Responsible Influence In New Home Sales is a practical, step-by-step guide of Action Plans designed for three audiences; the new home sales Listing Agent, Listing Agency and builder client. Think of this guide book as a Chilton’s manual for new home sales. It is based on a decade of progressive real estate experience and the sale, brokerage and management of 4000 + homes sold. Responsible Influence is a proven set of processes, but, will only thrive if the builder client implements this process and it is managed thoroughly by a diligent visionary capable of both management and leadership.
Here is a quick rundown of what you can expect to find in each chapter of the book:
CHAPTER 1: COMPETING INTELLIGENCE, SWOT ANALYSIS & ACTION PLANS
Arguably, this is the most important chapter.
I have provided an explanation and commentary on Competing Intelligence and SWOT analysis. Included in the manual is a completed example of SWOT analysis and a blank SWOT analysis spreadsheet for continued use by the Listing Agent, Agency and builder client. Also included are blank forms the Listing Agent can use to communicate analysis to the builder client.
CHAPTER 2: TARGET MARKETING & ACTION PLANS
After competing analysis is completed, a demographic consumer base is determined and a marketing budget established – dig in. Review the 7-P’s and compile information to favorably address each “P” in your Marketing Mix. Record your listings and Target Marketing strategy on the included spreadsheet. Activate the plan.
CHAPTER 3: SUBJECT MATTER EXPERT ACTION PLAN
Yes, it is possible to sell more homes by overcoming prospect objections through Agent intelligence. Review the recommended training modules and create your SME strategy on the included SME Track Development plan.
CHAPTER 4: MANAGEMENT & LEADERSHIP
Responsible Influence is more than a set of processes; it is a personal and corporate culture to adopt and manage.