Tag Archives: new home sales

Note from Jason Forrest: The Underdog Mindset

“The toughest thing I ever had to do was get my team to overcome success disease.” –Bill Walsh, football coach

Jason Forrest

Sales Pros,

Have you ever noticed that very few teams win the Super Bowl back to back? This is because of a mental deficiency (called success disease) that makes individuals and teams think they don’t need to improve any more. It’s an arrogance of the mind that says that the next win is based on a previous victory.

I see this happening with hardworking sales professionals all of the time. They bust their butts to learn and grow and then once they start winning…they stop learning and growing. Eventually, the circumstances surpass their ability and they stop winning. Sometimes, a “losing season” is exactly what a sales professional needs to snap out of it and start pursuing mastery again. Unfortunately, if the success disease isn’t cured, they will just go through the same cycle once they start winning again.

Bill Walsh says the only cure to success disease is adopting an underdog mentality—a mindset that keeps you saying, “I have to work like no one else so that I can win like no one else.”

From this day forward, work like nobody else. Whenever you aren’t selling to prospects, making follow up calls, promoting to realtors, asking for referrals, and the like, pursue self-improvement through training. Selling will keep you paid today and training will keep you ahead of future circumstances so that you’ll get paid tomorrow.

Here’s to earning what you’re worth!

Jason

P.S. Learn about our new home sales training programs.

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Note from Jason Forrest: The gift that keeps on giving

Newsletter and mouse-2014-New Year-What to expect from us-Jason Forrest-Forrest Performance Group-Sales Training-Sales Techniques-Tips and Tricks-Sales Process-Improvement-AchievementSales Pros:

It’s our first X-Factor newsletter of the year and there’s nothing but fresh and tantalizing content coming to you!  In addition to all the sales training tips you’ve come to expect, here’s a little of what you can anticipate from us and our newsletters this year:

-Up-to-date information and leadership assessment tools about and for the current selling market

-Tips and techniques to challenge, lead, engage, refine, and improve your sales process/style

-Social Media updates that show you pictures, quotes, videos and more about where we go, what we do, and words that inspire us.

-Videos that feature specific X Factor Sales Pros on their take-aways and application

-A whole new program on sales coaching training called Leadership Sales Coaching

Don’t miss out on our newsletters! They can be the voice you need to keep you accountable to weekly challenges and vital skill-sets.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

A disease you want to catch

Man on a tightrope-Confidence-Leadership Selling-Creating Consumer Confidence-Sales Pros-X Factor Sales Pros-Jason Forrest-Forrest Performance Group-Selling against the competitionConfidence is contagious. You can pass it on to your peers, friends, and even buyers.

Do you have the type of confidence that will lead you to walk on hot coals or to run towards the roar? X-Factor Sales Pros who blaze past the competition have this kind of confidence.

Internal confidence inspires confidence in the consumer. Whether you’re in home sales, auto sales, or any other big-ticket industry, you must understand the ins and outs of the product (as well as the art and process of selling) in order to dig deep and access the buyer’s “three whys deep” motivation making a purchase that will improve their lives. This is how you gain the full confidence your buyers. Dedicate yourself to mastering the sales process and the scoreboard will take care of itself.

How much confidence are you able pass along to your buyers?

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.

The Time is Now: Buying New Homes

Family in front of Home-Going Home-Jason Forrest-Forrest Performance GroupIf ever there was a time to buy a new home, it’s be right now!

According to Trulia’s Rent vs. Buy index, an overwhelming majority of major cities in America show that it is more affordable to be in the new home buyer’s market than in the renter’s market.

Especially with the recent housing price increase (which supports a healthy overall economy as well as the real estate market), there couldn’t be a more perfect market for buying a new home.

As a new home sales professional, here are some points you can remind new home buyers when touring through your new and resale homes:

-Buying a new home means investing in a new beginning.

-Building and buying a new home means buyers can avoid the resale market and get exactly what they want in their new home.

-Starting out in a new neighborhood allows new home buyers to be a key member in creating the neighborhood’s environment.

-Buying while interest rates are rising supports the health of the economy and in turn, increases the value of the new home purchase.

-New homes offer more energy efficient appliances.

-With new technology, less maintenance is required on new homes in comparison to the uncertainty that can come with resale houses.

 

Whether you are a new home sales coach, or a sales professional in the beginning stages of real estate sales training, what additional benefits would you share with your prospects? Comment here and share with your fellow new home sales professionals.

Think about the benefits you would want if you were buying a new house and bring them up the next time you are touring new homes with prospective new home buyers. At your next new home sales seminar, listen and take note of the points others are using. The combination of points may be the answer  your buyer needed all along to commit.

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.

Housing Prices (and Interest Rates) Increasing

An article on CNN Money explains the jump in housing prices (they’re up 12%, with new homes at a five-year high) as well as the effectJason Forrest Know Before You Go Housing Market new home sales increase interest rates Forrest PG Forrest Performance Group rising interest rates may have on slowing those increases.

Sales Pros: Know what you’re dealing with before you go into sales presentations!

 

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.

Houston Agent: Revere Sales


Sales woman-Houston Agent-Revere the Art of Sales-Jason Forrest“Reverence is a special word, conveying an intangible but intense passion and respect for something or someone. Do you revere the science and the art of a well-executed sales process?” To read more about Jason’s article in the Houston Agent, click here

 

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.

Note from Jason Forrest: Take your Trash Talk to the Curb

Sales Pros:Business Race-Competition-Sales Pros-Jason Forrest-Forrest Performance Group

You may not think you do it, but in new home sales, whenever you talk negatively about your competitors, it can come across like trash talk. And that only hurts you because:

1. It wastes energy:

Whenever you spend time focusing more on the competition’s flaws than on your strengths,  you are wasting your time and energy. Talking about why they shouldn’t buy from someone else brings the atmosphere down. On the other hand, focusing on why they need to buy from you brings the energy and enthusiasm up.

2. Trash talk counteracts your prospect’s motivation and hope:

Buying a new home is a big decision and buyers need to feel certainty in order to move forward. If they leave you with a vague feeling of negativity, then they will attach that feeling to the overall decision. They may not even understand where it came from, but if people leave your sales office saying they just didn’t have a good vibe, they’ll go right around the corner to a competitor.

3. The Law of Persuasion works against you:

Coming across as defensive ends up making the customer wonder why you’re so worried about the competitor, giving that competitor the edge. Your prospect thinks, “Wow, Mr. Sales Pro was really worried about Brand X, I better go find out why the other builder is so special.”

You’ve got enough working against you–don’t add your own trash talk! The solution? Just know every single reason why you rock and why people choose you. And talk about that.

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.

 

 

Take the Lead: Your Next Move

What’s your next move?  Chess-Next Move-Jason Forrest-Forrest Performance Group

Now that the excitement of confetti, the countdown to midnight, and the welcoming of the New Year have subsided, what new strategies will you implement 2013? Are there tactics you vowed to use last year that you would like to recommit to this year?

Don’t wait for inspiration to hit you. Create urgency in your goals now.

In 2013:

Focus on your buyer’s needs: As an X Factor sales professional, your objective is not just the sale, but to accomplish the customers’ mission to improve their lives. When you do that, the sale often follows.

Prioritize your goals: What strategy will help you improve the most, and what goal can you afford to focus on the least? Consider last year. If something worked, keep doing it. If it didn’t, try a new approach. Whatever you choose, commit.

Use your resources: Resources like Forrest PG’s new home sales training program and its up-to-date strategies will lead you to more confidence in your everyday sales process.

Hold yourself accountable: It’s great to have someone beside you (a coach, a spouse, a boss), but the real question is: How bad do YOU want it?

What will you take from last year’s failures and successes to develop your sales process in 2013?

Focus. Prioritize. Plan.

 

 

 

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.

Happy Thanksgiving!

Hope the day was great.Thanksgiving meal-Jason Forrest-Forrest Performance Group

Share your favorite memory or menu item below.

 

 

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

A Sandy Sale

Higher Red Arrow-Moving up-Success-Jason Forrest-Forrest Performance GroupOn the east coast, people are reeling from Hurricane Sandy–the Frankenstorm that sent high winds and flooding waters to cities  like New York City and heavy snows to nearby states like North Carolina. Our hearts go out to all those affected.

But while Sandy is on people’s minds near and far, one sales professional in Maryland is keeping his eye on the prize. His coach, Adam referred to the sales pro as “Hurricane Taylor” saying, “Rather than spending the day watching CNN and fretting about the weather, [Mike] worked the phones. Even though he lives an hour away from the model, and is close to the bay (aka, storm surge central) he tried to talk [the prospects] into meeting him at the model [during the storm].” They agreed to meet the next day and within a few hours, the deal was complete.

Now that’s an x factor sales professional right there. Congrats to Mike and Adam, for an x factor sale. As Adam said, “You made it rain and we couldn’t be more proud.”

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.