HBA of Greater Dallas Education

May 24 Caps I

admin — Wed, 02 May 2012 15:59:17 +0000

This course will teach best practices in communicating and interacting with this exciting and evolving population – one of the fastest growing market segments in remodeling and related industries. (6-hours) *Online registration ends on May 21.* After that date call Stephanie Bosslet at 214-615-3881 for availability.

Event:: CAPS I – Marketing and Communication Strategies for Aging and Accessibility, CAPS, CGA, Master CSP
Start:: May 24, 2012 9:00 am
End:: May 24, 2012 5:00 pm
Cost:: 210.00
Category:: 2012, Education
Organizer:: Stephanie Bosslet
Phone:: 214-615-3881
Updated:: January 5, 2012

Venue:: HBA of Greater Dallas
Phone:: 972-931-4840
Address: Google Map: 5816 W. Plano Pkwy, Plano, TX,75093, United States

Prospects Behave Consistent with their Commitments

naomi — Wed, 28 Mar 2012 12:25:42 +0000

By Bob Hafer MIRM, CSP

Director of Builder Sales & Service

Ebby Halliday, REALTORS

How would you like to sell more … make more income … and do it by simply adding one of the most powerful Laws of Persuasion to your sales presentation? If your answer is “Yes” then this article was written with you in mind. The Law I am referring to is the Law of Consistency. When you understand the Law of Consistency and understand how to use it, I promise, selling will become more rewarding and less demanding. Take a few minutes to read this article and let me know what you think. Leave a comment or contact me directly. My contact information is included below. I hope to read your comments or hear from you soon.

Law of Consistency

The Law of Consistency states that when prospects take a position they will strongly defend their position even if there is evidence to the contrary. A study done by a pair of Canadian psychologists demonstrates how the Law of Consistency works. What the psychologists discovered is that people at a racetrack, after placing a bet, are more confident of their chance of winning than they were immediately before placing the bet. Keep in mind that nothing about the horse's chances of winning changed. It's the same horse, on the same track, in the same field of horses; but in the mind of the bettor, the horse's chances of winning improve once a ticket was purchased. Although this may be a bit puzzling at first, the reason has to do with the Law of Consistency. Like the other Laws of Persuasion this one lays deep within a person. It is a person's desire to be (and appear to be) consistent with what has been done. Once people take a position, they will behave consistent with their commitments. For example, take the bettors in the racetrack experiment. Thirty seconds before placing the bet, they were tentative and uncertain, thirty seconds after placing the bet they became optimistic. The act of making the decision is the critical factor. Once a decision was made, the need for consistency caused these people to bring what they were feeling into line with what they had done. They simply convinced themselves that they had made the right choice and, as a result, felt more confident about the decision.

Pattern of Yes

You can use the law of consistency to get your prospects to make minor decisions that lead to the close. The best and easiest way to lead people to any decision is to use the ‘Pattern of Yes'. People are creatures of habit, people like what is familiar. The human brain seeks pattern and after having established a pattern, the brain likes to continue with the pattern in order to be consistent. Therefore, when a prospect has said "Yes" three times, they are likely to say "Yes" a fourth time. When you get a prospect to agree, you are establishing a pattern of consistency. People don't say "Yes" to things they don't want. It would be inconsistent to say "Yes" to the features you offer in your product and then say "No" when you ask for the order. So, a key to sales success is finding many ways to get prospects to say "Yes". And once prospects say "Yes" it is likely they will to stick with the decision in order to be consistent.

Use Tie-Down Questions to Lead People to Minor Decisions

The more a prospect says "Yes", the harder it will be to say "No", so get prospects to agree that the features of your product satisfy what is important to them. Ask affirmative questions or tie-downs throughout your sales presentation and especially during the demonstration of your product.

A tie-down question is any question that asks for an agreement. Use tie-down phrases such as these: don't you agree; wouldn't it; isn't it; right; doesn't it; aren't they; don't you; aren't they; can't you; isn't that right; don't you think; aren't you; okay?

This is an easy way to lead prospects into minor decisions, isn't it? You can gently influence prospects to nod their head in agreement, can't you? The result is a series of "Yes" responses that will lead to a sale, don't you agree? Summarizing Decisions The key to the effectiveness of the Law of Consistency lies in your ability to get your prospects to make a decision. Start today to use the ‘Pattern of Yes' consistently. Then ask for the order by summarizing the decisions your prospect made. How can prospects say "No" when they have consistently said "Yes", after all, that would be inconsistent, wouldn’t it? Good luck and good selling! Bob Hafer has been a leader in the home building industry for 40 years. His extensive experience gives him unparalleled insight into the mysteries and marvels of sales. His background includes success in consulting, management, administration, sales, marketing, merchandising, research and sales training. Contact Bob at e-mail him at bobhafer@ebby.com or call him at (972) 795-5926.

Listen before you leap…

naomi — Sun, 12 Feb 2012 20:42:55 +0000

I am the first to agree that if one asks 100 people for a definition of “Green Building”, one will get 100 definitions. As a Master Certified Green Professional, I am occasionally tempted to presume that I understand what my customer wants when they mention “Green Building”. Fortunately for me, the words of my mother usually come back to steer me in the right direction: “God gave you two ears and one mouth for a purpose; spend twice as much time listening as you do talking”. Now, that’s good advice.

Our approach to Green Building has always contained a practical element. We even developed a program called the “Energy Smart” program to help our customers become more educated about Energy Efficiency and to make “smart” decisions about where to spend their money. But that isn’t always the approach that works best. Before I can recommend a “green” solution for my customer, I have to understand his or her interpretation of green and what elements of green are important.

To this end, we follow a protocol developed by the National Association of Home Builders to gain a clear understanding of what our customers need. It starts with a few simple questions, and a lot of listening.

Our goal is to determine what is important to our customer… in rank order. Priorities can fall into one of several categories:

Operational Savings
Energy Conservation
Environmental Responsiblity
Sustainability
Health and Wellness
Water Conservation

When interviewing a customer, I prompt them to tell me what elements of Green Building are important to them. If I hear things like “We’re concerned about indoor air quality and VOCs”, I know that Health and Wellness are at the top of their mind. If I hear “We’d like to use native drought tolerant plants in our landscape”, I know that water conservation is important.

Through a series of questions and the patience to wait for thoughtful answers, I am able to prioritize my customer’s concerns into the areas that are most important to them. I use this information to recommend solutions that meet my customer’s needs.

Listen for the Sale

naomi — Thu, 09 Feb 2012 04:18:53 +0000

“There are people who, instead of listening to what is being said are listening to what they are about to say”

--Albert Guenon

Sales people often say to me “man I blew that sale I didn’t see that coming” which translates to “man I didn’t Listen to what my customer was saying at all”. Most people and especially sales people and remember we are all sales people, most people don’t listen to their customer they are just waiting to make that sale. They need to not worry about what to say but really about what to listen for.

American Dream Homes Turn Green

naomi — Fri, 03 Feb 2012 19:09:21 +0000

By Rusty Weston, Yahoo! Real Estate

December 9, 2011

—-

Despite historic problems plaguing the U.S. housing market such as tumbling values, record foreclosures and tight credit for buyers, a new Yahoo! Real Estate survey of current and aspiring homeowners indicates that owning a home is still a major part of the American dream.

But, unlike bullish years gone by, the so-called American dream home isn’t a supersized McMansion – it is a “green,” energy-efficient home built with “sustainable” materials that yield a lower carbon footprint. Or, more often, it is a home remodeled with energy-efficient appliances and eco-friendly home products.

Four out of five of those polled in a Yahoo! Real Estate study of 1,545 U.S. adults say that owning a home is still a part of the American dream. The Yahoo! Home Horizons 2012 study, fielded on the Web in October, is mapped to the American population of homeowners, buyers, sellers and renters.

The study finds that optimism about homeownership is widespread despite the massive downturn that has so far claimed six million homes in foreclosure and threatens to sink even more in the future. Yet, given the record inventory and dropping housing prices, buyers realize that their dream home is more attainable. In the study, 72% of homeowners and renters believe that they live in their dream home, or it will be their next home, or they will own it someday.

Yet, there is a growing consensus that the dream home must be more energy efficient. Take Marilyn, a middle-aged renter in Topeka, Kan. who is in the market to buy a home. She says that her conception of a dream home has evolved in the past five years. She seeks a brick house with four bedrooms, a large kitchen and “environmentally efficient appliances to conserve energy.”

Green Dreams

But, rather than build or buy new homes, many eco-conscious homeowners seek to lower their carbon footprint by purchasing more energy efficient appliances or making other home modifications that may include the addition of solar panels to offset other energy costs.

According to the Home Horizons 2012 study:

 50% of people consider green/energy efficient appliances/materials are a requirement of their dream home – it is more popular than perennial favorites such as “building a custom home” (38%); “water views” (38%) and “mountain views” (32%);

60% of those in the market say that green/energy-efficient appliances are amenities they’d like to have in their next home;

27% of those in the market say that looking for a greener, more energy-efficient home is a significant reason they want a new home.

Asked about their dream home, respondents indicated that they like various styles of home, but size was also a factor. One woman surveyed said that her dream home is “Small, environmentally friendly, very energy efficient.”

Higher Cost of Green

Although green homes are designed produce a smaller carbon impact that result in reduced home energy costs, even advocates concede that they have garnered a reputation as more expensive and not a little bit eccentric.

“Green homes have gotten a bad name because most stories are told about super energy efficient homes,” explains Sarah Saranka, architect and author of several “Not So Big House” books. Hyper-efficient, eco-friendly homes, the ones most closely associated with green living, “consume almost no energy – they’re essentially off the grid,” she says.

But there’s an emerging class of green homes that reduce energy consumption in cost-effective ways, yet haven’t drawn much attention because “they’re not astounding,” says Saranka. “Yet, they’re in the realm of possibility for an average home buyer.”

Increasingly homebuyers are willing to pay a bit of a premium for green or energy-efficient homes. The National Association of Home Builders (NAHB) says that baking in green construction materials and energy-efficient appliances typically adds 2% to 4% to construction costs, but that can translate to higher sales prices depending upon what local markets will bear.

To some extent this rise in interest by consumers is arguably a surprise considering that there are few if any standards about what constitutes a ‘green’ home, apart from the widely accepted EPA Energy Star standards for appliances. EPA is now moving into certifying homes. Energy Star-certified homes are reportedly 20% to 30% more energy efficient than standard homes according to the EPA – leading to average savings of about $200 to $400 per year on utility costs.

Yet, industry groups such as NAHB and organizations such as U.S. Green Building Council (USGBC) with its LEED, or Leadership in Energy and Environmental Design certifications, also seek to popularize certifications and guidelines, which may help build trust for consumers wading into uncharted waters and provide direction to the home industry itself. You can even find some green-certified realtors in certain pockets of the country.

A Greener Future

For about one in four of those surveyed in the Home Horizons study, living in a more energy-efficient home is a major reason why they plan to move. In support of this groundswell of interest, the government offers a small tax incentive to spur growth in demand for energy-efficient home materials and appliances.

Homeowners can earn up to a $500 U.S. tax credit for making energy-efficient upgrades by Dec. 31st in one or more of these areas: home insulation; windows, doors and skylights; and non-solar water heaters among other projects, according to the Alliance to Save Energy.

Still, there are plenty of other reasons why people plan to move in 2012 and it’s not all about saving on energy costs or living on a more sustainable planet. Nearly half of those planning to move simply want to live in a larger space or in a home better suited to their “life phase.” And some want to live closer to public transportation, city services or their job.

“During the height of the housing boom there was [an attitude among buyers of] drive until you qualify and I don’t care about the consequences of commuting time,” says Stan Humphries, chief economist at Zillow. “Now people are aware of the cost of commuting personally in terms of time, resources and gas, but also longer term about environmental degradation.”

Though 57% of homeowners and renters say they are very satisfied with where they live, some homeowners may never be completely satisfied with their home. “I recently bought my dream home, but there are always things that could be done to improve it,” one respondent said. “We need décor more than anything. And a hot tub, wine cellar, basement bar, laundry sink, and patio.“

With a record number of foreclosed and short-sale properties crowding the market, and historically low interest rates available to those buyers with outstanding credit and a sizable down payment, there has rarely been a better time to buy.

The Yahoo! Real Estate Home Horizons study indicates that 2012 is the year that demand for green homes, energy-efficient appliances and low-carbon impact home building materials reaches a tipping point in America.

—-
Re-posted with permission. Original Article can be found here.

Do You Want That in Green?

naomi — Mon, 23 Jan 2012 20:39:52 +0000

This post has been reprinted with permission from Barry Hensley, owner of Hensley Premium Builders.

Let’s take a quick survey….

Do you want to help the planet by building green? … YES

Do you want to reduce your carbon footprint?… YES

Do you want to use renewable building materials in your home?… YES

Do you want to reduce energy consumption in your home?… YES

Are you willing to pay more for your home to build green?… NO

Shucks! We were doing so good. Yes, yes, yes, yes, NO.

This is a very typical response from prospective home buyers. Only a very small percentage of home buyers will answer YES to the last question. It’s called putting your money where your mouth is, and most buyers just aren’t willing to do it. They want the benefit without the cost.

Enter “Practical Green“, a concept within the Green movement that addresses the building practices that qualify as “green”, but also save the homeowner money. At Hensley Premier Builders, we offer a green building program that incorporates practical solutions to building green. These solutions focus on energy efficiency, maintenance, and water conservation.

We work with our customers to identify the low-hanging fruit that will produce the greatest savings for the money spent… the best “bang for the buck” to quote a southern colloquialism. We recommend using advanced construction science and green building practices in the following areas:

Insulation: A properly insulated home will feel more comfortable, will reduce energy consumption, and will last longer.
Thermal Barrier: this is an advanced construction science technique that seals the envelop of the home against unwanted outside air penetration. This technique alone can reduce energy consumption by as much as 20%
Efficient HVAC design: National statistics indicate that most HVAC systems perform at 63% efficiency. For every dollar of cooling that you spend, you get 63 cents worth of benefit. That’s not good. We design and engineer HVAC systems that perform at better than 90% efficiency.
Radiant Barrier: This is another advanced construction science technique that is a close cousin to the Thermal Barrier. While the Thermal Barrier stops the intrusion of unwanted outside air, the Radiant Barrier stops the intrusion of unwanted outside heat, specifically radiated heat from the sun.
Energy Efficient Windows: Not just Low-E. The Low-E standard was adopted years ago, and it’s a good standard. Newer windows are more than twice as efficient as Low-E windows.
Water conservation: This category of green building includes plumbing fixtures, irrigation systems, and landscaping. In some cases, it includes the reclaiming of “grey” water, but many municipalities don’t support this use.

Beyond the low-hanging fruit are many other opportunities to “go green”, but most of them don’t include a savings for the homeowner. For instance, you could install a water catchment system. This system collects rainwater and uses it to water your yard. In most cases, the system will never pay for itself.

For more information on this topic, read this paper entitled “Is the Juice Worth the Squeeze?”. It’s all about quantifying the low-hanging fruit that makes green building practical.

–Barry

Rewards in Life are in Direct Proportion to Service

naomi — Thu, 19 Jan 2012 21:40:04 +0000

What follows is true regardless of what you sell: when you identify with a client the result will be cooperation. And the best way to identify with a client is through rapport. Rapport is achieved by a relationship that is exemplified by agreement and alignment. To the extent that you are in agreement or alignment – either verbally or non-verbally – you are in a state of rapport. Therefore, meeting a client where they are is what identifying is all about. There are many ways to identify with a client. One way is to use a greeting that immediately differentiates you from other salespeople. That greeting is, “How may I be of service, to you, today?” When you use this greeting you make a verbal contract with your customer to ‘go the extra mile’. This verbal contract helps you achieve alignment and agreement. When you achieve alignment and agreement you identify with your customer and the result is cooperation. Start today to be aware of your greeting. See how easy it is to connect when you demonstrate through words and action your intent to provide service. After all, the one thing you and your client have in common is quality service – your customer strives to receive it and you strive to deliver it. The result of quality service will be additional sales and income. Remember – your rewards will be in direct proportion to your service – serve a lot, get a lot – serve a little, get a little. The choice is yours – begin now to make the right choices that will lead you to sales success. Start now to greet everyone you meet with “How may I be of service, to you, today?” Good luck and good selling! By Bob Hafer, Director of Builder Sales & Service Bob Hafer has been a leader in the new home industry for 39 years. His extensive experience gives him unparalleled insight into the mysteries and marvels of sales. His background includes success in consulting, management, administration, sales, marketing, merchandising, research, sales training and real estate sales. Contact Bob at www.ebbybuildersales.com, e-mail him at bobhafer@ebby.com or call him at 972-980-6654.

Testimonials and Social Media

admin — Fri, 13 Jan 2012 20:16:36 +0000

You can also watch video testimonials or leave a testimonial of your own. You can become a ‘Friend’ of the Education Committee by ‘Liking Us’ on Facebook; you can read our Education blog and see photos of members, associates and Realtors who are taking advantage of the education opportunities offered by the Dallas Home Builders Association. And you can go to our YouTube channel to watch seminar vignettes to get a sense of the learning environment we’ve created.

New Programs

admin — Fri, 13 Jan 2012 20:15:49 +0000

Each month the Association provides new programs to earn Professional Designations, learn new selling and communication skills and ways to build a better house. Just click on a program and you will be provided a short course description plus learning objectives. If you want to know more about the course instructor click on ‘Instructor’ and you will be taken to their biography page. We are very proud of our instructors and the vast amount of experience each brings to our exceptional seminars.

Welcome

admin — Fri, 13 Jan 2012 20:11:59 +0000

Thank you for visiting the Home Builders Association of Greater Dallas Education program homepage. Here you will learn how to take advantage of the many training and coaching programs offered.