The Art, Science + Business of Housing

 

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Selling More Homes...Overcoming the Industry's Greatest Obstacles

Wednesday, June 28
10:00 AM-12:00 PM
Ticket Required: $75

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Over the past 40 years, without knowing it, many myths, memes and outright lies have crept into our thinking and produced unintended negative consequences. Although most of these sounded good at the time and were intended to improve things, they ending up doing more damage than good. In this session, I will expose the most damaging of these, explain how they are holding you back and share the steps you needs to take to undo the damage they’ve done and advance you to new levels of success in your new home sales engagements.

Additionally, as I teach, train and coach, I’m constantly interviewing and questioning homebuilders, executives and new home salespeople and I’ve discovered two profound facts that are creating obstacles that stand in the way of a breakthrough in the new home sales process. These two realities must be overcome to increase sales and improve the employee and homebuyer experience. Until these realities are acknowledged, addressed and the mindsets they create are adjusted they will continue to create obstacles that form roadblocks to your sales success. This session will reveal these realities along with the mindsets and attitudes they create, and how to overcome them and the obstacles they create so you can increase your sales.

Reality #1
The homebuilding industry is run by and employs mostly ‘used homebuyers’. Most people in the new homebuilding industry are not 'new homebuyers' and therefore struggle to understand the mindsets, attitudes and desires of a 'new homebuyer' vs a 'used homebuyer'. In this session, I will address the 'Three Keys' to understanding the 'new homebuyer' that enable a new home salesperson to connect and communicate with the people who most want to buy your homes. These keys will create the new mindsets necessary for a new home salesperson to stand out and become a likable, trustworthy expert in the minds of 'new homebuyers'.

Reality #2
New home salespeople don’t trust homebuyers to make good decisions. In an age when people do not like, trust or believe salespeople, most new home salespeople, when asked, believe buyers are liars. This comes from a mind virus or meme that has infected most salespeople and again must be addressed to improve the sales engagement. It also maintains the status quo in the buyer and seller relationship which is dysfunctional at best and must be healed to improve your sales. In my interviews with new home salespeople I have also discovered that the top 5% of new home salespeople have a common belief. I will share this belief with you and how you can instill this transforming belief into all your salespeople to help them reach new levels of success!

Mike Moore, Leadership & Peak Performance Coach

About The Speaker: Mike Moore

MMoore

Mike Moore, Leadership & Peak Performance Coach

Developing leaders who coach and managers who mentor is Mike’s passion. Helping people pursue excellence is Mike’s obsession!

Mike is a featured keynote speaker, leadership, peak performance and sales performance coach. He was raised to coach, teach and lead by his father, a coach and his mother, a teacher. He is a lifelong learner who has spent over 50 years studying leadership, coaching, team building, peak performance and the profession of sales.

Mike’s been speaking, training and coaching professionally since 1992 and has created keynotes, presentations, courses, workshops, seminars, breakout and coaching sessions that now make up his MOORE LEADERSHIP & PEAK PERFORMANCE SERIES. In his sessions, he shares unique insights from some of the greatest coaches of all time and how to apply them to business. By doing this, he teaches leaders and managers how to coach, set standards and instill a performance culture where people are constantly learning, growing and improving.

He has developed THE MAKING CUSTOMERS SERIES from his 42 years of experience in Retailing, Homebuilding, Design Centers and Floor Covering to address the specific challenges faced everyday by owners, executives, managers and employees in these industries.

Mike also began speaking about the Internet, technology and the 'new economy' in 1993. In 1996, he co-founded and developed Options Online, an award winning Online Design Studio and Options Operating System for the Homebuilding Industry which is now available as Studio Chateau. Today, he continues to help owners, executives, managers and salespeople address the challenges of this ‘new economy’.

 

Sponsored by:

GuildBuilderDivision Everbank
Chase  

Next Level Online Sales & Marketing

Wednesday, June 28
2:00 PM-4:00 PM
Ticket Required: $75

Part 1: Online Sales Mastery 

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Download best practices discovered from working with over 400 Online Sales Specialists. These methods come field tested straight from the front lines, and will keep your competition chasing your success.

During this session, learn what is required to create the best customer experience through sales automation and enhanced personalization. You’ll see proven, real-world email responses, video messages and prospect calls that will allow you to go beyond “checking the box” on follow-up and create the most memorable shopping experience. Take your program from good to great during this in-depth session. Leave with powerful and actionable tips designed for both new and established online sales programs.

What You'll Learn:

  • Learn the proven follow-up formula
  • Examples of engaging messages that get responses
  • Discover next level communication tools
  • Examine survey results to benchmark against your competition

Part 2: Bleeding Edge Lead Generation

Your prospects have become experts at skipping, blocking, and flat out ignoring advertising messages. Today, more than ever before, you must cut through the clutter to deliver a clear and concise message that will motivate them to take action. Compounding the challenge, most marketers are being asked to do more with less.

At break-neck speed you’ll learn how to craft the perfect marketing budget, strategize the ideal marketing plan, and execute it with less stress or confusion on what is actually driving quality leads. Solving the problem of generating more leads isn’t easy, but it can be remarkably simple.

What You'll Learn:

  • How to craft the perfect modern marketing budget
  • A more strategic way to plan out your marketing efforts
  • The only four tools today that truly move the needle toward success
  •  Clearly understand the value that each marketing channel delivers

Part 3: Open Q&A with Mike and Kevin

Follow-up on the ideas and questions generated by the first two parts immediately in this 30 minute open Q&A session. Nothing is off-limits! Make sure that you are ready to execute on the ideas and bring results back to your company.

Mike Lyon, President, Do You Convert
Kevin Oakley, Marketing Strategy & Execution Expert, Do You Convert

About The Speakers: Mike Lyon and Kevin Oakley

Mike Lyon100

Mike Lyon, President, Do You Convert
Mike Lyon has accumulated a wealth of "real world" knowledge and first‐hand experience in the realm of online marketing and sales for home builders. He delivers his information from the trenches and draws from his diverse background in online advertising, digital design, and internet sales.

He gained this insight from managing the internet sales and marketing program for a top 100 home builder. The program that Mike created was the first in his market and the information, statistics, and strategies he presents are the result of his direct experience as an Online Sales Counselor and Sales & Marketing Director.

Mike speaks with authority about online conversion rates and best practices that can be implemented to boost sales from internet leads. He is recognized as one of the top innovators in online lead generation and conversion for the home building and real estate industries. A highly sought-after consultant and speaker, Mike has worked with many of the top 100 home builders and several of the world’s leading real estate companies.

With Mike’s energetic and entertaining speaking style, he infuses lively fun into the topics of online sales, marketing and technology at events all across the country and presents to thousands of sales and marketing professionals every year.

He is the author of Browsers to Buyers: Proven Strategies for Selling New Homes Online and Social Media Guide for Real Estate.

Kevin Oakley100

Kevin Oakley, Marketing Strategy & Execution Expert, Do You Convert
Kevin Oakley has over a decade of experience running marketing and sales operations for home builders of all shapes, sizes, and areas of expertise. Kevin has worked for two different multi-billion dollar revenue builders (NVR & Maronda Homes) as well as for a private family owned builder (Heartland Homes).

During his two years with NVR, a top 5 home builder, Kevin had full operational responsibility for land, construction, and sales for two home building divisions in the Pittsburgh MSA. While at Heartland Homes, Kevin’s management helped to grow sales by 15-20% each year during the downturn from 2008 – 2012 while simultaneously shrinking the marketing budget each year.

Kevin’s extensive background and time spent in the trenches allows him to uniquely connect with the challenges you face in today’s market. From launching new communities, increasing online lead volume or conversion, improving your customer’s experience, lowering marketing costs, web design, and so much more – he has a strategy for success. Kevin speaks regularly at the International Builder’s Show and Pacific Coast Builder’s Conference as well as select local home building associations and home building companies looking to gain an edge over the competition.

Kevin is the author of Presale Without Fail: The Secret to Launching New Communities and Phases with Maximum Results. A revised and expanded 2.0 version is now available in the books section of the website.

 

Sponsored by:

Everbank Lasso 
Synergy