It makes me so happy to hear that salespeople and managers from all over the USA, and literally all across the world are reading or listening to my book “Mastery of Selling for New Homes”; and that it is helping to give them the confidence to excel in our amazing profession.
Recently, I was on site for a few days of fun “Roly” playing with the delightful Robuck Homes sales team in Raleigh, led so capably by Paula Howard, when I noticed Paula’s copy of my book. I was thrilled to see that Paula’s book was smothered with blue, yellow, and pink tabs, as well as yellow highlights on so many of the pages. Paula shared that there was so much information for her to unpack, she wanted to make sure she could access her notes quickly, to share them with her salespeople as easily as possible. Considering that Paula is more than a twenty-five-year new home sales veteran, I was extremely complimented that she was able to find so much relevant content to share with her team that will help them to keep growing and developing their skills.
This reminded of the advice given by the renowned educator Mortimer J. Adler in his iconic treatise: “How to read a Book”. You are probaly thinking “Roland, are you kidding me, this really takes the cake! I know you are such a control freak, it’s not enough that I bought your book, now you’re actually telling me how to read it…really!”. Well, not telling, suggesting maybe.
According to Adler, there are four levels of reading. The highest level which pertains to learning a new skill is called Syntopical. Of course, we are all entitled to our own learning methods, however when it comes to learning a new skill here are some basic tips for you and your team, that will help you squeeze every drop of goodness out of every training book you read, including my epic contribution to new home sales.
In Mastery of Selling, I have ended each chapter with three exercises, which I have named a Transformative Action Plan or TAP. My belief is that learning should be immersive, to make it interesting, beneficial, and fun, wouldn’t you agree? Real skill development comes from taking action, not reading. Think about when you learned to ride a bike, you were brave enough to get on the bike, and practice, possibly falling off a few times. When you scraped your knees you learned how to adjust and improve. Sales is similar, so please fill in all Ten TAPS, and then take a leaf out of Paula’s book, by making notes, highlighting and using tabs to help you go back to useful paragraphs or chapters.
For the best results, Implement what you have learned as quickly as possible, while the material is still fresh in your mind. The rather crass saying of: “Use it or lose it”;is extremely accurate when it comes to skill development. It probably won’t be perfect the first time you try something new, however over time you will become more and more comfortable and find your own unique and effective voice.
One of the best ways to hone your own skills is to teach others, such as your colleagues or peers, your new knowledge. When you explain something to others you will understand it more clearly. Also, somewhat magically, this exercise of sharing will ensure that the process and systems become lodged in your grey matter; and will be there when you need them for a real customer, to help you make those extra sales.
Some books are to be tasted, others to be swallowed,
and some few to be chewed and digested.
Sir Francis Bacon
I hope my book is one that you will chew on for a while to come since it is over 400 pages, packed full of “Stuff” that will help you become more effective, and sell more homes; so there is a lot to digest. Disclaimer, I am talking figuratively of course, not literally! Please don’t actually eat the darned thing, and don’t send me the medical bills if you are eating pieces of paper. Imagine having this strange critique: “Uhm I loved Roland’s chapter on Closing, with a side of ketchup, and some light mayo, it was mighty tasty!”
So, with this in mind, please order your copy of my book, and make sure you muck it up, with your notes, highlights, and tabs. Go ahead and make a mess and maximize your transformational growth in new home sales. Please remember to pop me an email, let me know how it is working for you, and please share all of your successes.
Roland Nairnsey
President New Home Sales Plus
Roland@newhomesalesplus.Com | 561-236-2400