There is only one place you can see Jeff Shore this year at IBS, the off-site event, “Sales & Marketing Pulse 2012”. At the Sales and Marketing Pulse 2012, Jeff will discuss the results of an all-inclusive countrywide survey targeting sales and marketing leaders on what’s hot and what's not in the new homes sales industry.

Why Jeff Shore is a must see at IBS 2012? Jeff offers over two decades of new home sales experience and training which has inspired a change in thousands of sales professionals around the country. With Jeff’s fantastic ability to blend humor and knowledge in new homes sales, he creates a captivating sales speech that will excite any new homes sales team!

Focused on sales strategy, technique and hard work, Jeff will challenge “good” salespeople to become “great” salespeople. Don’t miss the ONLY place to see Jeff Shore speak during IBS 2012.

HURRY, registration is FREE but space is very LIMITED!

Wednesday,  February 8th,  3-4:30p
BB King Blues Club, Orlando,  FL
Next door to the Orlando Convention Center

Register NOW for FREE

If you think it’s a tough time to be a new home salesperson, think about being a new home buyer these days. On the one hand, the cards are all in your hand – it’s an amazingly incredibly powerfully wonderful time to buy! On the other hand, the whole world seems to be saying, “bad idea”. Now add their current housing situation (which must be amiss or they wouldn’t be shopping). Insert the stresses associated with making the right deal, and market conditions, and finding the right home in an endless sea of choices, and market concerns, and gas prices, and….

You get the idea. It all leads to a recipe for one seriously stressed-out customer. And how does that stress affect them more than anything else? More than anything else, the stress clogs their brain – they don’t think clearly. Stressed out people struggle with keeping everything straight, and the more data coming at them, the greater the stress and confusion.

If you think about it, you are probably just like that, as am I. We get stressed about something and the stress makes it hard to think clearly. We lose our equilibrium. Before we know it even minor irritants cause us to snap.

What is the remedy? In a word: SIMPLICITY. Stressed out people abhor ambiguity, but they love the straightforward. Consider how your own presentation can compliment the simple and avoid the complicated.

Sales Stressors:
Feature-dumping
Long-winded answers without interaction
Lack of openness that causes the customer to wonder about your character
Product- or price-centered presentations

Stress Relievers:
Confirmation questions throughout the process
Explain things in simple steps
Giving the customer permission to ask questions when confused
Letting the customer know that stress is normal

Are you accidentally stressing out an already-stressed homebuyer? It might be time to simplify. Only then do you truly have a shot at changing their world.

By,

Jeff Shore

Leading home building professional Jeff Shore and Lasso Data Systems team up for an exhilarating webinar suited for both sales reps and managers.

In today's new home industry, homebuyers seem to be taking their time to make a home buying decision. Jeff Shore has heard of the complaints amongst new home sales teams that prospects exhibit a lack of urgency when making a new home purchase. Thus, the long buying cycle makes the buying decision that much harder, and sales professionals have their hopes pinned on non-buyers.

This 30-minute FREE webinar presented by Jeff Shore, homebuilding’s industry veteran and sales expert, will present:

• The psychology behind today's homebuyers and why the long buying cycle is devastating to the decision-making process.
• Discover one of today's most important statistics regarding how prospects think.
• Find out what you can do to build that all-important momentum in the sales conversation.

This webinar will unlock the secrets of how people buy and will show you how to overcome the dangerously long buying cycle. The presentation starts on Thursday, May 12, 2011 at 10:00am PDT, 1:00pm EDT. To register for this complimentary webinar check out Jeff Shore and Lasso Data Systems flyer at http://www.lassodatasystems.com/events/jeff-shore/webinar.html. 

To say that I was a bit stressed over the month of March is an understatement. See I wasn’t sleeping as well as usual, either I was eating too much or not enough and I got a headache anytime I thought about… Craigslist.

Why you may ask?  Since the beginning of March Craigslist.org has been really cracking down on each user posting anything in the Real Estate section of their website.  Needless to say for a good amount of March we were defusing one bomb after another.  But as usual we did everything we could to make sure we got a handle on the new guidelines and restrictions.

So to ease your stress I am going to list some items that we have noticed a change in:

• Posting around 30-50 per account each day will catch up to you.  Because Craigslist is trying to cut down on spam they are now cutting down on how much each account can post per day.  It will start out as flagging and ghosting (meaning the posting itself will not show up on Craigslist but you will be able to see it on your account as active) and then it will move to your account being banned.
• Accounts are not the only target of Craigslist, they are going after IP addresses much more and blocking those along with accounts.  Even if you are in good standing with Craigslist they sometimes might block your account and IP address just because they see your account activity.
• There is no need to wonder if Craigslist is questioning whether or not your account is a spam account.  A lot of our outsourcers complained that they were asked to sign into their accounts multiple times while posting, verify their phone number each day and even when they verified their phone number the call wouldn’t go through.  Those are just good indicators that they are keeping an eye on you so you might want to give that account a break.

As usual, if you have any other items to add please feel free to let us know.

Happy Posting!

Nothing has changed more dramatically in this tough housing market then the job of a new home sales executive. With new homes sales teams having to do more with much less, and stretched thin by today’s market, as a sales leader you have to be sharper than ever.

Join Jeff Shore and Jason Forrest, two of the leading sales trainers in North America, in a gripping one-day conference that will offer you the insights and information you need to capitalize on your sales efforts. The 2011 Sales Leadership Summit is being held in Dallas, Texas on May 4th, 2011.

What makes the 2011 Sale Leadership Summit program so effective?  “In a word: IMPACT!” said Jeff Shore.  This is NOT your ordinary new home sales training, this interactive, diverse and thoughtfully prepared program, offering keen insight and real-world techniques that can easily be implemented for immediate results. Jeff Shore’s extensive knowledge and irresistible enthusiasm will make your new home sales leadership sharper than ever.

The jam-packed agenda for the 2011 Sales Leadership Summit includes:

• Setting the right performance expectations
• Coaching for the time-strapped manager
• Re-charging tired inventory (with successful case studies)
• Define your metrics - measuring what really counts
• Staffing checkup - finding high-flying sales pros
• Sales compensation strategies
• Lead maximization & follow-up practices

Contact Shore Forrest Sales Strategies for more information or simply go to 2011 Sales Leadership Summit for simmer schedule and pricing.

Recently I have been noticing many people saying that they know Craigslist.org without a doubt.  I’ve seen people say that they know why Craigslist will tell you to wait 20 minutes before posting again, when a post expires once posted or I have even seen people say they know how to get around Craigslist Terms of Use.

I’m not saying that many of these things are not true but it is hard to prove something when Craigslist, as a company, is very quiet about some of the way it is run.  I have my own hypothesis/theories about the topics above as well as other certain things but that doesn’t make it definitive.  You want to know if something works… Research it and then try it for yourself.

I can give you all the tips and tricks I know in the book but it can change in a second with Craigslist.  They do that on purpose because if everyone knew their tricks than their service would be duplicated.  I hope my words are every bit helpful but if you don’t try it for yourself than you will never know if it’s hypothetical or a fact.

But just in case you’re wondering if I do know why Craigslist makes you wait 20 minutes or how long it takes a post to expire and so on, I have done my research and I do feel that my data is factual.  But you’ll just have to keep reading my blogs to find out those things.

Happy Posting!

In 2008, New Homes Directory.com had noted there were no new home building specific groups among Linked In and seeing a need for a new home building industry specific network that was about giving control to the users, gave rise to today's New Home Professional Network Group. A network comprised of senior executives, marketing & PR professionals, as well as sales professionals in the home building industry, New Homes Professional Network has reached over 2200 member in 2011!  This group promotes open discussion among its members to address the ever changing market conditions and the related news, events and technology that shape our industry.

"I find that the topics of discussion in the New Homes Professional Group are cutting edge and very thought provoking. I feel that the group has a very good mix of professionals that participate in the discussions on a regular basis and I learn a lot from the other members of this group by reading what they have to say about the different topics of discussion. The information and the other points of view that I receive by being a member of this group have given me a better understanding of the issues and challenges that builders, sales people and sub contractors face today. The New Homes Professional Group is AWESOME!"
-Del Barbray
 Experienced New Home Sales Pro
 Sacramento, California Area

This social network of industry professionals combines some of the more effective platforms such as blogging and forums as a way to engage each other on any industry topic, from anywhere in the world. 

"For me it's interesting to get a national perspective on certain topics. New and fresh ideas from all over the country. Plus I know that everyone who responds in the New Homes Professional Network is in the trenches everyday, trying a variety of strategies that may or may not work. It's great to get the feedback. You can always learn something new."
-Michael Berke
 President
 Berke Homes & Properties
 Greater Chicago Area

We are excited for the opportunity this group of professionals has to combine and share its collective wisdom and experience. The Network was created in hopes that members will seek the experiences and expertise of others in order to sharpen their professional skills and be more effective for their companies. 

“It's crucial for me to stay relevant as a trainer and sales coach in the industry. The New Home Professional Network Group is a great way for me to stay up on what my industry wants to improve on.”
-Jason Forrest
 President
 J Forrest Group
 Dallas/Fort Worth Area

"We exist in a put-your-head-down-and-plow-through-the-work kind of environment. It's so easy to become disconnected and detached from what others are thinking and saying. The network helps me to keep my pulse on what industry leaders are thinking, and to contribute to the dialogue. Sometimes the answers we need are a blog post away. The New Home Professional Network Group makes those answers easy to find.”
-Jeff Shore
 President
 Shore Consulting
 Sacramento, California Area

"The Group has been very helpful. Probably because of the relevancy of the discussion topics. I find the majority of the posts helpful to my business. I also get very relevant responses back to the discussions I post as well.”
-Brandon Cleveland
 Associate Broker / Sales Associate
 Meritage Homes
 Phoenix, AZ

"I've really enjoyed reading and engaging in topics brought up by the group, especially during these more trying times. Specifically from other parts of the country where they are having to reach deeper than we are in Texas to drive traffic, convert sales, and make money. We are all having to learn to do more with less and deliver better, more cutting edge products and services while enduring tighter credit and longer sales cycles. We've literally embarked on a social media campaign and have turned to more creative marketing than ever before due to the influence of our group.”
-Jay Hankla 
 General Manager
 Shaddock Homes
 Dallas/Fort Worth Area

"As I look over the conversations and dialogues I think it is hugely important as an industry and as professionals to stay connected, network and share ideas. I also think it is extremely important as an industry that we strive to be professionals and the best at what we do. As sales professionals, are we constantly trying to improve our skills, are we reading, going to training, meeting with a mentor or being a mentor to a younger less experienced sales professional. I sometimes think we use these types of sites for job and consulting opportunities, which I think is good, but I would like to see us focus on how to raise our expertise and conversion rates to make a bigger impact for our builders, clients, bankers, investors and the country as a whole.”
-Bobby Mink
 Operations Manager
 Alex G. Tetterton Homes
 Greater Atlanta Area

Over the past few months we have been going over a lot of tips and tricks to get your Craigslist.org postings for your new homes looking perfect but now we need to go over how to maintain those perfect postings.

NewHomesDirectory.com lists 700-1,000 postings a week on Craigslist and we are still growing.  The Craigslist crew here at NHD daily check each posting to make sure that they live up to the high standards we have before they are live for all the world to see.  When we check them we make sure that the follow items are always accurate: price, picture and correct community/other home information such as square footage, bath count, HOA information etc. within the description.

There are always certain things that we sometimes overlook when we get into the routine even though they may seem like common sense.  Make sure you check your spelling, grammar, whether the content is appropriate for your target audience, as well as length of posting.  A long or wordy posting can make buyers run away rather than want to buy.

Lastly, we make sure to change around the look of the postings very frequently because after awhile those who are looking for a new home on Craigslist will start to recognize the same posting and thus it will get flagged.  Depending on how many posts you maintain, you should change the wording and/or layout every other week.

In the words of W. Clement Stone “Success is achieved and maintained by those who try and keep trying.”

Happy posting!

W. Clement Stone quotation source: www.quotesdaddy.com

If so, then your company and YOUR career cannot afford to miss out on Myers Barnes FREE Webinar: The New Home Sales University Online: Savvy Sales Management. Learn a practical, powerful approach to sales management that will show you how to lead your team to sales victory in five easy lessons:

• Attract and retain top performers
• Transform ordinary people into supercharged salespeople
• Lead, inspire, and motivate your team to reach peak performance
• Build and sustain a real competitive advantage
• Enable your team to deliver reliable consistent results month after month

As an attendee, you will learn the new fundamentals of creating and deploying an integrated online and on-site sales program. Once have been completed this proven, step-by-step process, you will be given the knowledge to manage a successful new home sales team.

The New Home Sales University Online: Savvy Sales Management webinar provides tested strategies and concrete methods that are proven to increase leads, sales, and profitability! These free webinars start on January 21st, 28th & February 4th, 18th, and 25th, each session starting at 1:00 PM Eastern time. Don’t miss out on this FREE chance to gain valuable insight on how to exceed your New Home Sales Goals in 2011!

New home builders are faced with many challenges in today’s market. The days when people were entering lotteries to be able to buy the most recently released home is over and now new home builders main priority is getting their product in front of consumers.

You cannot sell a product to someone you have never had conversation with, right? So how do you reach out to homebuyers?  The internet is the best place to start of course, it offers powerful strategies which help you gain the traffic you need. While traffic generation strategies lead prospects to your site, it sometimes is difficult to convert that traffic into closed sales.

Some homebuyers are turning to Live Chat resources to get their sales team in front of more consumers and helping convert web traffic into real sales opportunities. With live chat the builder is able to take their website from a brochure to an online live sales center!

Maronda Homes has implemented a Live Chat service on their website by Active Sales Agent.com. Within hours of having the live chat on their site, the sales team was in conversation with new buyers! The estimated increase in lead generation is over 300% according to Active Sales Agent.com. With over 2.5% of unique visitors engaging in chats and over 80% of these chats results in contact information being obtained, live chat seems to be the bridge that closes the gap between web traffic and home sales.

With Active Sales Agent.com live chat services, new home builders are able to receive detailed analytics of the traffic on their site.  These analytics show which traffic sources are driving the most activity to their sales team and will allow home builders to refine their online marketing strategies.  We all know that you need to generate traffic to your site as a new home builder, now you have a solution to convert that traffic into a conversation with live chat!