- 756
- 2 458 343
Jeff Shore Real Estate Sales Training
United States
Registrace 22. 03. 2009
Jeff Shore is a highly sought-after sales trainer, keynote speaker, and author. For over three decades his innovative and real-world selling strategies have helped train sales leaders all around the world. Jeff’s unique approach to sales is informed by understanding the psychology of why people buy. Once you understand why people buy you can reverse engineer your sales style to meet the needs of the customer.
If you are a sales manager or executive looking for ways to increase profits, better train your sales team or simply just “level up” in your current market, Jeff’s leadership training methods are going to get you there.
If you are a sales manager or executive looking for ways to increase profits, better train your sales team or simply just “level up” in your current market, Jeff’s leadership training methods are going to get you there.
Finding Success in Regional Home Building With Esperanza Homes - Builder365
Jeff has an enlightening conversation with Nick Rhodes and Shant Suntani from Esperanza Homes as they delve into their experiences as small regional builders in Southwest Texas. They highlight the unique challenges and advantages of serving a market with a low price point and low income levels. They emphasize the importance of understanding the local demographics and designing homes and communities that cater to the specific needs and preferences of the Hispanic population. They also discuss their approach to staffing and onboarding employees who may have no prior experience in the home building industry.
About Nick & Shant
Since 2015, Nick Rhodes has led Esperanza Homes through aggressive expansion establishing Rhodes as the largest land developer/residential builder in South Texas. Under his leadership, Rhodes has developed from a small to mid-size, high-performing employer of choice.
Shant Samtani started his career in finance with stints at Ernst & Young and Frost Bank in audit and commercial lending. In 2016 he transitioned his career path to new construction homes sales at Esperanza Homes where he has grown from an Independent Sales Consultant to leading Esperanza’s high-performing team of over a dozen sales professionals across the organization.
Acknowledgments
Builder365 is powered by Opendoor for Builders. For easy sales and smooth moves, visit www.opendoor.com/builder365
FOLLOW JEFF SHORE ONLINE:
🌎 Website 👉 bit.ly/39NIhqU
🟥 CZcams 👉 czcams.com/users/JeffShoreSa...
🎧 Podcast 👉 bit.ly/2LlRb5q
📘 Facebook 👉 JeffShoreCom...
🐦 Twitter 👉 jeffshore
🫱🫲 LinkedIn 👉 linkedin.com/in/jeffshore
► Email Your Sales Questions to Jeff Here: ask@jeffshore.com
----
QUICK LINKS:
Shop.Jeffshore.com
bit.ly/2MXTpIo
Want free video training each week?
bit.ly/39NIhqU
Want to close more sales?
Closing 2.0
bit.ly/2Lhxw6v
Want to get into your buyer's mind?
bit.ly/2LlRb5q
Want to become a “Market Proof” residential real estate sales company?
bit.ly/2YWXOOV
Want to improve your residential real estate conversions? bit.ly/3jiYMhr
Thank you so much for taking the time to watch this video. Believe it or not, I read about 99% of the questions and comments that my followers post. :) If you enjoyed the video or have questions, please let me know in the comments section below!
- - - -
Jeff Shore is a highly sought-after sales expert, speaker, and author. For over three decades his innovative and real-world selling strategies have helped train sales leaders all around the world. Jeff’s unique approach to sales is informed by understanding the psychology of why people buy. Once you understand why people buy you can reverse engineer your sales style to meet the needs of the customer.
Unlike some sales trainers, Jeff teachers his sales professionals to abandon scripted sales presentations, obnoxious closing lines and other antiquated “used car salesman” techniques in order to make meaningful, emotion-centered connections. Unsurprisingly, these sales strategies really work: last year, Jeff’s residential real estates sales training clients sold over $25 billion in residential real estate. If you are a sales manager or executive looking for ways to increase profits, better train your sales team or simply just “level up” in your current market, Jeff’s leadership training methods are going to get you there.
LEARN MORE.
EARN MORE.
ENJOY YOUR LIFE MORE!
- - - - - -
00:00 Build 100 Homes 10 Times
03:19 Most Important Financial Problem Facing Families
08:23 Challenges of High Housing Costs and Affordability
10:35 Introduction to Esperanza Homes
13:15 Transition to Home Building
19:17 Advantages of Being a Small Regional Builder
26:08 Unique Characteristics of the Hispanic Market
29:00 Advice for Builders in Untapped Markets
34:14 Future Growth and Expansion
37:43 Don't Try to Be Like Everyone Else
About Nick & Shant
Since 2015, Nick Rhodes has led Esperanza Homes through aggressive expansion establishing Rhodes as the largest land developer/residential builder in South Texas. Under his leadership, Rhodes has developed from a small to mid-size, high-performing employer of choice.
Shant Samtani started his career in finance with stints at Ernst & Young and Frost Bank in audit and commercial lending. In 2016 he transitioned his career path to new construction homes sales at Esperanza Homes where he has grown from an Independent Sales Consultant to leading Esperanza’s high-performing team of over a dozen sales professionals across the organization.
Acknowledgments
Builder365 is powered by Opendoor for Builders. For easy sales and smooth moves, visit www.opendoor.com/builder365
FOLLOW JEFF SHORE ONLINE:
🌎 Website 👉 bit.ly/39NIhqU
🟥 CZcams 👉 czcams.com/users/JeffShoreSa...
🎧 Podcast 👉 bit.ly/2LlRb5q
📘 Facebook 👉 JeffShoreCom...
🐦 Twitter 👉 jeffshore
🫱🫲 LinkedIn 👉 linkedin.com/in/jeffshore
► Email Your Sales Questions to Jeff Here: ask@jeffshore.com
----
QUICK LINKS:
Shop.Jeffshore.com
bit.ly/2MXTpIo
Want free video training each week?
bit.ly/39NIhqU
Want to close more sales?
Closing 2.0
bit.ly/2Lhxw6v
Want to get into your buyer's mind?
bit.ly/2LlRb5q
Want to become a “Market Proof” residential real estate sales company?
bit.ly/2YWXOOV
Want to improve your residential real estate conversions? bit.ly/3jiYMhr
Thank you so much for taking the time to watch this video. Believe it or not, I read about 99% of the questions and comments that my followers post. :) If you enjoyed the video or have questions, please let me know in the comments section below!
- - - -
Jeff Shore is a highly sought-after sales expert, speaker, and author. For over three decades his innovative and real-world selling strategies have helped train sales leaders all around the world. Jeff’s unique approach to sales is informed by understanding the psychology of why people buy. Once you understand why people buy you can reverse engineer your sales style to meet the needs of the customer.
Unlike some sales trainers, Jeff teachers his sales professionals to abandon scripted sales presentations, obnoxious closing lines and other antiquated “used car salesman” techniques in order to make meaningful, emotion-centered connections. Unsurprisingly, these sales strategies really work: last year, Jeff’s residential real estates sales training clients sold over $25 billion in residential real estate. If you are a sales manager or executive looking for ways to increase profits, better train your sales team or simply just “level up” in your current market, Jeff’s leadership training methods are going to get you there.
LEARN MORE.
EARN MORE.
ENJOY YOUR LIFE MORE!
- - - - - -
00:00 Build 100 Homes 10 Times
03:19 Most Important Financial Problem Facing Families
08:23 Challenges of High Housing Costs and Affordability
10:35 Introduction to Esperanza Homes
13:15 Transition to Home Building
19:17 Advantages of Being a Small Regional Builder
26:08 Unique Characteristics of the Hispanic Market
29:00 Advice for Builders in Untapped Markets
34:14 Future Growth and Expansion
37:43 Don't Try to Be Like Everyone Else
zhlédnutí: 63
Video
Sales Quotas vs Sales Goals | 5 Minute Sales Training
zhlédnutí 714Před 7 hodinami
Sales goals. Sales quotas. Aren't they the same thing? Not remotely. No self-respecting salesperson wants to do the minimum amount of sales. Jeff shows you why sales quotas are important but how sales goals will set you apart. FOLLOW JEFF SHORE ONLINE: 🌎 Website 👉 bit.ly/39NIhqU 🟥 CZcams 👉 czcams.com/users/JeffShoreSa... 🎧 Podcast 👉 bit.ly/2LlRb5q 📘 Facebook 👉 JeffShoreCom... 🐦 Twi...
The Power of Humble Leadership With Doug Bauer | Builder365
zhlédnutí 182Před 16 hodinami
In this episode of Builder365, we are honored to have Doug Bauer, CEO of TRI Pointe Homes, join us for an insightful discussion on the crucial aspects of leadership and the home building industry. Throughout the conversation, he emphasizes the value of authenticity and humility in leadership, sharing his passion for working with teams and developing people. Doug also addresses the pressing need...
How to Boost Your Sales Conversions | 5 Minute Sales Training
zhlédnutí 1,5KPřed dnem
How many sales do you want? The proper response is - MORE! Are you maximizing your sales potential? Learn how to boost your sales conversions with simple, effective techniques. Sales professionals need to perform, and in this video, you'll discover the key behaviors that lead to more sales. Understand the buyer's journey and how to guide your customers through small, conscious decisions that le...
Innovations in Residential Architecture with Mike Woodley | Builder365
zhlédnutí 98Před 14 dny
In this episode, we sit down with Mike Woodley, a seasoned architect, to delve into the dynamic world of home architecture and design. Join Jeff and Mike as they explore how popular reality TV design shows have influenced trends and the growing demand for flexible room designs. They tackle the pressing issue of housing affordability, discussing innovative solutions like modular construction and...
Erasing the Sleazy Salesperson Stigma | 5 Minute Sales Training
zhlédnutí 1,2KPřed 14 dny
Are you tired of being seen as a sleazy salesperson? Salespeople often struggle with a poor reputation, sometimes portrayed negatively in media or due to past experiences. But we can change that perception, starting with powerful first impressions and authentic communication. In today's 5 Minute Sales Training, Jeff will show you how to erase that negative image from your customers' minds! Lear...
A Look Inside The Baby Boomer Market With Opendoor | Builder365
zhlédnutí 296Před 21 dnem
Join Jeff as he sits down with Allie Cote and William Holmes from Opendoor to explore the diverse factors influencing Baby Boomers' decisions to buy or sell homes. They delve into how lifestyle, family dynamics, health considerations, and financial situations shape these critical choices. The discussion also highlights the impact of interest rates and the significance of providing a seamless, c...
How to Overcome Price Increase Objections | 5 Minute Sales Training
zhlédnutí 1,3KPřed 21 dnem
Are you struggling with customer objections to recent price increases? In this episode of our 5 Minute Sales Training, we tackle the tricky issue of how to counter the price increase objection effectively. You'll learn key strategies to help your customers see the value in their purchase, even after a price hike. Price increases can be frustrating for both you and your customers. In this video,...
Running a Family Business With Ryan De Young | Builder365
zhlédnutí 136Před 28 dny
Ryan DeYoung, the president of De Young Properties in Fresno, California, discusses the challenges and opportunities of running a family business, the importance of providing a unique and exceptional customer experience, and the need for innovation in the industry. Ryan also shares his insights on risk management, efficiency, and the philanthropic efforts of his company. Acknowledgements: Build...
Helping Buyers Overcome Their Interest Rate Fears | 5 Minute Sales Training
zhlédnutí 1,5KPřed měsícem
Interest rates were so low for so long, that seeing them go beyond 3% has paralyzed many buyers. The thought of 7% or higher has gripped the buyer's imagination with fear. As a sales professional, how can you help your buyer over those fears? Our own Mary Beth Berry is here to remind you, that with confidence, curiosity and connection, you can help your customer through their interest rate fear...
The People Business With Ronda Conger | Builder365
zhlédnutí 147Před měsícem
Ronda Conger discusses the importance of loving what you do and surrounding yourself with good people. She shares her journey in the industry and her passion for home building. Ronda emphasizes the need for human-centric leadership and the power of maximizing the potential of others. They also touch on the taboo topic of love in business and the impact it can have on company culture and success...
How to Be Persuasive Without Being Pushy | 5 Minute Sales Training
zhlédnutí 1,7KPřed měsícem
The pushy salesperson! Nobody likes them. But everyone looks at salespeople through that stereotype. Ryan Taft takes over this week's 5 Minute Sales Training to remind us that the job of a salesperson is to be persuasive - helping someone do something in their own best interest - not pushy. FOLLOW JEFF SHORE ONLINE: 🌎 Website 👉 bit.ly/39NIhqU 🟥 CZcams 👉 czcams.com/users/JeffShoreSa... 🎧 Podcast...
The Power of Storygetting with Ryan Taft | Builder365
zhlédnutí 243Před měsícem
Jeff Shore and Ryan Taft discuss the importance of being a good storygetter and how it can lead to deeper relationships and more sales. They emphasize the need for genuine curiosity and the ability to listen and ask meaningful questions. They also highlight the power of retelling stories, reliving the emotions associated with those stories, and creating a deeper connection with others. The conv...
The Sales Follow-Up Blueprint | 5 Minute Sales Training
zhlédnutí 1,8KPřed měsícem
Are you struggling to close more sales? Discover the ultimate sales follow-up blueprint that top sales professionals use to ensure success. Great salespeople always have a plan. Like building a house, you don't just wing it. You have a blueprint that guides you. In this episode of 5 Minute Sales Training, we’ll dive deep into creating a follow-up system that accelerates purchase decisions and k...
Understanding Your Buyer With Mollie Elkman | Builder365
zhlédnutí 384Před měsícem
Mollie Elkman discusses the importance of understanding the target demographic and making informed decisions in marketing. She also talks about the evolution of marketing trends, the impact of AI, and the need to constantly adapt and improve in the industry. The conversation highlights the significance of connecting with the audience's problems and finding creative ways to differentiate a brand...
There's Never a Bad Time to Buy a Home | 5 Minute Sales Training
zhlédnutí 1,5KPřed měsícem
There's Never a Bad Time to Buy a Home | 5 Minute Sales Training
Confessions of a Head Hunter with Erica Lockwood | Builder365
zhlédnutí 262Před měsícem
Confessions of a Head Hunter with Erica Lockwood | Builder365
How To Use AI As A Salesperson | 5 Minute Sales Training
zhlédnutí 896Před měsícem
How To Use AI As A Salesperson | 5 Minute Sales Training
The Obligatory AI Episode with Sara Williams | Builder365
zhlédnutí 146Před 2 měsíci
The Obligatory AI Episode with Sara Williams | Builder365
Maximize Your Sales Success With AI | 5 Minute Sales Training
zhlédnutí 1,3KPřed 2 měsíci
Maximize Your Sales Success With AI | 5 Minute Sales Training
Climbing The Ladder in Homebuilding with Liesel Cooper
zhlédnutí 300Před 2 měsíci
Climbing The Ladder in Homebuilding with Liesel Cooper
Sales Questions that Uncover Buyer Pain Points | 5 Minute Sales Training
zhlédnutí 2KPřed 2 měsíci
Sales Questions that Uncover Buyer Pain Points | 5 Minute Sales Training
Dealing with Challenging Customers - Introduction: The Mindset
zhlédnutí 893Před 2 měsíci
Dealing with Challenging Customers - Introduction: The Mindset
A Passion For Serving Others (feat. Larry Webb)
zhlédnutí 204Před 2 měsíci
A Passion For Serving Others (feat. Larry Webb)
Selling Against the Competition | 5 Minute Sales Training
zhlédnutí 1,7KPřed 2 měsíci
Selling Against the Competition | 5 Minute Sales Training
A Career Love Affair With Homebuilding | Builder365
zhlédnutí 400Před 2 měsíci
A Career Love Affair With Homebuilding | Builder365
Stop Doing This to Your Customers | 5 Minute Sales Training
zhlédnutí 2,5KPřed 2 měsíci
Stop Doing This to Your Customers | 5 Minute Sales Training
Close More Sales With These 3 Buying Behaviors | 5 Minute Sales Training
zhlédnutí 1,7KPřed 3 měsíci
Close More Sales With These 3 Buying Behaviors | 5 Minute Sales Training
Look For These 3 Customer Red Flags (and Avoid Them) | 5 Minute Sales Training
zhlédnutí 1,9KPřed 3 měsíci
Look For These 3 Customer Red Flags (and Avoid Them) | 5 Minute Sales Training
3 Ways to Deal with Difficult Customers | 5 Minute Sales Training
zhlédnutí 1,6KPřed 3 měsíci
3 Ways to Deal with Difficult Customers | 5 Minute Sales Training
Replay!!! Moving fast is becoming a very popular differentiator in any business sector. Cheers to Jay Baer for latest book on this topic!!
Replay!!
I agree. It starts with sitting with someone, you can't sell to an empty chair. Strong lead follow up and phone skills. Setting goals to "see" a specific amount of people each week will help sales numbers automatically
Right on!
I would start with a commitment to make a certain number of calls each week or perhaps a min number of face to face meetings.
Love it!
Replay!!! Great episode. One I resonated very much with.
Replay!!
Thanks for watching!
@@JeffShoreSalesTraining Always!!
I gotta say the old “Don Johnson” (flash a Miami Vice cameo) scruffy look is distracting when I listen to the words that you say that are rather wise.
Appreciate the feedback!
Replay!! Great conversation and message! Assertive is the best method to stay engaging, giving value, and what’s in the customers best interests at all times.
Absolutely!!
Congratulations on crossing the CZcams 17k+ Subscribe milestone. Your number of views per video is very less compared to subscribers. Checked the entire channel and identified multiple technical issues. By solving problems you too can be listed among the best content creators. For any requirement: naimurrahmanraqib@gmail.com
Replay!!!
Thanks for watching Brian!
@@JeffShoreSalesTraining Always Jeff!!
Mr. Kevin sure does an amazing work.
We think so too!
I just had the absolute worst experience with a sleazy sales person. He started out "we have a month end quota we have to meet". I am thinking "I honestly do not care about your quota this is about what is right for my company". Then they started the "I will need approval to go this low on the price I just gave you". Me thinking...obviously this is an option and has been there all along, don't give me the " need approval BS" the cherry on top was being pressured for a huge financial decision by the end of the day (so he could meet his month end quota) I told him I needed time to think about it...then went as far as "will you have your decision made by tomorrow" I told TWICE No it will be next week. He legit did not care. It was gross, sleazy and just bad all around. Not to mention obnoxious corporate talk..."Happy Friday!" Then he would laugh. I was rolling my eyes so hard!
This is exactly what I'm talking about! Far too often, salespeople put their company quotas ahead of the needs of their potential customers. The result: lost sales and unhappy buyers.
Service promise 👌
That's right!
Replay!!
Jeff - This was good stuff - I am copying two of your scripts - Bob Newman
Glad it was helpful, Bob!
Replay!!!
Package peddler at mgt insistance
Another great Video Jeff!. Thanks for sharing!
My pleasure
The content needs to be relevant to the Buyer's interests. I could share all day long about products, the process, etc. but you need to ask what they'll find valuable. I prefer using Bombbomb for quick video follow ups after the initial contact. Highly recommend!
Replay!!
Thanks Brian!
@@JeffShoreSalesTraining Of course Jeff!!
Fruitful Conversation ! Sir what would be some best books to read for regaining self belief after business setbacks and bounce back without being stuck at mediocrity..
Thank you for your comment! Regaining self-belief after business setbacks is crucial, and reading the right books can be incredibly helpful. Here are some recommendations that might inspire and guide you: "The Obstacle Is the Way" by Ryan Holiday: This book teaches how to turn obstacles into opportunities. "Mindset: The New Psychology of Success" by Carol S. Dweck: Carol Dweck's work on the growth mindset is essential for understanding how to turn setbacks into growth opportunities. "Grit: The Power of Passion and Perseverance" by Angela Duckworth: This book delves into the importance of perseverance and passion in achieving long-term goals, even after facing setbacks. "The Power of Now" by Eckhart Tolle: Focusing on the present moment can help you move past setbacks and build a more resilient mindset. "Failing Forward: Turning Mistakes into Stepping Stones for Success" by John C. Maxwell: Maxwell's insights on how to learn from failures and keep moving forward can be incredibly motivating. "Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones" by James Clear: This book provides practical strategies for building habits that lead to success and resilience. These books can offer valuable perspectives and actionable advice to help you regain your confidence and bounce back stronger.
I read Predicatably Irrational and enjoyed it. But then I found some claims that some of his data was fabricated.
This is a great reminder! Thanks, Jeff!
Glad you enjoyed it!
Hi Jeff. My name is Christine. I am a Sales Manager for a scattered lot builder in Georgia. Thank you for all of your teachings. I love the way you add short clips in your 5 min weekly videos. I am wanting to add a short 1-2 min video bi weekly or monthly to follow up lead emails with a tip of value. Can you tell me how you would add these short video clips to lead emails. Would you use an app or just video on the phone? And what are your thoughts on doing this? I feel like a video clip would increase the engagement and give value to my emails to convert to a sale. Thank you in advance for your help!🫶🏻
Hi Christine, Thank you for your kind words! I'm glad to hear you're enjoying the weekly videos. Adding short video clips to follow-up lead emails is a fantastic idea to increase engagement and provide value. You can definitely record videos directly on your phone. Smartphones today have great cameras, and this approach keeps things simple and authentic. We love BombBomb! This app makes it easy to record and send video emails, you should definitely check them out! Regardless of the method you choose, make sure your videos are concise, engaging, and directly address the pain points or interests of your leads. Personalizing your message and providing actionable tips will certainly help in converting those leads into sales. Best of luck, and feel free to reach out if you have any more questions!
Replay!!!! Great conversation and love the insights!! I can relate to family-owned businesses and being humble.
Glad you enjoyed it!
$52 for free adult beverages is a steal.
Replay!!
Especially loved the advice…”Be Water! Dont get mad…. Just go around them. Don’t take No for an answer.”
Ronda is full of great advice and wisdom!
Amy- I did my chemistry minor one full summer at collage. It actually was fun! Go Claire! Mike- Move to BOISE . You will have the most delightful springs and falls! Jeff- the look on your face when you took a sip of the redbull…😂😂 Ronda- God Bless You! You fill my cup and give me the fuel I need to do even more! Great podcast! ❤❤❤❤
Thanks Annie! Glad you enjoyed it!
Replay!!
Very clear and concise steps! I am currently in a slump and surely needed voice of encouragement. Subscribed and liked. Thanks!
Glad it was helpful!
Holy crap I am in car sales and my first main question after our cordial greetings with the customer is exactly what you said, what got you thinking about buying a new vehicle? How long have you been thinking about it? Why are you thinking about upgrading? This is some great stuff
So glad you found it to be helpful!
Awesome - Get the story, point them in right direction & serve until the end of their home-buying journey.
Good
Right on!
Amen!
Replay!!! Great message and reminders. I created an SOP for this years ago that is omni-present filled valuable content. This is a never done and always in motion kind of thing.
Wonderful!
Just started to build a new community directory on our website. After that will start profiling best selling models or perhaps quick possession homes in our market. Will share this info via email and social media.
This is great!
Replay!!!! Great conversation! I love all the real-world examples shared! Marketing, consumer behavior, and psychology discussions are always thought-provoking!!
Yes, Mollie was great!
@@JeffShoreSalesTraining Indeed!
100% Spot on.
only YOU(the buyer) can answer that question for your specific situation
That's exactly right!
Replay!
Thanks for always watching, Brian!
@@JeffShoreSalesTraining Of course and always welcome!!! I commit each week to learning all I can from you, your team on Saturday morning, your new podcast, the Sunday videos, and whenever you share content. Even though I’m not in your industry, it parallels mine and about fifteen years ago I stepped out and started to learn more in other industries & apply it to my own.
Great video. On point Jeff! Thanks.
I appreciate it, Russ!
Hi Jeff - I loved this - You are right on target - Thanks - Bob
Thank you!
Bomb Bomb
Love the line “ Its not here to replace you, but help enhance you.”
Use the tools at your disposal!
Love it, especially in using AI to help overcome language barriers to best serve people of all backgrounds. I am not 100% on using AI to deliver bad news to buyers because my concern would be the lack of emotion/empathy in the message. I think it is important to humanize the sales process as much as possible and it all starts with human connection and interactions. Bad news I think is always done best through phone, zoom, or facetime. Overall, great stuff. Mindset is everything.
Good insight, Joshua! Appreciate the comment!
Awesome, Michelle!
Thank you!!
Wow...I'm Guilty!!! I need to get to work. These Tools are here to help make our Jobs/Lives easier!!!
You can do it!
Replay!!
Thanks, Brian!
@@JeffShoreSalesTraining Of course!!
Replay!
Always good content
Thanks, Ryan!