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We just went through the 40 day dare at Pardee Homes. Collectively and personally I would say there was a lot of skepticism. It seems like every year there is another new "secret" to selling homes in a tough economy. But the 40 day dare is so much more than that. It causes a self perspective like never before. It's not just going through the critical path...but gets you way more involved in your prospects "story". This project will be more about altering and improving your skills on a permanent basis given your dedication to follow through. I'm a better sales person for having gone through this course and will continue to use it always. Thanks Jason for affecting change in me and my team. Alan Gooch

Dare 10 K.I.S.S.
Keep it short and simple. Thats great advice, "After you engage your customer cur right to the chase" I think that is a key factor in moving the process along, Make the experience as fun and SIMPLE as possible!

Dare # 6 Why Not? This is great! Its amazing to see how your mind works when you ask the right questions.

Dare # 6 was Great!!! Instead of always asking "why can't I sell this home?" I should be asking "how can I sell this home?" Its amazing to see your mind work when you ask the right questions.

Dare #3 is FANTASTIC!!!! I really love this DARE. People are busy just because I called once or twice means nothing. First one to 12 contacts wins!!!! Life happens people are busy at work busy with kids etc. I have to make sure I am consistently calling my prospects until I either get a YES or a NO. I will call all prospects until they either schedule an appt. or ask me to stop calling. Awesome chapter!

I just started the 40 day sales DARE. Dare #1 A Spoon Full of Sugar was GREAT!!! Keeping the customer emotionally attached is the name of the game, and this dare does a wonderful job reminding me this. As I read this chapter my first reaction was "I never do this" but upon further inspection I do! I caught myself today it was minor but it was still there. Can't wait for Dare #2.

Business success is about relationships, and really good salespeople know that. I believe one of the fastest ways to become more successful is by building more and stronger relationships. I also think one of the fastest ways to lose your job is by neglecting those relationships. We all need to ask more and better questions. We, as the best sales team at History Maker Homes need to collect and use questions intelligently to learn more about our customers needs and to understand our clients better which will strengthen their relationship with us. Questions are one of our greatest learning tools and one of the best ways to further relationships.

I have really enjoyed doing the excercises in this book. When we start doing our daily routines again and again we get complacent and we sometimes forget about the little things. We sometimes spend so much time qualifying and giving information we forget to really stop and listen to the family and what their wants and needs are and why they are what they are. In doing the excercises it has really opened up my eyes to pay more attention and think about each customer and not just look at them as a sale, but go back to what it was when I first started family first.

I'm 100% in agreement with page 44 " If you don't believe you can be better, then there is no motivation for you to labor for your goals." -Believe in your self.

I believe through the course of our lifetime we are faced with many challenges and placed many time, in uncomfortable situation only to challenge us and strengthen us in the area that we lack discipline to accomplish our calling. Use every task given as an opportunity to thrive while other sit in their comfort zone. -griz :)

What a great point, "Use every task given as an opportunity to thrive while others sit in their comfort zone." I heard a quote a while back that I say to myself practically every time I feel fear coming on, "I cannot fail, I can only learn and grow!" This quote reminds me that there is nothing to lose by trying.

Keep pushing yourself to be the best version of you!

Your Sales Coach,

Jason Forrest
www.jasonforrestspeaker.com

I loved Dare 1, Spoonful of Sugar. Letting your buyer get emotionally attached to the home really goes along way. It allows you to take your time and build a better relationship with your buyer when you are not constantly thinking about pre-qualifying, credit scores, down payment, etc.

In regards to Dare 3 Show Up, what I understand is that you could be the absolute best “closer” on the planet – but if you don’t follow up with an email inquiry or phone call, you will never have your chance to work your magic. It is absolutely crucial this year in this economy! If I implement and execute a follow-up process, I will crush my competition because as we know, they aren’t following up. Therefore, working our leads no matter how recent, the odds that we will capture a sale are far greater than doing nothing.

As I get further into the first week of the program, I am realizing the importance of getting back to the basics.
This book gives you daily building blocks to work on instead of throwing information at you. It allows you to think and reflect and is making me more aware of how I interact with clients on a daily basis.

Jana,

Great point on getting back to the basics. I think 99% of success is achieved by doing the "basics" better and more consistently than anyone else. Too many people try to constantly try and find new ways versus just keeping it simple.

Great Job!

Your Sales Coach,

Jason Forrest
www.jasonforrestspeaker.com

You are right on, Jana! Regardless of industry or profession, Peak Perfomers do the basics better! In sports and in business, the people that execute the fundamentals on a consistent basis will experience a greater level of success than their peers. Let's all be committed to a more focused, disciplined effort on the fundamentals of our business.

I just started the book this week and already have found that it is so helpful. On dare 6 (day off dare) the 2 lists to make for what your competition believes and what you believe was a great exercise to get you thinking of all the benefits to your own community.

The Little Black Dress was very eye opening to me. I will now be more cognizant of creating road blocks for buyers. My goal is to show every buyer a home outside of my model regardless of whether or not I have 'exactly' what they are looking for.

Only 2 days in and the program is already working! This is a fresh start to my day and the book plants a small seed each day to focus on and grow.

Dare 2 experience-Little Black Dress- I remember an instance when a customer I had absolutely needed a 2000 squarefoot 1 story plan with a big backyard, only one problem, the lot premium would take him over his max qualifying amount. I explained to my client that he could get the 4 bedrooms he "needed" and the big back yard he "wanted" in our 2300 squarefoot house, he ended up loving the plan and the backyard and is now a happy homeowner!

Steven,

I wanted to check in to see how sales our after 40 Day?



Jason

Steven,

Great example. The customer is looking for the closest home to their vision within what they can afford. Focusing on that point will give you so many more homes to choose from!

Your Sales Coach,

Jason Forrest
www.jasonforrestspeaker.com

Thanks Jason,

I have to say your book is a welcome breath of fresh air when it comes to sales training books, it has been my experience that most books are the same message recycled. Your book is a better take on our business as New Home Sales Counselors. And, I am not just saying that because History Maker paid for copies of the book. :) I truly believe it.

Steven,

I appreciate what you said. That comment is what I live for as a trainer, speaker, and author! You're either relevant or you die in the business!! To be completely open that is something that I have to work towards everyday!!! Its pretty easy to do what I do and let the ego take over. And when the ego takes over, the relevancy goes away and the audience check out!

Keep pushing yourself!!!

Jason