Entries by R Steven

New Construction, Day 1

Let’s chat the ins and outs of new construction. Here’s this week’s plan: Monday:   Guide to New Construction, Part 1 Tuesday:   Guide to New Construction, Part 2 Wednesday:   New Construction Hurdles Thursday:   Learning About the 3 Types of Builders Friday:   Tours DAY 1 MONDAY’S OBJECTIVE:  Guide to New Construction (part 1) It’s no secret that our […]

New Construction, Day 2

DAY 2 TUESDAY’S OBJECTIVE:  Guide to New Construction (part 2) According to economic data, just under 1.65 million permits were pulled for new construction homes in 2022. Given the proliferation of new construction, new agents entering the business will be wise to quickly familiarize themselves with new homes   Selling new-construction is a different process, but […]

New Construction, Day 3

DAY 3 WEDNESDAY’S OBJECTIVE:  New Construction Hurdles Today we want to help you avoid potential pitfalls when dealing with new construction. Setting expectations are key. Items specifically to pay attention to are contract dates, financing, and making sure you get paid! Selling new-construction isn’t without its own set of unique hurdles, all of which can prove […]

New Construction, Day 4

DAY 4 THURSDAY’S OBJECTIVE:  The 3 Types of Builders: Tract, Spec and Custom There are three business models that most residential home builders choose from: tract, spec and custom. Each of these models offer different benefits and drawbacks for new construction home-buyers to consider. I’ve classified the builders in the Valley as either tract, spec or custom, […]

New Construction, Day 5

DAY 5 FRIDAY’S OBJECTIVE: Go Check Out the New Construction Inventory Pick 2 builders from the Tract and Spec categories and tour their inventory. Ideally you will do this on the weekend in hopes of catching the builder’s sales representative in the home. Ask lots of questions here is a list of a few to consider: […]

Scripts, Day 4

DAY 4 Thursday Objective:​​​ Leading Questions & Qualifying Questions; Test Closings Leading Questions The three reasons people move forward with the decision to buy a home are: location, price and motivation. Once you have established all three of these, they are ready to sign. The best way to recall a question is to use word association. For example, […]

Scripts, Day 3

DAY 3 Wednesday Objective: Everything You Need to Know for Effective Roll Playing How to Implement Role Playing! Have you ever implemented new tools and techniques – and found difficulty changing habit patterns? Have you ever exposed yourself to correct methods – and found that you just weren’t doing what you’d been taught? Have you […]

Scripts, Day 1

“Feeling guilty about not prospecting takes more energy than the actual prospecting” This Week’s Plan: Monday:   Introduction; Scripts to Dialogues Calling Makes a Difference; Tips on working with Buyers and Prospecting Tuesday:   Six Steps to Effective Prospecting Wednesday:   Everything You Need to Know for Effective Roll Playing Thursday:   Leading Questions & Qualifying Questions; Test Closings […]

FSBO, Day 5

DAY 5 Friday Objective: Dialog, Call and get the appointment The approach to calling on FSBOs in this training will be to add value and follow up with a call. As you start the marketing plan you will be using some form of these scripts to progress the seller into a listing appointment. However, more success […]