Sales Academy Program Schedule
Presented by the Florida Sales and Marketing Council
Friday, July 12, 2013 - 8 am - 4 pm
$79 per person includes Lunch and Afternoon Coffee/Dessert Bar Network Event
8:00 am – 9:00 am
Opening Sales/Leadership Program - Kimberly Mackey, New Home Solutions, Tampa, FL
SALES LEADERSHIP BY THE NUMBERS
Is each and every member of your sales team selling at least 1 new home per week consistently? If not, this is the program for you. Learn the formula for success from the only Sales and Marketing Management Consultant and trainer who still walks in your shoes daily! If she can do this for multiple builders at one time, you can master this too for your team. You will learn how to stop majoring in the minors and focus only on those items that get your team the highest return on investment—SALES! And, best of all you will be able to do more with less time.
9:00 am – 10:00 am
Choose from one of two tracks:
Sales - Bill Herring, The Herring Institute, Ft. Myers, FL
ENGAGE AND CONNECT
1.Learn to develop a clear picture of your customer's “solution image.”
2.Demonstrate how your product fits that image.
3.Develop a strong connection to gain information to understand your buyer.
Marketing - Jared Weggeland, Southern Homes, Lakeland, FL
$ECRETS OF SELLING MORE HOMES WITH FACEBOOK
Tired of hearing about how “social media” and Facebook should be making you more money? Have absolutely no idea what everyone is talking about? Spending time in social media but not really seeing any results, or increased commissions? Well, that’s all about to change. If you are ready to make the move to increased leads, increased referrals and increased sales, this class is for you. (This session is not for the feeble) Come enjoy a lively discussion as Jared Weggeland describes his social media and online sales journey. A journey that has yielded great results and larger pay checks for his sales team!
10:00 am – 11:00 am
Choose from one of two tracks:
Sales - Christine Hamilton, $ales Power Solutions, Sacramento, CA
NEW HOME SALES: MASTER THE CLOSE
“The New Generation” of New Home Sales Trainer, Master Salesperson and Closer, Christine Hamilton will demonstrate proven techniques to consistently close more sales today! Hamilton has Real-world experience as a front-line New Home Sales Professional and VP Sales & Marketing for a national homebuilder. Engaging and energetic, Hamilton leads by example in “How to be a more Effective Sales PROfessional and Closer.” This is a must attend workshop for everyone in the home building industry who wants to become a “KILLER CLOSER”.
Marketing - Robyn Bonaquist, B2 Advertising, Naples, FL
GENERATIONAL MARKETING: DO IT AND GET MORE SALES
Your advertising dollars are precious. Get the most for your money by understanding the importance of and how to effectively target prospects through Generational Marketing. This comprehensive segment brought back by popular demand is led by Robyn Bonaquist, founder of B-Squared Advertising, and takes a hard look at the various generations you are likely targeting: Silent Generation, Baby Boomers, Generation X and Y. Discover what makes them tick, what turns them on (and off) and how the way you speak to them will translate into more sales. Plus, a fun look at “The Good, The Bad and The Ugly” in real estate and home building advertising.
11:00 am
Sales Rally and Luncheon Program in Sales Central – Featuring Keynote Speakers: John Palumbo & Roland Nairnsey
WHAT DOESN'T KILL YOU MAKES YOU STRONGER
You've survived and NOW it’s time to CASH IN and turn your resilience into dollars. Main event, powerhouse speakers John Palumbo and Roland Nairnsey take the stage and go way beyond the basic fundamentals of New Home Sales. Learn how to connect emotionally with your customers, discover proven closing and follow up strategies, and uncover the hidden secrets used by today’s sales masters to start making the BIG money NOW.
1:00 pm – 3:00 pm – Join us in Expo Hall and Participate in the SMC Expo Hall Scavenger Hunt for a chance to WIN A PRIZE!
3:00 pm – 4:00 pm – Ready for Coffee and Chocolate and Prizes! Return to Sales Central for a Private Q&A session featuring one-on-one time with all of the speakers!
