Takeaways from the Las Vegas IBS International Builder Show

January 28, 2010 by Shirleen Von Hoffmann Leave a reply »

I returned from the International Builder Show in Las Vegas last Sunday, had a great week. Here are some takeaways from speakers there.

Melinda Brody

“You are either a Rock Star Agent or a Lounge Lizard”

J Van Rose Jr.

“In the 1980’s salespeople had to be great at finance. The 1990’s required salespeople to create value and from 2000 – 2005, after 9/11, we needed to build trust,” said Rose.

“Beginning in 2006 the best salespeople are the one’s that can solve their prospects problems better than anyone else.

Tom Richey commented on what type of training salespeople should be focusing on…

“Today’s salespeople are asking too few questions at the wrong time. Learning which questions to ask and when to do it is paramount.

Brian Flook commented on how it’s more important to have quality names in your database vs. quantity. “150 prospects is a great size list.”

This reminds me of a quote from another trainer…

“When you’re following up with a lead and you can’t remember who they are- they don’t remember you either.”

Set a goal to build a list of 100 Qualified leads and make sure you know everything about them and they know everything about you and your company.

Mike Lyon had 4 great ideas…

On how fast to follow up with e-leads…”5 minutes or less. Try to get back to them when they’re still on your website.”

Mike also commented on what percent of e-leads are viable, “80% won’t do anything so don’t get frustrated.”

On how long to follow up with leads…”Most salespeople don’t follow up for more than 1 month. Most buyers won’t buy for at least 3 months. Make sure you have a dedicated 12 week follow-up program.”

On social media…”Focus your social media efforts towards Realtors. Most of them are already using social media and will follow you or become a fan.”

***

Which brings me to my words of wisdom from last week. “Create Urgency in your Your Self.” It’s a relevant article for today’s sales people. Check it out this week in case you missed it.

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