1.	Reach Out And Touch Someone Posted 01/21/10
2.	Dream BIG and Work "SMART" Posted 01/21/10

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Dream BIG and Work "SMART"

by Christine Hamilton, CMP, CSP

Posted 01/21/10

This article outlines a proactive approach to new home sales. It focuses on working within your sphere of influence, that which you can control, to obtain more sales. It outlines a recipe for work habits which begins with a strong work ethic sprinkled with self-discipline and smothered in personal vision. Remember that every sale starts with you.

Your appearance should create a friendly yet professional first impression.

Dress to impress everyday. People respect professionalism and will take you more seriously. As sales professionals, do not wear casual shirts without ties or overly expensive jewelry. You are not there to sell golf memberships nor to impress the rich and famous. You are there to help people buy homes and your customers should regard you accordingly. Wear your nametag. Look at yourself in the mirror and ask yourself if you would buy a home from this person. Would all four personality types buy from this person? You are the best in the business and you represent the best company. Be sure your appearance reflects it. Moreover, it is true that if you look good you will feel good. And if you feel good, you will do a good job.

Focus on getting to work early and be willing to stay late.

Arriving early will help you feel in control, ready for the day and deserving of a sale. The early bird gets the worm. If people are out early it is because they are anxious, excited or serious about finding a new home. Conversely, be willing to say late. Do not begin to close your models until closing time or until the last customer leaves, whichever is later! Be willing to reopen your models if somebody shows up late. People are out late because they WANT to buy a home not because they are inconsiderate or want to waste your time.

Do your 100% best job with every customer always, every time, without fail!

The previous sentence is redundant for emphasis. I cannot over-emphasize the importance of doing the best job you can with every customer always, every time, without fail! First, you owe it to the company because that is what they are paying you for. Moreover, you owe it to yourself because by doing the best job you can, you also increase your chances of being compensated. Remember that planting seeds reaps the harvest. And the best thing to bring you out of a slump or to make your day is a sale.

Set your goals!

Ask yourself why you are there. What is it that you are shooting for? Do you want a new home in the hills? A new red sports car? Prepare for retirement? Pay for your children’s college education? Get out of debt? One of my favorite inspirational sayings comes from Arizona Airspeed, a world championship U.S. skydiving team. Their motto is "The sky is no longer the limit. There are no limits!" I believe that there are no limits to what we can achieve. Therefore, dream big! Write down your goals and keep them in your briefcase or planner or whatever you carry with you most of the time. Then, check your performance against them periodically. Goethe adds, "Whatever you can do, or dream you can, begin it, boldness has genius, power and magic in it." So, think big, write it down and go for it!

Envision sales and follow up.

Keep a list of your hot prospects and visualize them buying a home from you. I believe most people make their buying decisions overnight. Therefore, follow up the same day with hot prospects, that is, anyone who sat at your desk or considered home sites. Call them before you leave and ask them if they have any more questions that you can answer for them. Doing so impresses the customer and makes them feel that you are there for them. Second, providing excellent customer service before the sale helps assure the customer that they will receive excellent customer service from your company after the sale. Overall, immediate follow up as part of excellent presale customer service helps the customer feel more comfortable with a "yes" buying decision.

Make a commitment to continuing education and personal development.

Take advantage of every opportunity to attend “how to” sales seminars. Attend the Superstar Sales Rally. Take every CSP and IRM class that is offered. Listen to the CDs from the pros on your way to work to help create a “sales oriented” mindset. Even the most experienced sales professional will learn or remember something anew. You will go arrive at to your community and sell MORE homes. Guaranteed! Additionally, attend personal development and leadership seminars. Personal development can be instrumental in uncovering the belief systems that hold us back from realizing the results we want. Overall, BIG RESULTS come from a commitment to combining effective “how tos” with getting past any paradigms that keep prevent you from achieving what you say you want. Your relationships with your friends, family, coworkers, managers and customers will improve. The more you become a better person, the more you become a better salesperson.

To end I would also like to quote Dr. Robert Schuller who says, “YOU CAN GO ANYWHERE FROM WHERE YOU ARE, IF YOU ARE WILLING TO DREAM BIG AND WORK HARD”. I love this quote but firmly believe that it is more important to Dream BIG and Work “SMART”. It’s easy. It all starts with you, what’s in your head and in your heart. Now all you have to do is start!

Christine Hamilton is the Past Vice President of Sales for Beazer Homes Northern California (BZH:NYSE). She is a three-time winner of MAME Salesperson of the Year 1997-99 and won Rookie of the Year her first year in the business. Hamilton was awarded the 2000 NAHB Silver Award for Salesperson of the Year California/Nevada regions and in 2001 won the NAHB Gold Award for NATIONAL BEST SALESPERSON OF THE YEAR. She is a Certified Sales and Marketing Professional (CSP, CMP) and has 27 years sales and marketing experience. Now an International Speaker, Sales Trainer, Sales Coach and Author. Christine Hamilton is the authoring the book Sh*t HOTTT Sales – A Guide to EXCEPTIONAL Sales(wo)manship. To pre-order, view video clips, schedule a training event or for a free consultation, click here or CALL NOW toll free (877) 630-5525.