More Services: Real Shops | Real Insights | Real Issues

REAL SHOPS
The most accurate, dependable and revealing salesperson evaluations in America for boosting new home sales!

This is not an idle boast but an absolute fact based on the work we have done for some of the nation’s top home builders.

Prospect Interviews: Real Shops are based on the principle that the people best qualified to comment on a salesperson’s effectiveness are his or her prospects. We interview real people -- prospective buyers who recently toured the community and spent time with the salesperson. We use registrations selected by the salesperson from their best presentations during a time period specified by management, and interview 5 prospects randomly selected from the salesperson’s list of 20 registrations.

Candid Perceptions: Our interviews obtain candid answers about how the prospects felt about their time with the salesperson. The interview guides them through questions to measure how often the salesperson completed steps in the critical selling path, and how well they established a relationship with the prospect.

Mystery Shops: We believe Real Shops offer a valuable supplement to the traditional “Mystery Shop” because:

• Real Shops are accurate because they’re based on five prospects’ experiences compared with one shopper.
• The people best qualified to comment on a salesperson’s effectiveness are their actual prospects.
• Real Shops are easy to review and analyze, and provide team rankings and individual results for period to period comparisons.
• Real Shops are affordable and provide a high return on the investment.

Interviews by Specialists: Real Shops interviews are conducted by members of our staff who are highly trained, experienced in housing and expert in the art of interviewing. They take special care to create a positive experience for every prospect they contact. Prospects welcome the follow-up contact and have said in many cases that they appreciate a builder who cares enough to ask for their opinions. As a result, our interviews become sound public relations for the builder.

What are the benefits of Real Shops?
Helpful Information for Improvement: Real Shops help the individual salesperson identify opportunities for improvement. And the results serve as accurate guides to the strengths and weaknesses of both individuals and the sales team so training and coaching can be targeted. Very important is the fact that salespeople are willing to make changes in their selling techniques based on the reports because they recognize Real Shops deliver fair and credible information.

In one case the report showed a salesperson was not asking for the sale. Using the report, her manager was able to help her create a better closing technique, and her sales actually tripled during the next 30 days.

Sales Increases: Our clients usually see an increase in sales while the sales staff is collecting registrations from their best presentations. Why? When the staff knows their activities will be measured, they will consistently perform more of the steps of the Critical Path, leading them to ask for a buying decision more often.

One nationally-known builder increased its sales rate by 50 percent during the period its sales staff collected prospect names for the evaluation.

Bottom line: Real Shops allow you to coach your team to maximum performance and minimize discounts and incentives. Real Shops are designed to make selling easier, faster, more productive and certainly more profitable!

Real Shops . . .
. . . deliver in-depth, highly accurate and scientifically measured information for America’s home builders about the effectiveness of their sales staff.

1730 East Warner Road, Suite 10-155, Tempe, Arizona 85284
480-839-0870 Fax 480-452-1108