Monday, September 15, 2014

"One Week Until It's Official"

Sometimes countdowns are fun and create a large sense of anticipation. Other times, they are sort of anticlimatic and go pretty much unnoticed. That's largely the case with the official beginning of fall - the Autumnal Equinox - which occurs a week from today.

Fall is an exciting time. There's college and high school football, professional football, other outdoor sports, the beautiful change of leaves and fall color, the cooler temperatures, the harvest, and so much more. It truly is a special time.

Labor Day has come - signalling the unofficial beginning of fall. Schools have started up again - another indicator of the fall season. Football season is well underway. The beautiful Harvest Moon (the last of three Super Moons of the summer) has occurred. Now, just the Autumnal Equinox remains before we can get on with the changing leaves and the bountiful harvest.


This is happy and joyful time of year so let's take full advantage of this season to help people make the home decisions they seek for the balance of the year and into the new year.


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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Saturday, September 13, 2014

"Never Be At A Loss For Conversation"

Football season is great for many reasons. I've already talked about some lessons we can takeaway from the game, and there are some more I'll pass along later.

A very practical thing that football season does for us is gives us instant conversation starters. When we meet someone in public, or they walk into our sales center, football is a great icebreaker. Nearly everyone can talk about football in some form or to some degree - even if they don't follow it that much. Someone in their home or office follows football even if they don't.

When you meet them, they might be wearing a tee shirt or jersey from their favorite team, They might have on a team cap. This is a great way to open the conversation - even if you personally support a different team. Just remember to keep the rivalry comments in good taste if you support different teams.

At any rate, you have something to talk about - specific teams, players, quality of play, trades, injuries, playoff prospects, Heisman and other trophy candidates at the college level, and much more.

After a nice conversation about football, you can get on with the business of learning why someone has visited your sales center or what you can do for them. They see you as less of a threat because you've been able to establish some common ground.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Tuesday, September 9, 2014

"Twitter Microblogging Milestone"



Twitter is a great microblogging platform. Some people love it, some avoid it. I like it and encourage you to consider using it. Promote, market, network! As you can see, I just posted my 50,000th tweet!

Connect with me @stevehoffacker.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Monday, September 8, 2014

"Lessons From The Super Moon"


Be bold and make your presence known - like this large, super moon (the last one of 2014, and the Harvest Moon). Be someone (like this moon) that others will look up to.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.


Sunday, September 7, 2014

"Go All Out For The Win!"

I love football season - it gives us something to talk about with our customers and it teaches us life lessons.

For instance, when you have a chance to win the game, don't settle for a tie and a possible win in overtime. Put it on the line now.


You could lose the game by going for the win, but there's a better than average chance you will lose in overtime anyway if you just manage to tie.

If you really had played a better game than the other team, you wouldn't be in the position of needing a last second field goal just to tie the game - you'd already be comfortably ahead.


When you're playing from behind,  go for the win - the shock value alone may be enough to do it.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Saturday, September 6, 2014

"Don't Promise What You Can't Deliver"

It makes sense in terms of discussing a floor plan or included features not to promise something that cannot be delivered to the customer because they have been substantially changed or discontinued. Few new home salespeeople would do this, but it does happen.

Of more concern, however, is making a commitment to a customer about a future contact or an answer to a question that does not materilaize. This frustrates and aggravates the customer, weakens the brand, and may cost a possible sale.

If you need to check on something and call the customer back by or at a certain day and time, then make sure you do it - even if you don't have a complete solution like you thought you would. At least call and report where you are.

If you set an appointment, promise to send a email, or promise to contact someone for your customer, don't let it slide.

This is a reputation killer at a minimum - and likely a deal killer, too.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Sunday, August 31, 2014

"You Can't Sell Without An Emotional Connection"



So often, people will look at our homes and just tell us that they are "nice." This reveals absolutely nothing about their level of interest or intent. We know the homes are nice. What we want to know is how impressed they are with what we are offering - to the point that they want to own it.

We have to uncover and establish that emotional connection!





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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Sunday, August 17, 2014

"A Great Time Of Year For Salespeople"

This is a great time of year for salespeople - for two reasons. First, it's football season, and everyone (nearly) is wearing their favorite tee-shirt ot hat for the pro, college, or high school teams they support. What a fantastic conversation starter. What more do you need - whether you support their team or you back a rival team? Start the conversation and meet people.

Second, it's fall routine time. School starts and families (even those without kids) get back into a routine. Vacations are over. Schedules now revolve around the school calendar.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Wednesday, July 23, 2014

"Learn About Universal Design Tomorrow At SEBC"

Florida Certified Contractors can learn how to incorporate universal design treatments and strategies into their remodeling and renovation projects - and even new home construction. These ideas are really coming into prominence and serve a wide range of other issues such as aging-in-place and accessibility needs.

The class for aging-in-place class begins at 7:30am tomorrow at SEBC in Orlando, and that is followed immediately by the universal design class at 8:30am.

Make it a point to be there if you need the CE credit or just want to learn some great information that will translate into increased business and satisfied clients.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Tuesday, July 22, 2014

"Aging-in-Place Class at SEBC"

Thursday is when Florida Certified Contractors can learn about aging-in-place and universal design and receive 2 hours of CE credit at the same time.

SEBC in Orlando is the setting for the classes I'm offering, beginning at 7:30am. We'll be done by 9:30.

Learn how there is a major shift taking place in remodeling and why people undertake it. learn how to be insstrumental in providing what people want.

Find out how multigenerational households also are a factor.


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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Thursday, July 17, 2014

"Connecting With Your Customers By Phone"




Telephone follow-up is meant to offer a dialog between
you and your customers, not a series of voice
mails or unanswered calls. Call when your
customers expect to hear from you.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Monday, July 14, 2014

"Run Errands To Meet People"

Periodically leave your sales center - or do this on your day off - and get out into the community where you live and meet new people.

A great way to do this is by running errands. Take a part for an appliance (a hose, fuse, or small assembly) or a piece of hardware. Don't go to the big box store but discover so smaller local stores. See if they have the part or item (you don't necessarily need to buy it but just determine if they carry it).

While you are there, you will know of at least one new local business (depending on how many you visit). You can strike up a conversation about what you do and learn about what they do and who they serve.
 
This opportunity is just sitting there waiting for you.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Saturday, July 12, 2014

"Going For The Gold"



This giant golden full moon is the largest of 2014. The next
2 months will have similar sized moons, but this is the
largest. It comes at the midpoint of the year also.

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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Wednesday, July 9, 2014

"Why Can't We Find It When We Need It?"

Most of us has a place where we keep small parts, screws, bolts, fasteners, clips, strings, and other odds-and-ends - for those times when we might need it. It could be kept in glass jar, a coffee can, a shoebox, or a kitchen drawer.

Funny how when we go to use an item that we have kept for just such a time that we can find every size and shape screw, nail, bolt, nut, or widget except the one we need - or we find one but we need two of them.

After several minutes or more - sometimes much more - of an uneventful search, we get in the car and drive to the store to purchase a new one (unless it's late and the store is already closed).

Then when we get to the store, we can't just get the one or two screws or bolts that we need for our project or repair - we have to get a card, box, or bag with several in it. So we head home and use the newly acquired hardware.

When we use the one or two items that we needed, we put the remaining pieces in the junk jar or drawer for the next time this happens. We still won't be able to find them, but we'll have the confidence of knowing that we have them.


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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.

Sunday, July 6, 2014

"Two Ways This Month To Learn About Aging-In-Place"

This month (July, 2014) you have two classroom opportunities to learn about Aging-in-Place that I am offering. Learn what it is, how you can use it, how it can be part of your business, and how your customers can benefit.

If you've been meaning to learn more about this important topic or get certified as a Aging-in-Place Specialist, you can take care of that this month.

For Florida Certified Contractors who are going to SEBC in Orlando (or think they might), there are two days of continuing education offered - beginning with a one hour credit course on Aging-in-Place that I am conducting (7:30-8:30 am, Thursday, July 24th).

The following week in West Palm Beach, I am instructing the Certification course (Monday, July 28-Wednesday, July 30th). It takes all three days to complete the CAPS designation.

I'll have more on this over the next few days, but make plans now if this sounds like something you can use.


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Learn about my new home sales training programs, get copies of my sales books for new home sales, universal design, or real estate sales in print or as eBooks, visit my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker. All Rights Reserved.