Business

Brian Flook, MIRM

The Builder Sales Machine

A BuilderRadio Flashback to one of our most popular podcasts from 2016.

While the digital age has made marketing your business more complex and confusing, there are some basic tools that every business must must use to attract buyers and engage sales. Master these essential elements and you’ll have the makings of a sales machine—a marketing program that will deliver consistent results. Listen to Podcast

How To Leave A Lasting Impact On Your Model Home Visitors

This week, Micheal Flores shares his secrets involving how to glean valuable information from your model home visitors, the importance of inspecting your community and even the impact a well-stocked bathroom can have on your buyers.

Micheal is the NAHB’s 2015 National Sales Rookie of The Year as well as the recipient of the Top Gun Award from Hyland Bay, the national leading new home sales training company.

Don’t miss this truly fascinating podcast as Quint and Micheal discuss how simply listening to what your clients have to say can lead to selling more homes.

Increase Your Sales And Maximize Your Marketing With Bill Cates

The Monday Morning Sales Meeting welcomes internationally recognized author and motivational speaker Bill Cates to BuilderRadio. Bill has delivered his unique strategies to over 170,000 professionals worldwide, teaching the secret of how to build a thriving referral-based business.

Author of three books, Bill is also the president of Referral Coach International and the founder of The Referral Coach Academy. His programs are filled with powerful content, high energy and, of course, a great deal of fun.

Discover how to increase your sales and maximize your marketing by listening to this highly entertaining must-hear podcast!

The Value Of Being An Award Winning Builder

On this week’s Monday Morning Sales Meeting Lisa Parrish from The Nationals explains the incredible value associated when being recognized as an award-winning builder.

The Nationals is a 37-year-old program presented by the NAHB National Sales & Marketing Council recognizing the best in sales, marketing, design and achievement across North America. Lisa’s firm, PMP, produces 14 regional awards programs across the country, handling every aspect of these events including application review, judging, production and follow up.

The Nationals is the “granddaddy of them all,” receiving over 1500 entries from across North America. Lisa stresses the importance of “going for gold,” always pushing yourself and your team to strive for excellence. Homebuilders, sales teams, marketers and designers who achieve recognition from The Nationals are able to set themselves apart from the competition.

Think your homebuilding business has what it takes to become the best of the best? Find out in this week’s podcast.

No Leashes, No Rules—Facing Your Fears With Mary Adams

Mary Adams from Forrest Performance Group joins Quint for this week’s Monday Morning Sales Meeting, and she’s ready to help you face your sales fears!

Mary began her sales career in the trenches of a call center, working the phones and interacting with a wide spectrum of prospects. Now, as Director of Sales with Forrest Performance Group, Mary helps clients understand the importance of “not holding back”, “breaking free” from the self-imposed leashes keeping you from making more sales as well as the importance of implementing a “no rules day”.

You won’t want to miss this high-energy, truly entertaining conversation with one of the best sales trainers and speakers in the building business.

Jeff Prager, Cash Flow Engineer

Strategic Thinking for Homebuilders

Strategic Thinking.  It hurts my head even to contemplate.  Yet, like physical exercise, learning to get over the discomfort and discipline yourself to do what you know you should be doing pays big dividends.

“Strategic” – With a purpose or objective in mind.  “Thinking” – engaging your brain to consider what you might not otherwise contemplate.

Really, few of us like thinking about the “what ifs” in life – What if disaster strikes? What if I can no longer work to support my family?  What if the market of the economy tanks?  These thoughts make us uncomfortable, particularly as we enter another boom time for housing.  But smart builders get over their discomfort to think and plan strategically so that they won’t have to experience the discomfort that can come from failing to plan. Listen to Podcast

The State of the Housing Economy: Q2 – 2016

We speak with Elliot Eisenberg, Econ70.com.

Is the housing recovery real, and if so, will it last?

That’s the question Elliot Eisenberg answers on this weeks’ Selling More Homes Podcast.

Dr. Elliot spent several years as an economist for the National Association of Home Builders, so he has intimate knowledge of how economic factors affect new home starts and sales. Listen to his insights on what to watch for in 2016 in this week’s program.

Notes from the interview with Dr. Elliot Eisenberg:

The housing recovery is progressing, and the near future looks positive for new home sales. 2016 hasn’t been – and probably won’t be – the boom year that some predicted, but the housing market, like the rest of the economy, is slowing gaining steam.

Large tract builders with land supplies are seeing the most growth now as lot prices continue to climb, making it more difficult for smaller builders to find and acquire affordable home sites. Rising land prices also mean higher new home prices, leaving new families struggling to find affordable housing.

While personal and mortgage credit is loosening slightly, the biggest obstacle is still the lack of financing for land acquisition, development and construction.

Small builders can compete by going where the larger builders aren’t and building what they can’t, such as building on infill lots; tear-downs; and focusing on larger custom homes.

The greatest growth opportunity for builders lies in courting Millennial buyers – younger buyers in their 20s and 30s. In the next decade they will be entering the market by the millions. Learn now what they want and how to deliver it, and you’ll carve out a profitable niche for the foreseeable future.

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Elliot Eisenberg, Ph.D. is a nationally acclaimed economist and public speaker specializing in making the arcana and minutia of economics fun, relevant and educational. He earned a B.A. in economics with first class honors from McGill University in Montreal, as well as a Masters and Ph.D. in public administration from Syracuse University. Eisenberg, a former Senior Economist with the National Association of Home Builders in Washington, D.C., is the creator of the multifamily stock index. Contact Dr. Eisenberg at Econ70.com.

Creating a “Disney World” Customer Experience

Dave Reagan is a very successful homebuilder and remodeler. He’s also a dad who enjoys spending time with his family, having taken his family to Disney World nine times in past few years. During his many visits, Dave has been continually impressed with the way Disney treats its guests and the experience that they create, and this has influenced how Reagan Homes engages their customers and clients.

“It’s all about the client,” says Reagan. “Creating the experience of a lifetime for our clients is a key component to our success. We want to create a Disney World experience for them when we build or remodel their home.”

How does he craft that positive customer experience?  Here are some of the points Dave teaches:

It all starts from having the right attitude and enthusiasm.
“We all need to be inspired, and the same goes for the people looking to build or remodel their home. It is up to us as leaders inspire confidence and show them the path to their desired outcome. We need to demonstrate to them that we can improve their lives and certainly make it fun and exciting to work with us.”

Create the right relationships, have processes and systems in place.
If you have the right people in place, and then create processes that streamline communications and operations, then your business becomes instantly more manageable. Reagan leans heavily on Text Messaging as a primary communication method; it’s fast, brief, and avoids lengthy meetings or conversations that accomplish little. Using these processes, Reagan is able to run his $3 million business in only about 20 hours per week, leaving him more time for family and other endeavors, such as mentoring other builders and contractors. (See DaveReagan.com)

Set realistic expectations early in the process.
“When we speak to clients it is important to get to the heart of the matter. By pre-framing meetings with them and having a sales process that leaves them feeling comfortable, we create a much better experience for all.”

Look past the transaction to improve lives.
“My passion is to give back to others. By helping others succeed I can impact more lives. I love mentoring young adults and have inspired a few to start up a nonprofit, The Thinking Matters Academy, for inner city kids. I spoke at Harvard to a group of students about success. My subject was Mind Set and I shared with them some of the strategies they need to understand to be excellent in their field. It all starts from having the right attitude and enthusiasm. Life will always throw us problems, and it is how we deal with them that will truly measure our success in life. Always remember to help others and give back.”

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Dave Reagan offers comprehensive online training programs on how you can become a successful and a more profitable builder in your market. Visit www.DaveReagan.com for more information.

Reed Dillon, Creative Brand Content

For New Home Marketing, Content is King!

By Reed Dillon, Creative Brand Content.

What is Content Marketing and why you should embrace it? Content Marketing is the most practical, efficient and valuable strategies that a one can use today to grow their business website presence. It is not a trend or a fad but an investment in long term growth. Practiced, content marketing has the potential to unleash powerful benefits. The Content Marketing Institute formally defines it as the following: Listen to Podcast