Comments for Bob Schultz & The New Home Sales Specialists http://newhomespecialist.com New Home Sales Training, Real Estate Consulting, Sales Management Classes, Sales Boot Camp and Marketing Training, Builder Developer Sales Consulting for Realtors, Builders and Real Estate Professionals Tue, 24 Apr 2012 07:49:25 +0000 hourly 1 Comment on Alan Hill, Shea Homes by is the fact that http://newhomespecialist.com/2010/06/06/alan-hill-shea-homes/#comment-681 is the fact that Tue, 24 Apr 2012 07:49:25 +0000 http://nhs2011.g1440express.com/?p=2893#comment-681 I have seen that wise real estate agents all around you are starting to warm up to FSBO Advertising. They are realizing that it's not just placing a sign post in the front property. It's really with regards to building human relationships with these sellers who later will become buyers. So, after you give your time and effort to serving these vendors go it alone : the "Law of Reciprocity" kicks in. Good blog post. I have seen that wise real estate agents all around you are starting to warm up to FSBO Advertising. They are realizing that it’s not just placing a sign post in the front property. It’s really with regards to building human relationships with these sellers who later will become buyers. So, after you give your time and effort to serving these vendors go it alone : the “Law of Reciprocity” kicks in. Good blog post.

]]> Comment on OPENING AND CLOSING THE SALE – PART 1 by Patty Doyle http://newhomespecialist.com/2012/03/01/opening-and-closing-the-sale-part-1/#comment-621 Patty Doyle Sat, 03 Mar 2012 15:26:30 +0000 http://newhomespecialist.com/?p=5774#comment-621 Enjoyed seeing and hearing you, Roland at IBS. Love these photos! A belated happy birthday, Roland! Patty Enjoyed seeing and hearing you, Roland at IBS. Love these photos! A belated happy birthday, Roland!

Patty

]]> Comment on TAKE ACTION, TAKE THE SHOT by RNairnsey http://newhomespecialist.com/2011/12/22/take-action-take-the-shot/#comment-440 RNairnsey Tue, 03 Jan 2012 17:11:02 +0000 http://newhomespecialist.com/?p=5439#comment-440 Terri, Lovely to hear from you. How are you doing? No real link to the Closing Game, but it simply works like this. 1) Find a Role Play partner. 2) Sit them down and take them through a formal Recap Close: Architectural style (highlight 5 USP's) , floor plan (in depth review with highlighter, confirm 5 personal choices), home site or condo location (confirm 3 USP's), included feature sheet, Customer worksheet showing their home, on their home site with their luxury choices and the highly affordable (approx) monthly investment. 3) Ask for the sale 4) Manage the role players objection and then ask again using a different closing statement. 5) Repeat until you reach five requests for the sale, at which time the role payer capitulates and proceeds with the sale. Hoowah! You have now created real "Muscle Memory" for closing and are developing your very own Closing Persona! See how easy it can be? By the way feel free to call me if you need any more help. Truly, Roland Terri,
Lovely to hear from you. How are you doing?
No real link to the Closing Game, but it simply works like this.
1) Find a Role Play partner.
2) Sit them down and take them through a formal Recap Close: Architectural style (highlight 5 USP’s) , floor plan (in depth review with highlighter, confirm 5 personal choices), home site or condo location (confirm 3 USP’s), included feature sheet, Customer worksheet showing their home, on their home site with their luxury choices and the highly affordable (approx) monthly investment.
3) Ask for the sale
4) Manage the role players objection and then ask again using a different closing statement.
5) Repeat until you reach five requests for the sale, at which time the role payer capitulates and proceeds with the sale.

Hoowah! You have now created real “Muscle Memory” for closing and are developing your very own Closing Persona!
See how easy it can be? By the way feel free to call me if you need any more help.
Truly,
Roland

]]> Comment on TAKE ACTION, TAKE THE SHOT by RNairnsey http://newhomespecialist.com/2011/12/22/take-action-take-the-shot/#comment-439 RNairnsey Tue, 03 Jan 2012 17:00:35 +0000 http://newhomespecialist.com/?p=5439#comment-439 David, Always a pleasure to hear from you. Totally agree that it is not what you know, but what you do with what you know that counts! I have always found that "Action cures anxiety" as well. Just getting started makes you feel better and leads you closer to your goals. Hope I get to see you this year. Take care, Roland David,

Always a pleasure to hear from you. Totally agree that it is not what you know, but what you do with what you know that counts! I have always found that “Action cures anxiety” as well. Just getting started makes you feel better and leads you closer to your goals.
Hope I get to see you this year.
Take care,
Roland

]]> Comment on TAKE ACTION, TAKE THE SHOT by Terri Harrington http://newhomespecialist.com/2011/12/22/take-action-take-the-shot/#comment-412 Terri Harrington Thu, 22 Dec 2011 22:50:02 +0000 http://newhomespecialist.com/?p=5439#comment-412 Roland, I wish I had another boot camp! closing game? Do you have any kind of link for this? Terri Roland,
I wish I had another boot camp! closing game? Do you have any kind of link for this?
Terri

]]> Comment on TAKE ACTION, TAKE THE SHOT by David Shapard http://newhomespecialist.com/2011/12/22/take-action-take-the-shot/#comment-411 David Shapard Thu, 22 Dec 2011 22:47:31 +0000 http://newhomespecialist.com/?p=5439#comment-411 Love the idea of action. You can read, study, go to seminars, listen, but if you don't put what you have learned into action, it is meaningless! Have a Merry Christmas! Love the idea of action. You can read, study, go to seminars, listen, but if you don’t put what you have learned into action, it is meaningless! Have a Merry Christmas!

]]> Comment on TEACHING BLAIR TO CLOSE by RNairnsey http://newhomespecialist.com/2011/11/03/teaching-blair-to-close/#comment-204 RNairnsey Fri, 04 Nov 2011 18:11:38 +0000 http://newhomespecialist.com/?p=5206#comment-204 Scott, Thanks for the great comment. Congratulations on your having the courage to simply ask for the sale, and for your well deserved success as a result. Roland Scott,
Thanks for the great comment. Congratulations on your having the courage to simply ask for the sale, and for your well deserved success as a result.
Roland

]]> Comment on TEACHING BLAIR TO CLOSE by Scott Baughman http://newhomespecialist.com/2011/11/03/teaching-blair-to-close/#comment-197 Scott Baughman Thu, 03 Nov 2011 22:41:12 +0000 http://newhomespecialist.com/?p=5206#comment-197 Roland - Love the blog today about sitting next to Blair on the plane and the conversation the two of you had. What seems like it should be obvious and come naturally for many of us never does. That is asking for what we want - without worrying about what the answer might be. I never sold up to what I felt like was my full potential in new home sales until you suggested that I ask everyone "Is this the type of home you'd like to own?" I started doing that and my sales immediately improved. To this day I still ask pretty much everyone that question and am no longer surprised when they say yes. Last month (October 2011) I sold seven homes and a big part of the success I had was just asking that question. Thanks for the blog tips - they are much appreciated. Roland – Love the blog today about sitting next to Blair on the plane and the conversation the two of you had. What seems like it should be obvious and come naturally for many of us never does. That is asking for what we want – without worrying about what the answer might be.

I never sold up to what I felt like was my full potential in new home sales until you suggested that I ask everyone “Is this the type of home you’d like to own?” I started doing that and my sales immediately improved.

To this day I still ask pretty much everyone that question and am no longer surprised when they say yes. Last month (October 2011) I sold seven homes and a big part of the success I had was just asking that question.

Thanks for the blog tips – they are much appreciated.

]]> Comment on His Sales Have Doubled and Yet He Keeps Coming Back by Craig Stevens speaks about Bob Schultz « http://newhomespecialist.com/craig-stevens-video/#comment-158 Craig Stevens speaks about Bob Schultz « Wed, 14 Sep 2011 17:57:46 +0000 http://newhomespecialist.com/?page_id=4398#comment-158 [...] http://newhomespecialist.com/craig-stevens-video/ [...] [...] http://newhomespecialist.com/craig-stevens-video/ [...]

]]> Comment on HOW TO RUN YOUR NEW HOME SALES FRANCHISE – PART 2 by Bill Getch http://newhomespecialist.com/2010/09/03/how-to-run-your-new-home-sales-franchise-part-2/#comment-34 Bill Getch Tue, 14 Sep 2010 19:09:25 +0000 http://nhs2011.g1440express.com/2010/09/how-to-run-your-new-home-sales-franchise-part-2/#comment-34 Love the personal touch of the cupcakes to get in front of Realtors! Max sure is growing up, too. A handsome boy! Love the personal touch of the cupcakes to get in front of Realtors! Max sure is growing up, too. A handsome boy!

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