Name
Steve Hoffacker - Sales Trainer/Coach, Sales Books Author, Photographer, Steve Hoffacker
Company
Hoffacker Associates LLC
E-mail
Contact Steve Hoffacker - Sales Trainer/Coach, Sales Books Author, Photographer, Steve Hoffacker (Hoffacker Associates LLC)
Google Profile
Find me on Google+
Website
http://www.stevehoffacker.com/
Office Phone
(561) 685-5555
Cell Phone
(561) 685-5555
Description
Award-winning new home sales trainer, real estate sales coach, best-selling author of instructional sales books, award-winning photographer, and blogger for sales effectiveness, joy, and efficiency.

About Steve Hoffacker:

Steve Hoffacker, AICP, CAASH, CAPS, CGA, CGP, CMP, CSP, MCSP, MIRM, is an award-winning new home sales trainer, real estate sales coach, best-selling author of instructional sales books, award-winning photographer of real estate, landcape, and nature, and a Florida licensed real estate broker (specializing in commercial real estate) based out of West Palm Beach, Florida (working primarily in vacant land, multifamily units, and commercial warehouse or office properties). I have more than 30-years experience. I am active in the National Association of Home Builders (NAHB) as a past National Director and member of the National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Associate Members Council (AMC), and 50+ Council (formerly the Seniors Housing Council).

In 2007, I was recognized with the "Sales Closer Achievement Award" as one of the highest membership recruiters for the NAHB Remodelers Council with 29 new members. Also, in 2007 at the IBS in February in Orlando, I received the Institute of Residential Marketing (IRM) "President's Award" for my work in education - especially organizing and running the very successful "Meet The Experts" program at the annual International Builders' Show (IBS). In January, 2008 at the IBS in Orlando, I was honored as the annual recipient of the "Trina Ripley Excellence In Education Award" also presented by the Institute of Residential Marketing.

As an active member in the NSMC and its educational arm IRM, I am a Past Chair of the NSMC/IRM Convention Education Committee (2007-2008) and continue to serve on it. I have also served on the Membership and Local Council Committee, the Marketing Committee, the Sales & Marketing Exchange Committee, the  Long Range Planning Committee, and the Convention Education Committee Selection Task Force.

In 2013 at the IBS in Las Vegas, I received the highest award presented by the NSMC for a lifetime of achievement in serving and furthering the educational interests of the Council - the "William 'Bill' Molster Award."

I am a former State Director for the Florida Home Builders Association (FHBA) and a Life Trustee of the Florida Sales and Marketing Council (FSMC). I started and published the daily Florida SMC Blog during its existence and organized and produced the "Meet The Experts" program (similar format to the one I conducted for many years at the annual IBS) for several years at the Southeast Building Conference (SEBC) held every summer in Orlando, Florida.

I was a Charter Member, Life Director, Past Chair and Founder of the Remodelers and Custom Home Builders Council, Past Vice President of Councils, Past Vice President of Communication, member of the Associate Members Council Steering Committee, member of the membership Committee, Chair of the Retention Committee, Chair of the Education Committee, and Vice-Chairman of the Sales and Marketing Council of the Gold Coast Builders Association (GCBA) in South Florida (originally located in Boynton Beach then relocated to West Palm Beach). As of February, 2012, GCBA merged with the Builders Association of South Florida (BASF) to become the Florida Atlantic Building Association (FABA). I retain my historical positions in the new organization, including Charter Member and Life Director.

The professional designations that I hold through the NAHB are the:

  • Certified Active Adult Specialist in Housing (CAASH),
  • Certified Aging-in-Place Specialist (CAPS),
  • Certified Graduate Associate (CGA),
  • Certified Green Professional (CGP),
  • Certified Marketing Professional (CMP),
  • Certified Sales Professional (CSP),
  • Master Certified Sales Professional (MCSP), and
  • Member of the Institute of Residential Marketing (MIRM).

I also have the charter designation for the American Institute of Certified Planners (AICP) [formerly American Institute of Planners, AIP] of the American Planning Association (APA).

I am an approved instructor for the NAHB's University of Housing program and currently teach

  • "Marketing and Communication Strategies for Aging and Accessibility (CAPS I)" (formerly known as "Working with and Marketing to Older Adults"),
  • "Design/Build Solutions for Aging and Accessibility (CAPS II)" (formerly known as "Home Modifications"),
  • "Business Management for Building Professionals" (formerly known as "Introduction to Business Management"),
  • "The Art and Science of Selling (CSP I)" (formerly "Certified Sales Professional"),
  • "Understanding New Home Construction (CSP II) (formerly "Certified Sales Professional"),
  • "Selling Skills for New Home Sales Professionals (CSP III) (formerly "Certified Sales Professional"),
  • "Essential Closing Strategies,"
  • "House Construction as a Selling Tool,"
  • "Sales & Marketing,"
  • "Sales & Marketing for Remodelers,"
  • "Customer Service," and
  • "Basics of Building."

In addition for teaching these courses for local home builder associations (HBAs), I have a private, non-HBA license that allows me to offer these courses in-company or on demand anywhere in the US or Canada.

I also teach courses that I have designed for Realtors, remodelers, home builders, new home salespeople, leasing agents (commercial and residential), contractors, interior designers, small business owners, architects, wholesalers, retailers, suppliers, independent product and service salespeople, professionals who sell their own services, network marketers, and other businesses to help them grow and prosper. These are half day and full day programs. Current topics include:

  • "How To Rely On Yoursellf For New Sales Leads" (4½ hours)
  • "How To Rate Customers For Better Follow-Up Results" (3½ hours)
  • "How To Use Blogging To Connect With Your Customers" (3½ hours)
  • "How To Ask The Right Questions To Make A Sale" (3½ hours)
  • "How To Create Your Personal Business Plan For Success" (3½ hours)
  • "How To Use Universal Design To Sell More Homes" (3½ hours)

Many of these courses parallel books that I have written. Currently, I have 16 books in print and 7 available as full-length Amazon Kindle eBooks. Several others are in draft form.

Books currently available include:

Those available as Amazon Kindle eBooks include:

Other books are in various stages of being written.

Areas of Expertise

Realtors, commercial real estate brokers and agents, new home salespeople, home builders, remodelers and contractors, small business owners, entrepreneurs, real estate brokers, stagers, interior designers, independent product and service salespeople, and others involved in the sales, marketing, construction, or renovation of residential real estate or mixed use sites - including suppliers and vendors - will benefit from my coaching and business strategies in sales techniques, personal marketing, lead generation, customer management, and time allocation skills.

Business planning, sales team management, sales performance, business profitability, strategic marketing, advertising, web presence, branding, social media, podcasting, webinars, photography, hiring and staffing strategies, compensation plans, land and building evaluation and acquisition, and business growth for smaller companies and entrepreneurs are frequently requested topics.

One of the strongest programs available is my customer contact and management system - especially my trademarked Follow-Through(R) program. This trademarked approach for rating traffic and developing a strategic method of contact was developed in the mid 1980's and remains essentially unchanged to this day. It is that good and solid. It is based on determining each customer's level of interest in a particular product, service, location, builder, or Realtor's marketing approach - and the customer's ability to make a decision. Then a letter assessment (grade, rank, rating, or mark, as you prefer) is assigned to each customer or sales lead. This mark or rating has the ability to change over time as a particular customer's needs, interests, and ability to make a decision change also. It was originally developed for new home salespeople and homebuilders but has been expanded for Realtors(R) and other salespeople and is the best objective rating system there is. It is simple and extremely effective. It accommodates all situations. There is no need for any other rating system or any modification to this system.

Along with this program of customer management is a strategic, proactive program of intentional lead generation. I have developed many letters, emails, scripts, strategies, and scenarios that can be used to meet total strangers, recontact and reconnect with people you have met just once at a social or business function, and reach-out or re-establish with those you have some type of relationship with already - including family, friends, acquaintances, present and former customers, inactive customers, and "lost sales." Included in this are ways to "work a room" at an event.

Sales is relational, and that is a consistent message of mine. So is empowering yourself and taking ownership of your sales process. This includes your sales business, your marketing, your customer base, your sales presentation, and all of the contact you have with your customers and sales leads. Effective self-generation of leads and converting them to sales is part of this "ownership paradigm."

Salespeople cannot afford to wait for potential customers to come to them through passive marketing. You must be intetional, purposeful, determined, and proactive in seeking out and contacting new sales leads on your own - usually at no additional cost besides your time, some gas, and possibly a cup of coffee.

I have 8 books already printed and several more in various stages of being written on similar topics of value to new home salespeople, home builders, remodelers, stagers, Realtors, commercial real estate brokers and agents, leasing agents, and salesin general:

"Making The Grade - The A-B-C's of Rating New Home Customers" - 8 chapters of strategies and techniques for new home salespeople, Realtors representing new home builders, and home builders (custom, production, or semi-production) for making the most of your traffic by rating customers' interest level effectively for more efficiency and a higher conversion rate (132 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax).

Learn to focus on people who like your product well enough to want to own it and live in it and have the ability to act within a reasoable period of time. Invest your time in helping people make a decision to own your homes who want what you have and are in a position to decide.

"Knowing The Score - The A-B-C's of Rating Realty Customers" - 8 chapters of strategies and techniques for Realtors and brokers for making the most of your sales leads and customers by rating their interest level accurately and effectively for more efficiency and a higher conversion rate (132 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax).

Stop wasting your time driving people around and showing them properties when their interest is to do nothing or to work with someone else. Learn when to walk away from a listing appointment based on how people relate to you and your marketing strategy. Be much more effective and productive.

"Hitting The Mark - The A-B-C's of Rating Your Customers & Sales Leads" - 8 chapters of strategies and techniques for commercial real estate agents and brokers, remodelers, contractors, product and services sales, professional services (such as consultants, architects, home stagers, and interior designers), and nonprofit organizations and associations.

Start making the most of your sales leads and customers by rating their interest level accurately and effectively for more efficiency and a higher conversion rate (148 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax). Work with those who like you and what you're offering as well as being in a position to make a decision rather quickly.

"Operation Discovery - Who, What, When, Where, & More In New Home Sales" - 9 chapters of strategies and specific examples of discovery questions for new home salespeople and home builders (custom, production, or semi-production) to ask so you can learn about your customers' needs, experiences and requirements to successfully close more sales (144 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax).

Especially helpful for builders who sell their own homes, but useful for all sizes of sales organizations to give you additional power to learn about your customers, your marketplace, and what it takes to make a particular sale. Specific examples of who, what, when, where, why, how, and which questions plus trial and final closing questions.

"Building The Sale - Who, What, When, Where, & More In Realty Sales" - 9 chapters of strategies and specific examples of discovery questions for Realtors, brokers, and real estate professionals to ask so you can learn about your customers' needs, experiences and requirements to successfully list more homes and close more sales (148 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax).

Determine what people are looking for and how what you're showing them meets their needs or measures up to their expectations. Find out what needs to happen before someone is comfortable in listing their home with you. Specific examples of who, what, when, where, why, how, and which questions plus trial and final closing questions.

"Power Of Discovery - Who, What, When, Where, & More In Building The Sale" - 9 chapters of strategies and specific examples of discovery questions for commercial real estate brokers and agents, leasing agents, stagers, nonprofit organizations, professional services, consultants, and general product sales to ask so you can learn about your customers' needs, experiences and requirements to successfully close more sales (160 pages, $24.95, includes free shipping, Florida residents subject to 6.5% sales tax).

Anyone who sell a product or service that is not directly involved in residential property - land, commercial, leasing, or other products and services - will find this book extremely helpful to give you additional power to learn about your customers, your marketplace, and what it takes to make a particular sale. Specific examples of who, what, when, where, why, how, and which questions plus trial and final closing questions.

 "Making New Friends: Connecting With Strangers For More New Home Sales" - 7 chapters containing scripts, templates, letters, scenarios, and strategies for going out into thje marketplace and intentionly, purposefully, and proactively meeting and attracting new leads and customers from people not currently known by you to augment traditional forms of advertising (208 pages, $29.95, includes free shipping, Florida residents subject to 6.5% sales tax).

This is for conscientious new home salespeople and home builders who sell their own homes to intentionally seek out and attract new leads and contacts. Now you can produce your own traffic and not rely soley or substantially on leads generated through traditional, passive marketing and advertising. You can be responsible for generating your own business.

"You Don't Say? - Wisdom For Your Success Journey" - 208 quotations in 20 sections over 172 pages snd 20 original black and white divider pages on a variety of business topics such as Achievement, Action, Attitude, Character, Commitment, Confidence, Courage, Desire, Determination, Failure, Goals, Journey, Leadership, Opportunity, Passion, Perseverance, Service, Success, Vision, and Winning.

Quotes include famous ones, not-so-famous ones, and a few original ones by me. There are none that could not be documented, and none from "Anonymous," "Unknown," or ethnic proverbs.

Other books in production include:

"Using Your Network -  Making New Home Sales With People You Already Know" - 7 chapters of scripts, templates, letters, notes, emails, and scenarios for contacting and attracting new leads and customers from people you already know - and those they refer to you or introduce you to - as a means of supplementing traditional forms of advertising (176 pages, $27.95, includes free shipping, Florida residents subject to 6.0% sales tax).

"Partnering With Builders - How Realtors Can Profit From Selling New Homes" - 4 chapters of profit-building ideas and strategies for the Realtor who has not taken advantage of the potential of partnering with a home builder to sell new homes (68 pages, $19.95includes free shipping, Florida residents subject to 6.0% sales tax).

"Expanding Your Circle - Connecting With Strangers For More Listings & Sales - 7 chapters containing scripts, templates, letters, and scenarios for meeting and attracting new leads and customers from people not currently known by you to augment traditional forms of advertising for your real estate business (200 pages, $27.95, includes free shipping, Florida residents subject to 6.0% sales tax).

"Cultivating Your Base -  Finding Listings & Sales With People You Already Know" - 7 chapters of scripts, templates, letters, notes, emails, and scenarios for contacting and attracting new leads and customers from people you already know - and those they refer to you or introduce you to - as a means of supplementing traditional forms of advertising for your real estate business (176 pages, $27.95, includes free shipping, Florida residents subject to 6.0% sales tax).

 

 

Testimonials

COACHING -

"It's real stuff - stuff you can relate to and not general stuff like other trainers. You make sense."

"Although the importance of a receptionist's job is often overlooked, I appreciate your understanding the significance of the position. Your detail to principal and practical instruction has equipped me to better serve my customers, company, and co-workers. Your emphasis on teamwork has also been well received." - Wendy G., New Home Sales Center Receptionist, Florida

"I am convinced that you coaching services were the catalyst that spurred our sales staff to the outstanding performance which they have sustained." - Paul K., New Home Sales and Marketing Manager, Florida

"You have provided ‘here and now' help. You use real world situations to provide insights that can help me right now. Your coaching has been very beneficial to me." - John L., New Home Salesperson, Oklahoma

"You have thought-provoking ideas, not just ideas out of a sales book. You tailor it to my personality and customize the ideas on how to be a better salesperson. Obviously you have been there and done some research along the way. You have been a lot of help to me."

"You have the ability to motivate not only those on our sales staff that are new to the sales field but you also have been a driving force to those of us who are seasoned professionals. It is without hesitation that I recommend you to anyone with the desire to increase their sales." - Chris O., New Home Sales Manager, Florida

"Can we clone you?" - Greg G., Home Builder, Ohio

"Your professionalism makes it truly a joy to work with you. You kept us on track and focused on what we needed to do so that we didn’t miss anything." "We appreciate you teaching at our Association Steve! You have so much knowledge to share and our members are ready to soak it all up. Keep up the good work!" - JB

"Thanks for providing such a great seminar so in tune with what is going on in the current market place. We look forward to utilizing everything we learned!"

"Just wanted to drop you a congratulatory note for finishing your two new books. I know what a big investment of time, energy and emotion it takes to do a book - let alone two simultaneously! Also, I think you are doing a great job on your blogs. You have great writing skills and discipline (no surprise to me!)"

"Steve Hoffacker is one of the most professional and honest brokers I have ever met in the real estate business." - Jim M., Real Estate Broker, Florida

"I couldn't have done nearly as well as I did without our weekly coaching sessions." - Nick C., New Home Salesperson, Oklahoma

 

WORKSHOPS -

"This was the best program yet. I can see why you're such a great salesperson - you look non-threatening but know how to use your claws when you need to." - Ken S., New Home Salesperson, Texas

"Outstanding examples and real to the point." - Charles R., Security Guard, Florida

"You have a wonderful presentation style. You are in control with an easy, relaxed demeanor." - Sidney B., Management Consultant, Florida

"It was just phenomenal having you here. Your insightful observations and counsel was appreciated by our entire team and even a 'seasoned veteran' like myself." - Sally A., New Home Salesperson, Florida

"Outstanding!! Honestly the best sales training I've had for a one-day seminar." - Patty S., New Home Salesperson, Florida

"Steve knows what he is talking about." - Roy M. New Home Salesperson, Kentucy

"This was the best seminar I've had on sales. Enjoyed it very much." - Marta S., New Home Salesperson, Florida

"Steve is very knowledgeable and relates to the subject in a very understandable way." - Diane A., Realtor, Oregon

"I didn't want to come to the program, but I'm glad I did." - Karen C., New Home Salesperson, Pennsylvania

"I got more out of this session than I have in previous ones. I will definitely use this information." - Agnes S., New Home Salesperson, Michigan

 

SALES STRATEGIES -

"You've made this business fun for me again." - Greg G., Home Builder, Ohio

"I would recommend Steve Hoffacker and Hoffacker Associates to any developer or builder that wants to increase their market share and perform to their highest potential." - Rick B., New Home Sales Manager, Florida

"Your ability to understand our specific needs, customers, and markets has been very valuable to us." - Marilyn M., New Home Sales Manager, Florida

"You have provided us the professionalism and expertise we have long been looking for and not been able to find elsewhere. You're certainly the best in the nation." - Dan W., Home Builder, Nebraska

"We've sold everything we had this past year - even our dogs - everything's been cleaned up. Boy, you're good at what you do." - Greg G, Home Builder, Ohio

 

BOOKS -

"There were a lot of questions from my new associates, but most of the sales strategies and explanations are in your book. So they have a constant source of reference and gradually became more and more proficient in their presentations." - Kent P., New Home Sales Manager, Oklahoma

"When I get off track, I get out your bookk and read up on what to do." - Lin H., New Home Salesperson, Ohio

"Your book and tapes gave me a much better idea how to rate my customers and focus on the ones that are the most interested." Vernette C., New Home Salesperson, Florida