"Fueling Your New Home Sales Business: Making Strategic Contacts For More Sales & Referrals" is the perfect book to go along with two other lead generation resources "Making New Friends: Connecting With Strangers To Make More New Homes Sales" and "Using Your Network: Making New Home Sales With People You Already Know."This book gives you the ideas of where and how to look as you search for friends, relatives, acquaintances, people you see on a regular basis, and others that are known to you that also know you - to talk with them about what you are doing and how you can use their help. Likewise, where to begin looking to meet people that can come into your life as you are open to seeing and meeting people that you might eventually talk with about your homes.The two other books mentioned provide special scenarios, strategies, telephone talking points, and examples of letters that you can use along with this book that provides the ideas of which people you should involve in your business to help you look for referrals and additional leads. Some of the people you already know and some of the people you are going to be meeting will be looking for a new home like you offer also.For those new home salespeople who desire to generate some or all of their new home sales leads, this book is a fantastic resource. There are dozens of potential places and occupations mentioned where you can look for people that you likely have not thought about or considered.The 7 chapters in this book are: 1 - "Stepping Out & Stepping Up, " 2 - "Challenges Of Indirect Attraction," 3 - "Opportunities For Generating Traffic," 4 - "People You Already Know," 5 - "People You Meeting," and "Now What?"This book takes the mystery out of where you can look for new sales leads and people to talk with about your new homes. It lets you generate a substantial portion of the new home traffic that you need to be successful and remain in business. After all, people that you meet ahead of time - before they agree to come to your sales center - are going to know more about you and what you are offering and should be more inclined to purchase a new home from you.
Steve Hoffacker, CAPS, MCSP, MIRM (Hoffacker Associates LLC, West Palm Beach, FL), is a veteran of over 30 years in the new home sales industry. He is an internationally known, award-winning new home sales trainer, best-selling author of sales books, and universal design and aging-in-place authority. He helps home builders, new home salespeople, contractors, remodelers, occupational therapists, interior designers, and other aging-in-place professionals succeed in providing safe, comfortable, convenient, secure, and accessible renovation solutions so that people can remain living in the homes they love whether they have any physical concerns or limitations or not. Steve's innovative and trademarked customer connection program that includes intentional lead generation, an unparalleled customer rating system, and post-visit follow-up contact is geared toward helping salespeople be more self-reliant, productive, and successful. As a result, people using Steve's methods find that they make sales that otherwise might not have happened, and they will eliminate unnecessary expenditures of time, money, and energy in the process. Over the past several years, Steve has been consistently ranked as a top instructor for the "Certified Aging-in-Place Specialist" designation program (and other courses such as "Universal Design/Build") through the NAHB and has successfully graduated several hundred CAPS designees from across North America among many different disciplines including home builders, remodelers and renovators, trade contractors, real estate professionals, occupational therapists and other health care professionals, durable medical equipment providers, nonprofits, governmental agencies, manufacturers, university faculty, kitchen and bath designers, interior designers, architects, and accessibility consultants. Steve is a past National Director of NAHB, past NSMC/IRM Convention Education Chair, organizer of several highly successful IRM and SEBC Meet the Expert programs, Life Trustee of the Florida Sales & Marketing Council, Life Director and past Executive Committee member of the Gold Coast Builders Association, "Million Dollar Circle Award" winner, "Trina Ripley Excellence in Education Award" winner, "IRM President's Award" recipient, NAHB Remodelers "Sales Closer Achievement Award" winner, and recipient of the "William 'Bill' Molster" lifetime sales education achievement award.
