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 Bob Hafer’s 36 years of experience qualify him as an experienced and knowledgeable new home sales trainer, consultant, speaker and author for the home building industry. He has held positions ranging from new home sales specialist to division president.
For over a decade, Bob has provided new home sales training, merchandising, and marketing strategy expertise to over 80 homebuilders coast to coast. Hafer has been featured as a subject matter expert in nationally recognized media, including; Builder, Realtor, Realty Times, The Real Estate Professional and Texas Homebuilder.
In 2006 he authored ‘Building Results – The Ultimate How to Guide for New Home Sales’. Building Results does just that – provides a fresh, actionable approach on the new home sales process. By teaching readers how to create an environment in which they psychologically embrace the buyer, the reader develops a profound understanding of customers’ needs and desires.
Professional sales people throughout the nation have successfully applied Bob’s Building Results approach including Centex Director of Learning Frank Boyd, “It delivers a message that fire’s me up and beats any other book I have ever read about new home sales - simply the best!”
Bob has trained thousands of successful new home sales consultants, many who have been promoted to high level sales management positions. His vigorous “how to” sales training seminars and workshops translate into a unique and productive learning experience for each salesperson … building confidence, improving sales techniques, and significantly boosting sales.
Presentation Topics
- Ex-Sell: The Six Physiological Rules That Govern Buying and Selling
- Be the Difference that Makes the Difference
- People Buy Outcomes
- Simply Irresistible Sales Talk
- Creating Sales Rapport Magic
- Preparation: Choice Not Chance Determines Success
- Connecting: The Key to Building a Successful Buying Relationship
- Discovery & Qualifying: The Fine Art of Asking Precise Questions
- Building Value: Price Is Not the Issue
- Demonstrating the Home: The Competitive Edge
- Demonstrating the Homesite: A Unique Advantage
- Handling Resistance: The Sale Begins When the Customer Says No
- Closing: A Natural Step in the Selling Process
- Follow Up: Bring Them Back To Make the Sale
- Communication Principles: Balancing the Sales Process with the Buying Process
- NLP Technology: Selling To People the Way They Want To Buy
- Realtor Relations: A Valuable Asset
- Selling Preference: Understanding Your Selling Preference
- The Home Buying Process: Working With Not Against the Buyer
- Building Trust with Homebuyers
- A New Take On An Old Theory For Selling Homes To 50+ Buyers
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