5 Reasons Your Salespeople Are Not Selling & What To Do About It JANUARY 19, 2016 || 10:00 – 11:00 AM

Presenter(s): Meredith Oliver, CSP, MIRM || Meredith Communications, Raleigh, NC

Jared Weggeland || Focus Homes, Lakeland, FL

Reason #1 Failure to Presell Online

Selling has not changed

#IBSVegas #5Reasons

Buyers have changed

#IBSVegas #5Reasons

90% Use the Internet to Search For New Homes

72% Begin Research with a Google Search

70% Make a Purchase as a Result of Being Connected Online

The Purpose of Your Website is to Presell Buyers

1. Compelling product and lifestyle photography

2. Detailed floor plan, inventory and community pages

3. Pervasive call-to-action graphics and language

Sales Driven Websites

#IBSVegas #5Reasons

You Need a System

Reason #2 Lack of Social Selling

Drive Traffic with Social Media

So, you've heard about social media, now what?

How can social media help you drive more traffic online and onsite?

#IBSVegas #5Reasons

Are You a Troll?

Have you ever wondered if your social media efforts

are doing anything?

Have you ever felt like social media “work” meant a lot

of “trolling”?

#IBSVegas #5Reasons

Start With Facebook

#IBSVegas #5Reasons

•  Friend customers day one • “Live” the experience online •  Let the magic happen

SIDE NOTE: 80 / 20 rule!

Facebook >>> Sales Process

#IBSVegas #5Reasons

Maximize ENR

l  Customer l  Lender l  Realtor l  Title Company l  Personal Builder

Why does it work?

#IBSVegas #5Reasons

Friends of Friends of Friends …

Reason #3 Presentation Lacks Context

Context: Explains WHY Information Matters

Content Without Context Is Not Valuable or Relevant

So

Put This Content Into Context

“Our homes have an average HERS Score of 44.”

#IBSVegas #5Reasons

Put This Content Into Context

“Our two-story homes have a first floor master suite.”

#IBSVegas #5Reasons

Reason #4 Inconsistent Follow-Up

Get More 2nd Appointments With High-Touch Follow-Up

Get more registration info!

Rent? Own? Live with Family?

NEED to sell?

Single, with or without children?

How many living there?

Income range and buying power?

Age range and lifestyle needs?

Live now? New location?

When would they like to move?

122% Growth!

Now, Get Laser Focused!

#IBSVegas #5Reasons

Throwback Sales Centers

Reason #5 #TBS

What did you say?

#IBSVegas #5Reasons

10% Text or Audio Only

65% Text + Picture

The Picture Superiority Effect Memory Retention After 3 Days

The Science of Infographics, Randy Krum

“That is the cutest baby ever!”

Pictures

Visual Storytelling

Story

#IBSVegas #5Reasons

Tablet

Flat Screen Kiosk

Bridge Digital & Physical Experiences

Enhance the Experience

Educate & Provide Context

1

2

3

4

5

Failure to PreSell Online

Lack of Social Selling

Presentation Lacks Context

Inconsistent Follow-Up

#TBS Syndrome

Meredith Oliver Meredith Communications

866.227.9769 CreatingWOW.com

@MeredithCSP

Speaker Contacts: Jared Weggeland

Focus Homes

863.640.2246 FocusHomes.co

@NewHomesJared