Essential Level Series

E-004 - The Sequence for Success

Introduction

A process is a series of events or stages of activity that
takes place over time with continuity and has an identifiable
purpose and result. A process can be replicated at will,
and—more importantly—enables you to learn from mistakes
if you fail when using the process. Success in the absence
of a process may be nothing more than blind luck. Bob
Schultz has formalized the new home sales process into the
Sequence for Success^SM.

Objectives

Upon completion of this material, you will be able to—

1. Recognize the balance of logic and emotion in business
transactions.

2. Describe customers’ underlying fears and motivations
when looking for a new home.

3. Describe the Sequence for Success^SM.

4. Describe the Seamless Sales Process^SM.

5. Explain a success mantra and mindset.

6. Explain the return on investment (ROI) you should
expect from any first visit presentation.

7. Create an action plan highlighting the three most
important concepts/strategies/techniques gained from
this material along with benefits for each.

Who Should Attend

Salespeople, sales managers, Realtors^®, marketing managers, assistants, and design center personnel.