selling new home sales tips: Using Video and Quick Response Codes to Attract More Traffic
- 11/30/10 08:10 AM
This week we speak with William Woodard, J. Patrick Homes, Houston, TX. So, you’ve made the leap to using video as a marketing tool. You’ve even set up your own YouTube channel and link your videos to your website, blog and social media. No? If you’re not using video, you’re missing out on a powerful marketing tool. And, if you’re not using video it’s probably because you’re not sure how to get started. Well, worry no more. Veteran sales pro, William Woodard, returns to our program with all the scoop on how to create attention-getting video of your homes, and then … (2 comments)
selling new home sales tips: Build Trust and Add Value with a Third Party Home Warranty
- 11/26/10 07:46 AM
This week we speak with Jerry Thompson – StrucSure Home Warranty A number of companies offer third party warranties through builders to homeowners. These warranties offer homeowners up to 10 years of coverage against structural defects. Some go even longer. But the real value of a warranty goes past the coverage it offers and extends to the reputation of the builder. StrucSure Warranty is a company with over 13 years of experience providing home warranties to both homebuilders and remodelers. SturcSure’s founder, Jerry Thompson, joins us to explain the real function a warranty fills – peace of mind. Warranties As A … (2 comments)
selling new home sales tips: Measuring Marketing Effectiveness: The Basics of Web Analytics
- 11/09/10 08:04 AM
This week we speak with Paula Huggett, The Bokka Group. You’ve just dropped a wad of hard-earned cash on your website. Now you just sit back and watch the leads roll in… True, your website is your most important marketing vehicle today, but it’s not enough simply to ‘show up’, even on the search engines. Are homebuyers compelled to click on your site when they find it? If they do, do they immediately find what they need? How long do they stay… and do they do what you want them to do – click on you ‘contact’ button, or better yet, … (1 comments)
selling new home sales tips: Customer Service as a Sales Tool
- 10/26/10 08:12 AM
We speak with Anthony Zarrilli, Zarrilli Homes, Brick, NJ Try telling Anthony Zarrilli that there’s a housing recession. He just smiles. We’ve spoken with other builders who say that “refuse to participate in the housing slowdown,” but Tony is living by those words. His New Jersey homebuilding company, Zarrilli Homes, is about as busy as they’ve ever been. To what does he contribute his continued success? “It’s a lot of little things that contribute to the whole,” he says. He’s got the basics of good customer service down so that he gives fast, focused response to every customer throughout the sales, construction … (1 comments)
selling new home sales tips: Attracting and Hiring Top Sales Performers
- 10/21/10 06:57 AM
We speak with Scott Smeester – HowtoHireSalesStars.com You may not be thinking of hiring a new salesperson in this economy, but maybe you should. After all, right now, when sales are few and far between, is when you need top performers on your team – those who can find and close business. But, who? Who make the best salespeople? What are the attributes that you should be looking for when considering a new sales hire? How can you know who your next ‘super star’ will be before you invest the time and resources to bring them onto your team? It’s not … (1 comments)
selling new home sales tips: Marketing and Selling to Multi-Cultural Buyers
- 09/27/10 04:40 AM
This week we speak with Fernando Pages. As bad as the housing market has been hit, there is one group of buyers that continues to grow: The multi-cultural market – immigrants and their families. Since 1965,[ the number of first- generation immigrants living in the United States has quadrupled from 9.6 million in 1970 to about 38 million in 2007. 1,046,539 persons were naturalized as U.S. citizens in 2008. So, if you’re not acknowledging and preparing to sell to this market, you’re probably missing sales. Fernando Pages immigrated to the U.S. with his family as a child. As a builder he … (1 comments)
selling new home sales tips: SEO and Social Media: How to Get Your Website on The First Page of Google
- 08/29/10 12:27 PM
Even the best websites are of little value if your buyers never find them. And since most online shoppers (that is, 90% or more of your buyers) rarely look past the first few pages of a search, getting listed high with the search engines is critical to getting leads. Tom Heatherington is the author of a new book, SEO & Social Media Marketing Guide, that covers how to use current tools and tactics to rank high with the search engines, position yourself and your products in front of buyers, and inspire those buyers to contact and buy from you. Below are … (1 comments)
selling new home sales tips: 4 Steps to Outstanding Customer Satisfaction
- 08/16/10 01:17 AM
This week we speak with Tim Kane, MBK Homes. Few states have housing markets nose dive more than California. Yet, this Irvine builder is taking the market in stride, polishing their prospects and focusing on thing: pleasing their buyers. And it’s working for them. They are attracting buyers when other builders are still scratching their heads wondering when the market will return. Can it really be that easy – just please your customers and you’ll sell more homes? Tim Kane, of MBK Builders, describes their 4-step process for achieving outstanding customer satisfaction. As far as being easy, it took MBK seven years … (2 comments)
selling new home sales tips: Are Your Prospects Buying You?
- 08/08/10 01:55 PM
This week we speak with Jeb Blount, author of "People Buy You". “Most people in business or in sales recognize that it’s the relationships they have with their customers that are the most valuable,” says Blount. Yet, for the past 30 years, as computers and the Internet have changed business practices, focus has changed from building relationships to streamlining processes. And since these tools are available to everyone, it’s created a somewhat homogeneous marketplace where the challenge for any business is to stand out and get noticed. “What is the competitive differentiator if everybody from the buyer’s standpoint looks the same? … (1 comments)
Every successful salesperson knows that referrals are the lifeblood of a sales career. Referrals are the reported as the #1 source of new leads for builders and Realtors alike, and sales to those who have been referred to you by happy customers are the least expensive leads you have and the easiest to close. We spoke with one of the foremost sales trainers in the business today, Myers Barnes, to get his thoughts on how to build a strong referral program. Below are excerpts from our recorded conversation: … (0 comments)
selling new home sales tips: How to Create a Winning Customer Experience
- 07/19/10 01:04 AM
This week we speak with Beverly Koehn, Beverly Koehn & Associates Beverly Koehn started her career as a salesperson in a builder’s model over 20 years ago. Today, she shares her insights as a sales trainer and consultant to builders across the country. Her book, Loyalty Is Love, details how to create long-term relationships with homebuyers and has been a favorite of BuilderRadio listeners. We asked Beverly to discuss one aspect of building loyalty – creating a winning customer experience. Below are excerpts from our recorded interview: It’s so important that we all remember that we’re selling so much more than just our … (0 comments)
selling new home sales tips: Design Trends for a Brand New Market
- 07/05/10 12:55 AM
This week we speak with Kay Green and Ashley Jennings, of Kay Green Designs. Kay Green Design, in Orlando, FL, specializes in model home design and merchandising- the art and science of studying buyer behaviors and preferences and incorporating those trends into model homes so that the home has maximum appeal to your targeted audience. Today, that function is perhaps more important than ever as we see new generations of buyers emerging with different tastes than their parents. We asked the mother/ daughter team of Kay Green and Ashley Jennings what to watch for in terms of trends and colors, and what to … (1 comments)
selling new home sales tips: Right-Sizing Your Homes: Managing Space to Maximize Value
- 06/28/10 12:44 AM
This week we interview Gale Steves, author of Right-Sizing Your Home. Gale Steves is one of America’s leading home authorities. Creative thinker and guru, she helps consumers fashion livable homes and counsels companies to create products she knows people want and need. She has inspired millions with her ideas and solutions, first as a magazine editor, and most recently as the force behind Open House Productions, a consulting company formed in 2001. We asked Gale to describe the concept behind her new book, Right Sizing Your Home, and how this concept can be put to use by builders, remodelers, and Realtors. … (0 comments)
selling new home sales tips: What’s Your Plan? Converting Ideas into Actions.
- 06/21/10 12:05 AM
We speak with Kerry Mulcrone, Mulcrone & Associates, author of Tools, Tips and Takeaways – Everyday Building Blocks for New Home Sales Managers Kerry Mulcrone is well known in builder circles. As a speaker/trainer/sales coach she draws from over 20 years of new home sales experience to help builders and Realtors find new solutions to grow their sales. This usually means getting in the trenches with salespeople and helping them master the basics, then moving up from there. One of the ‘basics’ that Kerry focuses on is the need for everyone on a team – from the builder or owner, management team, and … (1 comments)
selling new home sales tips: Woman-Centric Design: Marketing to the Decision Makers
- 05/31/10 02:00 AM
This week we speak with Paul Foresman, Design Basics, LLC. According to the book Trillion Dollar Women: Use Your Power to Make Buying & Remodeling Decisions (BuilderBooks.com), women make or direct 91% of the decision to buy a new home. Now, this is just an observation, but there seem to be a whole lot of, um… guys in the building business. And according to this week’s guest, Paul Foresman, Business Development Director for the design firm Design Basics, LLC, we guys might be at a disadvantage if we’re not getting an ‘alternate-gender’ perspective on the homes we build, market or sell. “We interviewed lots … (1 comments)
selling new home sales tips: Where’s the Urgency in Today’s Housing Market?
- 05/16/10 01:44 PM
This week we speak with Shirleen Von Hoffman. Through secret shopping I get to see all kinds of things that builders only see on camera. A lot of managers will only see what they see at a sales meeting, but they don’t see their agents in action out in the field. In this market, when traffic is so slow, you would expect to see a lot of selling skills being used, but they’re just really not. For example, when we do our secret shops, we’re finding that on only two out of 35 shops the agents will actually walk us through … (1 comments)
selling new home sales tips: Free webinar. Financing Strategies to Sell More Homes
- 04/15/10 08:16 AM
<!--StartFragment--> Free webinar. Financing Strategies to Sell More Homes. Friday, April 16th Registration link: https://www1.gotomeeting.com/register/553010544 Trying to figure out the in’s and out of financing and appraisals for new home sales? Selling More Homes Media and BuilderRadio.com is sponsoring a no charge coaching/webinar on tomorrow, Friday, April 16th at 2PM EST. The panel will consist of experts from the financing, real estate, mortgage and appraisal world. We may not be able to solve the world’s financial problems, but maybe we can help you make that extra sale! The coaching webinar would focus on ideas on how Realtors, builders and new … (1 comments)
selling new home sales tips: The Challenge of Managing a Homebuilding Business in Today’s Economy
- 04/11/10 10:38 PM
This week we speak with Charles Graham, Newton Graham Consultants. Chuck Graham is a principal of Newton Graham Consultants, a Charlotte, N.C.-based management consulting firm that specializes in the pursuit of superior financial returns via dominant home builder market share positions. Newton Graham has production builder clients in many markets across the country. We asked Chuck to weigh in on the challenges builders face in managing and maintaining business in a shrinking market. Below are his observations and insights: It’s a very challenging environment and quite frankly, as an industry we’re all pretty unprepared for what we’re facing. If you think about … (2 comments)
selling new home sales tips: Sell the Emotion of Your Home… With Video.
- 03/28/10 10:09 PM
This week we speak with Jerry Rossi, speaker, marketing consultant, and author of Dog Eat Dog & Vice Versa: 9 Steps to Take the Bite out of Your Marketing. 100% of all purchasing is emotional. But, 95% of all purchasers start their look on the Internet. So, how do you stir the buyer’s emotions when they’re shopping online? Simple: With video. Most websites are just flat. They show pictures and they show plats and they make it pretty, but nothing really triggers the emotion. Virtual tours are a great start; they’re the most clicked button on Realtor.com. But I bet no … (6 comments)
This week we speak with William Woodard, J. Patrick Homes, Houston, TX.
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