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How healthy is your business–New Home Sales Training

January 7th, 2010

I recently wrote about health as a deficiency need. It only seems to take precedence in our lives when we begin to feel ill, at which time we’re already operating at a loss.

Business health is a similar concern. When things are prosperous, we don’t focus on growing the client list, but maintaining the volume we have. We’re busy taking care of the clients who are calling today, without thinking about those who need to be contacting us in the future. Suddenly, the phones aren’t ringing and the prospects aren’t parading through the sales model. And, without the leads to convert, your business health will suffer.

Let me tell you, it is never “sudden”. The lull is the result of ignoring your lead generation system. You’ve been so busy managing the leads you have that you didn’t take the time to do include preventative “health care” measures. Much like taking vitamins, watching your diet, and exercising regularly will keep your body working better, being watchful over your lead generation process will keep your business performing as it should.

With an active, ongoing lead generation process, you won’t have these gaps in sales. The time to implement one is not when the leads have dried up. By then, it’s too late. You know how long it takes to cultivate a lead and close the deal. Do you want to be starting that process after the cash flow has slowed to a trickle? Definitely not!

Take some time today to look at your lead generation tools. How can you incorporate a system to keep the process constant? What kind of exercise regime do you need for your business to ensure a healthy dose of new leads on an ongoing basis?

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2 Comments | New Home Sales, New Home Sales Management Training, New Home Sales Training, Sales Management, new home sales management | Permalink
Posted by Myers Barnes

Creature or Creator?

January 27th, 2009

There are some salespeople (and I use that term loosely) who sit and wait for prospects to wander into their new home model. They are the gatherers, not the hunters. I call them the “Creatures of Traffic”. This creature lies in wait for the prey to come into sight and then pounces — gently or voraciously, but it doesn’t matter. The Creature of Traffic is not a true salesperson because unless those prospects come within reach, they are unattainable.

Then there is the Creator of Traffic. Now, this is a sales professional. The Creator stirs up the prospect pool, journeying beyond the walls of the model to find those people who might be interested in this unique property but don’t know it yet. They create traffic, they generate leads, and they close sales — far more sales than the Creature.

The Creator says, “I’m not waiting. I’m going to find those leads and bring them to this model.” But the Creature just waits.

The Creator of Traffic knows that the majority of sales comes from referrals and builds relationships with people who can make those referrals. The Creature waits for those referrals to seek him out.
Which do you want to be?

I challenge you to set a goal to build at least one new referral source every day. Talk to realtors, colleagues, financial advisors, and other business owners. Cultivate the relationships with the people who have already purchased from you so that your name is number one on their mind when someone mentions they’re thinking of buying a home.

Myers

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No Comments » | Customer Service, Marketing, New Home Sales, New Home Sales Management Training, New Home Sales Training, New home sales marketing, Personal Development, Real estate courses, Sales Management | Permalink
Posted by Myers Barnes