New Microsoft Bing.com Search Engine Takes the # 2 Position

June 1st 2009 Microsoft launched the new 'Decision Search Engine' intent on improving the way search results are displayed. Commercials on national prime time TV show people speaking random words associated with what others asked them as a way to illustrate the frustration of search results on many search engines. Microsoft launched a YouTube channel with the new search engine to share advertisments - www.YouTube.com/Bing. An example of this includes a commercial where a wife asks about 'Hawaii' and the husband begins saying all types of words that have to do with Hawaii such as 'Hawaii 5-0', surf lingo and other items that would commonly come up on a search engine related to Hawaii.

The Bing.com search engine looks at the context of what users are searching for and then makes a decision on which search results make the most sense to display. With the launch of the new Bing.com search engine Microsoft overtook the # 2 position behind Google temporarily jumping ahead of Yahoo.com with 16.28% of the market share. Yahoo moved down to 10.22% of the market share with Google remaining at 71.47% of the search engine market share according to StatCounter reports June 4th.

Microsoft has launched several new cutting edge technologies in the past few months including Photosynth.net enabling users worldwide to combine images creating extremely detailed 'video like' 3D images online. What remains to be seen is if the Bing.com search engine will be a long term competitor with Yahoo.com or Google.com using intelligent search results and new technologies.

Robert 'Dot Com' Jackson
Internet & Technology Expert
BuilderConsulting.com - Building Better Websites & Online Solutions Since 1995
913-814-8844 Office

Role Playing & More Good News

Congratulations to all of you who are already enjoying a successful start to the year, in spite of the harsh economic realities, and thank you to everyone for your positive feedback regarding last months Good News blog.

Fortunately the good news continues, with many glimmers of hope in the economy, plus all sorts of success stories still streaming in from across the new home sales centers of North America. One of our jobs as new home sales professionals is to find the good news, and then inspire our customers both with our positive outlooks and the positive facts of how investing in one of our brand new homes will benefit them.

As well as showcasing success stories and learning from each other, in this blog we will also focus on the importance of role playing, or what we like to call "Simulated Selling(SM)" for sales professionals.

ROLE-PLAYING

"An ounce of practice is worth more than a ton of preaching".
-Ghandi

As much time as I spend teaching in classrooms and sales centers across the country, I firmly believe that true transformation only occurs when one immediately practices what one has heard
in class.

In the safe setting of a seminar its possible that everything sounds appealing, but the reality of remembering everything and being able to implement is probably remote. The temptation may be to pick and choose concepts sort of like a "smorgasbord", never really ingesting the essential processes and creating lasting growth and systemic change.

However the moment that you take the information and begin to role-play it, is when the processes start to become real, and the outcome will be quantum improvement in your sales skills and of course sales results. As the great Muhammad Ali said:

"The fight is won or lost far away from witnesses, behind the lines in the gym, and out there on the road, long before I dance under those lights."
Muhammad Ali

I find as a trainer, that when I watch Mystery Video Shops with you and your team mates, (as a positive training tool!) it is obvious the areas that have been role-played and the areas that haven't. So with that in mind, here are some functional tips on how to role-play, and maximize the benefits You will find that when you role-play you will quickly find the areas that you are strongest in and can reinforce, and also realize the areas that you need the most help.

WHEN TO ROLE-PLAY

Dr. Covey says in "The Seven Habits Of Highly Effective People" (I am writing a book called "The Seven Habits Of Fairly Effective People"...well, not really, that would just be silly!), that it takes 21 days of repetition to create or change a habit. That's why the gyms are often full up on the 2nd of January, but if you are not still going by the 23rd of the month then you haven't created the fitness habit yet.

Understanding this, just like personal hygiene or cleaning our teeth, practice needs to become part of our daily regimen. For the record, even though I am English I have very nice teeth and clean them twice a day, thank you very much!

In our profession many of us may work in communities where there is considerable down time between prospects. For me, I was often lucky if I saw any new prospects on a weekday during the steamy Florida summers. With that in mind, we need to set ourselves a schedule of healthy daily activities that will help us stay focused, and positive; as well as increasing sales.

In the last blog, we spoke about self-prospecting, this time we are discussing role-playing and practice. The other major daily activity or course should be a stringent Follow-Through(R) plan. All three of these activities should happen daily, after you have inspected your community, signage and models and gone through your Daily Franchise Checklist.

For a copy of the Daily Franchise Checklist, please email me at roland@newhomespecialist.com

Another optimum time to role-play would be during part of your regular sales meetings. In fact the role-plays should be assigned well in advance, and even posted on the office meeting schedule giving the role-player(s) plenty of time to prepare in advance.

For a copy of a Sales Meeting Agenda, please email me at roland@newhomespecialist.com

The third time to role-play would be one-on-one with your Sales Manager, or sales coach during a weekly visit. We firmly believe that a Sales Manager should spend approximately 70% of their time in the field with the sales team, where the real action is happening so role-playing would be a natural part of that visit.

"Everything is Practice"

-Pele

WHAT TO ROLE-PLAY

I am so glad you asked! I have found the biggest mistake eager role-players make, is to bite off more than they can chew, by starting off with advanced techniques or trying to learn too much at one time. My motto has always been:

KISS (Keep It Simple and Straightforward).

It may not sound so exciting but lets make sure we master the essentials, (the blocking and the tackling, if it were a football practice) before we confuse ourselves with more esoteric material. In Jazz circles there is a saying: "You have to master the tune, before you can improvise".

Therefore the first task you should undertake is to write out the complete sales presentation that would take place in the sales office before going to look at the models. If you have ever attended any of our programs we have the complete template for this in the module titled, "Your Five-Minute Drill(SM), Part IV - Simulated Selling(SM) Experience." It is also available as an accompaniment to our CD series, which we go into detail, on CD #5.

For any of you that have ever been in a play, or a movie it is the same process. Research shows that by writing out your lines yourself, they become embedded far more quickly in your grey matter. I had the good fortune to be speaking at a seminar, in which the widow of the legendary Oscar winning actor Anthony Quinn (Zorba the Greek, Guns of Navarrone etc.) was in the class. She confirmed that Anthony (to his friends) undertook exactly the same process we are discussing, where he would write out his lines and then bold certain words and phrases he wanted to stand out. If it's good enough for Anthony Quinn, it should be good enough for us!

Once you have written out your Simulated Selling(SM) sales presentation then you should learn it one segment at a time. For example:

Greeting, Discovery, Builder Story, Macro and Micro location, Community overview.

Essentially learn the Greeting questions EXACTLY, role-play it perfectly then move on to discovery. Master your discovery questions, the Key C.O.M.M.A. (SM) questions, role-play it perfectly then move on, until you have mastered your complete Simulated Selling(SM) sales presentation.

These five elements of learning, would then combine and become part of your "Seamless Sales Process(SM)".

There is an old phrase, practice makes perfect, this isn't true, as practice just makes permanent. Henry Longhurst said: "They say practice makes perfect. For the vast majority of golfers it merely consolidates imperfection."

So our goal as your coach is to help you realize your potential by practicing perfectly. As the famous football coach Vince Lombardi said:

"Practice doesn't make perfect. Only perfect practice makes perfect."

-Vince Lombardi

So, if you are role-playing and it is not going well, then stop take a deep breath and do it over. You will find that by the second and third time of repetition, you will grow in confidence and become more and more self- assured. At New Home Sales Specialists(SM) we have no problem in being "unreasonable", when something so important as your career and long-term success are at stake.

Next work on your Model Demonstration skills. I have worked with many of you in great detail on this topic, and also discussed it my last blog but here is a brief overview:

• Take the floor plan of each model and number it in the precise order you want to demo.
• Begin with the outside and pick 5 features and benefits, then close it.
• Start with a wow, (usually through the front door) and have the customer experience it by asking an involvement question.
• "Go the light", create the biggest impact by going to a bright space as quickly as possible leaving smaller rooms to later.
• Make it personal by asking about their furniture placement.
• Spend plenty of time in the kitchen giving choices to gain involvement, and then let them know, "When we go back to my office I will be happy to make a note of that/price that out."
• Ask plenty of small involvement questions, remember the 48 second rule.
• "Close as you go", close each major space before you go to the next.
• Always close every home you are in. In the model simply ask "Is this the type of home you'd like own?" In the available home "Is this the home you'd like to own?"
• If you are not selling the model itself then practice saying "Let's' go look at homesites/available homes etc"; not do you have time or would you like you to go look at homesites.

Next work on Objections. Have your sales team come up with every single objection they hear, make a list of your top ten most frequently heard, and then using the 6 Step Formula for Managing Objections, write them out with the objection, your lead-in question and then your answers. I just returned from London Bay Homes in Naples where we spent a whole day on exactly this, with great results.

Lastly of course, we should practice Closing. Now those of you who are already advanced, know that Closing takes place throughout the sales process, so practicing involvement questions is a terrific role-play.

Since the average human being can only focus for 48 seconds or less, practice sharing a feature and benefit and then capping it with an Involvement question every 48 seconds or less. Try to mix up the questions so they sound fresh, Such as:

"How does that sound/look/feel?"; "How does that work for you?"; "Would that be important to you?"; "What do you think?"; "Does that make sense?"; "So far so good?"; Still with me?"; "Ok?"

"Fair enough?"; "Could(n't) you imagine?"; "Isn't it?"; "Wouldn't you agree?"; "Don't you think?";

And many more.

Many years ago, I created something called "The Closing Game". The idea is that you take me through your recap, close, and then ask me for the sale by saying:

NEW HOME SALES EXPERT

"Do you have any questions before we begin the paperwork?"

You must have the right body language, which is sitting down with a pen in hand and the agreement exposed, so that I understand it is a serious business question.

I will say no, and using the 6 Step Formula you have to manage my objection, and then assumptively close again using a different closing statement. I will say no 4 times and then on the 5th request capitulate and agree to go ahead.

The whole idea is to help you create the muscle memory for Real Closing. I once role-played the closing game with a delightful young man named Josh from Overland Park, Kansas, via video conference. At first I believe Josh was a little thrown off by my obstinacy, and the fact that he had to stretch way out of his comfort zone by asking me for the sale 5 times. Interestingly, later that day he had an appointment come back. He sat the gentleman down to recap and then asked for the sale. The customer said, no. Without flinching, Josh managed his objection and asked again. This went on four times and on the fifth request the customer went ahead with the purchase. He said to Josh that the deciding factor for him was Josh's self confidence and belief that this home was the best opportunity for him. The fact that Josh had practiced and role-played with me his coach, gave him the confidence with the customer to make the saIe. Aah, I hear a bell, as somewhere a closer just got their wings!

We have worked for many years with Ideal Homes in Norman, Oklahoma. The three managers Brian, Bill and Lane, are great implementer's of our systems and constantly keep their sales team accountable, with great effect. At the end of last year I was with them and we role-played The Closing Game. They now do that weekly with each sales person, and in the first three months of this year (2009!!!) they have already sold 107 homes!

Here is a photo of Grant (also a highly skilled professional musician) and his team mates at Ideal Homes role-playing The Closing Game.

Here is what Bill Flemming, one of the Sales Managers at Ideal Homes in Norman, Oklahoma just sent me about role-playing:

We just completed one of the most productive sessions with Roland Nairnsey we have ever had. Our sales team always learns so much from Roland and all of the professionals at New Home Sales Specialists(SM).

Role-playing is always an essential part of our continuous training process at Ideal Homes, especially role-playing closing strategies. Let’s face it; closing is what it’s all about, so role-playing The Close and asking for the sale 5 times in each presentation really helps keep our New Home Sales Consultants sharp and more confident which leads to more sales.

Sometimes we even practice in the form of a game. One very good example is the Objection game. We have each NHC write down the three most common objections they are handling on a daily basis and we throw them into a hat. Each one then takes a turn coming to the front of the room, drawing one of the objections from the hat, and role-playing the objection using the Six Step Process. Believe me, this works. We usually do this in teams and it really gets fun and competitive.
Role-playing is a must to stay ahead of the challenges that we face everyday in New Home Sales, especially with today’s challenging market conditions.

Bill Fleming, Brian Bergerson, Lane Slovecek
Division Managers-Sales, Ideal Homes, Norman, OK

Here is the very skilled and highly energetic sales team at Ideal Homes.

A few years ago when the market was heated up, people looked at me as though I was crazy because there were so many customers, that even asking for the sale once was sometimes a stretch! Now it is back to a more typical market where only those salespeople with these kinds of extreme closing skills will survive.

If at first role-playing is uncfomfortable for you, remember this great quote from seven-time Tour De France winner (and ex-boyfriend of Cheryl Crow) Lance Armstrong.

"Pain is temporary, quitting is forever."
-Lance Armstrong

Do you think he was referring to riding his bike, or dating Cheryl? Hey, don't hate the player hate the game, I merely report the news!

Last month also took me to the charming city of Charlotte to work with the four divisions of Eastwood homes. A very succesful builder in the Carolina's, who has already had an incredible first quarter.

Here is a photo of some of the Eastwood team after the two and half day Smart Start(SM)

Our team is also working with them on a bi-weekly webinar series. So their team is truly serious about creating transformational growth.

Also, I was in picturesque Fayetteville, North Carolina, kicking off our long term program with the sales team of Caviness and Cates.

The sales team is very ably led by Joy Coper in the light blue jacket and were extremely enthusiastic. The tall gentleman in the back is Homer Tyre, and he was one of the first people into Iraq when the War first started. He is a true hero, and to him the worst day in a sales office will never compare to what he has had to endure in the theatre of war.

Lastly, I was in St. Louis participating in a Homebuilders Association program with John Schleimer of Market Perspectives, Richard Elkman of Group Two and Stephen Moore of BSB Design. The subject was Making More Sales In 2009 And Positioning To Thrive Again In 2010.

The program was well attended and very well received. I had the pleasure of reuniting with many sales people, managers and owners whom I have enjoyed working with over the years.

Below is a picture of Cindy, Joann, and Kayla of Fulford Homes. They had attended our New Home Sales Boot Camp(R) in Florida, and then tracked me down at the St. Louis Program. At the New Home Sales Boot Camp(R), Joann, had been fearful of public speaking and she ended up Role-Playing with Bob Schultz himself, and earned a standing ovation from the one hundred plus attendees. (By the way, thanks for the ride back to the airport!)

SALES HEROES

This month I have so many that could be eligible, such as Joann Yanards at Fulford Homes in Illinois for her courage in role-playing, Todd Wiens at Ideal Homes not only for his active participation during training (plus his bright yellow socks!) but for his incredibly personal and impressive follow up, the whole London Bay sales team for their incredible hard work in crafting highly intelligent answers to complicated objections about the economy, and to Chris Dedora at Eastwood Homes for her energy in wanting to turn around her community at Spencer Mountain in Charlotte.

Having said that here is an excerpt from an email from Don B. Lederman of SH Communities at Woodbridge Ranches, In Davie, Florida.

Hi Roland,

Always enjoy spending time with you in the blog-o-sphere. Plenty of great material as usual for those who care to excel, and for those who just simply forgot the basics and need to see the success stories out there today.

Here in Davie, since January 11th, we’ve sold 9 inventory homes, +/- $8.7M, outselling our competition combined 3 to 1 and just about doubling our production of last year. With a new associate and whole new attitude that wraps its arms around every guest that we have, we just have to help them see that this IS the time to buy. Our return guest count, starting January 3rd went from 8 – 9 a week to 23, 28, 19, 21 a week, etc. It’s definitely perking out there and everyone should go to work every day expecting success.

As you know, the background street marketing to Realtors(R), chambers, private schools, smart follow-up, website driven traffic, corporate advertising, creative on-site ‘take-aways’, etc., etc. all help contribute to our overall success. Kelli Shapiro is my ace associate; and covering two sites (one closing out and one well under way) from this office, we also have a sales assistant/administrator, Kelly Lievano, yes I have 2 “Kellies” I guess you could say. Kelli and I are doing a Broker presentation breakfast in Plantation Tuesday morning

All the best,

Don B. Lederman
Sales Manager

So Don and the two Kellies are my first group of Sales Heroes.

The second sales hero is someone who I know personally very well, and shockingly isn't even in New Home Sales (Not fair, I hear you cry!). That person is my sister (nepostism I hear you cry!), Victoria Piccirilli (Born Nairnsey), is one of THE most succcesful Mary Kay salespeople iin the whole country, and just received her second totally free brand new Cadillac. Here is a picture of Vicki and her lovely husband Robert, and my two adorable nephews Charlie and Robert.


Everything that we teach about treating your job as though you owned your franchise, from preparation to prospecting to closing skills to Follow-Through(R) is almost exactly the same with my sisters' daily regimen for success. Since I am older and was there the day she was born, needless to say I am very proud of her.

RECAP

The importance of role-playing.

When to Role-play

How to Role-play

What to Role-Play

SALES HEROES

Honorable mentions to Joann Yanards, Todd Wiens, London Bay Sales team, Chris Dedora, and actual Sales Heroes status to

>Don B. Lederman and Kellie's Shaprio and Lievano.

> Victoria Piccirilli

FREE DOWNLOADS

Daily Franchise Checklist

Seven week Sales Meeting Agenda

email me at Roland@newhomespecialist.com

Finally one more photo of my little Max, who will be ONE-YEAR old on April 24th. Here he is on his first flight, to visit my other sister Abigail, in Huston. As you can see he is all smiles.

Have a great month of Happy Selling, and please keep sending me your success stories and great news.

Coach, Roland Nairnsey

NewHomeSpecialist.com

The Good News Blog

By ROLAND NAIRNSEY

Are you as fed up with all of the bad news as I am? I thought so.

So with that in mind, here is a blog dedicated solely to good news. If you want to feel negative and are looking to keep company with misery; or would rather continue hearing anxiety inducing stress related stories that cause gnashing of teeth and increases in blood pressure, then this is the wrong site for you.

Instead, I feel it is our job as sales trainers and motivators to lift you up and inspire you with real life success stories from across the World. Firstly, we will hear what happened and where appropriate we will learn exactly what these positive individuals are doing to succeed in these adverse economic conditions.

Please consider this blog a safe haven from the storm. A sanctuary for new home sales people, wherein you can rejuvenate your spirit, recharge your emotional batteries and go out create success for yourself.

Firstly a positive mantra from our friends at PMC homes in Tulsa Oklahoma. As every great motivational book will state, success begins with what you think about. Whether you are quoting Earl Nightingale, Dale Carnegie, Florence Schovel or The Secret, you attract what is first in your mind.

Bo Armentrout, their sales manager heard this phrase from his Superintendent and now it is their tag line that is sent with every email. Here it is;

“At PMC Homes, we choose not to participate in this recession. However, we will lead the recovery.”

I appreciate your interest in PMC Homes and please let me know how I can better serve you to exceed your expectations and earn your personal and referral business.

Best regards,
Bo Armentrout
Sales Manager, Broker, CSP, CRP

Isn’t that a great way to defeat the depression? As the great Gandhi simply stated;

“Be the Change.”

INTERNATIONAL BUILDERS SHOW 2009

The International Builder Show in Las Vegas was a big success, with a larger than expected turnout considering the state of the economy. I had the privilege of speaking at the Sales Rally, as well as on a dynamic program called "Secrets of becoming an Exceptional Closer Now" with the talented speakers John Palumbo and Meredith Oliver, and another program called "Deal or No Deal, secrets of Negotiating Strategies" with the renowned Charles Clarke III.

Here is a photo of myself along with Industry legend Tom Richey, and the other esteemed panelists from the sales rally. They all did a terrific job.

As special treat for all your loyal blogging, we will continue to post a slew of valuable "Free" downloads from the Show. Downloads include PowerPoint's and scripts.The programs are:

• "Secrets of becoming an exceptional Closer now"
• "Deal or no deal secrets of negotiating strategies!"
• "Close more sell more" from the sales Rally
  as well as from Bob Schultz's programs:
• "Challenges and solutions..opportunities in a changing market"
• "Caash in Caash out the new sales strategy to redefine the 50+lifestyle, Buying and selling process"
• "Sales is a game" from the Management summit.
• PLUS, for the first 50 of you that write to me, the free e-book below, with cutting edge articles from Bob, and one from yours truly.
  
  

  Write to me at Roland@newhomespecialist.com - Write in The Secret

SUCCESS STORY

Next a success story from the much maligned State of Florida. Minto communities is a company that we at The New Home Specialists have been working with for nearly 2 years, and by remaining focused and methodical in their approach to implementing our systems are continuing to be successful. Please read their success story.

BUILDER IN SOUTH FLORIDA BEATS ALL THE ODDS AND RECEIVES AWARDS FROM INDUSTRY EXPERTS FOR RECORD SETTING YEAR, SELLS NEARLY 500 HOMES IN 08!

If you were to hear that a builder in South Florida sold and closed nearly 500 homes in 2008, would you believe it? Probably not, well the incredible team at Minto Communities has accomplished exactly that.

The management team at Minto realized that every other part of the company was following well defined and clearly documented processes, doing the same with new home sales was a critical next step.

With that in mind they sought out Bob Schultz and the New Home Specialists (NHS) Serious Sales Management system and were also introduced to and implemented their unique trademarked program, the Official New Home Sales Development system.

Through a disciplined structure of on going curriculum based training, consistent and rigorous measurement, evaluation, and follow up, including "role playing" and Video Shop reviews; the Minto sales team has dramatically sharpened its new home sales skills. Also following the NHS ten step recruiting process, exceptional new recruits have joined the team who are coachable, have high energy, and are willing to learn and execute the proven sales processes.

Minto's allegiance to a replicable sales system, coupled with cutting edge, well designed homes in exquisite communities, has been the foundation upon which Minto has built its reputation for over half a century. Combined with carefully conceived pricing strategies, this has been a recipe for sales success. The fact that Minto has been able to accomplish so many sales in these trying economic times, in Florida one of the most difficult states in the entire nation in which to sell homes, has caused other builders to be envious.

In Special recognition of their outstanding achievement, Roland Nairnsey, Senior Vice President of Training and Development at Bob Schultz and the New Home Specialists recently presented some well deserved awards to Minto's New Home professionals. Tonia Abrahamsson won for the best Video Shop, who's shop represented one of the highest scores ever achieved nationally! Lisa Crovato for the best conversion ratio, which was accomplished in the Port St. Lucie market, deemed as one of the most challenging markets nationwide. Sue Bachman for Rookie of the year, after having been recently promoted from the position of new home sales assistant. The entire Minto Florida New Home Sales Team received an award for their outstanding sales performance in 2008 under the direction of Dirk Neumann, Director of Sales.

With its expansion to West-Central Florida, and with the guidance of its new Vice President of Sales and Marketing Jack Appleman, Minto is beginning 2009 where they left off in 2008., Through their synergistic relationship with Bob Schultz and the New Home Specialist team, the company continues to defy the downturn and successfully sell brand new homes!

The Minto team with their awards, on the left is Jack Appleman, then Lisa Crovato, Pam Wilhoit, Tonia Abrahamsson, and Sue Bachman, and their successful teammates.


SALES TRAINING TIPS

Now for some real world sales training tips. that you can implement immediately to create your own success. Sitting around and complaining or worrying doesn't help, as I like to say:

“Action Cures anxiety!”
Roland Nairnsey©

Here is an excerpt form an interview that I did for Builder Radio that aired in February, I believe you will find it helpful.

BuilderRadio interviews Roland Nairnsey, Sr. Vice President of Training and Development, Bob Schultz and The New Home Specialists

Can you teach me how to close more sales?

That seems to be the most often asked question that Roland Nairnsey – and probably every sales trainer and consultant in the housing industry – is asked these days. Roland’s answer is, “Yes. Absolutely. But, you can’t go straight for the close; you first have to earn the right to close.”

Selling is a process that requires skill in order to perform well. The more skillful we become, the more sales we close. It’s as simple as that. Becoming aware of the steps in the process and the skills we need to develop is the first step. One measure of our skill is our conversion ratio.

“First, be aware of your conversion ratio,” says Nairnsey. “It’s somewhat shocking to us that not all sales managers are aware of their sales team’s conversion ratios. So, the first thing you have to do is measure those conversion ratios. That gives you your beginning point; that’s where you start. Then, once you know what that ratio is, you can begin to improve.

Next, we as sales people should be generating our own qualified traffic. The days of waiting for the builder to provide us all our business are gone. There’s a ‘rule of thirds,’ which says that only one third of our business should come from the builder; the other two thirds really should be self-generated.”

Listen to the audio portion of this program to hear Roland Nairnsey describe in detail how these two points are fundamental to closing more sales. Or, continue reading the summary below.

Watch Your Conversion Ratios.What should your closing ration be? Short answer: It depends. It depends on your market and your product, but most importantly, it depends on your selling skills.

Nairnsey shares as an example a salesperson named Ted in South Bend, Indiana, “not a hotbed for home sales, but Ted has a closing ratio of 1:3.6. That means he closes one sale for every 3.6 customers that walk through the door. So, it takes him less than 4 customers to make a sale. Isn’t that amazing? But, he has to do that because he doesn’t have great traffic.”

A 1:4 closing ration may be outstanding, but Ted isn’t an isolated case. Nairnsey works with a relatively new sales team in Loganville, GA who’s members post ratios of between 1:4 and 1:6, and another team in Colorado that averages 1:4.

Nairnsey says that a closing ratio of 1:15 is average, but that many larger builders are seeing ratios of 1:25 or worse. Still, the point is to measure and then improve. “If you’re converting 1:15, the important thing would be to focus on how to improve that. How can you get that down to 1:14, then 1:13 and so on until you get it down to an acceptable level?”

Roland's ‘Sales Tune-Up’

Look at the numbers within the numbers,” he says, in order to find specific ways to improve. In other words, improving our performance in each of the steps of the sales process will lead to an overall improvement in our results. Nairnsey suggests we set the following goals:

Give a Planned Presentation: 100% Everyone that comes in your door should be given a thorough, planned presentation where you are able to learn about the customer and their needs, as well as share information about yourself, your homes and community, and your company.

Demonstration/Guided Model Tour: 90% - 100% Nairnsey emphasizes the need to make this a guided tour so that you can demonstrate how and why this home meets their specific needs and lifestyle. Your goal should be that everyone who received a presentation moves on to take a model tour.

Site on first Visit: 90% If you’re selling in a community, make it your goal to move everyone that takes a tour on to choose a home site. Or, if they have their own site, you should arrange an appointment to visit their site with them. The purpose is to get them to envision their new home on the site. Get them to fall in love with the prospect of living in your home. “You can’t make the sale until you get them to fall in love with your product,” says Nairnsey.

Ask for the sale: 90% Most salespeople let a huge amount of business walk out the door because they simply don’t ask the customer to buy. A closing question that both Nairnsey and Bob Schultz use is, ‘Do you have any questions before we go back and review the paperwork?’

“Then, let them answer ‘No,’ a term buyers are predisposed to use,” he suggests. “Aim for the bulls eye, not just the target.”

Sit down to review terms: 90% “Never negotiate on your feet; always close at your seat,” quips Nairnsey. “So, we’re going to sit down with them for a recap of what you’ve covered,” again, asking for the sale at least 5 – 7 times before moving on to the next step in the process.

Next appointment: 50% - 100% of those who don’t buy on the first visit. If asked properly, an average of 20% or more might buy on the first visit. For those that don’t, 50% of those that come in the door should be booked for a next appointment. “70% of those that leave without a next appointment will never come back,” he says.

“At least let’s get 50% of those that don’t buy on the first visit back for a planning appointment. You must insist upon a next appointment. That’s the kind of emphasis you need to have.”

Follow Through: 100% of those that don’t buy on the first visit. You must be dedicated to an excellent follow through strategy to get as many buyers back to the table as possible.

‘Narrowcasting’ to Generate Traffic

Your typical advertising methods – website, billboards, media, etc., might be called ‘broadcasting.’ That’s certainly appropriate for your company, but individual salespeople should assume responsibility for generating their own leads through a process Nairnsey calls ‘Narrowcasting,’ that is, going after your niche market; knowing who and where your buyers are, and finding ways to connect with them.

Some key areas where salespeople can narrowcast to for leads include:

Realtors
Networking with Realtors.Customers who are brought to you by a Realtor are three times more likely to buy than walk-ins. Cultivate real estate contacts by sponsoring and attending broker breakfasts; join the local Board of Realtors and go to their meetings; make contacts and keep in touch with them on a regular basis; refer business back to them; take excellent care of the customers they bring you.

Referrals. Referral sales are the #1 lead source for home sales and are among the least expensive, easiest to close, and most profitable sales you can make. Nairnsey recommends that sales people ask for referrals…

1. When making the sale - get 4 names at time of purchase

2. At walk-through

3. At closing

4. Current customers – VIP or Ambassador Program

5. Social Events ‘Pick Your Neighbor Event;’ You be social director.

Also narrow cast with:

6.Cancelled Agreements – Situations change, call back every 3 – 6 months

7. Zip code analysis

8. Rental communities

9. Local businesses – HR departments at factories, hospitals, police, etc.

10. Clubs and Organizations – Chamber of Commerce, BBB, etc.

Nairnsey began selling homes in 1983, during a housing market similar to the one we see today. He credits those tough markets with giving him the impetus to take control of his sales by getting the training to develop the skills required to survive the tough times and thrive in the boom times.

MORE SUCCESS STORIES

This was an email from Carmen Ware Sales Manager at Olthof Homes in Schereville Indiana,

Just wanted to let you know that we have sold 36 homes since the beginning of the year. Can you believe it! That’s better than we did last January and February. I don’t want to brag, but I think it may be because I am running things my way.

Carmen Ware
Olthof

Another manager who works very hard at his total process to the same extent that Carmen Ware does is Scott Baughman. Here is an email from him with sales tips included.

Roland –
In what started off a challenging year for Premier and other home builders we seem to be on pace to sell about 8 per month – net – in the first quarter.

I attribute our success to the following factors:

1) A builder (Company Owner) who understands the realities of the market and has priced our available inventory in line with what the market dictates that we should be priced at.

2) A mortgage company that continues to provide service above and beyond to our buyers and – by extension – to us as a seller. When they give a “green light” – usually on the same day as we write the agreement we know that there is a 99% chance that the transaction will close.

3) And finally, a sales process that works. A sales process that I learned from Bob Schultz and the New Home Specialists. Bob – you and Roland have shared everything from the basics of the process to very high level ‘mastery’ skills I have worked hard to first of all get it and understand it. Then, to share it with sales people that I have worked with in such a way that they get it and benefit from it. Using this information I helped the first builder group that I worked with in Georgia go from a virtual start up to sales of close to 600 homes per year – in 4 short years. The second builder I worked with doubled sales from close to 750 to almost 1500 in one year (2005). Here at Premier Homes sales have increased over 300% in the three full years that I have been here using the New Home Specialist systems. As a side note 300% - I think – would be a great accomplishment in any market but when you consider the kind of market that we have been in for 2006, 2007, and 2008 it is remarkable. The process (and the ability to teach, coach, and train sales people on how to implement it) while not successful 100% of the time – and what is – works more of the time than anything else I have ever tried. From the self prospecting techniques that sales people use to generate their own traffic to everything that they do with that traffic (qualifying, model demo, available home demo, available home site demo, recap close, advantages of home ownership, secrets of mortgage finance, DISC knowledge, follow up when they buy, follow up when they don’t buy, CAP, Cancellation Analysis, goal setting, handling objections, and so much more) once they have generated it helps us get more of the incremental sales that we may have missed if we didn’t use the process.

I am looking forward to my next trip to Florida to refresh my skills in both sales and sales management. This will be my fourth trip to the sales management program and my third trip to the sales program. Even though I have been before – with each return trip I pick up some new idea – some new technique that gives me more insight on how to sell more new homes quicker for more money. I truly believe that the incremental sales that we make more than pays for the investment of the return trip.

Thanks again for everything! I will see you in June at Boot Camp

Interestingly I feataured Carmen and Scott in an articile for NAHB's SMI magazine. For the full article, and more information on the processes that both Carmen and Scott follow to create their consistent success, email me at

Roland@newhomespecialist.com - Type in Red Hot Managers

Now for a few more of you who are continuing to succesfully slug it out in the selling fields of new homes.

From: bobby g

Sent: Sunday, February 22, 2009 4:18 PM

To: Bo ArmentroutCc: Roland NairnseySubject:

RE: CIP Form

Roland

Out of the 9 families that have come through my community, only 2 of them I was unable to close. Here is a CIP for one of the two.

Thanks,

Bobby Green
PMC Homes

So in other words my modest friend Bobby closed 7 out of 9 customers, or 1 sale per every 1.2 customers walking in the door. Take that recession! Seriously, great job Bobby!!!

The CIP form is of course the ultimate coaching tool that I have referenced in previous emails and is still available to any of you that email at:

Roland@newhomespecialist.com - Type in CIP form.

Next is a very positive email from Tabitha Smith who has just joined Pulte in their Charlotte division. I love the message because in sales we have to take the time to Celebrate our Success.

Roland
By the way I sold a pre-sale yesterday!!!
My second sale with Pulte....and I feel great!

Tabitha Smith
Pulte Homes, the company most trusted to build the places we call home!

As salespeople we must savor our victories; and enjoy our success one sale at a time!

Housing and the economic stimulus bill.

Socrates said:

“Knowledge itself is power”

I believe he also said, "Does this wine taste funny to you?" Ok, so maybe he didn't say that, but back to my point, which is conversely I believe that: “The absence of knowledge causes stress and ultimately dooms one to fail in today’s highly competitive market”.

With that in mind the NAHB recently had on their website a detailed overview of the stimulus package and how each proposal benefits us in the housing industry, written by their NAHB Staff. If you would like a copy email me at:

Roland@newhomespecialist.com - type in NAHB Stimulus Benefits.

The last testimonial is from Buddy Blake a Real Estate Broker for Seacoast Realty, in Wilmington, North Carolina. Buddy’s team represents new home builders. Many of his team have attended our Boot Camps and have always been very eager to learn, and hone their sales skills.

What I love is that Buddy took the time to publicly recognize one of his sales people. As managers we must always remember to “Praise in public, and (if you need to) rebuke in private”. Here is an excerpt of an email from a very happy customer praising sales professional Courtney Pridgen.

Here is the email:

Roland and Bob,

It has been your team's guidance and training that has helped me to become the agent that I am today. Thanks again for the kind words.

Take care, Courtney

Buddy Blake
Coldwell Banker
Wilmington, North Carolina

Forwarded message:
From: Heim 1stLT Carl J. Date:

February 7, 2009 7:2 5:01 PM

ESTTo: Buddy Blake

Subject: Courtney Pines

Sir,

I recently purchased a new home in Courtney Pines. I am writing to let you know how pleased I am with the purchase of my first home as well as the excellent work of Courtney Pridgen.Prior to my decision to purchase this home I spoke with many real estate agents throughout the area. None of them left me with the"warm fuzzy feeling" that I needed to purchase a home. In fact, with a military deployment in my near future I was almost dissuaded completely for fear that I was taking on more than I could handle. That all changedafter meeting Courtney. She explained to me the process of purchasing ahome in Courtney Pines in a manner that I could easily understand (having absolutely no real estate knowledge). Given her manner, professionalism and obvious competence the decision to purchase a home from her was a no-brainer. In short, I walked away from our conversation feeling confident that I would not be taken advantage of or left in the dark on any part of this process. As you can tell, my assumptions were correct. Courtney handled every detail of this purchase with extreme professionalism. She is by far the most knowledgeable real estate professional that I have encountered and was able to answer everyquestion - as stated above, in a manner that I understood, without making me feel like she was dumb-ing down her information.In closing I'd like to re-assert that her knowledge and most importantlyher professionalism are unmatched. In addition her communication skills and overall manner are superb and were the driving force behind my decision to purchase this home. You are extremely fortunate to have her on your staff. I am confident that my words echo the thoughts/feelings of any of her clients. Thank you both for making the purchase of my first home such a simple and exciting experience.

Remember, that buying is "Emotion backed by logic", our customers aren't buying just "sticks and bricks", they are investing in their next home. The tie breaker for them is often the anticipation of the enjoyable experience of having us sales professionals help them.

Great Job Courtney and to Buddy for taking the time to recognize a job well done!

SALES HEROES

There could be so many, as I have such respect for all of you that are staying positive and are hunkering down and working so hard in the toughest market in all of our lifetimes. But of course there are a few sales heroes that standout even in this elite crowd.

Tonia Abrahamson of Minto homes, for having one of THE most outstanding Video shops I have ever seen, and scoring an in incredible 218 out of 250. Coincidentally Tonia is consistently the most successful sales person in her company and during training can been seen lip synching the planned presentation as we work on it, and always has the answers to my complicated sales training questions.

Just as Dr. Covey says in the 8th habit, “Find your voice and inspire others” , Tonia is so effective at implementing her sales process, that she is now training those around her how to improve and become a sales hero like herself.

Secondly are two salespeople from London Bay Homes in Naples Florida, Ed Anderson and Paul Schmidgall.

Ed is a retired insurance agent and instead of spending his twilight years on the golf course decided to sell new homes. He had never sold new homes nor received any training before attending our programs. At the end of the second day of training Ed came in with his complete sales presentation hand written by him. He was a little bleary eyed because he had been up until three in the morning working on it. Talk about commitment! Watching his Video shop in February, Ed did very well at implementing a very effective sales process and received one of the highest scores.

Paul is an interesting character. In his first career Paul was a soldier for the US army. Not just any soldier but the kind that was trained specifically to be dropped behind enemy lines to rescue downed soldiers. So while the rest of us are busy complaining about a bad day at the office, think about what Paul had to go through. In his second career Paul became a trained chef. Now in his third career he has become a new home sales proffesional at London Bay. I have to admit that at times during training Paul would appear at little agitated with my high expressive (mildly waffly)responses to his very serious questions. Since Paul has lived by following proven processes, it is not surprise that he was looking for clear and simple answers to his questions. I had the privilege of watching his video shop in February, and have to share that without a doubt it was THE BEST FIRST shop I have ever seen! He scored a remarkable196 out of 250, and showed real determination in implementing thoroughly the process which he knows will cause his success.

To all of our sales heroes a very heartfelt well done!

RECAP

Sales training tips such as how to:

Measure your conversion ratio
Self generating traffic,
Give yourself a Sales tune up.

SUCCESS STORIES

Bo at PMC Homes in Tulsa
Minto Homes in South Florida
Scott Baughman at Premier Homes in Southern Colorado
Carmen Ware in Schererville Indiana
Bobby Green at PMC Homes in Tulsa
Tabitha Smith at Pulte in Charlotte North Carolina
Buddy Blake and Courtney Pridgen at Coldwell Banker Seacoast Realty, in Wilmington Delaware

SALES HEROES

Tonia Abrahamson at Minto
Ed Anderson and Paul Smidgall at London Bay Homes In Naples

FREE DOWNLOADS

Red Hot Managers – Full article containing management secrets
CIP Form
NAHB Stimulus Package Benefits
IBS 2009 programs

Write to me at roland@newhomespecialist.com and name the downloads you are interested in.

MORE GOOD NEWS

It was my Birthday on February 20th (Same every year, if your thinking of sending me a present). I am not sharing my age so please don't even try! Here I am below being suprised by a cake at the office, and there is Bob Schultz himself eyeing up one of the Cheesecake Factories finest specimens!

Lastly, it wouldn't be my blog if there wasn't a picture of my little lad Max, who is now ten months, and looking very GQ in his grown up duds.

Have a great month, stay positive and keep sending me your success stories.

Happy Selling,

Coach Roland

http://www.newhomespecialist.com/

Rise & Shine in 09 by Roland Nairnsey

PHOTO- Stephen Brooks owner of Grand Homes in Dallas, Texas heralding in the New year swimmingly! (More later)

Well here it is my first blog of this New Year. Welcome back to all of you loyal blog readers, and thank you so much for your positive feedback, it means a lot to me to know that this blog is helping salespeople across the world to increase sales at this incredibly difficult time.

First of all my humble apologies for not diligently writing this post every month. I will attempt to make it up to you this year. In the words of the great Bryan Adams, "Please forgive me”.

OK so what do we have in store for you? First of all I would like to continue to inspire you with real world selling strategies and techniques that will help you weather this temporary storm that has been so affectionately labeled “the global recession.” Secondly I would like to keep it personal with photos of you, teams from across North America, but would also like to go a little deeper with your own personal stories and photos. Plus this year I would like to, make this an open forum so if anyone has any questions (about new home sales, please!), I would love to answer them so all the readers may learn from each others questions.

This is the only interactive forum specifically designed for new home sales, (big USP* statement), so please enjoy, interact and tell all of your friends in our business about it so we can create the biggest, most impactful web-log in our industry.

So let’s get down to business: first a motivational message from your fearless leader, regarding this frightening economic environment. As we all know the reality is that things are tough, but as we like to say “perception is reality”, so since we can’t change the reality we can certainly impact our customer’s perception, and build the best possible case that now is the perfect time to buy. We can’t afford to worry about what we can’t control, and need to focus on what we can manage, namely our customers perception.

So the next time your customer says it’s a buyers market and they want to use is as an excuse for delaying action you need to response with:

Sales Person
“Yes, isn’t it great and at (Builder homes) we like to say it is a smart buyers market, in fact your buying power will never be stronger than it is right now,
can I show you what I mean?"

Then after causing them to fall in love with your home and unique one of a kind location we the need to sit the customer down and walk them through all of the benefits of investing now. Two huge reasons are incredible pricing opportunities and incredibly low interest rates, but we still have the chart for you to download so just email me at roland@newhomespecialist.com, and then personalize for your own selling situation.

The truth is that (just like many of you), this isn’t the first tough market, I have been through. I started selling real estate in 1983, hard to believe I know because I look so young, probably the botox talking (Just kidding about the botox, really!) and it was tough then, tough in 1989-91, and then really tough right after 9-11. I remember actually selling a home on the morning of 9-11, one of the saddest days in history, but my customers needed a brand new home, and I had to focus and help them acquire one.

Somehow, when we refuse to panic and buckle down and hone our selling skills we always come out of stronger and more effective. It is these tough markets, which creates GREAT salespeople. Like a regenerating of the forests this market will cause you to truly develop your closing persona’s, and come back stronger, and even take market share from your competitors who are panicking themselves out of business.

As I write this I am on a plane on the way to Vegas (easy now) for the International Builders show. I have the true honor and privilege of speaking at three programs; at all three of my programs I am discussing Closing. So for a change “What happens in Vegas, is not going to stay in Vegas”!

I will be offering free downloads, to cover topics such as:

• How to create urgency, and the benefits of investing now
  


• "Deal or no Deal, negotiating strategies" including:-



• Negotiating checklist,



• How to avoid negotiating over the phone,



• Setting the customers expectation in writing for the counter proposal



• 9 steps to maintain control of your sales process and the sale



• 6 steps to manage objections and more!

So as a special reward for your blogging loyalty, I will make these downloads available to you without the expense of flying to Vegas. Please write to me at Roland@newhomespecialist.com and I will give you the program password for the free downloads. If you would like the Cd's and DVDs that accompany the programs then please go to NAHB 's website and they will direct you how to acquire them.

Now for some travels and sales tips.

Recently I was in Dallas with Grand homes, as part of their ongoing educational new home sales curriculum we worked on Model Demonstration, with an eye to maximizing the customers involvement and make more sales. Here are some of the key tips:

ELEVEN MODEL DEMONSTRATION TIPS

1. Start from the outside in. First the neighborhood then the front of the home.



2. Number each floor plan, so you will know exactly where to stand and what to say.



3. Always start through the front door to maximize impact.



4. Go the lightest, brightest part of the home immediately to keep buying temperatures high.



5. Make it personal, ask "How their furniture would work" or "How they would decorate?" specific spaces.



6. Never use the words standard or extra, replace them with "included" (or "included luxury feature"), and "luxury choice".



7. Make it memorable in a positive way. (Tap cabinets and counters, go outside etc.)



8. "Be interested not interesting", ask lots of involvement questions, and focus on their hot Buttons.



9. Ask at least 5 alternate choice questions, and when they respond, say: "I will be happy to make a note of/price that out when go back to my office." In under 45 seconds you just made an appointment to take them to the closing table.



10. Always end in a wow location, somewhere emotional where you can ask for the sale.



11. Always ask for the sale, simply saying "Is this the type of home you'd like to own?" or if it is the actual home then simply say "Is this the home you'd like to own?".

Below is another picture of Stephen Brooks with his sales team demonstrating #7 (make it memorable), to prove that "Grand Homes is the only builder in Dallas, giving away a free pool! I guarantee that none of us will ever forget it!



In fact here is a link to a TV ad that Mr. Brooks did, where at the end he actually jumps in the pool. Enjoy!

Click Here To Watch Video

After the guys at Grand, I went to London Bay Homes an incredible custom home builder, building homes from just over one million to over sixteen million dollars in the Naples and Sarasota area. We also role played model demonstration. Here are some pictures of us together.

Then it was off to the clement confines of Calgary, in Canada to work with the sales team at Jayman Masterbuilt. Even though the weather was a shocking 30 below, I couldn't have enjoyed myself more as the combined Calgary and Edmonton divisions are an utter delight to work with! We spent two long days working on our Fast Track program which includes, professional communication, five minute drill, model demonstration, closing and appointment setting.

Above is a photo of the Jayman team and also owner and industry legend Jay Westman with yours truly (I'm the one in the tie).

SALES HEROES & "BE THERE" THEORY

Now for our sales hero section. There are two special sales souls that immediately spring to my mind from the last few months. What they both have in common is an infectiously positive attitude, and an indomitable spirit that just never gives up.

Many years ago the Wall Street Journal had an article about the "BE THERE" theory, which logically stated that no matter where you are, you need to be there one hundred percent.

I couldn't agree more. When we are at work we need to be fully focused. My pet peeve are people who try to accomplish too much at once, and are either addicted to their "crack berries" or cell phones and are inadvertently ignoring their customers. As I like to say;

"There is no such thing as multi taking in new home sales, you are either focusing on your customer 100 percent, or blowing the sale."

The same thing applies when you go home, make sure you are focused on your loved ones 100 percent. They also deserve your undivided attention. If you don't have a family at home then focus on doing what makes you happy and indulge yourself, that way when you return to work you will feel refreshed and re-energized.

My first sales hero is Sharon Kochlefl of Remington Homes in the Chicago area. After finding herself with time on her hands she was able to fulfil a life long dream to have dancing lessons. Business has not been perfect for her, but she has found a way to find what it is that makes her happy, and this of course positively affects all of her life. This is part of an email she sent to me;

Good Morning Roland! I hope this email finds you doing well.
I spoke to Greg Sunday (Sales manager). I HAD to call and tell him I just wrote my 4th agreement in five weeks! ISN'T THAT AMAZING?!!!! As you can see, professionally I am doing well. Personally, I am having a great time as well. I attended my 40th H.S. reunion two wks. ago!!! (told you I was older than dirt) What a fun weekend that was. Thank goodness Mon. is one of my days off...ha-ha. Still dancing and enjoying every minute! Nov. 15th will find me doing a tandem routine at the Medal Ball. Two of the instructors asked if I would be game to dance with both of them, trading off in performing two different dances...West Coast Swing & the Hustle...two fun dances. Didn't take ANY convincing for this little "spitfire" as they call me.

As I truly believe, out of everything bad, comes something good...ALWAYS!!!!
I apologize for the length of my email. I DO realize you are a busy man.
Be well, my friend....
Sharon Kochlefl, Remington Homes

(Sharon with her dance instructor)

Another short excerpt from a Sharon email below:

Woo hoo ....SOLD 2 this week!!
"quota" has NEVER been good enough for me!!!
the dancin' queen at Remington Ridge

Sharon credits a lot of her success to her manager Hilary who is an absolute DRIVING FORCE,
and much of our success has come due to her constant motivation, support and spirit.

My second sales hero is Renise Mclean from Jayman Masterbuilt in Calgary, as well as having a great attitude (like her team mates), and being a great student of the sales process, she consistently is a top performer selling homes come rain, shine or in her case snow drifts. She often sends me positive little notes, so here is a short excerpt from an email along with a photo of Renise and her beloved charlie.

Dear Roland

Business is good, sold 5 this month so far.
Yesterday, I sold a house to a gentleman on the first visit. All because I didn't lose control. He purchased an available home here in Panorama. Very exciting!!!!!!!!!

Regards, Renise
Jayman MasterBUILT in Panorama Hills
Renise McLean- Area Sales Manager

Lastly, back by popular demand are a few photo's of my new baby son Max.

I know he is impossibly cute isn't he, even I do say so myself.

Please free to write to me with your stories or questions from the selling fields of new homes.

Stay focused and positive; and happy selling.

Coach Roland

http://www.newhomespecialists.com/

More Real World Sales Training Tips & Techniques - From Roland on the Road

A monthly blog from new home Specialist Vice President of Training and Development, Roland Nairnsey

Thank you for the overwhelming response to my first blog from last month. It has been thrilling to hear all of your positive feedback, as well as to reconnect with so many of you that I have had the good fortune to work with over the years, so please keep your comments coming.

Again my commitment to you is still the same that this blog is about you the sales heroes out there on the front lines, will be choc-full of real sales tips that will help you to sell more homes immediately and is always written by me.

So here goes. At the beginning of the month I found my self out on the beautiful West Coast in Vancouver, Washington. I spent three enjoyable days with the Pacific Lifestyles team. Since I have been before, this visit we spent time on model demonstration and actually went out to a model and practiced what we had worked on in class. The team was actively involved and all did well. When we came back to the class room we re-visited closing, but in a lot more depth and at a more advanced level than my earlier visit.

We spent the last afternoon participating in closing role plays. We played a game which I affectionately call “The Closing game”. This is where we sit around a desk and the sales team take it in turns, to take me through their Recap close (Paper training), culminating in asking me for the sale. For those who haven’t been trained by us, paper training is when you sit down at the end at your desk and recap the outside of the home, the floor plan, the home site or location, the included feature sheet highlighting their hot button items, and then offer to create a customer work sheet showing them what their approximate monthly investment will be for their home. Once you have gone through these steps, you will have easliy earned the right to then "ask for the sale" and expect a far more succesful outcome.

During the closing game, after the first request for the sale, initially I will say no, and the salesperson has to find out what my objection is, manage it and then ask again but in a different way. This takes place four times and on the fifth request I relent and agree to go ahead with the purchase.

As I said in the last blog, “Never negotiate on your feet always close at your seat”, as we all realize that when we write an agreement we are sitting down. So by merely changing the body chemistry and insisting that your customer sits down for a formal recap you have dramatically increased the chances of making the sale.

I have found that as a trainer unless we role play an activity it may never become part of our selling repertoire, so the most dramatic growth takes place when we role plays skills, so that we can become more comfortable with them, and they can be turned into habits, creating “Unconscious Competence” which will directly help you make more sales.

The idea of the “closing game” is to create the muscle memory for closing, so that when you have an actual customer you will have already practiced the closing skills necessary for your success.

For example when you are sitting down and have recapped with the customer you then ask for the sale by simply saying:

NHS DIALOGUE

"Do you have any questions before we begin the paperwork?”

Accompanied by the positive body language of having your pen in your hand and appearing to be ready to take action, if the customer has the audacity to say:

MR. & MRS. HOMEBUYER

“I wanna think about it.”

What should you as a salesperson say? Here it is;

NHS DIALOGUE

“Please help me understand what in particular (or which part of it),
do you want to think about?"

Now let’s face it most people that need to think about it, are probably either two of the four distinct behavioral styles? Either amiable’s (S in the DISC profile) or lambs as Charles Clark 111 calls, them or analytics (C in the DISC profile). The kind of people that would say “I used to be indecisive, but now I am not sure.”

So even when you ask which part they want to think about, they are unlikely to be able to verbalize a lucid response. So now you need to practice being proactive and going through a list of any of the elements of the sales process that could be causing them to delay action. In this order you would ask:

NHS DIALOGUE
“Mr. & Mrs. Home buyer could it be the location?”

Most amiables will want to help you and tell you very quickly what it is not, hoping you will get to their real buying objection. So if it is not the location, continue with the complete list until you find their real buying objection. Here is the complete list:

THE “I WANNA THINK ABOUT IT” LIST

Location
Community
Builder
Home
Home site
Included features
Luxury choices
Total Investment
Monthly Investment
Initial investment
Time frame/ home to sell
Someone else involved in the buying decision.

Notice I have bolded the money items, as those are the most common objections, although your objections will vary depending on the thoroughness of you sales process.

I have found that the “more proactive you are in your sales process, the less reactive you need to be when managing buyer’s objections.”

For example, if you don’t habitually take your customer to a home site on the first visit, then logically that could be their objection.

We like to say that “Confusion leads to indecision”, so if you don’t sit down to recap at the end of your sales process, and create a price out sheet showing the customer what their home, on their home site with their luxury choices will be, and what their approximate monthly investment will be, then of course they could have resistance to purchasing, and you will not be maximizing your sales potential.

Once you have narrowed their objection down then you can begin to manage it, using the processes and dialogues we teach, and which I will happy to cover in more detail in future blogs.

Interestingly the classroom training took place in a local church. Here is the photo of us together:






Certainly the whole sales team was actively involved and worked hard in training, or maybe it was the spirituality and great Karma of being in church, but something worked well, as sales took off immediately after my visit. Here is a small sample of an email I received from Director of Sales Olivia Bjerke:

“Amazing! We have written 10 transactions since the training with Roland.

Joni had 3 in the first day after training, Stephen had 1, Gary has 1, Marleen and Melinda had 1 written their first day back from training, Bruce concluded his sales by applying Roland’s training techniques, Will concluded long days of an “on your lot” sales, Millie wrote a sale, Matt negotiated 2.

We are on fire and the week is not over! "

I also received a series of Inspiring emails from Bruce Stoker, one of the fine salespeople who we had role played the “closing game” with. He let me know that he had an appointment coming in wherein he could practice the closing skills we had just worked on. The customer was asking for some more information before the appointment and I reminded Bruce of the part of the training which I like to call “NO ENABLING” the customer.

In other words have you found that so many customers will ask you for more information that they must have before they make their final buying decision, that they want you to either call or email to them? Yet mysteriously when you willingly oblige them, they still don’t show up and buy your home. In fact they may often then have a whole new series of other questions, that they will barrage you with, allowing them to further delay action. How come?

What you are inadvertently doing is handing over control to the customer, getting on their treadmill and actually hampering your chance of making the sale. Unless a customer is out of town, where are they most likely to make their buying decision? That’s right since sales are “emotion backed by logic”; the most emotional place for your customer is back in your model home and your community.

So from now on when your customer is asking for you to send them information simply say the following.

NO ENABLING DIALOGUE

NHS DIALOGUE
“I would love to share that information with you but it’s a little too complicated;

in order to prevent any misunderstanding we need to meet in person.
When we would be more convenient for you, either tomorrow at 4:30 PM

or would the next day at 10:15 AM be better.”

I would suggest by the way, that anything shared over the phone could be misunderstood and could cause confusion, therefore delaying the sale. As opposed to the magic that takes place when your customer re-enters your sales arena and works with YOU personally. If you have a hard time being this assertive then simply think of it as new home sales “tough love”. By not rolling over, and giving your customer potentially confusing information over the phone or email, and by insisting that they revisit your home and community, you are “helping them to make a decision that is good for them”, and one that they will be grateful to you for many years to come!

Bruce shared this dialogue with his customer and they came in the next day and bought his home! It took him many hours because of their behavioral style and the amount of questions they had, but Bruce kept control and made the sale. Bravo son, bravo! To Bruce I would like to award co-sales hero of the month!

Congratulations to the whole Pacific Lifestyles team, we are very proud of you incredible efforts, in this challenged market.

By the way if anyone is heading to the Portland, Vancouver area and wants a great place to stay; the Heathmen Lodge is an unexpected treat. I have stayed their many times and it is a charming hotel with great food, and a very friendly staff.
.
Next it was off to the country music capital of Nashville, to work with a brand new start up builder called Weldon Homes. We held a two day Smart Start which covers four essential modules: Professional communicator, perfecting your presentation, Model Demonstration and Closing.

The team did well, but I have to admit that one of the highlights for me was going with the owner Mike to the Nashville Imax to watch the latest Batman movie, Dark Night. Watching the special effects on a two and a half storey high screen was an amazing experience.

The following week, it was the beautiful city of Charlotte to work again with the Simonini Builders team, a custom luxury home builder, led by Bill Saint. We had a wonderfully interactive workshop, covering prospecting and self generation of business and then advanced closing, culminating in closing role plays.

Here is a photo of their team:

A positive story about one of the Simonini sales team members, Holly. Bob Schultz and his lovely wife Peggy were out looking for a home for themselves in the lake Osborne area of Charlotte much earlier this year, and had the good fortune to bump into Holly in her lakefront model. Both Bob and Peggy described her as one of the finest sales people they had ever met, and her follow up has been extraordinary. To this day Bob still gets and assortment handwritten cards, notes, and relevant articles even six months after his visit. Way to go Holly!

The next day I was in Wilmington, North Carolina, to work with the ”Fine” team at Stevens Fine Homes, owned by the charismatic Craig Stevens and expertly led by Kandace Miller. We have worked with Kandace for many years, she has attended numerous NHS programs, and I have even written an article about her and a few other managers for SMI magazine. (For a copy of this article “Red hot managers in a cooling market” article please email me and I will gladly send it to you).

For her first builder based in Loganville, Georgia (home of the runaway bride, remember those eyebrows!), together we hired and trained a brand new sales team. For over a year they had documented closing ratios between one in four to one in five customers. Pretty incredible performance, wouldn’t you agree?

In Wilmington we reviewed some of their video shops. We then showed excerpts of the best elements to the group and then trained on the areas that still needed some work.

Here is a photo of Kandace and her team:

We started the next week we started with a Video conference connecting me from our office in Boca Raton Florida all the way over to Pueblo Springs in Southern Colorado with the delightful Premier Homes team led by the very able Scott Baughman. By the way, Scott is another manager that was featured in the SMI article that I will be happy to send to you. We have been working with Scott and Premier for many years and under Scott’s expert tutelage they have increased sales from 8 million dollars 3 years ago to 24 million, to now over 30 million dollars a year, in a market that has become increasingly more difficult.

During the VC we discussed Customer in processes; this is the form that I mentioned last month that we use to strategize how to sell to our hot prospects. The CIP form is still available to anyone who writes to me as a free download.

During the Video conference I gave a special shout out to a truly exceptional salesperson called Kacey. And we recognized her as our co-sales hero of the month. Kacey has been with Premier Homes for a few years, and has been through numerous training with us, and in my opinion just does everything correctly. She has an amazingly positive attitude, and is extremely professional personable and polished. One day when we were training on site she got there early to sweep up the Colorado dust from her front driveway. Whenever we review CIP’S her forms are always perfectly filled out, in glorious typed detail. As a result Kacey has become remarkably consistent, always selling four to five homes a month, in a very ordinary market.

Here is a photo of Kacey sweeping up the Colorado dust!

When I asked her what she attributes her success to, she shared with the group she actively solicits Realtor business. Since NAHB research has shown that a customer bought in by a Realtor is three to four times more likely to but than one that walks in by themselves, then it would makes sense for Kacey to have figured that out and to have found ways to proactively court their business. Since the other members of the sale team wanted to learn more about prospecting in the following months Video conference we worked on Self generation of traffic and prospecting.

The next day I received an inspiring email from a former sales hero at Premier Homes Debra Van Buskirk. Here is an excerpt of what she said.

"Roland,

Just wanted to say hi and a big thank you, the training is so valuable. We achieved our first quarter bonus, two more deals left to close but we hit it!!!! I'm printing 200 flyers to drop off tomorrow. You've given me the tools, and the training. Thank you to you, Scott and Premier Homes. They rock!!! this training will be with me forever!

Debra"

During this same week I went to Minto homes located in South Florida twice, once to work with their managers, and the next time to host a Self generation of traffic and prospecting seminar. They continue to work extremely hard and baffle everyone with their incredible sales success in one of the very toughest markets in the country.

At the end of the month we hosted the third in a series of Video conferences with Grady homes, a mid size family builder based in the seaside resort of Townsville, Perth in Western Australia. There sales team was highly engaged with lots of great questions and insights. Isn’t it incredible, that a sales team 11,000 miles away, have the same issues as those of us in the United States, and also the same enthusiasm and eagerness to learn and enrich their careers. During this interactive video conference we dealt with Professional communication. In fact the owner of the company Geoff and his sales manager Peter are flying around the globe to come our Serious Sales Management and Boot Camp programs this October, here in Delray Beach. So hopefully that will inspire you to come and join us as well.

And that my friends was the end of another eventful month in the world of new home sales training.

Please feel free to write to me either at my email address roland@newhomespecialist.com or post your comments on this blog and I will be sure to respond.

So here is a recap of this blog.

SALES TIPS

• The recap close


• How to deal with “I wanna think about it”


• No enabling the customer
  
  

FREE DOWNLOADS

• CIP form


• Article - Red hot managers in a cooling market.

SALES HERO(es) OF THE MONTHS

This month there were two, congratulations to you both:

• Bruce from Pacific Lifestyles homes in Vancouver Washington,


• Kacey from Premier homes in Colorado Springs, Colorado.
  

Happy selling


Coach Roland Nairnsey

Senior Vice President Training and Development Bob Schultz and The New Home Specialists

http:///www.NewHomeSpecialists.com

PS. I have to admit that I always mildly resented people that were obsessed by their babies (I'm sorry!), but since my Max came along five months ago I have found myself becoming one of those people. So for those of you that have been kind enough to ask about the lovely lad, here are a few recent pictures of Mighty Max.

Just as an idea if anyone would like to send me a photo of yourself with either your children or grandchildren I will be happy to upload it to future blogs for all the world to see.

Millie's Motivational Minute

By Millie Allen Eubanks

My family and I still reside in the state of Oklahoma. I just got back from a trip to Elk River, Minnesota, where I coached some wonderful people at Scott Breuer Homes.

I had a wonderful time there, and the weather was nice and cool, which was a change from the 100-plus-degree temperatures we experience throughout our summers. Scott, and Ann Breuer and I were on our way to one of the communities they developed and build in – it is, of course, beautiful, just like their homes! I asked a question about the “10,000 Lakes” slogan that Minnesota has posted on its license plates. Scott said, “Well, actually, there are more than 10,000, but 10,000 sounds better than 10,567 lakes.” When I flew home, I wondered if our Oklahoma license plates still said, “Oklahoma is OK!” Not great, fabulous, extraordinary – just ok. And they did.

In our market conditions today, being OK is not good enough. You can’t just be alright at something. You must be better than you were yesterday, and if yesterday you were anything less than perfect, you are losing sales. So far this year, one thing in Oklahoma that we are almost perfect at is OU football.

The University of Oklahoma is ranked number two in the Associated Press (AP) Poll, and we are all proud! But if you tuned into any Oklahoma radio, station you would hear that we are not satisfied with being number two and that things need to change. One thing upon which most armchair quarterbacks agree without question is that, to win the hearts of OU fans and to keep his job as coach, Bob Stoops must:

1. Beat Texas.
2. Win the Big XII championship.

I know most of you are thinking, “Good grief! OU is ranked number two in the country. SO WHAT!” But being number two means there is someone out there who’s better than you. Our goal as a football team is take 'em down! It’s funny to me that we have this type of reasoning when it comes to football, but in our everyday lives, of which we are in “total control,” it’s so easy for us to do just enough. Am I the best Mother, Wife, Trainer, Daughter, Grand Daughter, Volunteer, Christian and Leader that I can be? I strive to be, but sometimes I just want to “get it done.”

What are you doing in your life? Are you exceeding your goals and striving for
Perfection, or are you doing just enough?

I had the privilege of hearing Bob Stoops speak one day last year. He was articulate and funny, and he walked around in a circle. Now, it wasn’t as noticeable as you might think. It was a big stage, and there were people all the way around, so for most people it just looked like he was trying to include everyone. But I saw something different—then it HIT ME. On game days, when he talks to the players, he walks in a circle. “Why?” you may ask. He talks to his football players and coaches by walking around in a circle because they all sit around him in a big circle. Now, imagine my enthusiasm when I figured this out (to which my husband responded that I think too much). Maybe I do, but my point is that he is the same man off the field as he is on, and to me that is the very essence of leadership.

What is your definition of Leadership?
Do you fit your own definition?

While we are all in different leadership roles in our lives, I find that our definitions don’t always match our efforts. Zig Ziglar said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Be committed to excellence in everything you do! My favorite quote is, “Life is a Journey, not a Destination.” Stephen Covey said it in the book The Seven Habits of Highly Effective People. Life is not something you do until you get to a certain point. Life is to be lived so when your life is over and you are standing before your Higher Power you can look them in the eye and say with confidence, “I used it all—every bit of talent that you gave me.”

Happy Journey,

Millie Allen Eubanks

Real World New Home Sales Training Tips And Techniques - From Roland Nairnsey On The Road

A monthly blog from New home Specialist Vice President of Training and Development, Roland Nairnsey

Here it is finally, my long awaited contribution to the world of blogging.

During my weekly travels on the road, I've often been asked why I haven’t started a blog, and my reason has always been that I wanted to ensure that it would be both relevant and important to the lives of you, our students - the new home sales people from all around the world.

So here is my commitment to you the reader. This blog will always:

1. Be focused on YOU, the sales heroes, slogging it out every day in the sales arenas of the world, as I was so for many years.
2. Will always contain sales tips that will help you make more sales immediately.
3. And will always be written by me, as opposed to some advertising company trying to sell you products.

So, let’s begin.

At the beginning of July, I spent four days in Florida with the sales team of Minto, an Ottawa-based Company with five dynamic communities in South Florida.

As of this date they have accomplished the remarkable feat of 346 Gross sales with a net of 261! Yes, you read that correctly: In Florida, the 49th worst market in the country, the Minto sales team has quietly been plugging away, already selling over 260 brand new homes! “How have they accomplished this?” I hear you ask? Well, the answer is by doing EVERYTHING correctly.

After their Sales Director Dirk Neumann attended our NHS Management program in Delray Beach, Florida just over a year ago, they started working with our NHS team on a full time basis. Under Dirk’s expert guidance they have significantly adjusted their prices, created pricing and marketing strategies, and spent a lot of time and energy training the sales team from the essentials all the way to the advanced level sales processes. Once the first cycle of training was completed, we began the evaluation stage through video shop reviews. This is typically where the transformation begins, as one can’t hide from the objectivity of the hidden camera. As a result of the shops, action plans were created and the individual salespeople started working on areas of importance.

During my visit in July, we worked on-site doing small-group coaching, and went through a hot prospecting system called Customer in Process (CIP). Each salesperson came to training with 3 completed CIP forms, and we strategized how to cause the customer to return to their community and then how to get the customer to buy a home. The best outcome is always to get the sale with the specific CIP customer; the next best outcome is that we learn what to do next time when given a similar situation.

E-mail me (roland@newhomespecialist.com) if you'd like a free CIP form.

We also discussed other areas that were important to the salespeople, such as prospecting strategies and creating an effective follow through plan.

One of the salespeople, John from Port St. Lucie, had a customer return to his community after the initial training with NHS. John asked the customer if this was his first visit, and when the customer replied that he had been there before, John immediately followed up with a very precise question that we had just covered in training:

NEW HOME SALES SPECIALIST DIALOGUE

“Welcome back. What would you like to accomplish today?”

The customer said:

“I saw a home I liked when I was here before, and I have bought my check book, and would like to buy it.”

Sweet! About an hour later the customer left and John had a $350,000 sale under his belt! This is why the precision and order of the discovery questions is such a critical factor in the extra sales you can be making as a result of following a training program and strategic sales plan.

Here is a photo of Dirk, Tonia, Cheryl and myself at Artesia in Sunrise, Florida.

Gretchen, Pam and Sue at Olympia in Wellington, Florida.

Then it was off to Memphis to work with magnificent Magnolia Homes, a charismatic custom home builder owned by Reggie and Karen Garner and led very ably by their manager Darma D’Orso. We used their Video shops to coach them and then showed excerpts of the shops to the whole group so we could learn form each other's best efforts. Here is a photo of the Magnolia team.

We showed Lisa’s office presentation and Jay walking a home site with the customer, but a special “shout out” to James, who had one of the best closing sequences I have ever seen on a shop! James has attended two Boot Camps and many training sessions. Not only does he possess great natural attributes for sales, but he truly works hard to implement what he has learned. I firmly believe that in life,"We don’t get paid for what we know, but for what we DO with what we know".

James was a shining example of this in his shop, as he sat the customer down, and spent half an hour at his desk attempting to write the sale. In training we had worked on sitting the customer down at the end of EVERY presentation. I like to say:

“Never negotiate on your feet, always close at your seat.”
Roland Nairnsey

When you sit down at your desk or closing space, after having sited your customer to a specific “one-of-a-kind” home and location, your body language now says that you are serious, and the opportunity to unearth the customer’s real buying objection(s) and making the sale will increase exponentially.

After using the recap close and then asking for the sale, James managed the customer’s objections and then asked for the sale again at least five times in different ways, before finally moving to writing an appointment.

Great job James - to you goes my Sales Hero of the Month award!

Next it was Nashville to work with The Jones Group, led by Bryan Bender, and sister company Consort Homes from Missouri, led by manager Chris Reatini. We went through a complete three-day Smart Start program, and were even able to go out on-site with the whole team and role play model demonstration and practice the concepts we had just covered in class.

We had a lot of fun, and every role player did very well. We ended with a grand finale of seven salespeople in a row going to the same closing mark (the second-story balcony overlooking the stunning great room below) and asking for the sale with exactly the same closing words.

Everyone still kept their style in tact, but became used to simply asking for the sale in the most effective way possible. Now that the salespeople have created the “muscle memory” for closing, when they meet with a real customer, the closing words will become no big deal, and will simply be the logical conclusion to a great demonstration. Here is a photo of the Jones Group and Consort Homes sales teams.

I just spoke to Bryan, who shared with me that the sales team had seven sales the week after training! One of the techniques they used on five of the agreements was the puppy dog close. “What is the puppy dog close?” I hear you ask.

PUPPY DOG CLOSE
(Warning: Using this technique WILL increase your sales, and may seriously affect your Status Quo!)

What we have learned is that when a customer is about make a major buying decision, they tend to “major in the minors” and will use almost any excuse to delay action. Our job is to move them past the point of sale, and have them experience what it would be like to actually own one of our brand new homes.

The idea is that if you were to take your children to a pet store to look at puppies, and the pet store owner cleverly invited you to take a puppy home to try it with your family, they know that you will never bring the little pooch back. The kids wouldn’t let you! Similarly, it is up to us salespeople to strike while our customer's buying temperature is at its highest, and write the agreement before they cool off.

Once you have sat your customer down and recapped, and then asked for the sale, and they say no and they give you their objection/excuse (i.e., they need approval from a parent, child, spouse attorney, or adviser; they want to look at other builders or at resales, etc.), then simply say the following.

NEW HOME SALES SPECIALIST DIALOGUE
“Since you are here and you like the home with the (USPs*),

let's go ahead and lock in the total investment and the incentive and secure the homesite,

and we’ll make it effective in two days at 5 PM.

Then (with your company’s approval) in the agreement you simply write:

This agreement becomes effective as to the buyer on (Date) at 5 PM.

*USP = Unique Selling Proposition - something that differentiates that specific home and location and could either go away or go up in price.

Go ahead and write the agreement. The customer knows that they could get out of it if they have to, but they very rarely do, because you have caused them to experience what it would be like to own one of your brand new homes.

I used this technique to increase my own sales and have heard form salespeople across the country that this one technique has helped them increase their sales by approximately thirty percent!

While in Nashville, one of the salespeople, James Dean (that really is his name), had been challenged by our associate facilitator Mille Allen Eubanks to actually sing his Five Minute Drill, for which she offered to donate money to his favorite charity. Bravely, James accepted the wager and wowed us all by singing his presentation in front of the whole group to the tune of Jimmy Buffet's "Margaritaville." He earned the money for charity and received a standing ovation from his peers. Here is a photo of James's courageous performance. We will create a link so you can view excerpts in the very near future.




At the end of the month it was back to Florida to speak at the South East Builders Conference (SEBC) in Orlando. I spoke with esteemed speaker and my friend Charles Clark III. The topic was how to Create Urgency and how to Negotiate in this cooled market. Charles discussed negotiating strategies that relate to personality types, and I shared with the group many techniques, from essential to advanced level, for creating urgency, such as the benefits of buying now versus the cost of waiting.

For example, when a customer says it’s a buyers' market, we should embrace their comment and respond with:

NEW HOME SALES SPECIALIST DIALOGUE
“Yes, isn’t it great? And here at (Company Name), we like to say it’s a SMART BUYERS' market. In fact, your buying power will never be stronger than it is right now. Can I show you what I mean?”

As Tony Robbins says, when you make a big statement like that then you have to back it up in writing. So once you have caused your buyer to fall in love with your home and your one-of-a-kind location, then you need to sit them down for a written comparison of the benefits of investing now versus the cost of waiting. Feel free to email me and I will send you the sample form I used at this program. Next month I will share with you some of the negotiating strategies we discussed.

RECAP

The Sales Hero of the Month award goes to James of Magnolia homes in Memphis for his incredible closing performance!

SALES TIPS

• What to say to a returning customer to expedite the sale.
• How to follow up using a customer in process form.
• “Never negotiate on your feet, always close at your seat.” Sit down at the end of every presentation!
• The Puppy Dog Close - Take customers out of the market while their buying temperature is at its highest.
• Deal with the comment that it's a buyers' market by agreeing with the customer and using that fact to create urgency.
• Compare the benefits of investing now versus the cost of waiting.
  

FREE DOWNLOADS

For your free downloads, please email me at Roland@NewHomeSpecialist.com.

• The customer in process form
• Benefits of investing now versus costs of waiting.

TRIVIA QUIZ WITH PRIZE

On the form that discusses the benefits of investing now versus the cost of waiting, we reference a government website, “The office of federal housing enterprise.” Since, over time, real estate always appreciates, it is imperative that you have real facts to support your claim that now is the best time to buy. For example, in the great state of Wyoming, the five-year appreciation has been 62.64%, and since 1980 homes have appreciated by 189.12%. I know - who knew?!

So, for the first five of you out there who can send me the appreciation in your state, for both the five year figure and since 1980, I will send you an autographed book from Mr. Bob Schultz himself.


Meanwhile, if you have any comments or questions, please do not hesitate to email me at Roland@NewHomeSpecialist.com.


Happy selling!

Coach Roland Nairnsey

Vice President Training and Development Bob Schultz and the New home Specialists

http:///www.NewHomespecialists.com

P.S. For those of you who are very kindly asking about my newborn son Max, here are two photos of the wee laddie. Although, he is not so small - he is already an impressive 20 pounds after only 4 months!

Isn't he cute!!!