Keep checking back each week to get more FREE New Home Sales Training with my new video training series.

And keep selling, super achievers!

Myers

Being creative means allowing yourself to step beyond the boundaries of conventional solutions. You look at a problem and come up with all the possibilities to tackle that task. It doesn’t matter how far-reaching your initial thought is. Give yourself permission to wander. Don’t dwell on the problematic aspect of the situation but focus instead on where you want to end up. What is the desired result? Then explore the ways in which you can travel the road from Point A to Point B. And, unlike your high school geometry teacher proclaimed, it’s not always a straight line. Look at some alternative routes.

Stop focusing on the brick wall in front of you. You can’t find the financing? Wrong! You haven’t found it yet. You can’t sell a certain house? Wrong! You haven’t yet identified the right buyer. The key is “yet.”

Just because you’ve hit obstacles doesn’t mean you can’t reach your destination. Brainstorm ideas. Come up with options. Then weigh the possibilities. How can I make this happen? What steps do I need to take? A well-tuned reality meter doesn’t say “no”—it just says “not yet.”

Myers

Keep checking back each week to get more FREE New Home Sales Training with my new video training series.

And keep selling, super achievers!

Myers

Look at “creative financing” which is prevalent in home sales. If you’re a forward-thinking sales person, you continue to explore “outside the box” thinking to help your clients secure the home they want, at a rate that will keep them in their home as long as they wish. They are relying on your ingenuity and knowledge of the process to find solutions that the layperson hasn’t discovered. “Creative financing” doesn’t mean locking a person into more debt than they can afford. That’s what contributed to this mess—and gave the term a really bad connotation.

So, get away from the term “creative financing” and instead explore “creative solutions.” Yes, it’s tougher to find the financing, but it’s by no means a rock-solid impasse. You need to unleash your ingenuity and talk to the financing sources in your network. You must also work to expand that network to keep broadening your creative resources. And so on and so on. Ask questions of your providers. Give them scenarios and get their take on what will work and what won’t. Demand creativity from them as well! Your diligence will make the difference between an offer and a closing.

Keep Selling,

Myers

I’ve got a solution to the problem. Stop listening. These people have given up. Have you? If not, you’re looking at a terrific opportunity.

Your competition is throwing in the towel, making minimal efforts because they believe there is no hope. If all around you have conceded, then the competition has dwindled and you can own the marketplace! Do the math. Less competition = increased sales potential. They call this a “buyer’s market” so get out there and SELL!

All it takes is a little attitude adjustment. Sellers complain about the bottom falling out of home prices. Switch this and pitch that as an advantage to buyers: “Home prices and interest rates are at an all-time low. How can you afford NOT to buy right now?” Are they willing to gamble that this pot of gold is going to get richer? If they do, it’s because you haven’t presented an adequate sales pitch. It’s not the buyer who is bailing, it’s you! Don’t fall prey to the nay-saying masses. Shift your perspective to the positive. Optimistic energy is contagious. You’re sure to infect your buyers with this heightened value statement.

You have a buyer’s market, an exceptional inventory to choose from, and the power of positive thinking. Opportunity isn’t just knocking. It’s kicking down the door!

Keep Selling,

Myers

Keep checking back each week to get more FREE New Home Sales Training with my new video training series.

And keep selling, super achievers!

Myers

1. Poor maintenance. If the owner wasn’t paying the mortgage, what makes you think he/she was investing in even the most basic upkeep?

2. As is. The “As Is” caveat could be costly for the buyer. A new home and its contents have warranties that protect the buyer. When buying a foreclosure, you get exactly what you pay for.

3. The angry owner. In the wake of a foreclosure, many former owners feel victimized by their situation. There are countless tales of homes being stripped of appliances, lighting fixtures, and even plumbing—all of which are removed in haste, and with no concern for the incoming dweller.

4. Hidden cost-cutters. If the foreclosed property is a new home, the builder was likely cutting many corners to avoid mounting more debt. What’s hidden under the drywall? “New” doesn’t necessarily mean a home is in excellent condition; it could mean that no one has yet discovered the creeping shortcuts.

5. Wasted time. Purchasing a foreclosure requires a mountain of paperwork and it can take months before you discover whether the bank accepts the deal. And what happens if your offer fails to make the cut? You begin the lengthy process again.

When your prospective buyer tosses down the “F” word like a gauntlet, pick it up and present the reasons why the foreclosed property is a questionable investment, at best. Then bestow upon them the many reasons that the new home you’re selling will deliver long-term value, satisfaction, comfort, and peace of mind.

Keep Selling,

Myers

Keep checking back each week to get more FREE New Home Sales Training with my new video training series.

And keep selling, super achievers!

Myers

In the new homes market, we need to recognize that the features of a particular home do not close the sale, nor does a great location. If the buyer does not deem that property to be worth the price you’re asking, you won’t make the sale — that is, until you can effectively communicate the reasons that this home is worth more than what they will pay.

This is where you need to serve up a juicy dose of tantalizing rationalization. Your prospective buyers are likely comparing your property with another home priced at a lesser cost. They need your help to quantify the difference. It’s not the bottom line you’re selling, but that price differential.

Here’s an example. I go to a department store in search of shoes and see a pair of Allen Edmonds that cost $300. There is a pair from another designer that sells for $200, which is what I had expected to spend. Why then would I spend an extra hundred bucks? The salesperson explains that the Edmonds shoes, which are crafted of exquisite leather, come with a lifetime guarantee. Scuffs, new soles, or even replacement shoes are covered in my $300 investment. In the long run, the higher-priced shoes are a better investment. I buy the Allen Edmonds and walk away feeling thrilled with my purchase.

In this case, the salesperson would get a commission regardless of the pair he sold me. In new homes sales, you don’t work in that comfort zone. So you’d better be prepared to sell the value proposition that underscores your property. Communicate with complete conviction the reason that this home is worth more than another property. Sell the details and the benefit of each. Know what this buyer wants in terms of value. In truth, a home buyer doesn’t need a salesperson to offer information. What they need is an energetic individual to give them that irresistible serving of rationalization with the confidence of a master chef serving a gourmet meal, knowing that the price of such unequalled delight will not be questioned by the diner. Check, please!

Keep checking back each week to get more FREE New Home Sales Training with my new video training series.

And keep selling, super achievers!

Myers