Archive for January, 2012

What station are you?

January 28th, 2012

By Shirleen Von Hoffmann Sales Coach and President of Home Builders Edge

You know, there is a broadcast, going on, all of the time, right inside of your brain. It can broadcast joy, positive news, upbeat spirit and unlimited potential. Or you can have a CNN broadcast with constant bad news and negativity. Which feels right for you today? Which feels good? Because guess what? You get to choose which channel you will tune in to and broadcast today and every day!

People around you may be tune into CNN as well and if you are not careful it is easy to get tuned to that channel yourself. But if you are conscious of it, you can make the correction quickly and turn the channel right back to a good place.

Here is the bottom line for you; when you are in Sales or any other people business, there is no time for tuning into the negative channels when you are paid to make people feel good. How are you going help others make their dreams come true when you are tuned into the wrong channel and broadcasting a negative energy? It’s impossible.

Right here, right now, right where you are, be the broadcast that provides positive energy and solutions for your clients. Let it just emanate from your pores and actions. Be the positive change and difference they meet today. In return, you will get joy and happiness from your work and of course end up with more sales, clients for life and abundance.

Happy Sales!

100 Ways to Maximize your Traffic

January 21st, 2012

It’s IBS Time! How many of your are going to the International Builder Show? If you are be sure to join myself, Mike Lyon and Scott Stroud for our session. It will be the best spend of your time at the showYou will be sure to take away a bunch of great ideas to maximize your traffic.

Date: Wednesday, February 8
Time: 10:00 – 11:30 am
Location: West 311 G-H
Orlando Convention Center

Description: Nearly everything about our market has changed – including the selling environment, the buyer, our products and how we follow up on leads. One old-fashioned rule still applies, however: the unmatched potential in a prospect who has actually walked in the door. In this session, you’ll learn new ways to market, network and follow up to maximize your chances of closing the sale. This course will cover 100 new ideas a builder’s sales team can implement to maximize sales from the traffic they are getting.

Learning Outcomes:
Appreciate the real value of walk-in prospects, and learn new ways to follow up and close the deal.
Get insights that will help you achieve measurably better results – whether you’re a CEO, COO, builder, lender or sales or marketing manager.
Acquire great new ideas your sales team can use immediately to maximize sales from the walk-in traffic you’re already generating.
Speakers: Mike Lyon, Scott Stroud, Shirleen Von Hoffmann

Motivating You

January 18th, 2012

By Shirleen Von Hoffmann Sales Coach and President of Home Builders Edge® and Vortex Sales Solutions ® ©2012

“Staying motivated in a down market can be challenging.”

Let’s start with the down market thing.
Always remember the saying, “There is money to be made in every market” and I will add to that, it’s just a matter if YOU are the one making the money. Top producers don’t really have down markets and they don’t acknowledge there is a down market. They stay busy doing what they do and miraculously they continue to thrive. They don’t like to admit to down markets because that is like admitting to defeat. They acknowledge the market may be slower than usual but it doesn’t really seem to interrupt their continued progress. So let’s just say, they never AGREE to a “DOWN MARKET” and therefore in their mindset, it’s business as usual.

Staying Motivated
Okay now that we have the down market thing out of the way, let’s talk about staying motivated. Sales People are self-motivated, self-driven, self-taught and self-employed. When you are down, YOU are the one to pick yourself right back up and get back to business. There are many ways to stay motivated but here are just a few that will help…

1. Never buy into down market sagas from others…move forward while they whine.
2. Continuously motivate yourself toward your goals.
3. Pump yourself up with positive self-talk.
4. Have a plan of attack, prepared, everyday, to fill your day.
5. Your plan should include prospecting, learning new skills, follow up.
6. Try to practice and perfect one piece of your sales routine each day.
7. Change yourself up quite often. Don’t get stuck in routines, their boring and make you boring.
8. After every prospect encounter ask, “Did I do the best I could with that prospect?”
9. After every prospect encounter ask, “How could I have done that better?”
10. After every prospect encounter ask, “Did I move the sale forward?”
11. After every prospect encounter ask, “Did I find reasons to follow up?”
12. After every prospect encounter ask, “Did I close?”

And don’t forget to pat yourself on the back and recognize your achievements in these areas. Sometimes your boss won’t know all of the things you are doing to be great in the background, but they will see it from your sales progress!

Happy Sales!

Join me at the 2012 International Builder Show

January 13th, 2012

If you are attending the International Builder show in Orlando Florida, make sure to attend Shirleen’s session with Mike Lyon and Scott Stroud, “100 ways to maximize the traffic you do have”.

You will take away alot of great ideas so be ready to have some fun!

Do you think Sales is a Profession?

January 13th, 2012

I read this somewhere recently, and I have my opinion on this topic…but I would like to know yours.

Do you think Sales is a profession?  If so, why?  If not, why?

Taking Aim!

January 13th, 2012

People with dreams and goals succeed primarily because of these four things:

  • They know where they’re going
  • They have a plan to get there
  • They practice, learn, take in new knowledge and sharpen their skills, all of the time!
  • They have the confidence to get what they want
  • In life, you must determine what winning means to you — you must define your success and you also have to determine what it will take to get there.

    Think about:

    A triathlon participant has to know where the finish line is and the path to get there to win the race. They must develop a winning strategy that includes proper training including running, biking and swimming, nutrition, hydration, pace setting and overcoming race-day obstacles.  They see themselves winning!

    Golfers must know where they need to score on each hole to finish in first place.  They see the ball going where they want it to go.  They play hundreds of rounds with many different coaches, to perfect their skillsets, before being able to play in a Professional Golf Tournament.

    Students who want to become doctors have to know the goal, before they can enroll, navigate around their classes, course materials, grants, student loans, housing, tuition, anticipating their future life as an intern before they can become a Doctor.  They all set a goal, map out the details of that goal, learn, practice and see themselves accomplishing that goal with confidence.

    The same is true for you. You must know where you want to go and have a plan or strategy and confidence to get what you set out for. Otherwise, you could end up almost anywhere or nowhere.

    The challenge for each of us is defining our goals.  The New Year is a perfect time to redefine your goals and your life.  No one else can do it for you…not your Manager, your spouse or co-workers, you are unique and have your own set of goals to achieve this year.  So have you done yours yet?

    Knowing your destination makes the rest of the journey possible!

    Happy Sales!

    Ready, Set, Go!

    January 6th, 2012

    This week marks the start of a new year; what an opportunity for a fresh start.  You should be on your way for a great year in 2012.  2011 is gone, gone, gone, never to be again!  Thank Goodness!  We can now take dead aim on 2012.  No more sitting in the trenches waiting for this market to take off.  In 2012 you will be reaching out and making the market yours!

    Successful people achieve mastery through the details. Meaning they focus in on one thing first and then move on.  They show up…everyday…with a plan…and knock off one thing…then another…then another…Have you made you plan yet? writing

    Here is the key question to focus in on this week.  It is the question that will absolutely make or break the year 2012 and beyond.

    What are the things that I can do, that would make the biggest impact in my business?

    Success is not built on being lucky.  Success is built on mastery. You have a craft, it’s called Sales.  You need to practice to master your craft just as a doctor, lawyer, or sportsman of any kind.  Once mastery has occurred our careers and lives move to new levels of opportunity.  We can’t create mastery by working on ten things at once.  We have to work methodically with focus on the one thing that has the highest priority and then delegate the lower priority items to others.

    We need to start the year off with renewed focus on our time and where we invest it.  Are we spending enough time on the high payoff activities of our business?  The control of our most precious resource, our time, will lead us to the purpose and vision we have set for our business.

    Your ability to generate the income and lifestyle you desire is within YOUand no one else.  Creating momentum out of the chute is critical.  Make sure that you are applying the daily disciplines everyday.  And for those of you who are stuck, let me know where I can help!

    Wishing you a Happy and Successful New Year!

    The Eagle – Analogy of a Sales Person

    January 6th, 2012

    No wonder the bald eagle has such a significant symbolism to our country…

    He eagle has the longest lie-span among .

    It can live up to 70 years.

    But to reach this age, the eagle must make a hard decision…

    In its’ 40’s its’ long and flexible talons can no longer grab prey which serves as food.

    It’s long and sharp beak becomes bent and Its’ old aged and heavy wings, due to their thick feathers; Become suck to is’s chest and make it difficult to fly.

    Then, the eagle is left with only two options: Die or go through a painful process of change which lasts 150 days.

    The process requires that the eagle fly to a mountain top and sit on its’ nest.

    There the eagle knocks its’ beak against a rock until it plucks it out

    After plucking it out, the eagle will wait for a new beak to grow back and then it will pluck out its’ talons.

    When its’ new talons grow back, the eagle start plucking its’ old aged feathers.

    And after five months, the eagle takes its’ famous flight of rebirth and lives for 30 more years.

    Why is change needed?  Many times in order to survive

    We have to start a change process.

    We sometimes need to get rid of and shed old memories, habits and other past traditions.

    Only freed from past burdens, can we take advantage of the present.
    A Sales Person Analogy…

    When it rains, most birds head for shelter; the eagle is the only bird that, in order to avoid the rain, starts flying above the clouds…

    An amazing tidbit about the Eagle’s eyesight:  The eagle can probably identify a rabbit moving almost a mile away.

    That means that an eagle flying at an altitude of 1000 feet over open country could spot prey over an area of almost 3 square miles from a fixed position. Sounds like an eagle might make a great Sales Person!

    No wonder God wants us to spread our wings and soar with eagles.

    Wishing you a Happy and Successful New Year!

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