Archive for August, 2011

Turning Leads in to Buyers

August 27th, 2011

Just finished my latest article for National Assoc. of Home Builders Idea’s Magazine.  the topic is, “turning leads into sales”…stay tuned, it’s a good one!  Here is an excerpt…

The registration card contains  all of the valuable information the builder and marketing team work so hard to get when they drive the traffic through the door.  It’s that same information the sales team needs to follow up and make that prospect a buyer.

Can you imagine being a Realtor and spending a day with a client, showing them property and not getting their contact information or not know every detail about your client and what they are looking for?  You would be wasting your time, energy and money.  Well it’s just as crazy for a New Home community to do the same.

The Eye of the Storm

August 27th, 2011

We all prefer our life changes to occur smoothly and naturally.

But when they come at us with all the force of a perfect storm, we can remember that these are intense opportunities for transformation.

If we respond to each storm from the “eye” of  your  presence within, where perfect peace and wisdom dwell, we will emerge even stronger, wiser, and freer than before.

We will be transformed.

Don’t Quit

August 23rd, 2011

Every one of us has ups and downs in our lives. Sometimes those downs seem so convincing that we’ve thought we are just going to quit in one part of our lives or another. Maybe it’s our health, a relationship or a new project…

Remember that every person experiences what looks like failure or disappointment in their life. A success is not someone who doesn’t fail, but someone who absolutely refuses to quit. Don’t quit today. Play full out and have a great day.

Smiles

August 19th, 2011

Weird as it sounds, you smile when you’re happy and happy when you smile.

The very act of smiling can make you happier, even if it’s a fake smile!

Studies have shown that when you smile, facial changes have affect on certain brain activities associated with happiness.

Always remember a big smile makes all the difference on how you are perceived and how you feel inside!

Plug yourself in and Play your best!

August 13th, 2011

Vince Lombardi said that the winner is the one who is willing to get out on the field and play the game.

Whatever your life is asking you to do, get out on the field of your life today and play it full out. Plug yourself in and do your best, you can’t have this day back.

What is the best FREE invention since 1979?

August 13th, 2011

Social Media silly!  Are you utilizing Social Media?  This may be a question that employers start asking new applicants.  It will determine if you are living in the present or in the past. Social Media is like a platform for FREE advertising and marketing.  If you are not using it, you are missing some opportunities to market yourself and your product for FREE.  I recently interviewed Realtors and one of my questions was, “What is your Social Media plan for the marketing of my home?”  Be ready, because this question could be coming your way as well in an interview.

Remember when computers came along and then the internet and so many were hesitant to go online.  Old timers said, “ I am no using that computer thingy!” And now everyone uses computers in personal lives and business.  Times have changed and you must decide if you are one of the people who jumps in and tries the new ways of business or one of the people who stands on the sidelines and gets left out.  Just as computers replaced typewriters, social media has taken over the internet.

Facebook is the easiest to understand. It has changed the way you communicate with your friends and family.  I know more about my nieces and nephews and what my friends are up to than I ever have.  You find old friends, schoolmates, and co-workers –and they find you!  You stay in touch with them and up to date on their lives.   In the same way, you can find customers and prospective customers – and they can find you.

LinkedIn has created a new way to make a cold call a warm call and a much more sophisticated way for you to connect with other businesses and prospects. You can go on LinkedIn and search by job title or companies or groups and find prospective customers at no cost.  By joining common groups, you expose yourself and your business to hundreds of thousands of people and businesses.  I can’t tell you how many people I meet that feel they already know me through the social marketing sites and internet marketing I do.

YouTube gives you the opportunity to post movies of your product, your community, your construction, your specials, your model homes…the choices are endless.  You have the opportunity to stand out from your competition here and be creative with your social media marketing.

Because of the internet, anyone can create a blog, a website, fan pages, business pages, you name it…and all of this can immediately inform their prospects, friends and family of what they do for a living and what products they have to offer.  When I started my social media quest, I dedicated a certain amount of time each day to building friendships, marketing and joining groups.   Before you know it, you will have thousands of connections and a wonderful new way to market what you do to others for FREE!  My prediction, get on the gravy train and start marketing yourself because next time you blink, things will be changing to some new form of Facebook and you want to make sure you are on board.

Happy Selling!

By Shirleen  Von Hoffmann President and Sales Coach for Vortex Sales Solutions and Home Builders Edge Copyright 2011

The OWN IT Network

August 4th, 2011

Oprah just left NBC and made her OWN network. Of course she has owned her own show for quite some time so her life isn’t any worse, she just grew. No wonder why the word OWN is part of the word GROWN. Because usually to be successful owning you must also grow yourself constantly.

Your sales job is your business, and you are the boss. Remember, that’s why you got into Sales in the first place. By being on commissions you get to call your own shots, make a lot of money and have the freedom to thrive! But then this market changed and now what? No traffic, no sales…no income. Right? Wrong, remember you OWN IT!

The thing is, to be successful in this market or any market you must change your ways, not just a little but a lot and not just once or twice, but everyday. You are self-employed and must be constantly dreaming of how you can be GROWING, be better, more efficient and how you can make your business better.

Most, unfortunately, don’t treat it that way. They show up to work, open the door and wait for prospects. You go through the motions during working hours and forget about your day at closing time. You blame the customer for not qualifying; complain about your commission structure, endless paperwork and your Manager nagging you. You digress to paperwork and emails and before you know it there isn’t enough time in the day for anything else.

So here is the deal, it isn’t your time but how you set your priorities; and the one and only priority is your business, you are the owner of that business. The only priority you should have each day is how to grow your business and the process of doing that. And there is a process to all successful business, trust me. You can simply choose to invest that time throughout your day and the rewards will be great.

Here’s a good start to setting your Priorities!


WATER
Get up an hour early and try a morning walk and some exercise first thing. It gives you time to plan your day in my head, breathe, meditate, be grateful and move your body. I really wakes you up for the day. Before you arrive to work I have a plan in my head and on paper of what I will accomplish that day.

TIME
As the boss of your business, you need to think of ways to make revenue. You should never be bored. There are always things you can being doing to drive traffic, touch prospects and outsell your competition. If you are a Top Producer mentality then there is never any down time. When you keep busy, making business happen you will see the days just fly by and it’s really fun to be creative in your approach and reap the rewards of your efforts.

SUNSHINE
I know I said that you are your own boss, and you are. But in Sales you have many other bosses – they are just called customers and prospects and they feed you and your family. They provide for every luxury that you have or will have, and they can replace you with your competition very quickly if they are not tended to and treated with the respect and TLC they deserve. Never, ever take a prospect coming through the door for granted as they are THE SUNSHINE in your day.

A good way to keep yourself in check, after every prospect encounter is to give it the TLC check:

  • TIME -Did I do everything possible to maximize my time and efforts with that prospect?
  • LISTEN -Did I listen carefully to that prospect for their needs, sell them those needs and did I hear and respond to their buying signals?
  • CLOSE -Did I close that prospect and get the deal?

GROW
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. And of course the extra money you make from growth helps keep you this way!

Constant reading, learning, training, scripting, trying and failing are all part of the job. I have a friend who is a very successful hairdresser. The reason I love having him do my hair is because even though he has done hair for 30 years, he still stays fresh and tries new styles all of the time. He still goes to hair shows to grow his talent and while there gives me 100% of his attention and really gets in to and loves what he does for a living. I never leave there with an ordinary haircut. He is extraordinary and it comes through in his work and he is always busy because of it.
A business owner invests his time and uses it to his advantedge by learning, writing, reading, practicing, keeping fresh, marketing and networking. In a word, a person with a business is always prospecting, ALWAYS. They are thinking about their business all of the time even off the clock. When I have days with no clients, marketing is 90% of my day. Remember, as a sales person, you are a business owner – and it’s time for you to act like one too and OWN IT!

The market of yesterday is dead…and so is the way we went about doing Sales in that market. If you keep selling the way you did, you will be yesterday’s news in more ways than one. But by treating your sales job as your OWN business you will ensure that you successful and happy in any market.

By Shirleen von Hoffmann Owner and Sales Coach for Home Builders Edge, Creating VIP’s and Vortex Sales Coaching 2011©
For more information please go to www.homebuildersede.com or contact shirleen at shirleen@homebuildersedge.com

Dream and Discover

August 4th, 2011

It was Mark Twain who said, “Twenty years from now you will be more disappointed by the things that you did not do than by the ones you did. So throw off the bow lines, sail away from the safe harbor, catch the trade winds in your sails, explore, dream and discover.”

I know so many people right now who need to make changes and they don’t know how.

Sometimes you just need to step off the curb and DO IT!


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