Archive for January, 2017

Are you a Master?

January 17th, 2017

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.                     

Vanna white 3                                                                 tony robbins

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.

Happy Sales!

My New article in NMP National Mortgage Professional Magazine

January 12th, 2017

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.


Email me here, if you want to get on the list to be Coached by the Queen and Certified to work with Home Builders

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.

New Book coming for Mortgage Sales Professionals

January 9th, 2017

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 wilTPS for Mortgage book coverl 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.

Start the New Year by Helping someone in Need

January 2nd, 2017

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 as17077972_1483067882.9311 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!

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