Great news for Home Builders and Mortgage professionals!! Check out the market forecast from our yearly Builder Dinner hosts…Riverfront Investments. Usually they are spot on!
Great news for Home Builders and Mortgage professionals!! Check out the market forecast from our yearly Builder Dinner hosts…Riverfront Investments. Usually they are spot on!
(Part 2 of 3)
By Shirleen Von Hoffmann Sales Coach and National Director of the Builder Group
A team without trust isn’t really a team and it’s not fun to be around. It’s just a group of individuals, working together, often making disappointing progress. They may not get along, battle over responsibilities, and not cooperate with one another. It doesn’t matter how capable or talented your people are, they may never reach their full potential if trust isn’t present within the team. We want more than that. When trust is in place, each individual in the team becomes stronger, because he or she is part of an effective, cohesive group. “We’ve got your back” mentality is the only way to go!
So how can you, as a leader, help your team build the trust that it needs to flourish?
Lead by Example
If you want to build trust within your team, then lead by example. This means trusting your team and being a person who is trustworthy. Never forget Trust rolls down hill and they are taking cues from you.
If you are transparent with your communication your team will observe and tend to be that way. You need to give them permission to be safe in a transparent working environment. Many will feel unsafe speaking their mind at first but if it is honored as a safe policy and way of doing business, they will feel safe, heard and a more important part of the team.
Team Therapy- Great Meetings!
Have great meetings, it’s important to a team: Encourage your team and Leads to be very active and take a role in this very important step to team building.
This time spent face-to-face is an important part of getting to know each other. It also creates opportunities for team members to talk, and to help one another solve problems. Make sure that you “walk the talk” here: whenever you have important or relevant information to share, do so immediately. The more you share with your team members, and thereby prove that you have no hidden agenda, the more comfortable they’ll feel trusting you and each other.
Know Each Other Personally
One way to build trust is to encourage your team members to see their colleagues as people. This is super important with off-site colleagues. Think about creating situations that help them share personal stories, and bond on blue jeans so the team can get to know them personally. Ask about their families or interests, it doesn’t have to be long and drawn out but it has to be real.
Don’t Place Blame
Instead, encourage everyone in your group to think about the mistake in a constructive way. What can you all do to fix what happened, and move forward together? And how can you make sure that this mistake doesn’t happen again?
Building Trust Virtually
So, how can you build trust between people who are hundreds of miles apart?
Schedule a virtual “meet and greet” if it’s a new team, to help everyone get to know one another as individuals. Then continue weekly online face to face meetings to help establish relationships.
Next, make sure that everyone on the team is aware of other team members’ expertise and skills, as well as the value that each individual contributes to the group. Encourage your team members to treat each other just as they would if they were working face to face.
Keeping your promises is incredibly important in a virtual team, because your word is often all you can give. Positive follow-through builds trust quickly, and can raise the entire group’s tone and expectations.
Mastering Builder Business
I was doing some coaching the other day to a group and one of the students said, “I feel that Builders are too much work…they are too hard to get to, too hard to get and too hard to keep happy once you get them.”
So I am here to tell you…That is partially true! Home Builders can be hard to find, challenging to get an appointment with and once gotten they can be difficult to keep happy.
But on the other hand, chasing a Builder and getting them is a huge win, there’s no feeling quite like it! Here is another great upside…you don’t live month to month; you have a huge pipeline of loans that you can see as far as a year out and you always know what is coming down the line. When you become a successful Builder Account Loan Officer and do it right, you become an enterprise. Everyone will want you working for them. Furthermore, there is no better feeling than a Builder awarding you with their business and trusting you to get it done. It’s huge win.
Think about it, is anything worth getting, Easy? Do you want to get 15 loans a year from a Realtor (That’s easy!) or do you want 150 loans year from a Builder? (Challenge) And when you get four or five Builders in your pocket, you can imagine the enterprise you will create. Nothing in this world, worth anything, comes easy. So instead of looking for easy, let’s talk about some strategy.
First I am going to make you a promise and want you to proceed with this knowing. If you follow these steps below you will become wildly successful with Builders and have a ton of business. With that said, you must prepare to be busy. I always say, “Be careful what you wish for!” Preparation and planning will make you, “in it to win it”! READ THE ARTICLE HERE
As a Sales Coach, I talk about a lot of different teachings. This might be one of the most important things I talk about…how to play nice in the sand box and building and caring for your Team, all of your Team.
One of the first rules I learned doing high volume sales production is that you need a lot of people to achieve your goals. They are your Team and need to be aligned and trust you to be a Leader. You can’t let them down. You bring in the business but your job doesn’t stop there. You must create an environment for things to get done right and on time. That’s where your team comes in. TEAM means everyone you encounter at your company.
Now, don’t get me wrong: I am not saying there won’t be conflict. But that’s when you use your skills like communication, great systems, proper expectations and reasoning. Never use Anger or rage at another person on your Team, it’s not cool and eventually you will be moved out the door for doing it.
Here are a 12 necessary elements to keeping your team thriving and aligned.
You’re the leader so remember you are responsible for your actions and your team, always:
But here’s the reality; bad days, bad moods and pressure are a part of life and our business. They don’t work in your life nor the workplace, they just make everything worse. How you manage them is everything. Don’t bring that game. Don’t shoot yourself in the foot. You are trying to build an enterprise, it takes skill.
Be a good human, be a rock people can depend on, create trust, love and honor with everyone in your family. In a company it takes Sales, Operations, Management and a bond between all, to get the job done. You are one big family, working together to be the best you can be. Honor that and have some fun growing in a market that’s thriving. Now go get em!
Stay tuned for Part 2…
Technology is changing so quickly that it’s tough to keep up, but it is critical that we do. Consumers are using tablet and mobile technology in their everyday life, and other industries, like retail, are spending millions to develop technology so they can better connect with their customers. The home building industry needs to do the same, but how? Finding the best uses for these tools in new home sales is actually fairly easy when you know where to start. This session will discuss the latest and most relevant tablet technology, apps and implementation ideas for new home sales so you can better connect with your prospective buyers and get results.
Join Christopher Brown and I for a great session on Jan 21 at 11am in South Room 223
Shirleen Von Hoffmann MIRM, CSP, CMP, Broker, President and Sales Coach
Christopher Brown MIRM, Broker and Principle (916)866-600-EDGE (3343)
New New Homes (916) 572-NEXT (6398
When you live with intention, you set out on a predetermined path of success, every day. You are present, engaged and authentic. When you don’t live with intention you perform many mindless activities throughout the day that are random and most likely time wasters.
When you live mindless and roll from one thing to another without thinking about it or a predetermined path, you are not being intentional. Though to-do lists and goals are necessary, living with the intention is having a regular practice that is done every day and every week, so as to not waste one precious moment of life. Living with intention is to approach life in a bigger way. Getting the bigger picture.
As we get closer to the New Year, let’s focus on living each daywith intention. So as you set your intentions and schedule for Success in the New Year, try including a schedule that includes good habits that take care of YOU, the human being as well as YOU, the Salesperson. In the Real Estate world many of us have goals and or visions that we do each year. This year I would like to challenge you to make intention boards instead. Fill them with things you will do daily or weekly that will help with the big picture goals and vision you have for your life. For instance; by doing this one task it will make a positive result in 5 different aspects of your life. That is bigger picture. Put pictures on those intentions to make them even more powerful. Here’s an example:
0 Hours of television 0 Hours of wasted time/Negativity
1 Hour of exercise daily 1 Hour of email return daily
2 Liters of water daily 2 Hours of prospecting per day
3 Cups of green tea daily 3 Hours of focused marketing per week
4 Short mental breaks daily 4 Return call times 15 minutes each
5 Small meals 5 Minutes of chit chat with staff members weekly
6 am wake up time 6 Handwritten cards of praise, prospecting follow up
7 Minutes of laughter 7 New clients a week
8 Hours of sleep 8 Lunch and Learns and or Dinner meetings per month
9 Hours of reading/music per week. 9 Field calls per week
10 Statements of gratitude daily 10 Minute morning huddles
In Sales you have many bosses – they are just called customers and prospects and they should get TLC they deserve. Never, ever take a prospect coming through the door for granted as they are your golden goose. A good way to keep yourself in check, after every prospect encounter is to give it the TLC check:
There is a saying and it says, “As soon as you stop growing, you are dead.” That saying is so true. You find most people who feel burnt out are people who have stopped growing. When you stop growing, it seems like you stop loving what you do, you become negative, bitter and not fun to be around. When you continue to grow, you continue to be engaged, optimistic and energetic and positive about the future.
Living with intention involves engaging all of your energies and strengths. It means both affirming what you want and having fun on the journey. It means honoring your intentions, as a number one priority.
By Shirleen Von Hoffmann President and Sales Coach for Home Builders Edge. Copyright 2015 ©. For more information please go to www.homebuildersedge.com or contact shirleen at email@example.com
Shirleen Von Hoffmann Owner and Sales Coach for Home Builders Edge Copyright 2012
As I went for my walk today, I noticed my weeds in the front yard had grown double this week than last. With our recent rain and then our sunshine, they just just shot up! Which got me thinking about growth and how everything is meant to grow OR it dies. Once anything in nature stops growing, it dies. As babies, toddlers, then teens we were growing by leaps and bounds. We must remind ourselves as Adults to continuing growing ourselves in many different ways. Because when we grow, we are revitalizing and rebirthing ourselves. We are getting BETTER…older but BETTER! We are born to aspire ourselves upward and be ever changing and growing.
So the first argument I get on this is time…I don’t have time to start something new…blah, blah, blah…
Here are 15 ways to help you to grow…at work…doing what you do, that won’t take any time at all. It’s fun to grow so make it fun!
These are just a few small steps to making you grow towards being the best you can be!
There are only a handful of Sales Professionals that get into the top 10%. In fact the old saying 10% of the people do 90% of the business still rings true. After all of these years, it never changes. Just look at any President’s Club in any given company. I think this statistic is amazingly accurate and it always blows my mind.
So what is it that makes someone rise to this level? What is the Secret Sauce? Are they wired different? Why do some succeed where others fail? Is it personality, persistence, skills or just plain luck? It’s my belief that there are definite skillsets and personality traits that when put together make the best of the best.
Here are 10 things I look for when hiring.
Drive, Focus and Persistence
Top Producing Sales Professionals are driven…I know because I was one. They think about their game from the time they get up until the time they crash at night. Their mind is like a machine that seldom stops thinking and it’s usually about their business. They have focus like a race horse; fast and straight, o they don’t look up much, other than to see if anyone is passing them. Lastly, they never give up. They have an endless appetite for learning, knowledge, growth, processes, execution and they get up every day and do it; day in and day out.
Most Top Producers are great Managers of their own business. They are running their own enterprise. They know what they want and how to get it. As a Manager you really need to just support them, but they don’t need the day to day hand holding that some do. I have always found they take up the least time out of a Managers day.
Knowledge and Planning
I was always amazed at fellow President Club members. They knew the products better than the people who created them. They knew every inch of their products and could find the differentiation between their products and the competitor’s products very quickly. Though I do think luck could have some effect with success, to sustain success you must have a plan and be altering that plan, all of the time. Great Sales People have a plan to be great and they are able to maneuver that plan quickly, when it’s not viable.
Charisma and Confidence
Great Sales People have an energy you just want to be around. They know their stuff and are able to relay that confidence to the Client or Prospect. They have this confidence that is an energy you can feel. It’s says, I know what I am doing so step aside and let me do my thing. They don’t stutter or stammer; they know who they are, why they are good and can tell you that quickly.
This may be the one trait that is a key ingredient in the Secret Sauce. Top Producers are fierce competitors even if they don’t appear to be on the outside. Whether they learned that at an early age from sports or activity, a competitive floor with a sibling or maybe an overbearing Parent driving them, it’s definitely a trait you will find in most Top Producing Sales People. They HATE to lose.
It’s my belief when you put all of this together, you have a very special individual that can achieve the highest levels of production, time and time again.
Is it only for the chosen few? Can this be learned? I say YES, for those willing to step up and put forth the effort, anything is possible! Remember a Secret Sauce is nothing more learning the special ingredients!
By Shirleen Von Hoffmann President/Sales Coach for HomeBuilders Edge & Sales Team Coaches Copyright 2015
By Shirleen Von Hoffmann Copyright 2015
Let’s face it, our jobs of changing lives by putting people into homes and helping those who are making the biggest purchase of their lives requires super human skillsets. But you can’t change lives if you’re a hot mess inside. When you mix in our High D personalities that drives us so hard we become nothing but driven hard, with nothing left in our fuel tanks. Remember the old cliché? “Take care of yourself first or you will have nothing left to give others.” “Do or Die” also comes to mind and should be words we live by.
But what is self-care really and why is it so difficult?
It is our responsibility to take good care of and treat ourselves with the ultimate respect. It begins and ends with YOU…always!
I speak from experience as this topic has been a constant challenge for me. In fact this year, the theme of my dream board is FLY…First Love Yourself. Then you can love others. I remember my early years in business; I was so busy I would forget to eat. I would run till about 2PM each day on a cup of coffee. Just stress hormones and coffee! Not a good combination! Oh the chaos I put my body and mind through before I figured it out. My advice to you would be to stop now before you cause damage to yourself and F.L.Y. One thing to remember is this: No one cares about YOU more than YOU. If you run out of fuel and break down, life will go on at work. Part of being successful is mastering success in home and business life. If you are worn out and unhappy, success will be hard to come by. If you are feeling on top of your personal world, then success a work will be much easier and feel better.
How do you know if you are not putting yourself first? Do you find yourself?
The long and short of it is, in the real estate business your day is filled with clients, goals, marketing, deadlines, bosses and never a spare moment to breathe. You are a counselor, confidant, financial guru, real estate expert, sales person, employee and wizard all in one! You must have super human powers and in order to do that, you must charge up our batteries or you won’t fly! So with that said, here are three things to help.
Here are 3 things you can do to Love Yourself First. A must read for all Super Hero’s
Step 1: Find time each day to stop, multiple times throughout the day and say, “Did I take care of myself today? What do I need right now?” Listen to yourself, don’t judge, just act on your own inner wisdom. Your intuitive side will talk to you. Are you hungry, tired, sad, stressed? Do you need to go for a walk, workout, meditate, read a book, rest? If the answer is yes, make time to do it. No one can do it for you.
Step 2: Put a reminder on your computer and a timer on your cell phone. This should remind you to check in with yourself and take action making yourself a top priority. You are a top priority.
Step 3: One way to accomplish self-love, is to put the event you need, on your calendar and honor it no matter what. It’s just as important as any other appointment, actually more important.
In a recent survey it was found out of a 16 hour work day, 85% of working professionals only gave themselves 90 minutes of attention. That includes exercise, a shower, reading and activities that bring joy and happiness to all of us. That’s only 10% of our entire day. That’s 90 minutes out of 960!
You’re important and deserve your own love and attention first! Honor thyself first and you will be better to serve the rest.
“Self-care is never a selfish act—it is simply good stewardship of the only gift I have, the gift I was put on earth to offer to others.” ~Parker Palmer
By Shirleen Von Hoffmann Sales Coach and President of Home Builders Edge copyright 2015
Two weeks ago I did a short session on time management. Here is a recap of what we talked about PLUS a few additions…
First as a reminder take a look at Steven Covey’s youtube video on big rocks
Focus, Focus, Focus
Time is the most valuable thing we own, so own it!
Remember: This is all you should be doing: