Sales Tip 116: "Making the Most of Feedback"

How do you react when your manager provides you with your self evaluation and schedules your performance appraisal? Are you excited about the opportunity to have an open conversation with your manager? Are you anxious about it? If you are anxious about your appraisal, think about why this is so. Is it because it is hard to hear that your aren't perfect - that there is room for improvement? If you can learn without becoming defensive, you can potentially improve your job performance and advance your career. Ask clarifying questions, wait til the feedback has been given to paraphrase major points, fully understand the feedback, ask the evaluator to give you specifics, avoid being argumentative, avoid explanations of your behavior unless asked.

Sales Tip 115: "Relax to Succeed"

I learned a long time ago that a customer has to want to buy a house more that you want to sell one. If a sales rep comes across too desperate, the prospects will pick up on that and bolt. So, sales reps, while anxious to sell a house, need to learn how to relax and project an image of self confidence. How to do this? Practice Acceptance of what you can control and have an influence over. In other words, don't sweat the small stuff!

• Avoid perfectionism. You don't have to know all of the answers. Getting the correct answer gives you the chance to re-contact a prospect.
• Limit self-criticism. You do the best you can do most of the time. Value yourself for your own uniqueness, not in comparison to anyone else.
• Be realistic about your own abilities, including strengths and weaknesses. If you are lacking vocational skills that will make you a better sales rep, make a promise to yourself to improve in 2011.
• Be flexible. You only have so much control over outside events and other people.
• Think rationally. Not every problem is a catastrophe. Brainstorm with others around you how to get though the rough patches.
• Don't forget to breathe!

Sales Tip 114: "How Much Traffic Should You Generate?"

Many Sales Reps are at a loss to come up with an appropriate number for the amount of traffic they should be able to generate. Some take the position that is it not their responsibility, but rather that of the builder. WRONG! Yes... the builder does have some obligation to advertise their community, but the responsibility for generating the majority of it rests on the individual sales rep. Lets say for instance that you are averaging 6 traffic units per week. If you builder has their community looking in tip top shape, has adequate signage, is well positioned with the right product at a competitive price, it would be safe to assume that 1/3 of your traffic will happen to find you. What about the other 4 traffic units? At least 2 of the traffic units should be the ever valuable "Be-Backs". These are folks that have already visited you and through your follow-up efforts they return to learn more about your opportunity. That's leaves 2 traffic units for you to generate from scratch. How to do that? Here are a few ideas:
1. Reach out to Realtors
2. Door Knockers to local apartments
3. Business cards left in local business establishments
4. Visits to local business HR departments (make sure to bring along some brochures)
5. Establish an internal referral system with current homeowners

Sales Tip 113: "Keep Your Spirits High"

Today is the last day of 2010. I know it has been a very difficult year for many people so instead of a sales tip I would like to share this poem with you and wish you all the best life can bring you in 2011. Author unknown....

When things go wrong as they sometimes will,
When the road you're trudging seems all uphill.
When the funds are low and the debts are high,
And you want to smile but you have to sigh.
When care is pressing you down a bit,
Rest if you must but don't you quit.

Life is queer with its twists and turns,
As every one of us sometimes learns.
And many a fellow turns about,
When he might have won had he stuck it out.
Don't give up though the pace seems slow,
You may succeed with another blow.

Often the goal is nearer than it seems
To a faint and faltering man,
Often the struggler has given up,
When he might have captured the victor's cup.
And he learned too late when the night came down,
How close he was to the golden crown.

Success is failure turned inside out,
The silver tint of the clouds of doubt.
And you never can tell how close you are,
It may be near when it seems afar.
So stick to the fight when you're hardest hit,
It's when things seem worst you mustn't quit.

Sales Tip 112: " How to Increase Communication and Follow-Up with Your Customers"

As the end of the year is approaching, make a commitment to yourself and your customers to improve your communication in the upcoming year. Here are some thoughts to keep your customers informed:
• Alert them to development and construction milestones
• Let your unsettled customer know about upcoming HOA meetings
• Host a “Meet your Neighbor” party and invite them to come and get to know the current homeowners and others who are also building in the community
• Call every week whether you have news or not – people are nervous – keep them in the loop
• E-mail to customers to announce community updates, sales updates, etc.
• Ask your customers weekly for referrals… you never know /things may change at work or with friends and family and know is the chance for their friends/family/co-workers to see if they too, would like to move to your community
• Prospecting – Have a regular direct mail campaign integrated into your marketing plan
• Reach further back into older prospects and contact periodically to see if their status has changed

Sales Tip 111: " Anatomy of an On-Site Promotion"

Do you have a newly finished home or a new community you would like the Realtor population in your area to visit? A little preliminary planning makes for a memorable event that will leave the top Realtor Producers in your community talking for many days.
1. Create your Invitation. Make sure it covers the basics:
WHEN- Pick a date that’s not the date of the area Realtor’s office meeting or MLS tour. Choose a time in the day between 11:30 – 1:00 when people pause in their day to eat lunch.
WHAT- Serve a buffet lunch and match background music that fits with your theme. This can be as simple as a CD playing continuously in the background.
WHY- It’s not enough to say you want them to see your new home. Make it a reason that is relevant to them i.e. If their brokerage is committed to a cause… make a donation in their name.
WHERE- Hold the event in your new home or community.
WHO- Make sure it is clear that YOU and YOUR BUILDER are the hosts
2. Choose Your Invitation List. Do you already work with a Realtor? Ask them to get you a list of the million dollar producers from last year and be sure to invite them. Follow-up with the invitees the day before the event to encourage them to attend.
3. Select a Menu. Keep it simple. Make sure to include plenty of water/sodas/teas.
4. Give them something to remember you by. Find some small token as a give-away. Be sure to attach your business card to each and a short thank you written on the back. Have your floorplans copied onto bright colored paper. Roll them up and tie with a ribbon. Display them in a big basket near the gifts and be sure to hand one out to attendees.
Try to have fun, and once the Realtors have seen your product, enjoyed your event and have been impressed by how they were treated, with a little luck they will bring those elusive homebuyers by for a look at your community.

Sales Tip 110: "Is Direct Mail Dead?"

I sure hope not but many believe that it doesn’t work or that it’s just too darn expensive. Who says direct mail has to be 5000 pieces mailed? A direct mail piece can be as simple as 1 letter mailed to your 1 new potential homebuyer. However many pieces of direct mail you are sending to your prospects, please be sure to follow some time-tested guidelines for sending out a direct mail piece to people who have already physically visited your community :

1. Greeting: Thank them for visiting your community. Remind them of your USP (Unique Selling Proposition)
2. Sense of Urgency: Utilize this paragraph to state what your special offer is. This gives the reader a reason for reading and reacting. Be specific if there is an “end date.”
3. Support Statement: Support your Sense of Urgency with 3rd party endorsements (i.e. happy customer quote), facts (i.e. interest rates are at an all time low), or just general enthusiasm.
4. Call to action: This is the most important element in your letter. It can be to stop by, email, bring coupon, purchase, or that you will phone them/email them/mail them information - BE SURE TO FOLLOW THROUGH!