SiteStar On-Site Sales Training
Tom Richey will come to your model home site with a customized training program specially created for your housing product and selling environment. It's a question-driven program called 'Connection Counselling' which shows your sales staff how to sell the way customers buy. Individual time can be spent with each salesperson or your total team covering the essential five tracks: Track 1 - Self Generation of Traffic
Track 2 - Differential Qualifying and Discovery
Track 3 - Housing Product and Lifestyle Demonstration
Track 4 - Overcoming Objections and Following up
Track 5 - Closing and Basic Financing Skills
As part of our Builder Recovery Effort, we are being very realistic with our fees. You'll be amazed at how much sales training you can get for so little investment!
WebStar Off-Site Sales Training
Join the world of the computer savvy with webinars and on-demand training programs. Webinars can also be customized for your needs. Please contact us for available dates. Our resource library is filled with training programs you can access on your own time frame and train on-line. Also available for training purposes are books, flashcards, and CDs you can purchase from our catalog. If you have special needs like selling against repos, we can tailor-make a program to your satisfaction. Find out about our webinar subscription service -- a supplement to your sales meetings. Back to the Top
Financing Skills Insurance Policy
The single biggest sales and marketing shortfall today is sales personnel who don't know how to sell and close with their financing. Countless sales are lost because of this lack of knowledge and skill. Tom Richey's practical application workshop focuses on fundamental knowledge such as sources of loans, types of loans, qualification ratios, credit parameters, use of the real estate calculator, tax credit selling, and federal tax benefits. A workbook with forms and worksheets is included. Strategic Planning
We provide an invaluable service conducting product planning sessions before the critical go or no go point. Planning helps clients move to the next level of growth. Often, this marketing consultation is on-going to ensure that the initial strategy remains focused and resultful. A must in the total marketing process and the profit rewarding. Back to the top
Profit Engineering
Profits are often made in the last ten percent of a job or lost through nickels and dimes. We analyze the builder's management and monitoring processes to uncover areas of overlooked profit. We identify areas of shortfall and then correct deficiencies. The written results can be startling and the profit enhancement rewarding. Prospect Generation Programs
The issue now is prospecting, not advertising. To provide a steady flow of qualified prospects, your salespersons are trained to work the Seven R's of traffic generation. Prospecting programs are written and packaged for immediate use. Today, a salesperson must "Prospect or Perish." Back to the top
Top Gun Seminars
1. Sales Management Skill Clinic
Come to Houston for an intense two-day training session with an optional half day for consultation. A limited number of attendees enhances your learning curve. Our 700 page workbook leaves little time for fun and games, just rock solid learning from the author of the 842 page Essential New Home Sales Manager's Handbook, the "gold standard" of the industry! Check the calendar for upcoming classes. 2. Salesperson Basic Skill Clinic
Top Gun means Total On-site Proficiency - and that's what you must have to succeed in today's selling climate. This two day learning event features Tom Richey's all new Connection Counselling program, - a question-driven Socratic selling system. Today, new home selling has changed. We must sell the way the prospect buys - with patience and process. Connection Counselling teaches the absolutely, indispensible basics of high performance selling covering all you need to know to be a star performer.
There are four tracks: - Track 1: How to Self Generate Your Own Sales Using the Richey Self Prospector
- Track 2: How to Quick Qualify and Discover Buyer's Needs, Wants, and Affordability
- Track 3: How to Create True Value for True Price with Hands-on Involvement and Demonstration
- Track 4: How to Professionally Neutralize Objections and Follow Up
- Track 5: How to Close Sales with Your Financing Knowledge
You will learn the fundamentals of selling the new buyer the way they want to be sold. If you are new to the business, learn the proven selling system before you acquire bad habits. If tenured, refresh yourself on the power of question-driven Socratic selling. You will never get so much sales training for so little money. Guaranteed lowest fees in the housing industry.
3. Salesperson Advanced Skill Clinic
Closing salespower is what builder/developers want from their sales personnel - the ability to write contracts and make them stick. Today, there's a whole new set of selling disciplines which can make the difference between success or failure. Top Gun salesperson training is a series of spaced repetition learning modules utilizing proven, indispensable techniques. This program can be tailored to the individual needs of the firm and may be a one shot transfusion or an on-going commitment to selling excellence. Click here for Top Gun Seminar Dates Back to the top
Referral Sales Programming
In some organizations, referral selling is almost a lost art. From our nationwide experience, we bring the best referral selling concepts to bear on the client's situation. Our proven sales learning system impacts all disciplines for maximum results. The goal is to achieve a one-third (33%) trackable referral sales rate. Personnel Evaluation
We are constantly asked to evaluate the standards of our client's personnel against known criteria. Often that criteria has been developed by us. We call it the MPS or Minimum Performance Standard working toward a Maximum Performance Standard. With our involvement in over 4000 mystery shopping reports nationally, we know what to expect (and not to expect) from new home sales people. A written report can be submitted after each training session, or we can assist the client in the final selection process of sales or sales management personnel. Back to the top
Your Marketing Check-Up - An R/X to Sales
Jobs can run down and often there are identifiable causes. We address the fourteen essential marketing disciplines by running them through a microscope. This work is done on-site and often embraces thorough competitive analysis. The result is a written report of recommendations to move stalled inventory and rekindle the job's momentum. Realtor Co-Operation Plans
With over half of all new homes sold through general real estate brokerage, it is imperative to have a viable broker co-op program. We analyze in-place broker programs or implement new ones. Often we act as the attendance building speaker at Realtor rallies sponsored by our builder clients. Most importantly, we make certain the proper protection instruments are being utilized in addition to your staff's knowledge of how to work professionally with resale agents. Productive broker co-op is your insurance policy for the future, and we can create, produce, and help implement that policy. Back to the top
Builder Recovery Workshop
Pogo said, "We have met the enemy and they are us." This phrase may be applicable to clients who must batten down the hatches in rough seas. Often, builders are their own worst enemies in terms of askew management, operating controls, and marketing. In the workshop, we take all management disciplines into a retreat format to analyze why the firm has lost market share or has diminished profit. The forty-point checklist is systematically worked through until a successful solution is reached. The result is improved profits and staying power. Absolutely indispensable to keeping the ship afloat! Customer Service Workshops
Quality delivery, the by-product of effective customer service, is the synergy of construction, service, and sales working in concert to deliver a highly satisfied buyer plus the dividend of a referral sale. Our workshops bring these disciplines together to achieve a total company commitment to quality and service. At the conclusion of the program, each participant is asked to pledge what they will do personally to enhance the system. The benefits include a renewed commitment to building quality homes, an elevation of service, better service techniques, and improved referral sales. Back to the top
Home Builder Association Motivation and Education Seminars
If you've been in the business for a while, you have probably attended a Tom Richey seminar. From his first housing industry position in 1957, Tom Richey has been on the national speaking circuit. From this experience, Tom will tailor breakfast or dinner talks or full or half-day educational programs to the needs of the Association or target groups. Manufacturers and Suppliers Sales and Marketing Consultation
Tom Richey has been retained by numerous manufacturers and suppliers helping to bridge the distribution gap. We often analyze, revise, and rewrite existing manufacturer marketing programs or create new ones from scratch. Then, we go into the field training the field force on how to prospect, sell, close, and service target builder accounts. We can also be the spokesman for manufacturer partnering programs being sponsored at HBA meetings, national and regional conventions, and key builder special events. Back to the Top |
