Tag Archives: economic climate

Victims are Fearful: Victors Are Fearless (Note from Jason Forrest)

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsSales Pros:

Fearless salespeople never play the victim.

While sales managers often try to encourage their teams by saying things like, “We’ll weather this storm,” or “We’ve just gotta sit tight and wait for the upswing;” they don’t see that such phrases actually take the power and hope away from salespeople. It’s because they strip their people of accepting any challenge that will encourage growth.

Remember: Fearless X Factors thrive on objections. I’ve said it before. Regardless of the season, your ownership of the overall sales process will determine the outcome of the sale.

Own more. Fear less.

Here’s to earning what you’re worth!

Jason Forrest

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JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

2014 Housing Leadership Summit

builder-housing-leadership-summit-logo-May 2014-Jason Forrest-Forrest Performance Group-Speakers-Builders-Top professionals-TrainerJason will be speaking at the 2014 Housing Leadership Summit in May.

Follow us on social media to keep up with what’s trending at the summit.

Will you be attending from May 12-14 to hear Jason and others speak to the nations top 200 homebuilders?

To learn more about the 2014 Housing Leadership Summit, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Builder and Developer: Defining and Demonstrating the Benefits of Green Building to Buyers

Green Grass House-Benefits of Green-Going green-Sustainability-growth mindset-success-ideas-homes-sales-builder market-Jason Forrest-Forrest Performance Group-strategy-buyer decision pointsWhat do you think of when you hear the phrase “going green”? In his latest article in Builder and Developer, Jamie explains how “going green” means more than you may think. Read an excerpt below:

“When I first heard the term “going green,” I thought it meant huddling around a campfire, knitting my own clothes, and eating my fill of twigs and berries. The truth is, the green thing is a lot more practical than all of that. Going green is not just friendly to the planet; it’s also friendly to our pocketbooks and time. It comes down to three categories that are easy to understand and demonstrate to our customers: sustainability, durability, and efficiency.”

To read in-depth on these three categories, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Surging Home Prices: Lead the process, whether rain or shine

Man in front of virtual graphs-Market-Economy-Health-Sales Techniques-Growth Mindset-Jason Forrest-Forrest Performance Group-Mastery-X Factor Sales ProfessionalsLocation! Location! Location!

When it comes to market trends, we’ve always heard that location is everything. In a recent article, Eric McWhinnie lists the top 10 states with surging home prices and explains that “home prices have posted double-digit gains for eight straight months.”

While you should NEVER depend on market circumstances for your sales, what you can do is use the consumer confidence to your advantage. It’s more than a shelter. It’s an investment.

What’s even more important than location? Your ability as a sales pro to lead your buyer through the sales process regardless of the market condition. Act like it’s spring when it’s winter! You should never use the excuse that people aren’t buying, or that the economy isn’t doing well because if you are owning your title as an X Factor Sales Pro, there’s no reason the economy should stop you from handling objections.

Being a sales pro is a noble profession, but it doesn’t happen overnight. It takes time, effort, failure, and most of all it takes you!

Here’s to earning what you’re worth!

 

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Will the Elves Stay on the Shelves? The Downfall of Result-Only Cultures

Sales Pros:Elf on the Shelf Balloon-Marketing Strategies-Jason Forrest-Forrest Performance Group-Hot Beliefs-Sales Reluctances-Result oriented culture

Ever hear of Elf on the Shelf? It was a phenomenon that blew up and then faded fast as consumer confidence faded.

The Elf on the Shelf is a toy elf sent from the North Pole to keep an eye on the children every day from the day after Thanksgiving to Christmas. The elf reports back to Santa each night, letting him know if the child has been good or naughty. He returns to a new location so that in the morning, the child knows he has left and come back.

Soon after the hype of its first year or so, the excitement over this toy plummeted. Why? Part of it may be because a mom blogger wrote about the unrealistic pressures this Christmas toy created. Another major part may be because the manufactures created a results-only culture–with kids focusing on their behaviors intensely and freaking out about what the elf might have told Santa. Results aren’t everything. Consider the why behind your behaviors.

Focusing ONLY on results creates a lack of sustainability. But when you focus your attention on the areas that really matter, you get sustainable results.

Here’s to earning what you’re worth!

Jason Forrest

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

September X Factor Winners

X-Factor-Trophy-Forrest-PG-Jason-Forrest-new-home-sales-trainer-Jason-Forrest.jpgHere’s to the X Factors:

Apple refers to the “crazy ones.” In our business, they’re the X-Factors.

X-Factors are the ones who believe in themselves and their Leadership Selling process. They’re not afraid of the word no.  Instead, they’re strengthened by it. And X-Factors have no respect for being just average.

You can mock them, you can disagree with them, but you can’t ignore them. Because they make it rain. They give us permission to be better versions of ourselves. They are liberated from their own alibis and in turn, that liberates us. Some may see them as over the top, but we see them as the hidden variables in a company’s success. Because the people who believe they are the primary source of confidence, motivation, hope, and certainty in their customer’s buying decision really are.

Inspired by the “Crazy Ones.”

Please join us in congratulating our clients’ most recent X Factors:

 

The Olson Company:

Karen Bennett

Richmond American:

Steve Corbett

Sharon McGraw

Schumacher Homes:

Betsy Klein

Woodside Homes:

Brenda Skaggs

Kelly Yost

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

EO Overdrive: Making Stress Work for You

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetHopefully you’ve never torn a muscle because, well, that would really hurt. In his latest article in EO Overdrive, Jason illustrates how stress can actually improve your working environment–especially when you step out of your comfort zone. Read an excerpt below:

“No one’s comfort zone stays the same size over time. If we stay inside our comfort zone, it shrinks. If we step outside of it enough, it expands to re-encompass us. That’s just the way comfort zones work. Athletes are continuously aware of the principle of eustress. That’s what their vigorous training is all about— no pain, no gain. For athletes, it’s always about stretching— stretching their muscles, their endurance, their skills and their knowledge to keep improving.”

To read more on making stress work for you, click here.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

A Diligent Worker is an Intentional Worker

Creative Professional-Lightbulb-Jason Forrest-Forrest Performance Group-Growth Mindset-Leadership Sales-X Factor Sales Pros-Hot BeliefsOn a scale of 1-10 (10 being absolute), what score would you give the effects your programming has on your daily life? You might say 6, 7, or 8, right? Try again–it might have more than you realize.

When it comes to productivity and being a great leader, your programming is essential to the outcome of any and all of your decisions–even a minuscule decision such as sending an email to a co-worker. The truth is, we can’t always be on top of our game, and our faculties won’t always serve us well when new and exciting tasks become reactive habits, but there are a few things you can do to be proactive when mental ruts begin to form.

In her article “The 5-Minute Mental exercise for Being a Smart Leader and More Productive Employee”, Lydia Dishman explains how author Christine Comaford believes humans can all improve their work habits by operating from the prefrontal cortext of our brain (or the place where we can “solve problems, think in the abstract, grow, and change).” She argues that if we use this portion of our brain, we can learn to manage our energy. To read more on her thoughts, click here.

Although managing your energy between your daily tasks may be one way to improve your effectiveness as a team member, leader, and worker, there are other things you can do as well to influence your programming. Some of these include:

-Rearrange  your office. When you look at the same things the same way every day, your creativity stagnates.

-Try to do a process backwards. We’re not recommending this to a great extent, but the idea is when you try to do something backwards, you realize how important the primary steps are to the final.

-Get PUMPED UP! If you need some momentum juice to find creativity, make a list of songs that make you want to move, put them on shuffle, and play!

-Put a drawing board in your office. Draw on it and allow your coworkers to draw on it so everyone can benefit from visual aesthetics. Plus, when you draw, you  practice transferring thought into action.

What else have you found that will counter negative programming? Share them with your teams and with us!

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

Eliminating Your Limiting Beliefs

Fish in a Fishbowl-Against the Odds-Jason Forrest-Forrest Performance Group-Removing Doubt-Earning what you're worth-Limited Beliefs-Melissa KrivachekHow many times in one day do you believe the negative thoughts or spoken words in your head or said against you by another person? Perhaps more than you realize, which can be a danger to your beliefs if you don’t recognize and bust ’em!

In her article “5 Ways to Crush Limiting Beliefs”, Melissa Krivachek (President of Briella Arion) outlines specific strategies to truncate the limiting beliefs we are often convinced by.  Her “ways” are not unlike our beliefs as X-Factor Sales professionals.

In order to combat these thoughts, Melissa states you must “Jump off the cliff”; similar to Running Towards the Roar. The idea with this is when you face your fear, you have the ability to better understand the complete process in which you work, which in turn allows you to lead your customers through the process tactfully.

Demolish Doubt: When we doubt, we erect walls that keep us from moving toward our full potential. If we say we can’t we have never tried and allow fear of uncertainty to rule us.

Create Confidence: Confidence begins with you. Only when you have confidence in yourself will you be able to create confidence in your consumers.

Get ClearOwn your life and earn what you know you are worth! It is impossible to earn what you’re worth if you don’t first know what you’re worth. “Get clear” is a way for you to focus on your purpose and value.

Have a Compelling Reason Why: Much like “3 Why’s Deep” this is the reason you get up every day to do what you do whether it’s to perfect the art of selling, to lead people to satisfy their purchasing needs, or to provide for your family.

Take Action: You can make plans all you want, but unless you “do” the scotomas in your mind will continue to blind you from believing you can know the process, lead prospects through the sale, and earn what you’re worth.

To read Melissa Krivachek’s thoughts on her 5 ways, click here.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Realtor Magazine: Your Brokerage and Gen Y Buyers

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingIn his latest blog post on Realtor Magazine Online, Jason discusses the ushering in of Generation Y as buyers, and what your brokerage can do to reach them. Read an excerpt below:

“Generation Y buyers are entering the home buyer’s market armed with spreadsheets (digital, of course), instant communication, and an affinity for technologically friendly spaces. It’s no surprise that studies are focusing on the Generation Y buyer…They’re conservative and hesitant because they’ve been rocked by the economy, are laden with student debt, or lack job stability.”

To read Jason’s strategies on how to target your millennial customers, click here.

Here’s to earning what you’re worth!

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.