Archive for June, 2012

Come to the Edge!

June 30th, 2012
French poet Guilliame Apollinaire wrote a poem entitled, “Come To The Edge.”

Come to the edge, he said.
We are afraid, they said.
Come to the edge, he said.
They came to the edge,
He pushed them and they flew.
Come to the edge, Life said.
They said: We are afraid.
Come to the edge, Life said.
They came. It pushed them…
And they flew.

——
If life were inviting you come to the edge, would you  feel afraid?  Would it feel uncomfortable and out of your zone?

Sometimes coming to the edge is scary and you will feel afraid, but go ahead and come to the edge anyway.  Do it afraid…even better!

But what if life is saying; Come to the edge of new possibility. Come to the edge!
What would your edge be? Ask yourself that question and something will occur to you.

If you do come to the edge of yourself and your fear, you may just find all along you have always known how to fly.

If you need help being pushed, call me!

Webinar for Mortgage Professionals

June 26th, 2012

Webinar

July 24th at 12:00 PST

Rainmaker Essentials $19.00

Sign Up now by calling 866-600-EDGE or

emailing shirleen@homebuildersedge.com

In this 60 minute webinar,  Shirleen will be going over her new rainmaker program and the essential elements needed to become the very best at what you do.  This is a must attend event for those who choose to aspire to higher levels of production and status in the mortgage industry.  This is the program everyone is talking about.  Shirleen utilizes this program with her private one on one coaching classes.  Through her mentorship you will discover every step of becoming a Top Producer and growing your business whether you work with Builders or Realtors.  Look here for more information at www.salesteamcoaches.com/swat/

New Live Seminars & Webinars

June 25th, 2012

Business Coach Shirleen Von Hoffmann will be presenting two seminars at the BIA Office on July 19th.  These programs are specifically geared towards new home sales agents that will invigorate and motivate!

S.W.A.T. LIVE SEMINAR  

Thursday, July 19th  $39   

S.W.A.T. WEBINARS – (2 choices)

July 20th & July 23rd at 12:00 PST $39

*9am-10am – S.W.A.T. Sales Weapons & Tactics – Using your smarts with your smartphones, tablets and iPads.  Become tech tool savvy and connect more with your clients and home buyers.  Shirleen will present and dive into  20+ apps for Real Estate Professionals to take their marketing, sales and follow up to another level.   This class is designed for all levels of Real Estate Professionals – New Home Sales Agents, Realtors, Mortgage Originators and Managers.  Bring your Ipad and Iphones and Tablets.

LIVE SEMINAR

SALES PERSON RENEWAL

*11am-1pm (includes lunch) – Sales Person Renewal – The things that make you go AAARRRGGHHH, switch to the things that make you go ohhhhhmmmmmm.  Gain a better understanding of how to create your own vision and take control of and  implement your future success.  Walk away from this seminar with a real plan to implement the things that you decide will make you happier and more successful.


Each program is $39.

Seating is Limited.

Reserve Your Seat email info@homebuildersedge.com   or call  Shirleen at  (866) 600-3343Shirleen Von Hoffmann better known as “The Queen of Sales” is a California Broker, Sales and Business Development Coach, Author,  Speaker and all around expert in Sales and Customer Service Excellence.  http://www.thequeenofsales.com/about/

 

Persistence

June 25th, 2012

In Napoleon Hills book, “Think and Grow Rich”, he interviews all the world’s millionaire’s to see if there is a common element.  He finds that persistence is one key element people with a dream have.  They never give up.

 

Water is the perfect element to think about when we think about persistence.  We can see where it has worn away even the hardest rock.  We can go to the Grand Canyon and be stunned and amazed by the power of non-resistance and persistence over time.

 

Note how the  river begins; It starts as a little stream, in the mountains.  This little stream just runs over the boulders or the fallen tree.  It doesn’t stop and wait for its energy to build up so it can push the obstacle out of its path, it just adjusts, moves under, moves around and just keeps moving forward.  It is persistent.

 

The stream is not interested so much in these obstacles as it is about creating a path or getting to where its current pulls it.  You and I can use this to understand how persistence ,will get us to our goals.

You’re 15 minutes away from the next sale!

June 22nd, 2012

I love to think about the fact that I can do a few extra steps to make one more deal.

 

Add a few things to my routine that might change the world of my prospect and get one more deal.

One more sale a week=52 sales

One more sale a month = 12 sales

It’s a powerful thought and when your busy sometimes all you can do is fit in one or two extra tasks.  But what I find is the more organized I am with my calendar, the more I fit in.  So calendar in 15 minutes a day for those extra things you can do to generate an extra sale this week or next.

15 minutes…

Now 15 minutes goes by in a blink on Facebook or when you are cruising the internet.  15 minutes goes by very quick when you’re talking on the phone to a friend.  So calendar, block off the time and dedicate 15 minutes to going the extra mile, it WILL pay off.  It will pay off big in your pocket book.  Heck you can call that friend back while you’re at the back depositing your paycheck!

What to do in 15 minutes?

Make 10 follow up calls to prospects

X 5 days a week =50 calls X 52=2600 yearly.

 

 Send 10 prospect follow up pieces

X 5 days a week =50 follow up pieces X 52=2600 yearly.

 

Email a short note following up to 10 prospects

X 5 days a week =50 emails X 52= 2600 yearly.

 

 Email a “special” flyer to 50 recent visitors

via email X 5 days a week=250 0X 52=130,000 yearly.

 

Wow, that means if you calendared an hour a day for follow up you could touch 138,800.00 prospects, pretty easily in a year.  How many sales do you think you could get from touching 138,800.00 prospects in a year?  I would venture to say easily 25.  Easily!  What would you do with money from 25 more sales? Go ahead…do the math; it’s your world, your money and your 15 minutes.

See what I mean about extra steps making a difference.  Just 15 minutes…

Happy Selling this week!

 

Shirleen Von Hoffmann Sales and Business Development Coach for Home Builders Edge and Sales Team Coaches  Copyright 2012

T.I.M.E.

June 14th, 2012

by Shirleen Von Hoffmann Sales and Business Development Coach for Home Builders Edge and Sales Team Coaches  Copyright 2012

 

I like to use acronyms to remind myself of sales best practices.  I think it’s a quick easy way to remember essential points when you are in SALES MODE with a client.

TIME is one of my favorites, as it is an overall great way to assess each encounter with a prospect.  By memorizing this acronym, it’s easy to evaluate while you are in the moment with the prospect.   The clock is ticking my friends, are you getting more sales and growing your career or not.

Here’s a great way to do just that…

T-Timing

Was your timing right with this prospect. 

How did it feel.  You will know because your sales pace will seem perfect or off.  Great timing feels right.  Everything fall into place.  You delivered what you needed to, when you needed to and it felt good.

 

I-Invest

Did you invest Quality time with this prospect?

Many times I see Sales People spending time with clients but not quality time.  Quality times asking great questions, building rapport, building trust, getting to know them and their needs.  When you invest quality time, your client will feel totally listened to, heard and remember how you stood out from all of the other visits they had that day.

 

M-Managing

Did you manage your time well with this prospect?

That means are you paying attention to your sales cycle, getting right to the home you think is perfect choice for them because you asked the right questions upfront?  Your time is important and as traffic increases, you need to get better at this.  Instead of wandering from model to model, site to site hoping they fall in love with something.    You know where you are taking them because you asked dug deep to discover needs, wants and must haves.  You are giving them everything they want, they are having a great experience, just in a more efficient time period.

 

E-Ending

Did you have a great ending with this prospect?

That means did you close them or move the sale forward.  If they didn’t buy today did you set a definite next meeting time and date and have a few reasons to call them back with information?  You followed up right away.  Your follow up was memorable.  Did you make the experience so memorable, that they went away dreaming of buying what you sold them?  Will they remember YOU and leave wanting to buy from YOU?  Remember with this one, sometimes the simple things in life have the biggest effect.  That’s what great endings are all about!

 

Remember this acronym and use it with every prospect.  Just watch your sales conversions increase…

Happy Selling

Shirleen

Staying Positive

June 14th, 2012

Some have a problem with beating themselves up over thinking negatively when they are trying to stay positive, but think of it this way.

When we are cold, we do not worry about being cold. We build a fire. We work with the heat. As we gather around that fire, we enjoy the heat that is extended from it and we become warm. We build warmth and the cold naturally disappears.

As we focus on thinking positive, build the fire of positive thoughts, fill your mind and let that penetrate your being and the negative thoughts will naturally disappear.

Giving up on Closing

June 7th, 2012

By Shirleen von Hoffmann Sales and Business Development Coach for Home Builders Edge and Vortex Sales Solutions ©2012

There is a saying, from the book Napoleon Hill’s book, Think and Grow Rich, which says, “Quitters never win and Winners never quit.”  Everyone should hang that saying within eyeshot, so they see it multiple times throughout the day.  When you read it, remember you should never give up on the Close.

Many times while viewing shops and doing my private one on one coaching I see examples of a Sales Person just giving up, with closing especially.  With closing many get nervous and guess what… if you are nervous about delivering a close, then your timing is most likely off.  You have not done your pre-work like building value,  rapport, trust and delivering the buyers needs to them on a platter.  Those steps in a sale make closing easy!

You always want to create an environment where the prospect is chasing your product, you are not chasing them.  Building urgency does this. When you deliver a close and a prospect stalls, at this point you have an opportunity to create some urgency and explain why the reservation process is the best option if they want the house to be there in a few days, while they think about it.  But what I see is the sales person just gives up…Not all the time but many times I see Sales People who take no for the answer and just end the visit.  Too me, when I see this I think, well you just wasted your time with that client.  You are now going to operate from the law of odds and just HOPE they come back.  You wasted the time you spent with them showing the model, explaining your benefits and features, building rapport…you wasted it because you gave up. You not only wasted time but you gave up the money too!

Time = Money but Sales = Money too!  You had one more step with them, to close them, it’s your job to do this.

To become better, remember these five things…

  1. Closing is a must to be a successful Sales Person and if it hurts to do it, then you’re doing it wrong.  Some one on one coaching from your manager or a coach like me, to do some  role play around this until it feels natural, will fix this in no time.
  2. If you get a stall, moving the sale forward in some way is closing.  That means a firm follow up appointment, a reservation, a check…Move it forward.  Make sure you have solved any hint of objections they may have in their mind around the product, finance or the process.
  3. Close them in every way!  Guess what, some people really are afraid to buy and have to think about it.  When you do your job and close them in every way, they will be back or tell their friends, because of the quality time you spent with them and the great job you did fulfilling their needs. They will remember YOU.
  4. I do this and think every Sales Person should say to themselves after each encounter… Did I maximize my time with that client?  Did I do everything possible to make that client mine and what can I do next TO make that client mine? And do a personal evaluation of your performance, every time only to improve yourself the next time.  Treat every client as if they were a shopper.
  5. Lastly never forget…Quitters never win and Winners never Quit!    So never quit on the close, it really is your paycheck!

And just the fact that you are reading this, to improve your skills, tells me YOU ARE A WINNER!

Happy Selling!

 

Shift Happens

June 7th, 2012

Even a one-degree shift in our thinking can cause a massive change over time.

When we  shift our thinking even one degree, we have succeeded in seeding change in our lives. That change, six months down the road, takes us to a whole new place.

If we will allow ourselves to devote time in our daily life to make the shifts in the thinking we desire, even the smallest shift will make a big difference over time.

Your shift or idea is the seed 

Your open mind is the fertile soil

The growth will take place immediately and over time!

 

Plant your seed today!

Have fun today knowing little changes yield big results

Living the Dream

June 5th, 2012

“For the past 33 years, I have looked in the mirror every morning and asked myself: ‘If today were the last day of my life, would I want to do what I am about to do today?  And whenever the answer has been ‘No’ for too many days in a row, I know I need to change something.”                  Steve Jobs

Are you living the life of your dreams?   If not, why not?

This great man teaches us that life is short, so live it on your terms!

With some change and some coaching, you can live the life you dream of.  

My “Live Your Dream Coaching Program” is your answer…Do it now!


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