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Sample
Video Profiles
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Audio Evaluations "You
can't sell the home until you sell the dream." Hearing is awareness - and the first step toward improving. Even with the best product, the best location and the best market, your success as a builder ultimately relies on the quality of your sales representatives. LeBlanc & Associates provides highly detailed performance reports that are fair and objective training tools. Using the foundations of Critical Path selling techniques along with the representative's ability to relate to the buyer, we can assess how well the agent creates the sale. Our field personnel are local to your geographic area and represent a wide range of buyer profiles. They are fully trained to present themselves as motivated, non-contingent buyers. They raise objections and will address your specific concerns. Field evaluators register with their real names, addresses and telephone numbers. Any follow-up contact will be monitored for a two-week period from the date of the field encounter. If you select an Audio Evaluation, your evaluation package will include a summary of our findings, a numerical rating report and an audio tape recording of the sales encounter. While we believe that the numerical rating serves as a basis to assess the strength of your agent, we encourage you not to focus solely on the final score. What is most essential is learning how the agent establishes the right to ask for the sale. Our
reports become the basis for meaningful training between the sales
manager and sales associates - and the first step toward greater
success. Top Video Evaluation "I
know of no greater tool for improving sales performance than the
video shop. And I know of no better provider of this service than
LeBlanc & Associates." A picture is worth a thousand words - and maybe many thousands in lost profits. When the market is hot and new homes are selling faster than proverbial hotcakes, you may be able to get by with sales representatives who can write orders. But when the market cools - as it invariably does - you need skilled sales representatives who can turn prospects into buyers. But just how good are your sales agents - and where do they need to improve? Video Profiles take the denial aspect out of the evaluation process. A video evaluation includes both the audio and video taping of the encounter. Now you can see your agent through your buyers' eyes. You can also use the Video Profile to assess your design center and customer service representatives so you can evaluate the entire sales process. The Audio/Video Profile includes the option of a scoring evaluation report or a self-evaluation guide that becomes an unbeatable in-house training tool. Your
initial investment will be repaid many times over in the form
of a more effective sales team. Top Telephone Evaluations "In
skilled hands, the telephone is a powerful sales tool. And for
better or worse, a first-time caller receives a lasting impression
of you, the builder." Are your agents closing the sale from the first hello? Does your sales team value the telephone as an extension of the sales process? Or do they merely use it to monitor loans, escrows and give directions? An
incoming telephone call indicates a seriously interested buyer.
It is the agent's responsibility to nurture the caller before
interest is lost.
Competitive Project Reports "The
most successful builders always learn everything they can about
the competition. It levels the playing field." What are the other guys doing and saying? If your projects aren't meeting your sales goals, perhaps the competition is partially at fault. Using your sales and marketing objectives, our trained personnel will pose as ready prospects and obtain the information you need to level the playing field. Among the facts they can uncover include:
Remember
- knowledge is power, especially in new home sales!
Exit Surveys "Most
builders know how to attract prospects to their model homes. But
if all they're getting are 'looky-loos,' then it's time to find
out why they're not converting prospective homebuyers into owners." Why aren't your visitors becoming buyers? Assuming you have good traffic and have assessed the strength of your sales staff, yet visitors to your community are still not buying, you need to determine the reasons why these prospective buyers are not making that commitment to one of your homes.
LeBlanc
& Associates will design a comprehensive questionnaire that
will provide you with a detailed analysis of who your prospective
buyers are, what they want, and most important, what it takes
to make that purchasing decision. This site hosted by MostlyHosting.com
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