Archive for April, 2011

CNN – Now is the time to buy!

April 30th, 2011

Posted by Shawn Tully, senior editor-at-large
March 28, 2011 5:00 am

Forget stocks. Don’t bet on gold. After four years of plunging home prices, the most attractive asset class in America is housing.
A home under construction in Austin. The number of new homes in the pipeline nationwide is quite low.
From his wide-rimmed cowboy hat to his roper boots, Mike Castleman fits moviedom’s image of the lanky Texas rancher. On a recent March evening, Castleman is feeding cattle biscuits to his two pet longhorn steers, Big Buddy and Little Buddy, on his 460-acre Bar Ten Creek Ranch in Dripping Springs, a hamlet outside Austin in the Texas Hill Country. The spread is a medley of meandering streams, craggy cliffs, and centuries-old oaks. But even in this pastoral setting, his mind keeps returning to a subject he knows as well as any expert around: the housing market. “I’m a dirt-road economist who sees what’s happening on the ground, and in 35 years I’ve never seen a shortage of new construction like the one I’m seeing today,” declares Castleman, 70, now offering a biscuit to his miniature donkey Thumper. “The talking heads who are down on real estate will hate to hear this, but America needs to build a lot more houses. And in most markets the price of new homes is fixin’ to rise, not fall.”
Castleman is in a unique position to know. As the founder and CEO of a company called Metrostudy, he’s spent more than three decades tracking real-time data on the country’s inventory of new homes. Each quarter he dispatches 500 inspectors to literally drive through 45,000 subdivisions from Baltimore to Sacramento. The inspectors examine 5 million finished lots, one at a time, and record whether they contain a house that’s under construction, one that’s finished and for sale, or a home that’s sold. Metrostudy covers 19 states, or around 65% of the U.S. housing market, including all the ones hardest hit by the crash: Florida, California, Arizona, and Nevada. The company’s client list includes virtually every major homebuilder and bank — from Pulte (PHM) and KB Home (KBH) to Bank of America (BAC) and Wells Fargo (WFC).
The key figures that Metrostudy collects, and that those clients prize, are the number of homes that are vacant and for sale in each city, and the number of months it takes to sell all of them. Together those figures measure inventory — the key metric in determining whether a market has a surplus or a shortage of new housing.

To Close or not to Close? Is that really a question?

April 17th, 2011
by Shirleen Von Hoffmann President and Sales Coach for Home Builders Edge Copyright 2011

Many times when we are previewing shop videos, we see Sales Professionals doing the necessary steps to provide information to the client and touring the homes presenting all of the aspects of the product.  But many times we see them missing the key element of why they are called Sales Professionals.  They miss asking for the close and let the prospect walk away?

We hear them say, “well thanks for coming by” or “Have a nice day!”  They just let money walk out the door.

When you spend an hour or more at times with the prospect and then don’t ask for the sale, you are wasting your time, the prospects time and he builders money.  Always keep that in mind.  Asking for the sale is how you make your paycheck.  That is the long and short of it.  You are a Sales Professional you are not a tour guide.  Tour Guide’s get paid by the hour to present product. You get paid a substantial commission and it is your livelihood, so make sure to trial close to make sure you are on track with the prospect and close in general.  If you get a no, we are not ready, that just tells you that you have more discovery work to do, so you can start asking the Why’s or the What’s.

The challenge we want to give you here is to never let a prospect walk away without asking for a close…This week focus on the close and see how your sales will change!

Happy Sales!

Good Shop, Bad Shop…You decide.

April 8th, 2011

Here is a great example of a poorly executed way of overcoming an objecting and a great way to overcome an objection.

Overcoming Objections \”Before HBA Coaching\”

Overcoming Objections \”After HBA Coaching\”

Good Shop, Bad Shop…Money Down the Drain…

April 8th, 2011

By Shirleen Von Hoffmann, President and Sales Coach for Homebuilders’ Edge copyright 2011

Last week we preformed two competition shops for one our national builders.  The competition was two other national builders.

The first is a brand new subdivision, in a competitive area, just outside the bay area of California. Our price point on these communities was $650, 000.00.  And  yes, we still have pricing in California like this.

Our shopper was the only visitor the entire time she was in the office.  Upon entry, the Agent was in his office on his phone, in the middle of what sounded like he was leaving a message.   The Agent promptly finished his call and came out. He was dressed in a polo shirt with the company logo, some khaki’s and he had a long ponytail.  Yes, again his price point is $650,000.00.

He proceeded to tell her he is making phone calls for his new release tomorrow.  He was nice and had a pleasant attitude. He then gave her a price sheet and pointed her towards the models, for viewing.  When our shopper viewed the models and returned to the office, the Sales Agent was back on the phone finishing those calls that were so important, again not hearing our shopper re-enter the sales office.  The Shopper made some noise and he finally came out.  Our shopper said she really liked an in-law quarters feature on one of the models and the Sales Person said, well I am not sure if I am going to have any of those released, call me tomorrow.  He gave her no card, nor his name and she left.

Money down the drain!

I probably don’t have to spell this one out, but I will anyway…

» More: Good Shop, Bad Shop…Money Down the Drain…

Great Article to Share with Prospects

April 1st, 2011

Real Estate Sales People, this is a great article to print out and put on your information table.

It’s time to buy again


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