This week on The Home Builder Digital Marketing Podcast, Bob Schultz of The International New Home Sales Specialists joins Greg and Kevin to discuss how home builders can have successful home sales regardless of market conditions.
When the home buying market is hot, sales and marketing teams can sometimes ease efforts. Bob explains,
“…when markets are good, there’s a whole lot of stuff you don’t have to do and there’s a whole lot of things you can do incorrectly and still look good by making sales.”
Even though the market is cooling, there are still many sales to be made. Bob says,
“No market ever goes to zero. Never. It never goes to zero. There are always sales being made. No market goes to zero. The bottom line is it’s not what the market does that matters. What matters is what you do within the market conditions in which you find yourselves. What you do to capture a large majority of the sales that could be made.”
Sales results are not the only indicator of whether a home builder has a thriving sales strategy. Bob says,
“Your success in sales if it’s ever judged solely on the results you get, you have no idea what you’re talking about. You have no frame of reference. The sales results are only a matter of, in any market, whether you’re great or not so good, what the market has been willing to give to you or allow you to take. Sales skills and sales performance should be judged against objectives and judged against the process. The process. Selling is about a process.”
Listen to this week’s episode to learn more about securing home sales despite the market environment.
About the Guest:
Throughout North America, India, Australia, and New Zealand, Bob Schultz is globally acclaimed as the preeminent provider of new home sales, marketing, and profit management expertise, strategies, and resources. He was named by Builder magazine to its Power On 50 List as one of The 50 Most Influential People in Home Building.
The National Association of Home Builders designated him a “Legend of Residential Marketing”, and awarded him its Life Time Achievement Award for Excellence in Education. He is the author of The Official Handbook for New Home Salespeople and Smart Selling Techniques.
Bob’s Official New Home Sales Development System® is available worldwide, and The New Home Sales Specialist team provides its expertise through on-site programs, live interactive video conferences, and online learning systems.