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Happy HolidaysCharlie Roter and Bob Hafer
Charlie and I want to take this opportunity to wish you the very best over this holiday season. It's our hope that you take time this month to reflect on the many things you have to be thankful for. Too often we get caught up in our daily challenges that we forget our many blessings.
We live in a great country and we are all given the freedom to be the best we can be. We get the chance to choose our future. Yes, we are living in difficult and demanding times but Charlie and I believe that this too shall pass - it's really just a matter of time. Hang in there, stay positive, stay motivated and keep smiling because good times are just around the corner.
Just lean into itBob Hafer MIRM, CSP
Oftentimes success happens when you just lean into it. When you make yourself open to opportunities and are willing to do whatever it takes to pursue a course of action further. This may mean doing things without a contract, without a promise of success, without any expectation whatsoever. You just start. You just lean into it. You see what it feels like. And you find out if you want to keep going, instead of sitting on the sidelines contemplating what may go right or wrong.
Preparation meets opportunity
When Jack Nicklaus finished a 4-under par 284, Tom Watson was just stepping to the tee at the par-3 17th hole at Pebble Beach. The distance was 209 yards, with the hole location cut on the left side toward the rear of the green. Watson chose a 2-iron and pulled the shot into the thick rough beside the green. To make matters worse, he was 20 feet from the hole with no room to work. Using his sand wedge, he sliced a perfect-stroke across the ball and broke into a dance as the ball disappeared into the hole.
He followed with another birdie on 18 to win the 1982 U S Open by two strokes. As he was walking off the green to celebrate with family and friends, an announcer stopped him and said, “Tom, that was sure a lucky a shot on 17.” Tom smiled and said, “Yes, it was a lucky shot; but you know the more I practice, the luckier I get.”
With regards to luck, just remember that luck may be defined as preparation meeting opportunity. In new home selling, you meet opportunity every day in the form of new customers. The real question is are you prepared for the luck that is sure to come?
“Make him an offer he can’t refuse”
I’m sure you remember that famous line from the movie The Godfather. Well, I’m going to make you an offer you can’t refuse. We are living in challenging times. We need all the help we can get. And I want to help you!
For over three decades, the housing industry has been kind to me. I’ve enjoyed working for and on its’ behalf. I’ve decided that 2009 is the perfect opportunity and time for me to give back to an industry that’s given graciously to me.
Here is an offer you can’t refuse. For the next 30-days I will send my book, Building Results – The Ultimate How-To Guide for New Home Sales, to you, at no charge. My book normally retails for $29.95. All I ask is that you pay $10.00 to cover the cost of shipping and handling.
Building Results - The Ultimate How-To Guide For New Home Sales
In Building Results I take you step by step through a surprisingly uncomplicated program, teaching you how to create an environment in which you psychologically embrace the buyer and develop a profound understanding of your customers' needs and desires. I believe Building Results will positively revolutionize the sales process for sales professionals throughout the nation.
Building Results will teach you how to just lean into it and like Tom Watson prepare you for every new opportunity you face. When you begin to use the ideas included in Building Results you begin creating momentum, that unseen energy force that brings more opportunity, more resources, and more people into your life who can help you become the best you can become.
Many of the best salespeople I know achieve their success when someone responded favorably to simple questions, “Have you ever considered …?” or “Could I convince you to …?” or “Would you be willing to take a look at …?” In other words they just leaned into it.
Take advantage of my offer
If you want to take advantage of my offer and lean into it; send a check for $10.00 payable to Robert E. Hafer & Associates LLC, 4361 Mill Creek Road, Dallas, Texas 75244. My only request is that you put into practice all the ideas included in Building Results, and you’ll be amazed at how lucky you become.
My offer is limited to one book per person. Please allow two weeks for delivery. If I run out of books you will be notified by email of any expected delay.
Send to a friend
Thank you for reading our newsletter. Please do me a favor and forward this newsletter to 5 people who you feel will benefit from the ideas and principles included.
Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded our newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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Success guarantee Bob Hafer MIRM, CSP
First impressions are lasting impressions. This is true whether you are meeting one person or a group of people at the same time. I understand the importance of making a good first impression. That’s why I open many of my sales training seminars with a Success Guarantee.
Is there a better way to make a good first impression than to offer a Success Guarantee? Think about it for just a moment, if someone you had never met offered you a Success Guarantee, how would you react? Would you stop and listen or would you discount the person and begin to move away? My bet is that at the very least, you would be curious and want to know more. After all, everyone wants success but not everyone knows how to achieve success. So, by offering a Success Guarantee I immediately capture my audience’s attention. They want to hear and know more.
Achieving success is what this second article is about. Have I got your attention yet? Do you want to know more or are you still somewhat skeptical? I know I would be curious and skeptical, asking myself how anyone could possibly offer a Success Guarantee. I know from experience that achieving success is a personal thing. And I also know that no one can guarantee success. My success, if it is to be, is up to me.
If I’m describing your thoughts, rest assured I agree with you. I cannot guarantee success but I can show you how to develop your own personal Success Guarantee. Would that be of interest to you? If you’ve read this far I’m pretty sure the answer is yes.
My success guarantee
Be willing to do what others are not willing to do
How simple it sounds, but yet how difficult it is. Please understand that I am asking you to do things others are not willing to do. I’m asking you to separate yourself from everyone with whom you work and compete. You may be thinking there are good reasons I don’t want to do this or that and your reasons may be legitimate. But if you truly want to achieve success, you must find it within yourself to begin doing what others are not willing to do.
Discipline and sacrifice
Behind every great achievement is a story of training, practice, discipline and sacrifice. Before Bill Bradley became a U. S. senator he was an amazing basketball player. In his book Time Present, Time Past, Bradley offers the following account of his self-imposed basketball training regimen: “I stayed behind to practice after my teammates had left. My practice routine was to end by making 15 baskets in a row from each of five spots on the floor.” If he missed a shot, he would start over from the beginning. He continued this practice all through his college and professional career. That is a good example of being willing to do what others are not willing to do. Remember all of Bill Bradley's teammates had left, showered and went home but he was still practicing.
Putting the success guarantee into action
Consider the following experience I had with a group of salespeople in Chicago. It illustrates the Success Guarantee in action. I was retained to conduct a series of Building Results seminars spread over several months. I met with the salespeople one day every two weeks. During one seminar, Following Up, I explained the idea of making a phone call to prospects immediately after the leave the model home to differentiate yourself from the competition. I received nods of approval from the group. However, I still have no way of knowing whether the idea will be acted upon. Following through with ideas is entirely up to the individual. Each person makes his or her own choice.
The following week one sales representative pulled me aside during the first break and told me about the success she was having with the ‘immediate phone call’ idea. She had put the idea into practice with every prospect who visited her community and she was amazed at the positive results. Her sales immediately improved. She said some of her prospects had actually returned her call thanking her for thanking them. I asked for permission to share her success story with the group.
Following the break I told the group about her success. I asked her to provide third-party testimonial, which she did with great enthusiasm. I then asked the group by a show of hands how many had put the ‘immediate phone call’ idea into practice. I’m sorry to say no one else raised a hand. There were thirty salespeople in the group and only one had put the idea into practice.
What can you learn from this story?
Not everyone is willing to make the choice to separate themselves from the people with whom they work and compete. It’s easier to show up at work every day and hope something good happens. It’s hard work to do things that others are not willing to do. Success is a choice. Success is never an accident, success is always a planned event.
Are you willing to pay the price?
How do you see yourself? Are you willing to pay the price? Maybe that price is pursuing the qualities and attributes necessary to become the best new home sales person you can be. Only you can decide what is right for you and what price you are willing to pay. To succeed in new home sales find out what you need to do, and then set about doing it now.
Send to a friend
Before reading Charlie's Corner we have a favor to ask. We want you to send this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. To achieve this goal we need your help. If you have already forwarded our newsletter to 5 friends or colleagues, thanks! If not, at the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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Successful sales meetingsBy Charlie Roter
Here is a recent phone conversation with a sales person I have known for many years now.
CR: “Where are you headed to?”
Sales person: “Another sales meeting”
CR: “You don’t sound very excited?”
Sales person: “I dread these meetings. It is always the same old stuff and it is such a waste of time to drive all the way to the Division Office to sit in a meeting and get nothing of value."
CR: “What do you talk about?”
Sales person: "Well, our sales manager tries to run a good meeting, however the meeting always goes off in a different direction and most of the time it becomes a complaint session rather than a productive sales meeting. I get nothing out if it.”
Does this sound familiar?
It’s a shame that salespeople feel this way about going to sales meetings. Effective sales meetings are paramount in keeping salespeople engaged and motivated. Sales meetings are meant to be a vehicle to train and motivate. Too often sales meetings are just too administrative in nature. It’s much easier to spend a couple hours discussing policies and procedures than it is to create a training session that will create immediate sales results for your team.
Discussing new policies and procedures and covering backlog is important, however this information should not dominate your sales meeting. I have seen effective sales managers find other means of covering these items through email or short conference calls.
Sales managers who use sales meetings as a way to train and motivate their sales people have realized better sales results and longer tenure amongst their top salespeople. Salespeople will stick around if they feel that they are improving personally and professionally.
Running an effective sales meeting
Here are some suggestions for conducting an effective sales meeting:
- Have a prepared agenda. This keeps the meeting on track and moving along.
- Assign someone to take notes. Then distribute the meeting minutes after the meeting. How many times have you covered a topic or procedure in a sales meeting only to have it forgotten by the next day?
- Congratulate the team for recent sales. Highlight sales that were difficult or required extra effort.
- Take care of any administrative items or changes in policies and procedures quickly.
- Facilitate some form of sales training. This should be the bulk of your meeting. Assign tenured or senior sales consultants to facilitate training in your meetings. People learn by teaching others. This will also help you to identify future sales managers for your organization.
- Review your sales team plan for the week. Realtor visits and events, shopping the competition, etc. Again, this is a quick review. Your sales team can send you a detailed plan for the week via email.
- Discuss sales projections for the week. Update sales contest status if applicable.
- For a change of pace hold your meetings outside of the Division office. Your neighborhoods are an excellent venue for sales meetings. This gives your sales team an opportunity to learn the other neighborhoods. This is a safe environment for your sales team to transition into role-play exercises.
Salespeople should look forward to sales meetings as an opportunity to learn and be recognized for their efforts. By facilitating effective sales meetings, you will develop and retain the top sales people in the industry.
Send to a friend
Thank you for reading our newsletter. You now have a choice to make - choose to use the ideas we have shared with you or not. The choice is yours to make – remember that choice not chance always determines success.
Make the right choice and begin today to meet the challenge of today’s ‘new’ home buyer. Additional sales and income are the result.
Forward this newsletter
Please do me a favor, forward this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded my newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping me and your friends achieve their goals. It is appreciated!
Charlie Roter Seminars
To learn more about Charlie Roter seminars visit www.CharlieRoter.com. You can also reach Charlie by emailing him at buildingresults@CharlieRoter.com or call him at 719-205-1385. Charlie will respond to your request within 24 hours.
Good Luck and Good Selling!
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