New Home Star Founder David Rice's presentation on demystifying sales excellence at the 2014 International Builders' Show was received by rave reviews from the crowd as he delved into some of the biggest challenges facing builders in 2014.
"What's your number?" he asked the audience. "Every builder has a number today they're focused on - average sales price, closings, profits - what's your number? More importantly, how are you going to get it?"
With more than 200 bodies crammed in the room, Rice opened up the presentation by talking about the number one thing on most builders' minds today: profitability. After examining the impact of cost cutting measures in traditional operational arenas, one thing was clear: the benefit derived from such an approach would always be limited.
Rice went on to describe how an improvement in sales performance presented an opportunity for unbridled growth. Acknowledging that traditional tactics for driving sales were largely ineffective, he proposed an alternative centered on empowering sales associates to be business professionals, or "mini-MBAs" as he put it, by giving them the training, tools, and resources necessary to assist in their development, drive higher quality traffic, and convert at a more profitable rate.
"Coming from another organization dedicated to improving the processes native to our space," said Brian Paul, CEO of Elacora, "it was refreshing to hear such a sophisticated, intelligent approach to an arena of home building that has traditionally been incredibly stunted."
David Rice and the New Home Star Team are exhibiting at the International Builders' Show in Booth C1966. To access the slides and presentation notes, swing by to say hello or email lnelson@newhomestar.com.
