WCR LIVE - SALES TRAINING WITH STEVE HOFFACKER

By
Real Estate Agent with PREA Signature Realty - www.preasignaturerealty.com

WCR Live - www.BlogTalkRadio.com/WCRLive

This month's WCR LIVE - BROKER CONFERENCE CALL featured an interview by hosts Klaus Bank and Ryan Shaughnessy with sales and marketing strategist Steve Hoffacker. In this segment, Steve Hoffacker discussed the importance of "scoring" your customers and working smarter. Topics discussed on the show included:

  • Qualifying the Customer
  • Using Objective Criteria to Rate your Customers
  • Rate, Score and Rank your Customers
  • Prioritizing Customers Based on Likelihood of Purchase
  • Structuring Work Based Customer Score

If you haven't read Steve Hoffacker's books "Making the Grade" and "Knowing the Score", this month's show gave a brief introduction to the sales training concepts discussed in these books and how these concepts can be used to grow your business by closing more sales in less time and with less effort. The central premise is that "all customers are not created equal" and you need to focus your sales activities on prospects that are most likely to purchase. The show can be heard at www.BlogTalkRadio.com/WCRLive.  Steve Hoffacker's books are available for purchase from his website at www.SteveHoffacker.com.

Again, thanks Steve for appearing on the show and sharing your wisdom collected over your more than 30 years in the new construction home industry.

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PREA SIGNATURE REALTY

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PREA Signature Realty is a full service brokerage located at 1709 Park Avenue in the Lafayette Square neighborhood of the City of St. Louis.  PREA Signature proudly serves the following city neighborhoods:  Lafayette Square, Soulard, Benton Park, Benton Park West, Downtown Loft District, Forest Park Southwest, Central West End, Tower Grove East, Tower Grove South, Compton Heights, Shaw, The Hill, Dogtown, Carondelet, Holly Hills, St. Louis Hills, Dutchtown, and the Other Historic Neighborhoods of the City of Saint Louis, Missouri. 

The opinions expressed herein represent the opinions of the author only and do not reflect the opinions of PREA Signature Realty.  All photos and written content were produced by PREA Signature Realty.  All Rights Reserved - PREA Signature Realty (2009).  This content may not be reproduced or reprinted, except for Active Rain re-blogging, without express written permission of PREA Signature Realty.

For more information, visit our website at www.PREASignatureRealty.com or contact Ryan Shaughnessy at 314-971-4381 or send an email to Ryan@PREASignatureRealty.com

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Michelle Silies 06/30/2010 06:40 PM
Topic:
Real Estate Best Practices
Location:
Missouri Saint Louis City
Groups:
Real Estate Rookie
Coaching and Mentoring
Rainer's Women's Council of Realtors
Coaching-Personal Development
National Women's Council of Realtors - Not Just for Women!
Tags:
sales training
wcr
wcr live
rating your customers

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Rainmaker
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Jenny Kotulak
RE/MAX Real Estate Centre Inc., Brokerage - Oakville, ON
Broker - Oakville Ontario Real Estate

Ryan, you're back!  Where the heck have you been?  So nice to see your face at the top of my subscription page today. 

Jul 01, 2010 05:41 AM #1
Rainer
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Ryan Shaughnessy
PREA Signature Realty - www.preasignaturerealty.com - Saint Louis, MO
Broker/Attorney - Your Lafayette Square Real Estate Partner

Jenny - I went to Peru for vacation then got busy.  It took me sometime to get back into the swing of blogging.

Jul 01, 2010 10:27 AM #2
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Rainer
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Ryan Shaughnessy

Broker/Attorney - Your Lafayette Square Real Estate Partner
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