selling new homes: 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 homes: 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 homes: 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 homes: Website Essentials for Attracting More Sales - 11/03/10 02:41 AM
This week we speak with Brian Duvall –
Your website and email.  Like it or not, you’re business can’t grow without them.  Does your website perform like you want to pull in prospects and convert them to sales?  Does it create the interest and excitement that gets buyers hungry and excited to talk to you in person?  And if they do, are you able to follow up like they expect?
All these are issues every company faces, large and small.  Brian Duvall, of Duvall Media, shares his top tips to make your website perform as an extension of your sales department.  … (1 comments)

selling new homes: 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 homes: Automate Your Processes to Build Profits - 10/21/10 07:02 AM
We speak with Charlie Schneider – Builder Sourcing
In today’s world every homebuyer is starting out on the Internet, so every builder needs to establish a presence there, to make a good impression, and to create the interest to come up with a lead. Then, they need get that lead into the hands of a salesperson that can respond to the interest with a phone call or email that engages that prospect in a conversation that gets them to come in and visit.
That may sound simple, but it takes a system in place to make sure that occurs.
Systems such … (0 comments)

selling new homes: Attracting and Hiring Top Sales Performers - 10/21/10 06:57 AM
We speak with Scott Smeester –
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 homes: 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 homes: How Top Sales Producers Follow Up - 09/12/10 01:04 PM
This week we speak with Shirleen Von Hoffman, Home Builders AdvantEdge
Shirleen Von Hoffman (aka ‘The Sales Queen’) is the kind of sales coach that rolls up her sleeves and gets ‘down in the trenches’ with agents to teach by example.  She has done hundreds of secret shops and uses video of her encounters as a place to start in her teaching.  And the agents she works with soon get over the discomfort of being videoed and shopped when as her coaching helps them overcome obstacles and achieve greater results.
We asked Shirleen to share her perspective on the ‘state of … (1 comments)

selling new homes: How to Manage and Motivate a Sales Team - 09/07/10 07:55 AM
This week we speak with Christine Hamilton, sales trainer, speaker, and consultant.
Christine Hamilton is a co-author of GPS for Success: Goals and Proven Strategies for Success, along with Stephen Covey, John Gray, Les Brown and others.  We spoke with Christine about her contribution to the book and what it takes to achieve success in selling homes in this environment.  Below are excerpts from our interview:
Managers:  Know thy salespeople.One of the most important things is to first evaluate the needs of the company. First and foremost is shopping the front line sales people. We observe how they manage what we … (1 comments)

selling new homes: 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 homes: 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 homes: 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)

selling new homes: Boost Sales by 30% With a ’1 in 3′ Referral Strategy - 07/27/10 12:33 AM
This week we speak with Myers Barnes, Myers Barnes & Associates, Inc.

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:

selling new homes: 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 homes: What Caused the Housing Crisis - 07/07/10 12:27 AM
Check out this youtube video on What Caused the Housing Crisis:

selling new homes: 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 homes: 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 homes: 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 homes: Four Steps to Home Sales Recovery - 06/14/10 01:21 AM
Rich Carlson, president of Carlson Communications in Northborough, Massachusetts, has been involved in advertising, marketing and public relations within the housing industry for 35 years.  He’s also the author of a new book, Are You Prepared for the Recovery.  Rich sat down with us to discuss his book and the major steps he feels are essential for getting through the current market and successfully moving forward.  The following are excerpts from our interview:
Step One:  Market Research
One thing that I try and emphasize is the importance of listening to your customers and conducting continuous research.  Research, just like sales training, it … (2 comments)


Jerry Rouleau

Terryville, CT

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