Presented at the 2016 International Builders Show by Meredith Oliver, CSP of Meredith Communications and Jared Weggeland of Focus Homes, this program identifies five reasons new home salespeople fail to sell in the modern economy. For more information on Meredith Oliver's speaking services go to MeredithSpeaks.com.

1. 5 Reasons Your Salespeople Are Not Selling
& What To Do About It
JANUARY 19, 2016 || 10:00 – 11:00 AM
Presenter(s):
Meredith Oliver, CSP, MIRM || Meredith Communications, Raleigh, NC
Jared Weggeland || Focus Homes, Lakeland, FL

2. Reason #1
Failure to Presell Online

3. Selling has
not changed
#IBSVegas #5Reasons

4. Buyers have
changed
#IBSVegas #5Reasons

5. 90% Use the Internet to Search
For New Homes

6. 72% Begin Research with a
Google Search

7. 70% Make a Purchase as a Result of
Being Connected Online

8. The Purpose of Your Website
is to Presell Buyers

9. 1. Compelling product and lifestyle photography
2. Detailed floor plan, inventory and community pages
3. Pervasive call-to-action graphics and language
Sales Driven Websites
#IBSVegas #5Reasons

10. You Need a
System

11. Reason #2
Lack of Social Selling

13. Drive Traffic with Social Media
So, you've heard about
social media, now what?
How can social media help
you drive more traffic
online and onsite?
#IBSVegas #5Reasons

14. Are You a Troll?
Have you ever wondered if
your social media efforts
are doing anything?
Have you ever felt like social
media “work” meant a lot
of “trolling”?
#IBSVegas #5Reasons

15. Start With Facebook
#IBSVegas #5Reasons

16. • Friend customers day one
• “Live” the experience online
• Let the magic happen
SIDE NOTE: 80 / 20 rule!
Facebook >>> Sales Process
#IBSVegas #5Reasons

17. Maximize ENR
l Customer
l Lender
l Realtor
l Title Company
l Personal Builder
Why does it work?
#IBSVegas #5Reasons

18. Friends of Friends of Friends …

19. Reason #3
Presentation Lacks Context

21. Context: Explains WHY Information Matters

22. Content Without Context Is Not
Valuable or Relevant

24. So

26. Put This Content Into Context
“Our homes have an average
HERS Score of 44.”
#IBSVegas #5Reasons

27. Put This Content Into Context
“Our two-story homes have
a first floor master suite.”
#IBSVegas #5Reasons

28. Reason #4
Inconsistent Follow-Up

30. Get More 2nd Appointments With
High-Touch Follow-Up
Get more registration info!

31. Rent? Own? Live with Family?

32. NEED to sell?

33. Single, with or without children?

34. How many living there?

35. Income range and buying power?

36. Age range and lifestyle needs?

37. Live now? New location?

38. When would they like to move?

39. 122% Growth!
Now, Get Laser Focused!
#IBSVegas #5Reasons

40. Throwback Sales Centers
Reason #5
#TBS

41. What did
you say?
#IBSVegas #5Reasons

42. 10%
Text or Audio Only
65%
Text + Picture
The Picture Superiority Effect
Memory Retention After 3 Days
The Science of Infographics, Randy Krum

43. “That is the cutest
baby ever!”

45. Pictures
Visual Storytelling
Story
#IBSVegas #5Reasons

47. Tablet
Flat Screen Kiosk

48. Bridge Digital & Physical
Experiences

49. Enhance the Experience

50. Educate & Provide Context

51. 1
2
3
4
5
Failure to PreSell Online
Lack of Social Selling
Presentation Lacks Context
Inconsistent Follow-Up
#TBS Syndrome

52. Meredith Oliver
Meredith Communications
866.227.9769
CreatingWOW.com
@MeredithCSP
Speaker Contacts:
Jared Weggeland
Focus Homes
863.640.2246
FocusHomes.co
@NewHomesJared