Maximizing Your Home Sales in Any Market Revealed · Sales Action Step #2 24 Resource 25 Step #3:...

6 Secrets to Maximizing Your Home Sales in Any Market Revealed |1

© Copyright 2011 Rick Storlie New Home Sales Coach, LLC. All rights reserved. Reproduction, in whole or in part, without written permission is prohibited and a violation of international copyright law.

6 Secrets to Maximizing

Your Home Sales in Any Market Revealed

A home builder’s and remodeler’s guide to making

$10,000 - $100,000 more from your current

contracting business –in the next 12 months!!

By Rick Storlie NOTICE: This book is licensed to the original purchaser only. Duplication or distribution via e-mail, floppy disk, network, printout, or other means to a person other than the original purchaser is a violation of International copyright law. © Copyright 2011, Rick Storlie, New Home Sales Coach, LLC. All rights reserved. No part of this book may be reproduced in any form, by any means (including electronic, photocopying, recording or otherwise) without the prior written permission of the publisher. Published by: New Home Sales Coach, LLC 8420 153rd Place Savage MN 55378



Contents The 3 Keys to Success 3

How to Turn a Bad Market into a Good One 3 You Have a 93% Chance of Failing if you use this

marketing tactic 8 Don’t Fight the Market 9

Step #1: Attract Home Buyers 14

Sales Action Step #1 17 Resource 21

Step #2: Landing the Perfect Prospect 22


Step #3: Transform Cold Leads into Hot 26 Prospects


Step #4: Closing More Sales and 29 Maximizing Profits




Step #5: Maximum Achievement Activities


Step #6: Dominating Your Competition 38


How to Maximize Sales 41

What’s Your Sales Potential? 41 Where to Start 43



The 3 Keys to Success How to Turn a Bad Market into a Good One Why you need to break the habit of relying on the market to build your business.

It was the summer of 1988 when I went from a fun-loving

high school senior celebrating his graduation to the world of

construction labor. Perched thirty feet in the air, I was

nervously sheathing a gable end of an apartment building

when I noticed I could see my high school and the

underclassman that still had a week of classes. I had no idea

that this short-term summer job would turn into a 20+ year

career in the home contracting industry.

Do You Remember How You Got Your Start?

Can you remember the first time you worked in the housing

industry? I’ll bet it started as a short-term job like me or it

was a family business. Are you like a lot of second

generation companies where your father introduced you to

his business with a broom and garbage can helping clean up

job sites? A lot has changed since those beginning days. Life

was much simpler back then when all we had to do was

follow orders and make sure the old man or foreman didn’t

yell at us for screwing up or falling behind!



What Did You Learn?

As my career went from laborer (I called it moving wood) to

a framer (my back still hurts) to siding homes I learned two

things about contractors.

1. Contractors work damn hard. It didn’t matter if it was

hot, cold, Monday or Friday, we worked our butts off

each day. It’s a lesson I’m very thankful for. I’m sure

you’re thankful too.

2. A good contractor on the job site is the equivalent of a

conductor running an orchestra. Scheduling,

estimating, solving problems, fixing mistakes, keeping

customers happy and the list goes on. You not only

have to know it all but you’ve got to be good at

everything too!

Most of the contractors I know would much rather spend a

day on a job site than trying to figure out how to market

their business and increase sales. Are you any different?

It’s Not Your Fault

Most contractors were brought up on the production side of

things. They were taught a system to estimate, schedule,

read prints, frame, drywall, trim and so on.



Contractors I know will spend countless hours reviewing

plans, preparing estimates and specification forms before

they ever start a job. They have a system that was taught to

them over the years and its second nature. Can you imagine

trying to build a home or run a kitchen remodel without the

time tested step-by-step approach you now employ? It

would be madness!

What is your system for marketing and selling your

homes/services? A lot of you may not have one. Or if you

do, it’s not working in today’s market.

It Won’t Go To “Zero”

I recently attended a housing forum that included a senator,

state leaders and economists from the Federal Reserve Bank

and National Association of Home Builders. Most of the

contractors that attended were looking for answers to two

questions:

1. They wanted to know when the market would come

back.

2. They wanted to know what the government would do

to save them.



The question that wasn’t asked is, “What do I need to do to

get my share of business in this market?” There isn’t one

area in the country with predictions of “zero” demand for

new homes and remodeling. Yes, certain markets are better

than others but every market has opportunities for your

business. You just need to know how to position yourself to

get them.

Making the Market Irrelevant

What you’re missing are the systems that will allow you to

make sales in a crappy or mediocre market. Just like you

have a system for building homes there is a system for

marketing your company and making sales in any economy.

In a good stable market virtually anyone can call themselves

a contractor and build or remodel homes. You know them.

These are the folks that work out of their pickup and are a

general contractor during good times and as soon as the

market gets tough they go back to drywall, framing or

whatever else they were doing before it got easy.

The good news is a lot of your competitors are leaving the

business. The troubling news is you may not have the best

systems to take advantage of this.



Your success in a down market will come from within. You’ve

got to break the habit of market selling. That is, the market

makes your sales. When the market is good or great things

work out fine. When the market is bad or sucks you’re in a

jamb. How is the market in your area?

Over the past two decades I’ve personally helped

contractors generating $25,000,000 to $1,500,000 annually.

And the one thing I’ve found is- the problem is almost never

a lack of ambition or willingness to work hard. I’m sure

you’re motivated and already working harder than you need

to.

What most contractors are missing is a simple set of proven

systems to help them sell more homes and make more

money. It is very possible to make more money, no matter

what the economy is doing, by applying a few key sales

making strategies to your business.

The purpose of this report is to show you a reliable system

that will help you market your business like an expert and

maximize your sales. Instead of taking shots in the dark,

you will develop clear, reliable systems for growing your

business.



You Have a 93% Chance of Failing If You Use This Tactic

How do you currently market your business? What do you

do to attract new leads? Most contractors have run

newspaper ads, sent out direct mail and have some sort of a

website. The content of all these mediums normally gives

the background of the company, tells the consumer what the

contractor does and encourages them to call or email for

information. Does this scenario sound familiar?

This is called a one-step model which assumes the best way

to sell your wares is to “go for the kill” so to speak and

transform your prospect to a customer immediately.

You see this everyday in your mailbox, inbox, radio,

television and newspaper. The name of the business is at

the top (with a beautiful logo), followed by the product

name, some features and contact information at the bottom.

It’s called One-Step marketing because the goal of the ad is

to convince you to read the ad and purchase the product or

call for more information- in one step.

Most business’s market this way so it must be the

right way to do it? Wrong!



If you’re using one-step marketing you’re throwing away

time, money and sales.

How do I know this? When is the last time you purchased

from a cold call, newspaper ad or direct mail piece? The

answer is probably seldom or never, even on low price

items.

Remember talking to the direct mail company that told you

the average response to direct mail is 1 – 2%? That’s right,

they want you to mail out 10,000 postcards, spend $5,000

and hope to get 10 – 20 unqualified leads!

Trying to sell a home or remodeling project to someone who

doesn’t know you, trust you or understand the value of your

services is fighting a battle you can’t win.

Why is one-step marketing doomed to failure?

You don’t propose on the first date. It takes time to nurture

a relationship. Partners need to get to know one another,

develop trust and understanding before they make a

commitment. Your prospects are no different.

If you want to get someone to buy from you they need to

get to know and trust you. A smart marketing strategy helps



develop prospects that want to hear from you. Once they

want to hear from you, you have a much higher chance of

converting them to a buyer.

You might be thinking, “Just a minute Rick. I see all the big

companies using one-step marketing. How can they all be

wrong?”

Actually they’re not using one-step marketing. They know

exactly who their target market is and spend millions of

dollars developing the relationship. The ads you’re referring

to are just the final step in their marketing process.

The best contractors use a multi-step marketing process

that involves the following steps.

1. You’ve got to get your prospects attention with a

“hook”

2. You need to show you understand their situation and

begin developing a relationship.

3. You must prove you’re a trustworthy company to work

with by fulfilling promises.

4. Once they know you, trust you and see the value of

your services they will buy.



For many contractors this process can takes weeks, months

and even years. There are no shortcuts for getting the sale

but having a system to do it makes things a lot easier.

Don’t Fight the Market

Home contractors have 3 phases to the marketing and

selling cycle. As much as we’d all like to skip to the third

phase, you can’t fast forward and skip the first two (sorry

DVR fans). Each phase is vital to the other.

Phase I: Attracting Home Buyers through Market

Positioning.

Phase II: Generating a Steady Stream of Leads Based on

Your Market Position.

Phase III: Converting a High Percentage of Those Leads to

Buyers at Maximum Profits.

Market Positioning, Lead Generation and Lead Conversion is

the key to selling homes no matter what the economy is

doing.

In the following easy to read pages I will reveal to you the

6 proven tactics that can free you from market based selling



and let you choose how you grow your business. If you own

an existing contracting business and properly employ these

6 strategies I promise you can generate at least $10,000 to

$100,000+ in new business in the next 12 months.

So why would I do this? If you put these simple ideas to use

I’m confident you’ll want more strategies and techniques

from my Transformational Sales SystemSM. You can find

them at http://nhsalescoach.com/about-new-home-sales-

coach.html.

Happy Selling!



Step #1: Attract Home Buyers

Profit Growth Step 1- Understand and Appeal to a Specialized Target Audience- And increase your sales by 21% - 45% or more

How many times have you designed and built a model home

thinking you had “nailed it” only to have the home languish

on the market?

Maybe you got a call from a prospect about a remodeling

project that was right up your alley only to lose the job to a

competitor. How many times have you found yourself in a

price war with 2-4 other contractors and realized the

difference between your proposal and theirs is more than

your projected profit?

If you’ve been in business long enough I’m sure you’ve

struggled through each one of these situations- and they

aren’t fun!

So what can you do to change this? You need to understand

what your prospects are and aren’t willing to pay for.



A Monument to Yourself Most contractors I know have a tremendous amount of pride

in their homes and work. They believe in the types of

features, design and amenities that go into them. They

believe in them so much they often will build speculative

homes that they would “move into themselves.”

You know where I’m going with this. It’s called the

Monument to Myself and it usually happens like this:

You read, attend a product show or discover some cool

new products or designs.

You know the public will also fall in love with them too.

You decide to build a model over on Lot 8 (the one

you’d like to get rid of) to show off your ideas.

The home goes up and you begin to show it off.

People come through and they “Oh” and “Ah” about all

the fantastic features but tell you, “It’s a little above

our price range.”

Still, you know the right buyer is out there and it’s just

a matter of time.

After about 6 months your Realtor, trades or bank

suggest you should consider lowering the price.

After a year your trades and bank suggest you should

sell your current home and move into your model since

“you love it so much!”



Your model home(s) and remodeling packages are like a

key. If you’ve got the right one, it will help you unlock the

door to new business and start the process of converting the

new leads to buyers. However, if your model home or

remodeling services don’t match what your prospects are

looking for, you get locked out in the cold wondering why

nobody is buying from you.

What’s the most important thing you can do to get better

results from your model homes?

Define who your buyer is, what they want and position

yourself as the best one to give it to them.

“If it’s that easy Rick why doesn’t everyone do

that?” Nothing in this business is easy (you and I both know that)

but things get a whole lot less risky and simplified when you

know what to do.



Sales Action Step 1 Attract More Home Buyers, Faster, by Building

Your Ideal Buyer Profile

Develop a buyer profile of who will purchase your home

or remodeling project. Ask yourself the questions, “Why

would they buy from me and not one of my

competitors?” and “If it costs me $1 will they pay me

$1.20 - $1.40?”

Share your buyer profile with your designer,

salespeople, trade partners and anyone that is involved

with building your home. Get their input why your

prospect would or wouldn’t like your offerings.

“Can I really make 21% or more just by defining who by target market is?” On average my clients will see a minimum of a 21%

increase in sales and in some cases dramatically more. Once

you drop your ego and stop focusing on what you do or

don’t like and start focusing on what’s important to your

prospects, sales start to become a lot easier.



A litmus test A client of mine recently sold their last model home with a

birthday (it was 2+ years’ old- ouch!). They managed to do

it, in a recession, without losing money on the original

building costs (don’t ask them to add up the carrying

expenses).

During the same recessionary time period, using the

systems and strategies I’ve discussed, they sold a brand

new model only 1 month old. Here’s the story and I promise

it’s no B.S!

The buyer walked in on a Wednesday and told my client they

were in the process of building a home with another builder.

My client gave them a quick overview of the home and

allowed them to walk thru.

After a brief period Mr. Buyer asked my client if the home

was for sale. He acknowledged that it was but re-confirmed

they were already building with a different contractor. They

told him they were but were unhappy with the progress and

also felt the home would no longer appraise for their

purchase price.



At this point Mrs. Buyer was still in the home, falling in love

with it, because my client had thoroughly researched the

market and defined his target buyer. They stayed a little

longer and drove away.

About 30 minutes later they returned with their checkbook

and signed a non-contingent purchase agreement for 97.5%

of my client’s original price. They closed on the home 30

days later.

Not only did they purchase this home in one of the worst

month’s of the history of the stock market (October of

2008), they walked away on $10,000 earnest money with

their other builder!

My client simply identified their target market, defined what

was important to them and presented it in a way that

brought maximum value.

I can hear you saying, “That was just a lucky coincidence.

That happened to us before too.” I’m sure it has, but did it

happen when your housing market had been in the tank for

3 years?

I could tell you story after story like this. You can make a

huge difference in your sales efforts and attract more home



buyers that will pay you more and buy faster just by

understanding exactly who they are and what they will pay

for.

Resource I wrote The Ultimate System for Attracting Home Buyers to

show you precisely how to define who your buyer is, identify

designs and amenities important to them and package it into

a model home or remodeling project they see value in. With

this guide you will open the doors to more business

opportunities and be able to increase profits at the same

time.

Need a quick way to attract more home buyers to your

company? Start using this proven system

http://www.nhsalescoach.com/Attracting-Home-Buyers.html

“I really liked the Inventory Analysis worksheet process. It was a great learning experience! Thank you, Rick.” -Dianee Langevin, Rottlund Homes.

“We’ve been able to close 2 additional sales in the last 3 months by utilizing Rick’s systems.” -Larry Skogquist, NIH Homes



Step #2: Landing the Perfect

Prospect

Profit Growth Step 2- Generate Leads Who Are Interested in Your Unique Offering- And increase your sales by 12% - 47% or more

I’ve helped coach some of my client’s salespeople using

mystery video shopping. One of the mystery shopper’s

questions is to ask the salesperson about the builder and

‘why should I buy from them’. Do you know the two things

that consistently come up?

1. We are a Quality builder

2. We are Family-Owned

When I speak to contractors I always ask them to raise their

hand if they promote themselves as a quality, family-owned

business. 99% of the hands go up. My next question is, “If

your prospects all perceive you to be the same, what is the

one differentiator?”

Can you guess? It’s price- the lowest price, that is!



Labeling yourself as a “quality, family-owned builder” is the

equivalent of boasting you build your homes to code!

Your prospects expect you to be a quality builder (whatever

that means) and operating as one is the minimum

requirement to be in business today.

Now, if a prospective buyer were looking at your company,

why would they choose you? In other words, what do you

offer that none of your competitors do? It’s not easy to

answer, is it?

Creating a Niche When you need to see a doctor for a medical issue who

would you rather see- a general practitioner or a specialist?

For most of us, the answer is the specialist. We want the

best (or who we perceive to be the best!).

If you or someone you know has seen a specialist, do they

specialize in more than one area? In other words do you find

heart and brain specialists? Of course not!

The Law of the Category The medical field has it figured out. They create categories

for their services. Then, they study and practice to become

the absolute best in that category and normally create



thriving businesses. Sure there are general practitioners but

even they have their own category!

So what do most contractors do? They call themselves

general contractors and answer consumers, ‘Sure, we can do

that!’ when asked if they can complete a specific project.

When the consumer asks, ‘Why should I use you?’ the

builder enthusiastically answers, ‘We’re a quality, family-

owned contractor!’ The next thought through the consumers

mind is, ‘That’s what you all say. I wonder if you’re the

lowest price…’ Of course this is normally followed by you

cutting your throat to bid on yet another home/project.

Sales Action Step 2

Reposition your business into a niche category and focus on being #1 in a small market

Ask yourself the question, “What do I do better than

anyone else?” Make a list of any niche categories you

may be able to move into based on your skill set or

ideas.

Who would want to know about your specialty? Where

do they go to get their information? Where do they get

their entertainment?



You have one niche by default, the geographic

location(s) you build in. Use that as a start.

Resource The Importance of the Word “Perception”

Perception really is reality. You don’t need to be the absolute

best in your niche category, you just need to create the

perception you are.

I wrote The Ultimate System for Landing the Perfect

Prospect to give you the strategies and techniques to first,

create a unique niche for your business and second,

different ideas to generate leads based on that niche.

Are you ready to start generating leads willing to pay

top dollar for your services? Check out http://nhsalescoach.com/Landing-the-Perfect-Prospect.html

“Rick’s systems have allowed us to differentiate and rise above the crowd in the consumer’s mind.” -Rob Fritz, Custom One Homes

“Rick’s training should be required for anyone in new home sales. In 6 months I have matched my sales for all of last year- in a worse market!” -Mike Boege Coldwell Banker Burnet



Step #3: Transform Cold

Prospects Into Hot Leads

Profit Growth Step 3- Build Value in Your Offering and Create Trust With Your Prospect - And increase your sales by 27% or more

Has this happened to you? A prospect walks into your model

home or walks by your booth at a home show. You greet

them and ask, ‘Can I help you?’ or ‘Let me know if you have

any questions.’

They walk through your model and when they come back to

the front door you ask, ‘Did you have any questions?’ They

say, ‘No,’ and proceed to walk out the front door.

At this point you don’t know if they were a real prospect or

someone looking for paint colors- but wouldn’t it be nice to

know?

Until a cold prospect (someone who has little or no history

with your company) sees the value of what you offer and

most importantly, trusts you, they won’t buy from you-

period.



One of the reasons we get into so many price battles today

is most contractors don’t know the fastest steps to starting a

sales relationship (which leads to trust) and how to properly

build the value of their companies.

Sales Action Step 3 Use personalized scripts to start and guide the sales process through the Greeting, Discovery,

Presentation, Demonstration and Selection Stages. Think of your sales conversations like a game of ping pong.

Your prospect can’t hit the ball back to you until you serve

to him. In other words, your opening maneuvers will

determine how the rest of the game is played. The better

your serve the more likely you’ll get a great return from

your prospect.

The Two Question’s You Never Ask a Prospect I’m sure you’ve asked both of these and maybe you’re still

doing it. I’ve learned there are two questions to ask that will

kill a conversation.

1. “Can I help you?”

2. “Let me know if you have any questions,” and/or,

“Do you have any questions?”



Think about it- if your prospect says ‘no’ to either one of

those questions you are pinned in a corner. Where do you

go from there? Yet nearly every time I visit a model home I

hear those questions asked!

Resource With the Ultimate System for Transforming Cold Prospects

into Hot Leads you’ll discover the system along with key

scripts that will help you build rapport and trust, value in

your company/offering and create urgency with your

prospect.

Even if you think you’re pretty good at this, you can use

these techniques to increase your sales by at least 13% (or

a minimum of a couple thousand dollars per month).

Ready to make selling easier? Use this strategy

http://nhsalescoach.com/Transforming-Cold-Prospects-into-

Hot-Leads.html

Very quickly I was able to more than double my sales thanks to the organization and clear process Rick presented and followed passionately. If you want a formula that will improve your sales and get more of your prospects to say ‘yes’, don’t wait to take advantage of what Rick has to offer.” John Canny, College City Homes



Step #4: Close More Sales and

Maximize Profits

Profit Growth Step 4- Understand Your Prospects Problems Better Thank Anyone Else-

And increase your sales by 10 – 25% or more I was introduced to sales in 1992 after spending summers

working as a carpenter between college classes. My only

training was my carpentry background (i.e. product

knowledge) and I remember loving to tell prospects about all

the features in new homes because that is what I knew.

Years later I learned two things…

1. Telling is not Selling (think about it, how many times

have you bought from someone who told you how

great their product is?)

2. Prospects don’t care about features. This was a hard

lesson for me to learn because I cared about the

features- I thought that is what made a quality

home!



What do Your Prospects Care About? In the late 90’s I began my formal sales education. At the

time, my teachers/mentors taught me that features mean

nothing unless they have a benefit attached to them. Aha! I

thought I found what I was missing.

This sales technique worked great when the market was red

hot. Show someone enough benefits and they bought! That

all changed in 2005 and 2006.

Today, feature/benefit selling is out. Your prospects care

about one thing and one thing only- if you can solve their

problems they will buy from you.

Today’s prospects have 3 categories of problems.

1. Can they trust you?

2. Do they perceive the value of your services to meet

or exceed the price you are asking?

3. Have you made it easy, convenient and simple for

them to buy?

If your prospects trust you, see the value of your offerings

(I’m not talking low price) and you are easy to buy from-

you will sell more homes and services.



In today’s economy, you need to practice what’s called

Problem/Solution selling. Those of you that get closer to

your prospects than anyone else, identify their problems and

show them easy to understand solutions will sell more

homes!

Sales Action Step 4

Stop “Telling” About What You do. Start Providing Solutions and Focusing on How You Can Help.

95% of your collateral materials and sales

presentation should be focused on identifying and

understanding the problems of your prospect. Once

you’ve identified them, use your solutions to close the

sale.

Why does this work? Just like traditional advertising where a

company tries to “scream loud enough” to get attention

doesn’t work anymore, talking about yourself and what you

offer doesn’t work either.

Your prospects want transparency. They want to know how

you’ve helped others, how you treat your employees, your

involvement in the local community, etc. It’s a lot more than



what type of windows you use. You can no longer hide

behind your logo!

Resource Earlier, I suggested that you would see a potential profit

increase of 10% to 25% after implementing this one profit-

building strategy. Imagine if you could close just one

additional sale a quarter, or 4 more this year. What would

that mean to you and your bottom line?

If you are sick and tired of seeing too many of your

prospects buy from someone else I wrote The Ultimate

System for Closing More Sales and Maximizing Profits for

you. You’ll find the answers you need to deal with

objections, using finance to sell, closing, follow-up and how

to get more referrals.

Use this link to close more sales and increase profits

http://nhsalescoach.com/Closing-More-Sales-Maximizing-

Profits.html.

“I love all the closing techniques you shared. Now I know where I need to refocus my sales presentation.” -Kris Betker, ReMax Today’s Realty

“I really found Rick’s problem/solution sales techniques helpful.” -Sue Lucas, Bruggeman Homes



Step #5: Maximum

Achievement Activities

Profit Growth Step 5- Continually Increase Sales by Focusing on Key Daily, Weekly and Monthly Activities-

And increase your sales by 30% or more “What was your traffic like this week?” and,”We need more

leads!” are common questions and statements made during

sales meetings. Maybe you’ve heard this one before- “Sales

is a numbers game.” We all think we need more numbers!

Do we?

Here are 2 critical questions to ask yourself:

1. What do you do if there is no traffic or you have the

wrong kind of prospect call?

2. Once you do have a lead, what are the things you

should be doing to follow-up and close that lead?



A home builder told me this story about his Realtor outreach

event he held for a struggling neighborhood. He invited

hundreds of local Realtors to a broker open house and

enticed them by serving food from a well known local

restaurant and giving each of them a $50 gas card. I think

he spend over $3,000 on this one event!

Realtors arrived by the car load, ate his food and took his

gas cards. In his mind the event was a success. He

generated a lot of Realtor “traffic” so the sales should follow!

Ultimately, the event didn’t yield a single sale. His problem?

He was focused on driving Realtor traffic and not on the

activities that lead to more Realtor sales. Is this happening

to you?

Do you dutifully count leads generated by marketing events,

advertising and your website? I’m sure you want to know

what your return on investment (ROI) is for these mediums

and you should be tracking their effectiveness. But that’s

only half of the story.

You may be tracking where the lead came from and how

many leads you get from each marketing dollar but do you

track the key areas you must focus on to convert those

leads to buyers?



Stop Focusing on the Numbers and Start Paying Attention to Your Process

Your sales process (cause) will create the effect of converting more prospects, which in turn will

produce the results (sales). Sales is not a function of traffic or leads. Sales is a process. If you follow a great sales process and can reproduce and duplicate

it at will, you will be successful.

Think about how you approach building or remodeling a

home. Everything about design, selections and production of

the project is a process. The better, more efficient your

estimating and production schedule, the smoother the job

and the higher the margin. Managing your marketing and

sales is no different.



Sales Action Step 5 Measure the 4 “P’s”…

-Prospects -Partners -Past Customers -Personal Development

…Every Day and Watch Your Sales Continue to Improve.

How much time do you spend with new prospects each

day following up, in appointments, demonstrating your

solutions, etc.?

What percent of your week is focused on generating

leads through your “partner” network or sphere of

influence?

Are your past customers delivering 33 – 50% of your

new business through referrals?

How much time do you spend each day with personal

development as it relates to your sales education and

presentation?

Do You Only Work IN Your Business or do You

Also Work ON your business?



Another way to ask this question is, ‘How much of your day

is spent on money-making activities?’ I know you need to

work on your projects so you get paid. What I’m getting at is

how much of your day is focused on activities that will bring

the next lead and buyer in the door? How much time are you

investing on improving your business?

You should be setting aside 1 hour a day on your personal

development and 3 - 6 hours a week working on your

business’s market position. Lead generation and conversion

activities with your partners, past customers and prospects

will encompass another 30 minutes – 2 hours each day.

Resource In my exclusive, one-on-one mentoring program, I’ll teach

you how to incorporate key sales and profit-building

strategies to fundamentally transform your business and

continually increase your sales year after year. Apply here

http://nhsalescoach.com/services2.html

“Using Rick’s systems we have much greater confidence, better inter office rapport and most importantly, 2 new purchase agreements!” -LuAnn Brunn, Brunn Homes and Remodeling “After one year of working with Rick and New Home Sales Coach we increased sales by 33% and reduced inventory by 50%.” -Jeremy Skogquist, owner NIH Homes.



This profit-building mentoring program has very limited

availability. Use this link to see if you qualify>>

Step #6: Dominating Your

Competition

Profit Growth Step 6- Leverage Your Genius with Master Mind-

And increase your sales by 10% or more

Here’s a question- How can you work smarter if you don’t

educate yourself?

It begs another question- Why reinvent the wheel when

someone has already designed a better system to market

and sell homes and remodeling services?

“What do you mean by that Rick?”

What I mean is this- I’m not the sharpest hook in the tackle

box but I do perform one task better that most people- I

leverage my knowledge by Master Minding with others.



Master Mind Defined

In his book The Master-Key to Riches, author Napoleon Hill

defines the Master Mind as, “An alliance of two or more

minds blended in a spirit of perfect harmony and co-

operating for the attainment of a definite purpose,” and later

writes, “The Master Mind principle is the basis of all great

achievements, the foundation stone of major importance in

all human progress, whether it be individual progress or

collective progress.”

In 2007 I had the good fortune to start a Master Mind group

with homebuilders and remodelers. The original intent was

to collectively promote our position in the market place by

combining marketing dollars.

Along the way we discovered that we had inherited an

incredible knowledge base and we leveraged one another to

solve individual and group problems. I coordinate the group

and document the problems and introduce solutions- but at

least 50% of the ideas don’t come from me!

By utilizing the Master Mind principal all the group members

have been able to pick up sales and survive due to a shorter

and sometimes non-existent learning curve (somebody else

already tried it and it worked. Why reinvent the wheel?).



Sales Action Step 6 Join and/or Form a Master Mind Group that

Focus on the Following 3 Things: 1. How can you reduce expenses? 2. How can you enhance your customer

experience?

3. How can you maximize profits?

NAHB’s Builder and Remodeler 20 Clubs are a great resource.

Form a trade council with your key strategic partners (you may call them suppliers and sub contractors).

Resource I’m offering a Master Mind concept that will help you with

the exact formula to unlock your sales.

Game Day Coaching will help you take the concepts, ideas

and strategies from my Ultimate System series and

implement them into your business. Click here to see how it

can immediately help you

http://nhsalescoach.com/subscribers-only.html



Game Day Coaching will focus on 3 Key areas for your

business...

1. Designing and Implementing an Internet

Marketing Plan- I'll show you how to do and provide

the resources if you'd rather hire all or part of the

implementation yourself.

2. Architectural Design- My Circle of Experts program

will provide cutting edge home and remodeling design

ideas along with a plan library you can use for you web

site to help capture leads.

3. Interior Design and Merchandising- I'll help you

dial in your target market(s) and our interior

merchandising expert will show you what interior

design elements will capture their attention and build

your value.

How to Maximize Sales What’s Your Profit Potential? Ok, I’ve provided you with not one, not two, but a whopping

six great strategies you can implement to increase your

sales. By now, you should have a clear idea that you could



easily add at least $10,000 to $100,000 in additional profits

to your business within the next 12 months. If you take

action, that is.

Why have I shared these basic ideas with you?

It’s good for business. I won’t beat around the bush. If your

contracting business is currently doing less than

$10,000,000 in annual volume, I want you to try my

Ultimate System manuals and grow your business by leaps

and bounds. When business starts to take off and you need

more specific assistance, you can take advantage of my

Game Day Coaching.

If you’re already generating more than $10,000,000 in

annual revenue, I want you to apply for my Personal

Mentoring or Master Mind Group so that I can help take you

to the next level of success.

All of these strategies are not only good for your business-

they’re essential for operating in today’s changing economic

climate. I know that these ideas work and that if you take

action and apply them you can easily increase your profits

by $10,000. Of course, for most of you, that $10,000 is just

a start.



Let’s take one more look at how much more you could be

making- at a minimum- using all six sales-building ideas.

1. Build Your Ideal Buyer Profile = 21%

2. Reposition into a Niche Category = 12%

3. Use Personalized Scripts Throughout the Sales Process = 27%

4. Stop “Telling” and Focus on How You Help = 10%

5. Measure Key Activities = 30%

6. Join a Master Mind Group = 10%

Your total is a minimum of 110% increase in sales!

If you’re currently generating $1,000,000 in annual revenue

with a profit margin of 10%, that equates to $100,000 in gross

profit. Now, multiply $1,000,000 X 110% = $1,100,000 in

additional sales revenue or an extra $110,000 in gross profit!

Go ahead and multiply your total sales from last year with that

number and enter it below.

Total Expected Increase In Sales After Applying These 6

Ideas $_____________

Where to Start It’s your turn now! I’ve given you six ways to dramatically

increase your sales and profits and make $10,000 more in



the next few months. And these ideas work no matter what

the economy is doing.

While the housing market has been in a nosedive, I’ve

helped my clients stay alive while other contractors have

closed their doors. In some cases, those clients that have

been able to implement all six ideas, have taken their

businesses to new levels of profitability. I’d like to help you

do the same.

I’ve given you six great ways to increase your sales, but

there’s one key to success that I’ve left out. It’s

implementation.

All the ideas in the world are worthless unless you put them

to use. That’s why I want you to have the following

resources, which will give you the step-by-step details of

how to implement the fundamental strategies outlined in this

report.

1. Understand What Your Prospects Want to Buy With The

Ultimate System For Attracting Home Buyers>>

2. Generate Leads Interested in Your Unique Offering

With The Ultimate System For Landing the Perfect

Prospect>>



3. Find Out How To Open the Door to More Sales With The

Ultimate System For Transforming Cold Prospects Into

Hot Leads>>

4. Close More Prospects With The Ultimate System For

Closing More Sales and Maximizing Profits>>

5. Get Rock Solid Practical One-on-One Help Growing

Your Sales With My Unique Sales Building Program>>

6. Finally Dominate Your Competition With My Game Day

Coaching Club

Happy Selling!

Rick Storlie

P.S. My goal in providing you with this special report was to

give you ideas you could use right away to make thousands

more. However, this is just a small preview of what you’ll

learn from any of the Ultimate Systems marketing and sales

strategies listed above or at www.nhsalescoach.com/about-

new-home-sales-coach.html



P.P.S. The Ultimate System Series shows you the step-by-

step methods you need to maximize your profits.

Last Chance

Don’t miss out and get left behind by the competition!

Discover which Ultimate Systems to success you’ve been

missing at: www.nhsalescoach.com/about-new-home-sales-

coach.html

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