PRESENTATIONS
Survival for the Future
Presented as a Fall 2011 Builder 20 program, this presentation is about survival. Numerous graphs show where we are in the cycle and show you how to plan for the future.
...download Survival for the Future
Sales Strategies
Sales strategies that work in any market condition to move lookers to buy - a key to making the next year positive.
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Where Do We Go From Here?
Presented on February 26, 2011 at the Southern Living Custom Builder Program.
...download Southern Living presentation, Feb. 26, 2011
Planning to Survive
With RESH Marketing, Ross presents a survival strategy for the new economy... and it all starts with a plan.
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Marketing Self Help for Builders
In partnership with RESH Marketing, Ross discusses marketing and branding
strategies and how to create an Environment of Success.
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What's the Big Idea?
Find out how a strategic approach, based on who you are and what skills
you have, affects everything from product decisions to proper budgeting
for promotion. Ross discusses how doing the stealth work up front will save
time, dollars and grief at the end.
Presented at the Sales and Marketing Council of Colorado Springs, October
27th, 2010
...download What's the Big Idea?
Killer Sales Scripts
Your Secret Sales Power: Writing, Personalizing and Using Scripts
Presented at the Las Vegas IHBA convention, January 20th, 2010
note: large file (286k) Killer
Sales Scripts
ARTICLES
The Future for Small Builders
Cycles have always been part of this business, but the newest challenges to small builder survival are more ominous.
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Gingham Dogs and Calico Cats: Custom Builders and Realtors
The old nursery rhyme about the Gingham Dog and Calico Cat who started out side by side on the mantle and ended up tearing each other to bits, is a better simile for custom builders and Realtor than most of us care
to admit.
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Marketing Ain't Selling
As I visit with Custom Builders around the country and even here in my own area, I’m amazed at how many confuse the terms Marketing and Selling.
...continue reading Marketing Ain't Selling
Instead of Selling, Why Not Help People Buy?
In a sales environment, we frequently have a product that isn’t ideal, and closing harder almost never works. What if we were to do something differently?
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Order Taker or Sales Person: Which One are You?
Now that the markets for most of us are softer, we must go back to the
basics of selling. This means...
...continue reading Order Taker or Sales Person
Sales Poetry: Get on the Discovery Quatrain
With this process, you never have to sell. You’re helping them buy, and closing becomes a non-event. There’s no trickery involved, it’s just honest discovery.
...continue reading Sales Poetry: Get on the Discovery Quatrain