Information

Connection Counselling
Is it possible we have been selling new homes the wrong way with the wrong methods? Shouldn't we be selling the way customers buy focusing on homes and lifestyles the customers want? Critical path selling was and still is a salesperson's induced process that embraces telling not smelling through questions. It travels down a narrow path with little leeway for creativity or customer issues - hence the word critical.

Today we have a buyer that is much more educated via the Internet and much less prone to snap decisions. And, we have a buyer who is often paralyzed by the constant stream of negative news from the media. Research tells us that new home salespeople ask questions and listen less than 5% of the customer's total buying process.

The point is this:
If we don't ask customer-centered questions ...
Listen carefully to the answers ...
Correctly collate the information ...
Extrude precisely the meta message ...
Feedback properly the understanding of this message ...
Confirm it's validity with a tie down ...
And proceed forward along the buyer's path or buying agenda ... then and only then can we arrive at the buyer's true one-of-a-kind property with assurance.

With this preference confirmed and with the heightened urgency of fear of loss, we can now come to a clean, clear close.

"Based on what you shared with me, have we found your one-of-a-kind?"
Buyers answer "Yes."
"Great!"
"Let's make it yours, shall we?"

Connection Counselling focuses on forging a bond or super bond (called a connection) between the salesperson and the customer. Questions accomplish this. They are the drivers, hence question-driven selling. But, let's add the term "Socratic Selling" which mandates listening, factual validity through punctuation or tie down questions and the expressed realization that one-of-a-kind has been found and confirmed. Question-driven Socratic selling accomplishes this. It is the absolutely, indispensable key to selling in today's market. Train it into your sales staff and you are a cut above and a step ahead of the competition.

"You will pay a salesperson more money in commissions earned for asking the right questions than for knowing the right answers." ~Tom Richey

Builder Recovery Effort
"It has been apparent over the years that successful people rarely let market downturns happen to them. They go out and make markets." ~ Tom Richey

Your business chain is as strong as its weakest link. How strong is your selling link?
Today's economy calls for tough minded selling, sales management, and marketing. You must have the best people, programs, and processes to compete. With fifty years experience in the housing industry, Richey Resources can help you restore your business better than anyone else. We've been there, done that since 1957.

1. Does your sales staff have the training and education it needs?
   • We have a new buyer, hence a new selling process. We know it and can train it!
2. Is your sales management a cut above and a step ahead?
   • We wrote the bible of sales management and can implement the new methods.
3. Struggling for traffic?
   • The Richey Self Prospector and low cost guerrilla traffic builders can deliver the qualified traffic you can close.
4. Want to improve your sales staff's closing skills?
   • Enroll them in the new closing workshop.
5. How good is your staff in selling and closing with their financing?
   • Train them with the industry's only on-site, newest financing sales skills.
6. Do you have a rock-solid broker cooperation program?
   • No worry. Richey Resources has the formula.
7. How well are you coping with repossessed homes, mortgages underwater, or sluggish resales?
   • Try the Business Recovery Sales Plan for starters.

Find solutions to these and other questions for recovery Tom Richey and Richey Resources can bring to your company.

Don't throw money away! Don't rely on neophytes, outdated selling methods, or inexperienced consultants and trainers. Before you make a training and education decision anywhere, give us the last look. Just like you, we've cut our overhead and slashed our fees! Call or e-mail for details and our amazingly low price quotes.

Top Gun Seminars
Through the years, Tom Richey conducts Top Gun seminars in his learning center in Houston, Texas. The highly acclaimed "How to Become a Successful Sales Manager" is delivered with a new curriculum focusing on Recovery Sales Management. Critical issues like selling off repossessions, handling underwater mortgages, short sales, and soothing customers' fears are addressed plus how to keep your own sales staff's eye on the prize -- a closed and funded sale!

Top Gun I: How to Become a Successful Sales Manager

Learn how to staff, recruit, and select the right salesperson for your present selling climate. Where do you find those people? What are the proper compensation levels? How do you keep your people motivated when the consumer is negative? How to sell against the discount? How do you monitor and manage your sales professionals to optimum efficiencies without alienating them?

Top Gun II: The Definitive Top Gun Case Study Course

Veteran builders and sales managers attend this synergistic workshop comprised of case studies that arise in the life of a sales manager. Interactive sessions address the challenges and arrive at answers to questions that every manager faces. Some topics covered are: trends and factors that are changing new home selling, creating workable policies and procedures, how to run a pre-sale campaign, quick-start training and development programs, personal motivation that makes incremental sales, and more.

Top Gun III: Train the Trainer for Sales Managers

Two days of in-depth instruction to help principals, marketing directors, sales managers, salespersons, or support disciplines understand how to train-in the new home selling process with state-of-the-art effectiveness. Discover how to write an operational lesson plan using dynamic information to create your own quick start, re-start, and on-going training program.

Top Gun IV: How to Counsell the New Home Buyer

Attendees learn the fine art of leading today's discerning buyer to closure. Richey has taken 50 years experience in new home sales and fine tuned it with the new relationship selling processes to produce the most effective and efficient selling success track in the housing industry today. Emphasis is placed on the value of the prospect through self prospecting and prospect follow up management.

Top Gun Seminar Dates

Top Gun I: How to Become A Successful Sales Manager
March 18-19
June 24-25
September 30-October 1
December 2-3

Top Gun III: Train the Trainer
March 25-26
October 7-8

Map to the training facility is below.

Richey Resources Public Events Calendar
HBA/SMC Seminars, Open-to-Public Seminars, Top Gun Schedule