Think Sold! Creating Home Sales in Any Market - Softcover

Lynch, Tammy

Softcover

ISBN 10: 0867186534 ISBN 13: 9780867186536

Publisher: BuilderBooks, 2009

Synopsis

Do you want to learn how to sell homes even in the toughest of markets? Or do you want to get the most money for a listing or new home than the market says you should?


Think Sold! Creating Home Sales in Any Market is a practical, how-to guide for developing the self-awareness, knowledge, and skills needed to succeed in the competitive field of new home sales. This book teaches readers how to...
 

• approach sales, and life, from a position of optimism that will create successful outcomes
• set personal and professional goals, and provides tools for reaching them
• communicate effectively with various types of buyers and adjust communication strategies to increase rapport and alignment with buyers' motives
• prospecting, greeting, qualifying, presenting, demonstrating, and closing are discussed in detail.

 
Tammy Lynch explains how to overcome customers' objections and provides specific examples of how to explain the benefits of new home features in customer-friendly language. Other chapters discuss new home financing and how to size up the competition.
Think Sold! includes tools to help home sales professionals practice and polish their presentations and demonstrations. No matter where you are in your career, regardless of whether the housing market is at a peak or in a trough, this book can help you close the deal with more buyers.
 
"Think Sold! is filled with success stories that will inspire you and provide helpful hints to help you meet your own home sales quota." --John A. Palumbo, Author, What's Your Sales DNA?
 
"Tammy Lynch shows salespeople how to first envision success in sales and then create a roadmap to realize that vision." --John Rymer, President, New Home Knowledge
 
"Besides essential sales techniques, this book teaches how visualization is a precursor to career success." --Daniel R. Levitan, IRM Fellow, MIRM, President, Levitan & Associates
 
Think Sold! Creating Home Sales in Any Market Kindle Edition is also available on Amazon.com. You can start reading this book immediately on your iPad, Kindle, or smartphone (iPhone, Blackberry, or Android), or on your desktop by simply downloading Amazon's Kindle App here.

About this title

About the Author

Tammy Lynch is a successful real estate broker, consultant, and owner of Lynch Consulting, Inc./Results Source www.resultssource.com, in Bradenton, Florida. She is a certified building contractor who specializes in sales training and coaching. Tammy is a certified principle instructor for the University of Housing for the following courses: Institute for Residential Marketing (IRM) Understanding Housing Markets and Consumers and Marketing Strategies, Plans, and Budgets, and the Certified Marketing Professional (CMP) course House Construction as a Selling Tool. The first female president of the Home Builders Association of Manatee, Fla., Tammy also has received many home building industry achievement awards. She is a life director of the Tampa Bay Builders Association, trustee of the IRM 2004–2007, builder director for the National Association of Home Builders (NAHB) since 2005, past president of the Florida Home Builders Foundation, and a member of the National Sales and Marketing Council, and the Greater Tampa, Sarasota, and National Associations of Realtors. Ms. Lynch enjoys most being able to speak to groups about how faith and belief in the power within can change lives. She has written other books on the subject, including The Mastery of Abundant Living, Today’s Master Key, and has co-authored others, including The Mastery of Abundant Living:The Key to Mastering the Law of Attraction, The Mastery of Abundant Living:The Magical Thinking of the Law of Attraction, and The Mastery of Abundant Living: Christian Keys to the Law of Attraction.

From the Inside Flap

Foreward
I first met Tammy Lynch during a housing trough. It was 1992 and a large national home builder had asked me to analyze why home sales in some of its communities were nearly twice those in its other communities. At the time, homes were not viewed as a good financial investment. Home appreciation was trailing the Consumer Price Index and interest rates averaged more than 8%. The Resolution Trust Corporation was busy dumping home sites on the market from bankrupt developers. Newspaper headlines said that home prices would decline before the real estate market would recover. In short, home selling was a competitive business in which you had to fight for every closing.
Tammy was a field sales manager at the time and had shown significant sales improvement in a number of communities for which she was responsible. I called Tammy and peppered her with questions o try to ascertain why she was so successful.

"Tell me about your traffic," I said.

"I'll fax you the graphs and we can discuss," she replied.

"What about return visitors?"

"I'll send that as well," she said.

As we continued talking, I realized that she not only had the answer to each question but that she was always looking underneath the sales numbers to uncover the keys to motivating both salespeople and home buyers. After talking to tammy, I had but one recommendation for my home builder client: "Clone Tammy Lynch and put her in every sales office!"

Tammy's sales philosophy is surprisingly simple: Salespeople gain confidence through knowledge and attitude. Unless you know your competitors, you cannot properly present your product and speak confidently about your pricing. Without knowledge of the features of a home, you're unable to show it in its best possible lighttt. Withoutt the knowledge gained through customer follow-up, you will never understand why you lost a sale. And, most importantly, without he knowledge of said selling skills, you will never be able to uncover the underlying buying moivattions needed tot match your homes to the needs of your buyers.

Edition details

• Publisher: BuilderBooks
• Publication date: 2009
• Language: English
• ISBN 10: 0867186534
• ISBN 13: 9780867186536
• Binding: Paperback
• Edition number: 1
• Number of pages: 180