I said “Fine.”

My daughter saw through me and said…

“Daddy, well then why don’t you notify your face?” E-e-e-o-o-o-w-h!!!

Hey I try to stay positive no matter what’s going on. But have you ever noticed how easy it is to get caught up in media buzz, cynical conversation or talking about crappy sales? Without realizing it fear and anxiousness will smolder under a forced smile. And sometimes…

Stress, Tone of Voice and Body Language

Shows Through to Your Buyer.

She walks in with her own set of attitudes, doubts and concerns for you to deal with. Talk about a double whammy! That’s why Sales in a Challenging Real Estate Market provides practical ways to keep mentally tuned to immediately engage buyers. For example…

·         You’ll review 5 questions to ask yourself before you open your mouth to guarantee you synch up with your buyer and generate positive momentum

·         Discover 6 early conversational questions that put the prospect at ease—instantly

·         Learn one revealing question you must ask web savvy buyers or risk losing a qualified buyer out of the gate. The key is to quickly…

Forge a Bond of Trust and Rapport

I’m guessing you are in residential home sales because you think of yourself as a good communicator—right?  Even good communicators are on the alert for ways to keep lines open with buyers. Starting on page 89 this practical handbook reveals…

·         3 Ways to match your buyer’s communication style

·         How to shorten the time it takes to forge a bond of genuine trust and rapport

·         3 distinct ways to lock onto buyer’s communication preferences and patterns

What if you were so connected with your buyer’s logic and emotions you became like their long lost trusted friend? It’s no secret that prospects buy from people they like. Odd as it seems, even with an expensive home sometimes…

The product is secondary to the right salesperson

“I Know I Should Talk Less and Listen More…”

Said Larry a 30-year veteran in one my sales seminars. Listening is huge. How else can you find out what motivates your buyer? Asking the right questions, with a proven balance of logic and emotion, will reveal buyer motivation.

Sales in a Challenging Real Estate Market gives you a persuasive advantage because it enables you to…

·         Uncover the buyer’s hidden values and hot-buttons in a relaxed tone

·         Tailor conversation to each buyer and unleash a fire of desire to purchase

·         Prevent the unconscious regurgitation of facts, features and benefits to keep from overwhelming the buyer and losing the sale

And believe me when I say… I’ve lost sales because I missed important selling steps and accidentally drained …

Buyer Enthusiasm

Here’s what I mean. Can you imagine buying an expensive new car from a brochure only—minus a test drive? Wouldn’t happen you say? I’ve seen new home salespeople skimp on this step or feel the demonstration (test drive) is an unwanted intrusion. What a costly mistake. A knock out demo can electrify and solidify the buyer’s decision.

That’s why Sales in a Challenging Real Estate Market outlines an in-depth demonstration game plan so you’ll…

·         Move from two to three dimensions, involve buyer senses, bring the home to life and boost enthusiasm and excitement to own the home

·         Plus you’ll overcome little known errors that lose buyer interest and quickly shut the demonstration down. For example, unknowingly talking at the buyer and forgetting to engage them in the conversation as you demonstrate

·         You’ll set critical builder expectations and avoid time-consuming problems after the sale

What’s it worth to know you could reliably and consistently create a visceral sense of…

Urgency to buy now

How to Build Rock-Solid Credibility with Your Buyer

Do you believe everything a salesperson tells you? I don’t and neither does your buyer. They’ve learned to be skeptical from other well-intended salespeople that over promise but under deliver. That’s why Sales in a Challenging Real Estate Market reveals how to breakthrough buyer hesitation and…

·         Detail seven forms of evidence to back up your claims and build rock-solid credibility

·         You learn insider secrets about how to use stories, collect relevant testimonials, mistakes to avoid using facts & features, when and how to use statistics, understatements and much more

·         A handy credibility checklist is included to ensure you are building supreme buyer confidence

·         Plus, you’ll learn how to easily build and most importantly use your own customized “Book of Evidence” to methodically…

Overcome doubt even with your most skeptical buyer

Learn to Read Buyer Warning Signals

Speaking of doubt and auto mechanics, my wife called from a garage repair facility. Seems a little red warning light was flashing from the dashboard of her car. Quick action kept my wife out of more trouble with her vehicle.  Homebuyers also have dashboards with warning lights starting on page 129 you’ll…

·         Explore two types of buying signals and two kinds of warning signals that left unheeded can easily torpedo your sale

·         Learn how to use opinion based feedback to head off deal killing problems and…

·         Shorten the time it takes to get to the close and…

Keep from talking your buyer out of the deal!

Welcome Buyer Objections

You know that little red warning light I just mentioned in my wife’s car? The light spoke to me and said, “Now is the time to replace this vehicle.” One day later, we finish the test drive and now I’m sitting across the table from the new car salesman. He shows me the written price. I say, “You’re going to have to sharpen your pencil.” Jim didn’t flinch.

Instead he reviewed the total package, underscored the value and reminded me exactly how much they were going to give me for the piece of junk I all but towed into the dealership. Even though it was the end of the month… with automotive sales like housing… in the tank… Jim never came across desperate regardless of the objections I raised.

Rookie or veteran, it’s easy to feel anxious especially in a thin market when every prospect matters… except when you possess the right mindset and a tested strategy for handling objections. With Sales in a Challenging Real Estate Market you’ll discover…

·         Three times to answer an objection

·         How to smoke out a hidden objection

·         How to turn an objection into a reason for buying

·         How to set up and use a “Book of Objections”

·         How to cushion buyer resistance and make the buyer feel understood

You’ll be astonished at the power of three commonly misused words that innocently slam the buyer’s mind shut and you out of a sale.  Sense the confidence that transforms prickly objections with skill, tact, diplomacy and then you’ll…

Reassure your prospect and close the next sale

Discover How Closing

Can Be As Natural as Breathing

With the time-tested two-part Recap Close you will learn why memorizing a garage full of closes are unnecessary. This selling process is built for today’s buyer who doesn’t want to be sold with gimmicks, pressure or canned spiels. The opportunity is to fashion an educational climate and guide buyer decisions so they get what they want—and you close another sale.

Because Sales in a Challenging Real Estate Market provides an easy to follow, step-by-step approach to selling you will discover how closing is as natural as breathing. Imagine selling more homes with an approach so honest and straightforward—that it guides your prospect to make the best possible decision so that…

You will never have to memorize a bunch of “killer closes” again.

Turn Common Mistakes

Into Golden Opportunities

You know that until the home is delivered anything can happen to derail the sale. You’ll find out how a master saleswoman reduces, even eliminates cancellations. And, once the agreement is signed, Sales in a Challenging Real Estate Market details…

·         How to set after sale buyer expectations and improve positive word-of-mouth

·         How to handle the emotional content of an upset buyer

·         How to turn common mistakes into golden opportunities with the Seven-Step Recovery System

·         How to boost customer survey scores through a five-step process to eliminate recurring mistakes and errors… and free up more time to sell

Imagine honing your ability to deal with buyer’s remorse, head off hijacked emotions and prevent buyer problems from sabotaging word of mouth business. If you could save just one relationship from falling off the table in the next twelve months you will have paid for this information hundreds of times over.

Teaming for Referral Business

Referrals are a by-product of happy customers plus they supercharge survey scores. The source of happy buyers is a team that works together building quality relationships… not easy to do when each department has their own agenda. Even so, a new home salesperson stood up in my seminar and said…

“From one new customer, I received three referrals that purchased last month. Not because I’m so great but because our builder team is on the same page.”

Sales in a Challenging Real Estate Market reveals…

·         How to maximize connections with the builder departments, trades and suppliers and encourage buyer confidence and referrals

·         How to eliminate the “blame game” and communication breakdowns that sour attitudes, sales and word-of-mouth referrals

·         Why the customer “comes third” in a builder team that consistently outsells the competition

·         How “moments of truth” shape the “customer experience,” loyalty, referrals, even repeat business. And what you can do to ensure every…

Positive impression pays off in more referrals and personal income

 

Sell With Unshakable Mental Toughness

Let’s face it. The media is hard on housing today—even harder on the psyche of sales professionals. That’s why Sales in a Chal