Friday, October 18, 2013

New CSP Graduates

There are now 4 new CSPs in Florida - "Certified New Home Sales Professionals." As of tonight, Henry Hensley, Jalene Ferreira, Barbara Cochrane, and Angel Crowson - all from Total Realty Corp. in Deland - have earned the advanced designation for selling new homes effectively.
Their customers will ultimately be the ones who benefit from their new knowledge and sales techniques.
They attended a 3-day course in West Palm Beach that Steve Hoffacker instructed.
The next CSP course is in December.
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For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555. © Steve Hoffacker. All Rights Reserved.

Thursday, July 25, 2013

Be Prepared To Meet People

You never know when or where you are going to meet someone that might be looking for what you offer. Be prepared to meet them so you can pursue the discussion later.



For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555. © Steve Hoffacker. All Rights Reserved.

Thursday, May 16, 2013

A Great Conversation Starter

Since May is such a great month for celebrating, honoring, and recognizing people we depend on to keep us safe, specifically looking for them in our sales centers and discussions will give us something substantive to talk about with our customers and their familiies.

If they or anyone in their family has served in the military, we can thank them for their service and begin learning about their contribution to our defense.

If they work in the health care, first responder, or law enforcement fields - or anyone in their family does - we can thank them for for their dedication and services as they are there for us and others in our community.

If they are visiting, we thank them for their service where they live now.

Giving thanks for their service and honoring them is a great way to begin learning about their needs and current situation.

For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555

Wednesday, May 15, 2013

Recognizing Our Heroes

May is quite the month for celebrating our heroes. How many of these people do you know as customers or homeowners that you should engage and recognize for their service?

Today is Peace Officer Memorial Day, and this week is Police Week.

Last week was Nurses' Week.

This week also is Hospital Week.

This Saturday is Armed Forces Day.

Next week is EMS (emergency medicine, paramedics, first responders) Week.

The last Monday of the month is Memorial Day, with the traditional observance on the 30th.

And we can't forget the Moms whose day was the second Sunday - heroes day in and day out.

A great month to remember our heroes - past and present.


For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555.

Friday, May 10, 2013

Keep The Email Honest

We all have gotten an email that we could easily tell was not legitimate - it was spamy or phishy. Someone would had no previous relationship with us was contacting us for what we could do for them. There was nothing for us to gain and potentially something to lose.
I got such an email this week with the subject line "Don't Read This" - so I didn't. Probably not the action the sender intended.

So often when someone tells us not to look at something, we do. We they say don't touch something, we just have to see what we weren't supposed to touch it - wet paint, fragile, loose. When we are told not to listen, we can recite every detail we overhear. When we are told not to share something, we can't wait to tell someone.

That's human nature.

The sender of this email didn't count on their little ploy backfiring on them. They expected someone to jump at the chance of reading it because they had been warned not to.
Nevertheless, we need to make sure that we tell people what we want and not what we don't. This isn't a time to be cute and subtle. We need to be direct but professional and pleasant with our messages.
We also need to make sure that it not just about what we get from the message.

For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555.

Friday, April 26, 2013

CSP Program Celebrates Major Mark

The Certified Sales Professional ("CSP") designation offered by the Institute of Residential Marketing through the University of Housing of the NAHB just graduated the 25,000th salesperson.

The 22-year old program was recently revised to make it more current. Begun in 1992, I was one of the first instructors and designees.

The CSP and the Master CSP program cover what the onsite new home sales professional needs to know to perform effectively.

I enjoy teaching this program, and if you would like to come to Florida to take it or want me to come to you, contact me.


For more information about my sales training and consulting programs, or information on my books for new home sales, visit my website at stevehoffacker.com or call 561-685-5555.

Thursday, March 14, 2013

'Bill Molster Award' to Steve Hoffacker

Since 1965, the National Sales and Marketing Council and its Institute of Residential Marketing has awarded the "Bill Molster Award" annually to an individual who has made major contributions to NSMC and the industry.

It's considered a lifetime achievement award for work in the industry.

This year, I was very honored to be named the recipient and join the list of other distinguished award winners.





































For more information about my sales training and consulting programs visit my website at stevehoffacker.com. © Steve Hoffacker. All Rights Reserved.