Your Blog Inspired Me……….

Your Blog inspired me to go to another level….check out the new video we did of our Custom one-of-a-kind home here in Austin, TX.
Custom Home Video

Summary

I have now completed the 40 Day Sales Dare.  First, it was actually fun to blog every day.  The book should be essential for anyone starting out in our business.  It is a great way to focus on ‘one thing’ each day to help you from going into overload.  As an experienced Sales Person, it is a good reminder, refresher and some new ways to look at things. 

Looking back…Dare 25:  People Can’t Argue Emotion.  This one was instrumental in turning a looker into a buyer.  This guy was as analytical as I have ever seen.  The day before he came in to, I thought buy the home, (he had been here 6-7 times & 25 text’s or calls)he went out and bought 8(eight) books on “1st Time Home Buying”.  Seriously, can you imagine….8 books.  As example…he said, “what is my Option Period?”  It was truly because of this Dare that I took a totally different approach. So I did what I put in my Blog…literally….
>”David, remember when you said you were the only one of your friends and family not owning a home? Let’s fix that!  Instead of them giving you grief all the time, think how proud they will all be to have you join them in the home ownership club?”  He smiled…I knew then I had him. This really worked…it got him out of his left brain with all the details.  He bought the home!  Thank you Dare 25.

Next - Dare 30:  Be The Connector.  Remember when I blogged about the couple that came in & was wanting to rent an apartment & they walked out buying a $500K home(Dare 19).  Well, after meeting with a Real Estate Agent, they determined their existing home was not worth what they wanted and so my deal was off.  Then, came Dare 30: Be The Connector.  A current resident of mine is really good friends of this couple.  We teamed up to get them back.  She invited them to lunch & took her to a community event.  She invited them to my “Happy Homeowners Party” this coming Saturday to meet her future neighbors.  Well,  they have decided this is too good to pass up…no matter what they sell their home for.  So thank you Dare 30!

Jason, I highly endorse your book.  Just like any book/program, it really is what you make of it.  I am happy to have comitted to Blog EVERY DAY.  Good discipline and helps really look at each Dare,  So,  thank you for the $800,000 in sales over the 40 Days I may not have sold without your Dare’s.  It’s been fun!

Bob

DARE 40: Stump Me Twice, Shame on Me

No kidding.  I think we have to have the mindset that we must be in the mode of getting objections…..in fact….why not be so bold to ask for them.  Come on, take your best shot.  Let me have them(objections)…..cause when I get them, nothing can stop me from getting your business.
It really is a terrific mindset for New Home Sales Professionals to be in.  If we are, Success!

DARE 39: Effort or Ability

Definitions:   

Effort:  Exertion of physical or mental power.  An earnest or strenuous attempt.  Something done by exertion or hard work.  An achievement.  The amount of exertion expended for a specified purpose.
Ability:   Power or capacity to do or act physically or mentally. 

Competence in an activity or occupation because of one’s skill, training, or other qualification  Abilities, talents; special skills or aptitudes.

I am a believer and have had a great deal of success at focusing on my strengths (a Marcus Buckingham disciple).  I believe if you spend the time you have on making your strengths even stronger, you will have more success! 

Having sold over $40 Million dollars of new homes in the past 4 years, it appears to be working.

DARE 38: Give Them an Assignment

Did not have anyone in today to try this.  I like the idea and will definitiely give it a shot.  I have taken the idea & listed out things others would have a hard time competing against.

Thanks for the idea.

DARE 37: One Hour Follow-Up

I remember when I came to Austin 4 years ago….looked everywhere…saw some 20 communities & 50 models.  Do you know how many6 people called me after my visit to their model?  Two!   That’s it.  And I knew we were coming to Austin and buying a home.  Shocking now looking back.  It so impressed me when the person called me because it was so rare.  It is such a good reminder for when I have people come in…make sure to call them.  They always seemed surprised and appreciative.  We make it a practice to call right after leaving  leave them a message on their home phone.  If I only get cell phone, I text them a short note thanking them.  I really believe it is a differentiator for me.

I also like your statement as a follow-up and reason to call….ie:  “Whenever I leave a store, I usually have a question I wish I would have asked but forgot to.  Do you have and additional questions that I could answer for you?”  Good way and a good reason to follow-up.  I think we all look for good reasons to call potential clients….and this is a good one.  Thanks.

DARE 36: Selling the Intangible

The best example I’ve always heard about selling the intangible was from a Mattress Salesman….”I don’t sell mattresses, I sell a good night’s sleep.”  Boy,  no kidding….just think about having that job.  “So you are here to improve your sleeping, right?  How many nights do you wake up…or are restless?  How many hours do you think you lose? It would mean a lot to you to get a real nights sleep, right?  A good nights sleep is priceless isn’t it? So,  how much are you willing to invest towards having more energy, better attitude, more  _________ , better _________ , etc?”

So what if we applied this to home sales.  “So you are here to improve your current living arrangements, Right?  What needs to be improved?  That would mean a great deal, right?  And how much are you willing to invest in getting a better __________ ?……….  ”

Dang,  that sounds pretty easy, eh?  When it comes to amenities and their intangibles:
Huge Front Porch -     “Just envision sitting on your front porch watching the sunset over downtown and your new friends walking down the sidewalk stopping to share the latest about what they did last night.  How wonderful is that.?”
Tankless Water Heaters -     “Remember last year when you had family for the Holidays and you had to schedule showers all day because of the lack of Hot Water? well, no longer with your endless hot water!”
Pet Shower -     “How nice will it be in the winter when you want to wash the dog & it is too cold outside.  Not a problem now.”
All good stuff Jason.  Thanks for another good Dare!

DARE 33: Start at the Beginning

Interesting challenge…we don’t really have an entrance (yet).  We will some day…and it will be nice.  But for now, I need to find a new beginning.  One of the real unique features of this commnity is the fact that all garages come off alley’s in the rear of homes.  Hence when you drive down the street, you don’t see any driveways or garages.  Really makes the streetscape nice…see what I mean:

I think what I will do is sit on one of my streets and point out the beauty of the street…the color (like our own version of the Painted ladies of San Fran’s Victorian Row)

, the unique and varied elevations, the windingness of the street.  It really creates a beautiful street scene.   Now, just envision the trees creating an incredible canopy over your street.

How beautiful will this be….nothing like it anywhere!  Thanks Jason for helping create a beautiful picture of our community!

DARE 32: People Can’t Argue with Their Own Advice

I really like this one…I have used this one all my life.　 I truly don’t know if there is anything better than this.　 “OK, tell me what you would do to fix it?” Man, I can think of a couple people I need to go back to and ask this same question.　

I also believe there is another twist to this.　 I have also said, “If you were me, what would you do to make this work?”　 The small variance sometimes has the person really put themselves in my place & are not as tough or greedy…or are less generous in ”my” solution…which helps me.　 Then I just have to say many times, “So, if I would do that, would you agree to buy the home?　 It works many times.　 If not, then you ask what else it could be which becomes easier.

I did not get a chance today to use this….had no visitors at all….terrible weather.  But I must say, this was an excellent reminder and can’t wait to use again!

DARE 35: From Breaking Dirt to Hitting Pay Dirt

I am very fortunate to have a wife who is my best friend and I can discuss anything with. She also happens to be an incredible Coach who can look at a situation, put it in to perspective, provide input, be realistic, positive and inspirational while creating a safe environment where I can be totally vulnerable.　 Amazing, huh?　 We constantly discuss things like my income, the stress around that, the desire to continually increase my income.　 She helps me by being a constant reminder of those goals and to Coach me when the positives are being outweighed by the negatives.
We have set up a “Fun Account”.　 This is an account where we put 100 dollars of every sale and also all the ‘bonus money’ I earn….bonus money is from contest we have as a sales organization.　 I am very competitive and take a lot of pride in our sales awards/contests. Of the possible 19 awards over the past 14 months, I have won 12. We have 8 sales people…average would be 2-3 wins….so more than my share, right?　 I attribute much of that to be focused on very specific goals and having personal incentives…like our fun account.　 By the way, I have set a high standard.　 My wife, Coach will be tracking the account for me!　 Accountability!