Selling New Homes: a workbook for million dollar producers.

WORKBOOK FOR MILLION DOLLAR PRODUCERS

Selling New Homes: Sales & Marketing Workbook for Million-Dollar Producers. This 200-page workbook covers all the key elements of selling new homes. $60.00 plus $3.85 postage.

Table Of Contents

Chapter 1: Human Relations

Chapter 2: Model Homes
Model Home Set-up Checklist
Working a Model Home
Body Language & Dress Code
Showing the Model
Model Maintenance Checklist
Model Merchandising
Merchandising the Interior
Merchandising Tips & Ideas

Chapter 3: Sales Aides & Sales Tools

Chapter 4: Question Selling
Advantages of Question Selling

Chapter 5: Screening & Qualifying
Lead Qualifying
Developing Creative Questions
Lead Follow-Up
Follow-up Time Frame & Tools
Creating Be-backs

Chapter 6: Telephone Techniques
Telephone Techniques
Sample Phone Follow up Questions

Chapter 7: First Appointments
Reasons for First Appointments
Utilizing Customer Recap Sheet

Chapter 8: Finance Qualifying
Working with Financial Institutions Ballpark-finance Qualifying

Chapter 9: Objections & Closings
Closing the Sale & Testimonials
Buying Signals
Closing Tips and Techniques

Chapter 10: Advertising
Setting up an Advertising Budget
Developing Ad Copy
Do's & Don'ts of Advertising
Advertising Sources

Chapter 11: Sales Activities
Home Show Selling
New-home-planning seminars
House Raising, Parade of Homes
Promotional Activities that Generate Traffic

Chapter 12: Public Relations
Benefits of a PR Campaign
What Makes a Story
Writing Press Releases

Chapter 13: Business Plans
Setting up a Business Plan
Marketing Plan Checklist
Determining Home-buyer Needs
Game-plan Worksheet
Fast Track Sales & Marketing Plan
Sample Eighteen-month Plan

Chapter 14: Miscellaneous
Customer Service
Time Management
Time Robbers
Controlling Procrastination
Goal Setting
Four Elements of a Goal
Types of Goals
Hiring Sales Personnel
Resume & Interviewing Tips
Hiring Pitfalls
Job Performance Review
Sales Job Description

Chapter 15: Resources

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