Greg Bray Blue Tangerine Solutions, Inc Sarno Rd Melbourne, FL 32935

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2 Speaker Contacts: Rick Storlie New Home Sales Coach Greg Bray Blue Tangerine Solutions, Inc Head Shot Head Shot Head Shot Burnhaven Dr Suite 101 Burnsville, MN Sarno Rd Melbourne, FL 32935

3 Let s Connect! Rick Storlie- Connect with me on Solutions@NHSalesCoach.com Send me an FB friend request Like my FB page NewHomeSalesCoach Connect with me on Linkedin, Twitter or Google+ R

4 More Resources Resource Guide with More Details Copy of Slides Webinar Recording Overview of System Info at end of program

5 The Missing Ingredient Poor Foundation

6 Where do Home Buyers Start? 92% Start Online* *National Association of Realtors 2013 Profile of Home Buyers and Sellers

7 Poll Are you sourcing 25% or more of your sales from your blog, social media or website?

8 How does a builder Capture online leads? Create Value for Services? Convert online leads into onsite prospects?

9 Are You Treating the Symptoms?

10 No Value. No Sale. Price Performance Quality Perception

11 Value Created = Sale Value is Created Online and Confirmed Onsite

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13 Your Virtual Marketplace Poor Foundation

14 2014 Virtual Marketplace Poor Foundation

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16 Challenge #1- Generating Online Leads

17 What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing 4. Blog

18 What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing

19 What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing

20 What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing

21 What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing

22 Three Types of Lead Capture. 1. Soft Sell- Name and

23 Three Types of Lead Capture. 1. Soft Sell- Name and 2. Medium- Name, , Phone & Message

24 Three Types of Lead Capture. Full- Contact Us Page

25 Challenge #2- Creating Value Before You Meet

26 Creating Value = Nurturing Educate on: 1. Design 2. Pricing 3. Location 4. Choosing a Builder

27 Create Value

28 Challenge #3- Filtering Bad Leads

29 Track Activity to Determine Who s Hot Focus on 5 7% of Leads Most Engaged: Website 3. B-Backs

30 Identify Hot Leads

31 Manage Sales

32 Challenge #4- Converting Online Leads into Onsite Prospects

33 1st- Automate

34 2 nd - What are Their Interests? Design? Location? Pricing?

35 2nd- A-I-D-A-T Formula A = Attention I = Interest/hot button D= Desire A = Call-to-Action (Only One!) T = Thank You

36 Hot Button/Interest = Location (Attention) Subject: {Company Acronym}: {First Name}- Would This Help? Hi Rick, (Interest) One of our most popular home designs, the, is under construction in our Spring Meadows neighborhood and will soon be completed. (Desire) This home isn t open to the public but I am showing it to a few people this Saturday. I ll also have information on our Spring Meadows homesites. Would you like to stop by and see the Home and neighborhood? (Action) If so just reply to this and we ll coordinate a time. (Thank you) Look forward to talking, Rick

37 3rd- Phone Qualifying Situation- You Get Them on the Phone Lead Intake Sheet 1. Location 2. Timing 3. Price Range 4. Current Situation 5. Research 6. Decision Makers 7. Hot Buttons (3)

38 Phone Qualifying Situation- Phone or Voic Script Attention- Do you have 10 minute(s)? Interest- I d like to learn more about the type of home/project you re considering so I can share some ideas on Desire- By the time we re done I ll put together some information you ll really find beneficial. Action- Needs analysis questions & close for onsite appointment (if viable prospect) Thank them- Thank you the time you shared with me. I look forward to meeting you on at.

39 4 th - Create Urgency Each Month Events: 1. Model/Spec Grand Opening 2. Custom Open House 3. Home Show 4. Construction Walk

40 Resources & Questions Overview of Sales System Resource Guide with More Details Copy of Slides Webinar Recording Rick Storlie New Home Sales Coach