E-MAIL: Roland@NewHomeSalesCoach.com     Phone: (561) 236-2400Facebook

New Home Sales Training Programs

What We Can Do For You

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NEW HOME SALES COACH

Helping sales people increase sales and achieve incredible results.

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CONSULTING

Coaching new sales people and instilling successful sales habits.

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RESULTS

Helping builders create measurable success.

SERVICES & PROGRAMS

An immersion into the world of new home sales, ideal for both beginners and experienced sales people. Taught over at least two days in person.

Roland creates a comfortable, safe, and fun environment for students to practice with him, receive strategic coaching and perfect their skills.

With our ongoing, long-term consulting agreement, your sales professionals will learn valuable and reliable processes to increase sales and develop long-term successes.

These programs are specifically designed to teach your staff the communication secrets and skills to help enhance the client experience, and build referrals.

SALES TRACK

THE NEWEST A-Z OF HOME SALES

2 - 3 Day Program

2-3 DAY PROGRAM

A complete immersion into the world of new home sales, The New A-Z of New Home Sales program is ideal for Essential, Advanced and Mastery level salespeople. The program begins with a video conference to prepare, followed by a 2 to 2.5 day onsite visit and wraps  up with another video conference to review what was learned and ensure maximum benefits.

Covering everything from preparation and adopting a “Franchise Mentality” to perfecting communication skills, greeting and discovery through the essential sales path, model demonstration with a purpose, objections, closing, and much more.

For new clients this program includes a half-day community visit to allow Roland Nairnsey to get to know your company, communities, and processes.

This program is also the foundational basis with our ongoing training clients, wherein we revisit the material, expand it and take it to a deeper level of understanding over time.

COACHING PROGRAMS

Roland creates a comfortable, safe, and fun environment for students to practice with him, receive strategic coaching and perfect their skills.  He works with every sales level, including Essential, Advanced, and Mastery levels.

Monthly Virtual Sales Meetings

Once the sales training begins, it’s imperative that your sales team has continuing education to hone their skills and keep their eye on the sales ball. Our monthly live video conferences are highly interactive and will cover different aspects of the sales process to help salespeople stay on track with their development. Topics such as:

  1. Goal Setting and How to accomplish your sales Plan
  2. ACT I -  Greeting, Discovery,                                                                                                                 
  3. ACT I Macro to micro Location, Community, Builder Story
  4. ACT II - Model Demonstration                                                                                                            
  5. ACT II Narrow Down To One of a Kind 
  6. ACT III - Closing and Closing Role Plays
  7. ACT III Objections – Build an Objection Workbook with Top 10 Objections                                                                                                                          
  8. Appointment Setting
  9. Follow Up
  10. Creating Urgency                            
  11. Negotiating
  12. Year End Review of Accomplishments                                                                          
  13. Value Building
  14. Hot Prospect Coaching– Review detailed form and create Action Plan s a Group Exercise                                
  15. Using our NH Sales + APP and Using Numbers to Make Sales
  16. Personality Styles and How to Adjust 
  17. Managing Your Franchise, Franchise Activities and Prospecting Part I
  18. Managing Your Franchise, Franchise Activities and Prospecting Part II

Coaching and Role Play

After the initial Onsite Training, this onsite visit allows Roland and the sales team to visit existing model homes and role-play everything already learned in the previous programs.  Coaching salespeople through every step of the process, Roland offers sound advice and “real world” guidance to coach each team member to success. He and his team of new home sales experts also keep it fun and rewarding.

Video Shop Review

Want to see if your sales team is applying their new home sales training with their clients?  Once your team has been through a significant amount of training, we will  recommend Video Shopping companies to video shop your sales team.  Roland then reviews the footage with your sales manager and individual salespeople and offers coaching and guidance on different ways the sales team can improve. Rewards are given for best in shows, and clips shown to other team members to inspire them. Most importantly written action plans created for areas to grow and improve.

How to Build Rapport and Connect Using The Proven Secrets of NLP

Imagine if you could quickly assess your clients preferred communication styles and learn how to step into their shoes and effectively, "speak their language". Do you think you would have a better chance of building rapport and would that help you move through the selling process more quickly and effectively?

Most people have heard of the term, "body language", and know about different personality styles; however, few have ever really delved into the concepts of how this relates to selling homes. Further very few realize that this is just one type of "Sorting Category" or that there are many ways individuals, "sort" or process information.

While there are many grouping categories we will start out with the ones that will have the highest positive effect on your success. We will build on these techniques and you will be amazed at how quickly your ability to develop rapport will improve and subsequently how quickly you will improve your closing ratio. Once you master these techniques you will be in a class few will ever attain, and you will experience a success few will ever realize.

The other benefit to leaning these new and exciting techniques is that they don't just work with your customers they work with everyone you communicate with. You will see improved relationships with your family, friends, and co-workers.

Learn from NLP expert and certified Instructor Tom Daddario, in this interactive, fun and impactful program.

Fast Track to New Home Sales

This onsite training program is offered as a refresher course for salespeople that have already taken The New A-Z of Home Sales, as well as for new salespeople hired by our existing clients. This class is focused on the essentials and allows salespeople to get started effectively and easily.

Excel - E - Rate - Fast Track

Designed for Builders in a hurry to get their team up and running. A combination of Video Conferences and onsite Visits, that has teams selling quickly and effectively.

NHSales+ App

This exclusive new APP is available only to clients of Roland Nairnsey, New Home Sales Coach, and is the ONLY APP designed specifically to help new home sales professionals increase sales.

Our goal is to help you increase your sales by using facts that your customers care about, presented simply.

Use it on your phone when you first meet, or on your desktop as the ultimate recapping tool.

We have also made it easy for you to send the information to your clients either via email or text, with all of your contact info showing up boldly in front of them; to help you stay connected with them.

REALTOR® Program - 11 hrs of CE Credit in Florida

Our fun, fast-paced, and interactive REALTOR® program will teach you how to sell more homes while you earn 11 hours of continuing education credit.  

In this program, you will learn: 

Day 1 - Classroom

  • How to communicate and connect like a sales professional
  • The secret language of effective selling
  • Mastery of listening skills
  • Understanding personality styles
  • Closing secrets of the stars
  • Managing objections

Day 2 - Onsite in a Builder's Model Home

  • Mastery of Model Demonstration
  • Involvement
  • Closing as you go
  • Sales role playing
  • Asking for the sale
  • And much more!

MANAGEMENT TRACK

CONSULTING PROGRAMS

With our ongoing, long-term consulting agreement, your sales professionals will learn valuable and reliable processes to increase sales and develop long-term successes.

Community Review

The sales process begins with the way your company presents itself in your communities and model homes.  Roland will meet with you and explore your model homes communities, signage, marketing and sales process. He will then provide a detailed and elaborate written evaluation with guidance as to how you can better represent your company to prospective clients, and create the processes needed to increase sales.

Monthly Management Huddles

Meet via phone or video conference once a month to enjoy a huddle call at a regularly scheduled time, to discuss a variety of sales metrics and decide the best areas to focus on in the weeks ahead.  Review sales goals, strengths and weaknesses and how to implement the correct strategies to arrive at your goals. This includes candid evaluations of communities, plans, pricing and people. Also review and plan for the upcoming Sales Video upcoming Video Conference.

Company Consulting, Management Guidance, and Coaching

As well as the structured monthly call, many clients like to have more frequent access to Roland and his new Home Sales Coach team of experts. As situations and needs arise we encourage you to be proactive and reach out to discuss topics integral to the successful running of your new home sales business. Typical topics are:

  • Sales props and collateral.
  • Sales office layout as well as the flow of incoming traffic.
  • Campaigns to increase sales for Grand Openings, Grand Close Outs, Designer Showcase Homes etc.
  • Compensation, incentives and bonus plans.
  • Recruiting – Utilize our proven and simple to follow New Home Sales Coach 11 step plan. By appointment Roland will help interview your top sales candidates as needed. Roland will review their DISC, and then provide a detailed written overview of the interview, candidate and conclusion.
  • Pricing Strategies and Incentives.
  • Management situations as they arise.

Coaches' Edition of The Newest A-Z of Home Sales

Sales Managers lead the way to success for your sales team.  This program provides that personalized training for managers. This 60 page training manual contains the wisdom of the management and training leaders, along with Roland’s thirty years of “in the trenches”, new homes experience, to help guide managers to success. Learn daily franchise activities for you and your team, how to run successful sales meetings, hot prospect reviews and much more.

R.A.T.E.

Your sales will soar with the best proven strategies.  This program was specifically created to guide owners and managers on putting together a star sales team using four steps: Recruit, Accountability, Train, and Evaluate.

Forms: The manual includes much needed forms such as a Community Checklist, Traffic and Appointment report, Hot Prospect forms, Connect forms and more.  All these forms are available separately, are available in fillable format, and can be personalized with your company logo.   

Delivery:  Roland can teach this class either:

  1. In person at your location.
  2. Via video conferences.
  3. You can visit with him in Miami.

If you visit South Florida, the trip will include a visit to luxury sales centers in Miami to get see examples of how marketing, sales training, and “sales mapping” work together to choreograph an exceptional client experience.

Coaches' Playbook "Train the Trainer"

The great companies recognize that their sales managers most important role is as a “Coach”. With that in mind we have created an ongoing “Train the Trainer” program, with monthly live video conferences, accompanied by a workbook that guides the weekly and monthly coaching and training activities.  Not all managers, know how to be a coach, so this informative and educational program will help create the coaching skills designed to instill the best sales habits in your sales team.

Management MasterMind Group (MMG)

This annual program consists of:

  • Networking mixer at the International Builder Show
  • Quarterly interactive video conferences with like-minded, highly motivated individuals from our exclusive home builders coaching groups.
  • Visit to a successful builder to view, models, communities, design studio. Plus enjoy networking and training.
  • Networking with a peer group of likeminded managers in the same industry from non-competing builders all over North America.
  • Personal invitation to optimal Beachfront Management Retreat in South Florida.

This program allows its members to work towards the common goal of excelling in new home sales.  Share your successes, your failures, and have an open discussion on ways to improve your business.  The collective intelligence of this peer-to-peer group will offer sound advice and problem-solving capabilities not found anywhere else. 

The annual Management Mastermind Group will culminate with an optional, luxury management retreat in beautiful, sunny South FL.

TRAINING FOR THE WHOLE COMPANY

These programs are specifically designed to teach your staff the communication secrets and skills to help enhance the client experience and build referrals.

How to Create the Perfect Customer Experience

Everyone who talks with or meets with a client is part of our sales team. Born from Roland’s recent experience as Sales Director of a Luxury Home Builder, we have created a transformative coaching program for everyone in your Company. Accompanied by workbook and PowerPoint, this upbeat interactive program is proven to bring the whole company together as a team. Culminating with round table activities with action assignments to create bonding and ensure ownership of proven principles.

This program provides whole company training, from receptionist to owner and everyone in between, to ensure your customer receives an optimal home buying experience at every turn.

Many of our programs can be personalized to your sales and management needs.  Contact us with any questions or to set up a call with Roland Nairnsey to begin your customized new home sales training.

Design Center, Online Sales, Marketing Professionals

There are some world class consultants who specialize in these areas and who we would wholeheartedly recommend for long term programs in these areas. 

However, if you are working with us, Roland always invites Design Studio Consultants, Online Sales Counselors and Marketing Professionals to join us for the training.  Our most successful client experiences and results have come from this synergistic approach to training and coaching. Topics from franchise to the service mentality approach, communication and connecting skills, correct vocabulary, listening skills, personality styles and body language, features and benefits, and much more, all apply to every facet of our business.

Onboarding

WHAT DOES COACHING MEAN TO YOU?

TRAINING IS ACTION AND IN THE "DOING"

Real transformation, takes place with practice, and actually doing. Roland creates a comfortable, safe, and fun environment for his students to practice with him, receive strategic coaching and perfect their skills, so that they can sell more, and with confidence.

What separates Roland and his New Home Sales Coach team is that they actually believe in coaching. They like nothing more than to roll up their sleeves and get in the field with their sales team. Roland likes to lead by example, and demonstrate skills by showing how well they can be implemented.

TRAINING IS ACTION AND IN THE "DOING"

Exactly, real transformation, takes place with practice, and actually doing. Roland’s students love that he creates a comfortable, safe, and fun environment for them to practice with him, receive strategic coaching and perfect their skills, so that they can sell more, and with confidence.

What separates Roland and his New Home Sales Coach team is that they actually believe in coaching. They like nothing more than to roll up their sleeves and get in the field with their sales team. Roland likes to lead by example, and demonstrate skills by showing how well they can be implemented. Warning, Role Playing with Roland and his colleagues will dramatically increase YOUR sales!

ROLE PLAY IN THE MODEL HOME

We take the concepts from the Model Demonstration Experience Classroom training and practice together in your Model Home. We will walk around the model numbering the floor plan, planning what feature benefit and Involvement question to ask. Then informally role play with the sales team, in a safe comfortable environment to maximize retention.

Roland will also, show the managers how to coach and role play with their team, in a gentle but effective way.  Every single sales person will  READ MORE

ROLE PLAY IN THE MODEL HOME

We take the concepts from the Model Demonstration Experience Classroom training and practice together in your Model Home. We will walk around the model numbering the floor plan, planning what feature benefit and Involvement question to ask. Then informally role play with the sales team, in a safe comfortable environment to maximize retention.

Roland will also, show the managers how to coach and role play with their team, in a gentle but effective way. Every single sales person will practice the transition from demonstration and siting to the actual sale and learn to create muscle memory for “Asking for the Sale” every time.

ADVANCED CLOSING AND CLOSING ROLE PLAYS

We will role play the salesperson's Recap Close sitting around a table, to ensure that we develop their "Closing Confidence". The role player will ask for the sale and then Roland will voice an objection, they will manage it and ask for the sale again using a different technique. Roland may choose to adapt his personality style to help the salesperson grow, and to help them connect with all types. After 5 requests for the sale, Roland will agree, causing the salesperson to have "muscle memory" for closing the sale, in their own voice.

ADVANCED CLOSING AND CLOSING ROLE PLAYS

We will role play the salesperson's Recap Close sitting around a table, to ensure that we develop their "Closing Confidence". The role player will ask for the sale and then Roland will voice an objection, they will manage it and ask for the sale again using a different technique. Roland may choose to adapt his personality style to help the salesperson grow, and to help them connect with all types. After 5 requests for the sale, Roland will agree, causing the salesperson to have "muscle memory" for closing the sale, in their own voice.

OBJECTION WORKSHOP

Roland will work with your team as they list all the objections that they typically hear.

They will then sort them into categories. Then they will confirm the step-by-step formula for managing Objections. They will pick the most important Objection from each category, and then create answers as a team, these will be agreed upon and documented and put into their objection workbook.

 

OBJECTION WORKSHOP

Roland will work with your team as they list all the objections that they typically hear.

They will then sort them into categories. Then they will confirm the step-by-step formula for managing Objections. They will pick the most important Objection from each category, and then create answers as a team, these will be agreed upon and documented and put into their objection workbook.

This will begin the creation of your company's Objection workbook and training manual, and give the team confidence when dealing with commonly heard objections.

CONTACT US TO LEARN MORE