Speaker Contacts: Rick Storlie New Home Sales Coach Greg Bray Blue Tangerine Solutions, Inc Head Shot Head Shot Head Shot 952.895.5656 14041 Burnhaven Dr Suite 101 Burnsville, MN 55337 321.309.6900 1380 Sarno Rd Melbourne, FL 32935
Let s Connect! Rick Storlie- Connect with me on Solutions@NHSalesCoach.com 952-895-5566 Send me an email FB friend request Like my FB page NewHomeSalesCoach Connect with me on Linkedin, Twitter or Google+ R
More Resources Resource Guide with More Details Copy of Slides Webinar Recording Overview of System Info at end of program
The Missing Ingredient Poor Foundation
Where do Home Buyers Start? 92% Start Online* *National Association of Realtors 2013 Profile of Home Buyers and Sellers
Poll Are you sourcing 25% or more of your sales from your blog, social media or website?
How does a builder Capture online leads? Create Value for Services? Convert online leads into onsite prospects?
Are You Treating the Symptoms?
No Value. No Sale. Price Performance Quality Perception
Value Created = Sale Value is Created Online and Confirmed Onsite
Your Virtual Marketplace Poor Foundation
2014 Virtual Marketplace Poor Foundation
Challenge #1- Generating Online Leads
What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing 4. Blog
What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing
What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing
What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing
What are Buyers Looking for?...relevant Content 1. Design 2. Location 3. Pricing
Three Types of Lead Capture. 1. Soft Sell- Name and Email
Three Types of Lead Capture. 1. Soft Sell- Name and Email 2. Medium- Name, Email, Phone & Message
Three Types of Lead Capture. Full- Contact Us Page
Challenge #2- Creating Value Before You Meet
Creating Value = Nurturing Educate on: 1. Design 2. Pricing 3. Location 4. Choosing a Builder
Create Value
Challenge #3- Filtering Bad Leads
Track Activity to Determine Who s Hot Focus on 5 7% of Leads Most Engaged: 1. Email 2. Website 3. B-Backs
Identify Hot Leads
Manage Sales
Challenge #4- Converting Online Leads into Onsite Prospects
1st- Automate
2 nd - What are Their Interests? Design? Location? Pricing?
2nd- Email A-I-D-A-T Formula A = Attention I = Interest/hot button D= Desire A = Call-to-Action (Only One!) T = Thank You
Email 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 email and we ll coordinate a time. (Thank you) Look forward to talking, Rick
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)
Phone Qualifying Situation- Phone or Voicemail 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.
4 th - Create Urgency Each Month Events: 1. Model/Spec Grand Opening 2. Custom Open House 3. Home Show 4. Construction Walk
Resources & Questions Overview of Sales System Resource Guide with More Details Copy of Slides Webinar Recording Rick Storlie New Home Sales Coach Coach@NHSalesCoach.com 952.895.5656