Steve Hoffacker's Books For New Home Salespeople
"Making New Friends: Connecting With Strangers
To Make More New Home Sales"
Steve Hoffacker, AICP, CAASH, CAPS, CGA, CGP, CMP, CSP, MCSP, MIRM, published this book of personally-authored, original material for onsite new home salespeople, Realtors® who represent builders in their model homes, and builders who sell their own homes - to empower you to intentionally, purposefully, and proactively generate traffic that you need to sustain your business by meeting and befriending people that are not currently known to you or on file in your database.
So much of what passes for marketing and lead generation historically - as well as today - is passive. The people we are directly our message toward have to see it, identify with it, and then initiatie the contact before we get any kind of connection or potential retuen on investrment from our marketing.
We can change that and actually produce the major part of our business through self-generated sales leads.
There are two ways that this can happen - using people that we know and using total strangers. This book focuses on the latter - working with people that we have never formally met or been introduced to, even if we might have seen them before or even exchanged a smile or hello.
This book has dozens of sample scenarios, scripts, and ideas for reaching out to people that you don't know but want to meet using in-person meeting, telephone conversations, and introductory letters. Find a phrasing that is right for your style of speech and level of formality. Everything from the initial greeting to asking for help to getting the referrals and appointments you seek can be found here. There are several scenarios for adapting to the conversation.
This book takes the guesswork out of where to start in generating your own sales leads with people that are strangers to you now.
This book contains 208 pages in 7 chapters:
1.Why Reach Out To Strangers?2.Being A Traffic Generator3.Getting Started4.Meeting People Face-To-Face5.Connecting By Telephone6.Approaching People In Writing7.Making It Work“Steve Hoffacker's timely book is just what new home sales professionals need to succeed in these challenging times. He has some innovative ideas thatwill definitely bring more sales. I found Chapter 6 'Approaching People In Writing" to be particularly appealing. This is a must read.” — Cathy Six, MIRM, CSP, CAASH, REALTOR, New Homes Director, Coldwell Banker Sloane Realty, Sunset Beach, North Carolina
“In this challenging market, self-prospecting is essential to success. Steve Hoffacker is taking the lead by outlining a simple and effective way to increase sales leads by connecting with strangers through muliple communication channels. In "Making New Friends," Steve encourages new home salespeople to ensure their success by doing the tough things that others won't do.” — Quint Lears, CSP, MCSP, REALTOR, New Home Sales Expert, Steinborn & Associates Real Estate, Las Cruces, New Mexico
“After reading Steve’s book, 'Making New Friends,' I was left feeling refreshed. The thought of utilizing strangers to help boost your lead generation is down to earth and creative. For new home sales professionals wanting to separate themselves from the rest of the sales force this is truly the way to start. A true paradigm shift. No fancy software needed - no expensive training to attend. Just good old fashioned sales.” — Cindy Cepko, MIRM, CMP, MCSP, CGP, REALTOR, Sales Manager, Forest Homes of Lake Wallenpaupack, Paupack, Pennsylvania
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Books for New Home Sales by Steve Hoffacker
"Sales & Marketing Strategies That Make Sense" SM
