Steve Hoffacker - Author, Coach, Consultant

Steve Hoffacker's Books For New Home Sales

"Operation Discovery: Who, What, When,
Where, & More In New Home Sales"

Steve Hoffacker, AICP, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, published this book of personally-authored, original material for home builders, new home salespeople, custom home builders, developers, Realtors®, sales managers, and anyone else involved in the sales or marketing on new homes.

This book is based on the "who, what. when, where, and why" of journalism - with the added "how" and "which" and other strategies.

Many strategies plus specific question scenarios are provided for new home salespeople and home builders to use in their sales interview.

This is all about determining who the customer unit is, what they are looking for, when they are interested in making a decision, where they want to live, why they hold various opinions, how much they intend to invest, and ultimately which home they want to own.

This book lays out a strategy that takes all of the guesswork out of meeting with a potential customer in your model home or sales center and determining their level of interest, ability to make a decision, and likelihood of doing business with you.

This is the vital to your success.

This book contains 144 pages in 9 chapters:

1.Who?

2.What?

3.When?

4.Where?

5.Why?

6.How?

7.Which?

8.More Questions

9.Go Discover























“The keystone of new home sales success lies in thorough discovery of the purchaser’s needs, wants, and dreams. In this easy to understand step-by-step guide to creating effective discovery questions, Steve Hoffacker offers the salesperson a road map. Internalize this book’s message and make it second nature to achieve sustainable success in any market.” — Gian Hasbrock, MIRM, MCSP, CRS, REALTOR®, NAHB Master Instructor, Coldwell Banker Advantage New Homes, Raleigh, NC

“‘Operation Discovery’ documents a detailed exploration of the art of asking questions in new home sales. This text should serve as the bible of asking critical questions for sales professionals and sales managers. Not only does it touch the surface but offers a multitude of in-depth variations. Steve pulls it all together in ‘Operation Discovery.’” — Jerry Costanzo, MIRM, CMP, CAASH, MCSP, CSP, MS, MBA, G.L. Costanzo & Associates, Inc., Castle Rock, CO

“Steve Hoffacker’s ‘Operation Discovery’ demonstrates once again his understanding of what it takes to be successful in new home sales. This book provides a clear, concise, and easy to implement strategy for really connecting with your potential clients. Like Dale Carnegie, Steve teaches us how to deal with clients so that they feel important and appreciated without making them feel manipulated.” — Chuck Miller, CMB, CGB, CGP, MIRM, CMP, MCSP, CSP, Chuck Miller Construction, Boise, ID