General Information
What two names make up the word LENNAR
Leonard Miller & Arnold Rosen
How do the 2 summary categories end?
Do I have that right/is that correct?
What makes up the 4 in the 4:2?
Relationship Question, Motivation, Current Dissatisfaction, Future Promise
What % of buyers will buy? What % will not buy? What % do we need to sell?
30/30/40
What is the first stage in the 9 stages of the sales process
Discovery
What is the last line of the poem "Scratchings from the Little Red Hen"
Meanwhile, the Little Red Hens are out a gobblin' up the worms
What does A/DT stand for?
Ask/Don't Tell
What makes up the 2 in the 4:2?
Summary Dissatisfaction, Summary Solution
What does one-of-a-kind mean?
Right home, right homesite, affordable price
What is the 2nd stage in the 9 stages of the sales process
WHC
The way you do one thing is the way you do _______
Everything
Where do you find updates on sales incentives and policies?
Chatter
Define the letters in POWER
P - Position
O - Open-ended question
W - WOW
E - Emotional connection
R - Recap and recommend
What is the first line to "Ice, Ice, Baby" by Vanilla Ice?
Yo, VIP let's kick it
What is the 3rd stage in the 9 stages of the sales process?
Amenities
Jeff Shore's Buying Formula
Current Dissatisfaction x Future Promise > Cost + Fear
Can you add a realtor to a guest after they said they didn't have one?
Not if it's already in salesforce
Which type of urgency is most powerful?
Personal
What are 2 types of urgency? What are some ways to create them?
Do it now/do it later?
How would it feel to lose your perfect home?
Is waiting worth losing the home you love?
What is the 4th stage in the 9 stages of the sales process?
Inventory
#1 question in all of New Home Sales
Why are you moving?
What does OTP stand for?
Owner's Title Policy
What are the 3 levels of results from going 3 deep?
Broad, narrow, emotional connection
The right price on the wrong home is
Still the wrong home
What are the 5th-9th stages in the 9 stages of the sales process?
Next Steps Close
Address Concerns
Summary Close
Scale Close
Follow Up/Return Appointment