The Official New Home Sales Development System^® is the only curriculum-based education and training in the industry

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How We Deliver Results

The Official New Home Sales Development System^® is based on a congruent, transformational process, rather than just a loose chain of disconnected events. That process is accomplished in steps:

Step 1: Assessment
It is vital to assess your company before attempting to implement change. Our assessment and discovery tools inform us about your company, its makeup and its present methods of selling and marketing, among many other important things. Our evaluation system helps us structure hands-on training, coaching and role-playing to create an environment that enhances learning for each of the individual sales associates.

Step 2: Implementation
Once we have specifically defined and agreed upon your needs, we choose from our wide variety of programs, associates and products to fill the gaps and correct the flaws in the selling process.

Step 3: Measurement
You can't manage, and therefore can't improve, what you do not measure. We have devised a number of reporting systems to closely monitor and consistently improve your all-important conversion ratio.

Step 4: Reinforcement
This must be the constant. In addition to meeting the initial needs of your company and the sales team, we reinforce learning with our Official New Home Sales Development System^® seminars and workshops. To discuss how we can take the first step, call us at 561-368-1151 or fill out a contact form and we will call you.

To discuss how we can take the first step, call us at
561-368-1151 or fill out a contact form and we will call you.

How Our Curriculum-Based Education and Training Work

In this market, your salespeople must be unconsciously competent. Anything else is very costly. The Official New Home Sales Development System® is the only curriculum-based training for unconscious competence in the industry.

Essential Level Series

Core programs designed to establish benchmark performance for new and experienced salespeople alike. By ensuring that everyone has a thorough understanding of The Official New Home Sales Development System®, companies and individuals can readily equate performance to expected business results.

Advanced Level Series

Building on the proven strategies and techniques of the Essential Level Series, The Advanced Level Series delivers enhanced skill-development programs that provide the differentiating training you need to increase sales revenue in any new home sales market in the world.

Mastery Level Series

The Mastery Level Series improves on-the-job performance by changing behavior. This Series leverages the Simulated Selling^SM methodology to deliver real-time performance improvement while building the organizational support needed to sustain behavioral change. Each program provides insight and tactics for assigning employee and managerial accountability to gain competence.

Fast-Track Learning

Our Fast-Track Learning packages combine critical elements of The Official New Home Sales Development System® into programs that are conducted over short periods of time – typically about 30 days. They provide a series of learning and evaluation activities, causing participants to be actively engaged in the process well before the on-site interactive training and coaching experience, and for a period of time afterward, to encourage follow-up and implementation of what was learned.

The Official New Home Sales Development System^® integrates the Kirkpatrick Four Levels evaluation model to make "learning" and "doing" congruent, and reinforces education and training through practical application, observations and evaluations.

• The conversion of information into knowledge is reinforced and evaluated through the use of tools like interactive questions, quizzes, and testing.
• Practice, drill and rehearse (PDR*) techniques develop and enhance skill competency, which leads to habits that support successful behavioral change.
• Skill competency is evaluated by observing Simulated Selling^SM drills (carefully structured role play).
• Behavior change in a sales environment can be evaluated by an expert's visual observation and critique of performance, and/or by review and critique of Mystery Video Shop performances.
• Transformational behavior contributes to your sales process and the organization's business goals and objectives.
*A concept developed by legendary sales trainer Tom Hopkins.

Conscious Competence Learning Matrix

Bob Schultz & The New Home Sales Specialists' curriculum structure is designed for the way working adults learn. Our curriculum incorporates a learning matrix that provides a useful reminder of the need to implement education courses and training programs in stages. It is our goal to guide every salesperson from Level 1 to Level 4.

	Unconsciously Incompetent Situation Salesperson is not aware that they have a particular deficiency in the area, or, they are aware and they don't care. The "experienced" salesperson might deny the relevance or usefulness of the new skill because past great market conditions allowed sales to be made even in the absence of competent skills. Strategy Move the salesperson into the "Conscious Incompetence" stage by demonstrating the skill or ability and the benefit that will bring to the salesperson's effectiveness. Benefit There is no and far too many barriers to success by being in this stage Observation "It is what we learn after we think we know it all that truly begins to matter." -Bob Schultz 1	Unconsciously Competent (Mastery Level SeriesSM) Situation Behaviors built on mastery of skills become second nature Strategy Continue systematic reinforcement of appropriate behaviors through evaluation of on-the-job performance Benefit This is the highest level of a professional salesperson can reach > Observation "Unconsciously Competent sales people have fun, sell, 'just for the sport' of it, and consistently make lots and lots of money." -Bob Schultz 4
	2 Consciously Incompetent (Essential Level SeriesSM) Situation Salesperson becomes aware of the existence and relevance of the skill. Salesperson is also aware of their lack or knowledge or skill deficiency in this area but is ready to learn. Strategy Cause the salesperson to realize that, by improving their skill or ability in this area, their effectiveness will improve Expect a commitment to learn and practice the new skill, and to move to the "Conscious Competence" stage. Benefit Knowing and accepting what you don't know, but being very ready, willing, able, and motivated is the beginning of the path to success. Observation "When the student is ready, the teacher appears." -Anthony Hopkins, Diego de la Vega, The mask of Zorro	3 Consciously Competent (Advanced Level SeriesSM) Situation Salesperson can perform reliably at will, when concentrating and thinking about a specific skill. Strategy Move the salesperson into the "Unconscious Competence" stage through continuing perfect practice with Simulated SellingSM Techniques Benefit This is a great place to be when on a consistent level. Validation (or not) of this level always appears in salesperson's Simulated SellingSM drills. Observation "When I can show it, I show that I know it." -Bob Schultz *Sources as old as Confucius and Socrates are cited as possible earliest originators of this learning matrix. Gordon Training International (GTI) is a commonly referenced source in connection with the conscious competence theory today.