By Shirleen Von Hoffmann CEO Coaching Executive Officer for Home Builders Edge Copyright 2011
After coaching Sales Professionals and being a Top Producer myself, I find there are two types of Sales People, those who have a plan for success and those who don’t. Those who wake up and go after it using every minute of the day and those that just show up. Those who engage and refine skillsets and those who don’t. Those who are in the top 10% and the 90% who aren’t. It’s why 10% of Sales People do 90% of the Sales. What I like to call…people who are Sales Masters or Sales Facilitators. Here is a Wikipedia description of both.
Facilitator: one that facilitates: one that helps to bring about an outcome by providing indirect or unobtrusive assistance, guidance.
Master: a powerful person who controls or influences what other people do: a person who has become very skilled at doing something.
When I think of a Facilitator I think of Vanna White. She looks good, swings her arm in front of whatever she is showing as if to say, TA-DA!! She shows you things, and you could hire anyone to do what she does.
When I think of a Master I think of Tony Robbins. He has created an empire through hard work and dedication. No one is quite like him, he has mastered his business and his skillsets.
Sales Facilitator Sales Master
Shows up to work for the paycheck Comes to work, fully engaged
This this is a pretty good job Runs their business with clear vision
Gets depressed over bad market news Doesn’t watch news, too busy marketing
Spends time on phone with friends or FB Calendar is filled, with scheduled calls
Sits in the office waiting for prospects Out and about, networking
Slow in down markets Makes money in all markets
Writes down how much they want to make Goal sets, has a clear vision and plan
Shows up to work and waits for clients Has list of tasks, marketing and meetings
Go blank, when asked what you do Has a 30 second ad about who I am
Follows along Takes Control and leads the sale
Says, “Here’s what we have!” Says, “Tell me what you are looking for.”
Says, “Call me with questions!” Says, “any questions I haven’t answered?”
Presents obvious features Sells benefits by what’s important to client.
Answers Questions Asks Great Questions to get client talking
Wonders what client is thinking Knows by asking closing questions
Sells Features Sells Benefits
Uses time with client to answer questions. Uses time with client to build trust & rapport.
Asks, “have been qualified?” Says, “Let’s sit, I’ll run numbers for you!”
Says, “Well I hope to see you again” Says, “Let’s write this up, before it’s gone!”
Says, “goodbye, thanks for visiting us today” Asks, “Ready to make this your home?”
Assumes client will return, if interested Calls, emails, texts and sends letters
I challenge you to take a look at the list I am providing and honestly rate yourself. Are you a Facilitator or are you a MASTER? I can guarantee you, in this market, Employers are only looking for Masters. The sooner you become a Master of your trade, the sooner you will be happier, feel more in control of your life, your money and your future. You will rise to the top and stand out amongst your peer group, which will make you more in demand Sales Person and a Top Producer.
If you find you are a Facilitator and want to become a Master, contact us for some individual coaching. You will work with a highly skilled coach selected to closely match your individual needs. Your coach will empower you with the extraordinary leverage of accountability—someone who understands your ultimate desires and supports those desires. Your coach will help measure, monitor, manage, and support you to ensure that you keep your word to yourself, and take the consistent action that leads to the results you desire most.
My Coaching program will give you a true competitive edge, but you must step up as well. Commit with a passion and a focus that your life deserves. We’ll bring you extraordinary resources for powerfully improving the quality of your personal and professional life. Then you can truly experience the powerful momentum that comes from living life at the Top.
Check out my latest article in National Mortgage Professional Magazine 40 under 40 edition
It’s for Mortgage Professionals about bringing in Builder business in 2017
It’s that time of year where we are preparing for the Holidays and Year end and thinking about the New Year to come. So, what will your business look like in 2017?
Here’s something to think about. Rates are low and have been low for some time now and everyone who wanted to refinance has probably done so. With pressure for rates to rise, then your plan should be entirely a purchase business plan for 2017 and 2018 and always.
With purchase business representing Realtor and Builder I want to speak to Builder because that’s my specialty. I find that people that do Builder business can be wildly successful or not. It depends on the skill, preparation and support… see the article here.
Its where you will learn all of the nuances and tactics of lending to Home Builders. There’s no better way to grow your business than with purchase business.
Courses are filled up for first quarter.
The Queen of Sales has some new, exciting things happening in the new year.
She has a new book release coming up soon: Secrets of Top Producers for Mortgage Professionals to go along with her previous release Secrets of Top Producers for New Home Sales Professionals. There will be a ton of the Queen’s Sales wisdom and secret mortgage tips to insure your sustained success in the Mortgage Industry. Her award winning past in the Real Estate world,didn’t come by accident. There’s a very specific plan and execution to follow that leads to success. In this book, she shares the steps it’s going to take to put you in the top 10% of your company. If you follow her advise, be prepared to have the lid blown off of your business.
Here’s a little tidbit of the new release:
“To be a Top producer with longevity you have to work at it every day, all day. A Top Producer with longevity is the “Gold” that all other Sales People admire and strive to mirror and every employer pays dearly to attain and retain. Why? Because having one top producer is like having a selling machine working for you. A few top producers can be enough at times to run an entire company. And typically, a Top Producer has smooth transactions and happy buyers because they have well thought out processes that create those successes. It’s not luck, when it’s sustained success year after year.”
We’ll let you know when it’s ready for release and Stay tuned for more exciting new from The Queen of Sales.
Helping others in need is what makes are world go round. And when you need love and support, others will be there for you. Many of you may not know that I have a Cancer Foundation called, Calling all Angels, the Charlene von Hoffmann Cancer Foundation. I started it when my beloved Mother died from Cancer. It helps Cancer Patients who are all alone in the battle of Cancer. Currently I fund this foundation through my own efforts and it’s my baby. Many may not know that I am a Cancer Coach as well as a Sales Coach. I support patients in any way they need, if I have it in my power to do so. Sometimes that means research, Sometimes food, sometimes explaining things, sometimes helping with hurdles like Dr. visits…direction and sometimes just being a friend.
Here is a good reason to donate what you can to help this young lady, Nicole who is a single Mom with 3 children out. She is a Niece of a friend of mine and she could just as easily be one of my Niece’s. Too young!
By helping others you spread Love and Love is what the world needs right now. Every bit of it counts!
Thank you and Happy New Year to you, to Nicole and her children!
By Shirleen Von Hoffmann "The Queen of Sales" and Sales Coach for Home Builders Edge copyright 2016
This year I did my goals and planning in the final quarter of 2016, so I will be ready for the New Year. In business, this works well and you get the New Year off to a roaring start.
So, my vision board and business goals are done! It feels good to have them done and I feel ready to embrace 2017. I ‘m super excited about a few of my Coaching Programs going into a online school. It’s going to be a very busy year of Coaching and Consulting for me.
I challenge you to do the same. Get your Vision board out and your Goals on it and start the year off ahead of the game!
I have a simple recipe for combining your Vision and Goals and as with any recipe make sure to stick to the ingredients given.
- TOPICS: Find 5-6 important topics to cover like Work, Home, Relationships, Health, Spirituality, Fun.
- VISUAL: Use GREAT pictures of what you want and be very specific and personal with those pictures. If you want an RV put the exact picture of that RV.
- MEANING: Put down the BIG WHY of what it is that you want. If the WHY is powerful enough, it will help you achieve the goal.
- PERSONAL: This is a personal mission so you get to put your personal touch on your creation. Sky is the limit. You own this one!
- FEELING: Put down how you want to feel in each area of your life. ie( I want to feel more love in my marriage.)
- EXPANSIVE: When you sit down to do this, know ANYTHING is possible. Lock the adult in you, that limits things, OUT of the room.
- SIMPLICITY: Keep things simple, like a 5-year-old would like it. You are dealing with the sub-conscious and you need to talk to it in a very simple manner. Pictures speak louder than words here so use pictures. Example if you want to make a million dollars, put a picture of a million dollars on the board. Lose weight put a picture of you at a smaller size. (specific and simple)
- FUN: Have fun doing this exercise. It’s amazing if you use this recipe, the results you will get and you can do a personal board as well as a family or team board that you do together!
- THEME FOR THE YEAR: Do a section of the board that has a theme for the year. For instance you may want to “Lighten Up” your home, your body and your workload. So “Lighten Up” Would be the theme of the year in all categories.
I like to do my board on my computer, so I can obtain any picture and insert it and then print out the final board. I also save it as my screen saver on my laptop, to look at it each day. Others like to do a manual board and cut pictures from magazines and make a project out of it. It’s your creation, do it however you wish, just follow this recipe.
Isn’t it exciting we get use our imaginations and create your very own masterpiece called LIFE! Asking for anything we desire. Amazing!
See you in the New Year!
I came across these 12 laws of Karma and thought I would repost them for business, as they are applicable in your personal life and your business life.
What I know for sure is when you practice them, is when the magic appears in your life and your business!
Here are the 12 laws of Karma for business everyone should know!
- The Great Law “Cause and effect”
“As you sow, so shall you reap.”
Surround yourself with what you want to have in your business and be yourself.
- The Law of Humility
One must accept something in order to change it.
- The Law of Growth
When we change who and what we are within our hearts, our business will follow suit and change too.
- The Law of Responsibility
One must take responsibility for what is in one’s business.
- The Law of Connection
Neither the first step nor the last are of greater significance. They are both needed to accomplish the task.
- The Law of Focus
One cannot think of two things at the same time. Accomplish one thing at a time to move forward.
- The Law of Giving and Hospitality
Here is where one puts what they CLAIM to have learned into PRACTICE.
- The Law of Here and Now
When you are stuck in old thought, patterns of behavior and old dreams it will prevent you from having new ones.
- The Law of Change
If you believe something to be true, then sometime in your life you will be called upon to demonstrate that particular truth.
- The Law of Patience and Reward
True joy comes from doing what one is supposed to do, and knowing that the reward will come in time.
- The Law of Significance and Inspiration
The true value of something is a direct result of the energy and intent that is put into it.
Check out my latest article for Mortgage Professionals in National Mortgage Professional Magazine June issue on Technology – Millennial Marketing and Follow Up
READ HERE – My article in NMP National Mortgage Professional Magazine
For more ideas like this or Real Estate Sales support and advice call me for Coaching and see my blog at www.salesteamcoaches.com