S3 EP7 | ON: The Mastery of Selling

Show Notes:

Focus Discussion of the Week:

Join Alexis Udine and a very special guest, Roland Nairnsey, a renowned national sales trainer and owner at New Home Sales Plus as they unpack valuable nuggets from Roland’s new book, Mastery of Selling for New Homes.

Alexis: Welcome to building perspective with Group Two. I’m your host, Alexis Udine. And today we are in season three, episode seven, and I’m joined by my good friend and colleague Roland Nairnsey. Roland is a well-known sales trainer in our industry. And as president of New Home Sales Plus. Roland, welcome to our podcast. 

Roland: Thank you so much, Alexis. I’m so honored to be here, I, I love your podcast and I love your company. You guys do an amazing job. So thank you very much for having me. 

Alexis: Of course we were joking before, Roland and I are both very chatty.

And so we’re going to try to keep this on course, stay focused, but I have a feeling we’re going to have a little bit of fun. 

Roland: It will be fun. It’ll be memorable, you know, and we’ll try to keep it on track and give you some things, some takeaways that you can actually use as well as laughing a lot. 

Alexis: Absolutely. So can you first start off by giving our listeners a brief history of your experience in our industry and what you do today?

Roland: Yeah, absolutely. So I am, I’m a national sales trainer. I travel all over the United States and Canada, for some reason. I’m very big in Calgary. Don’t know why, but there we go. I love it over there, but I travel all over and work with home builders. I’ve been training off and on for over 20 years now. So I’ve trained thousands of salespeople.

I did start in the early eighties. Believe it or not. I come from England. You probably tell my height gives it away. So I came over as a young lad in the eighties and started selling real estate in 1984. I know it’s shocking because a lot of your listeners weren’t even born. Then I started working for my first home builder in 1987 and honed my skills.

I did very, very well in sales and sales management started trading in 2001 for a nationally recognized sales trainer. What together for 10 years. And then what I’m really proud of is I went back to a new home sales as a director of sales in the 2013 to 2017 worked for a luxury home builder. So I got to practice everything and sort of retool my training as well.

And, you know, as all of you know, that nothing beats the exhilaration of actually selling and managing sales. So I, I feel like I’m one of the trainers that’s very current that way. And then I formed my own training company. Four and a half years ago, New Home Sales Plus. And I’m very fortunate. I have builders all over the country that I work with on a weekly basis training their sales team.

So I’m back doing what I’m most passionate about, which is the the new home sales training. It makes sense. 

Alexis: Yeah, absolutely. And you also have a lot of other things going on. You had that great retreat this past October, and I think you might have another one coming up. 

Roland: Thank you so much for mentioning that. Yes, we have developed a, a retreat specially for people in new home sales, both in sales management, marketing all aspects of it.

Pro builder is working very much, very much with me this year. So we’re going to announce dates very soon, and we’re going to do the retreat again in November on the beach. The whole idea is, is to reward salespeople and managers that are working so hard and you come down to the beach and we’ll be there for three days doing programs that, that have to do with sales training sales management hopefully OSCs as well. We want to get into a little bit of that. Not that I teach that that’s not my bag. You and others are great at that. But yeah, the, the retreat is I want to make it a yearly event. So you guys know, Hey, it’s November, we’re going to the beach. 

Alexis: But that being said, obviously, have great experience In our industry. And I don’t know if people know this, but I worked for a home builder for a period of time, a great experience, Schaeffer Family Homes.

The builder that I worked for actually worked with Roland. So I I’m trained by you, which is wonderful. And you actually came out to our community, spent a few days with our sales team. And for me, it was the first formal training that I had in such a memorable experience, and you have such your own unique style and energy and passion. And I think I still remember being in the kitchen, modeling the home and getting your feedback. 

Roland: I remember very well too. And I, I told Jason Schaeffer, the owner, Christie, who is a sponge and sponge for training great trainer. We talked about you, your, your editor. It was remarkable from the very beginning and you assimilated everything so easily and naturally, and even now, you know, I can just see it’s a perfect fit for you.

That, that some, when, when we talk you know, you’re constantly involving me and, and, and those kinds of natural things that you do. So I was honored to, to be part of that all those years ago. You, you were awesome. 

Alexis: Thank you. 

So today we’re really excited to talk about. Venture your book Mastery of Selling for New Homes, which was just released in the past month.

And so today, what I really would like to dive into is some great. In this new book, but to start, I have to say, so I’ve just ordered mine on Amazon and I’ve started to dive in and it’s a thicker masterpiece. 

Roland: 450 pages. It’s not, it’s not for the lighthearted.

Alexis: No, so I have to ask you, how long did this take you to write and what inspired you to write it? 

Roland: Thank you so much. You know, and maybe it’s a little corny of an answer, but it it’s a lifetime of, of my information and knowledge, quite candidly. So I’ve been carrying this book around with me for a long, long time, but the actual writing process was just over four years writing and editing.

Yeah. And the last year itself, I probably did in the wrong order and got the editor after I was finished. And then there was a lot of going back and rewriting, mainly horrible grammar and syntax and that kind of stuff. So, yeah, it was a total of four years to put it together, in a way that I was really happy with it.

It’s training, you know, it’s stuff that you can take away. People call me the stuff guy. Cause I, I believe in teaching you stuff that you can use immediately, but I want to make sure it sounded like me in a a fun wrapper where hopefully you have a sense of humor and every so often can have a little chuckle and laugh and go, okay, I get it.

You know, we can learn and have fun at the same time. 

Alexis: Absolutely. Your personality definitely shines through in this and this is something you always wanted to do. Like what inspired you to kind of get started on this? 

Roland: Thank you so much. Well, first I enjoy writing. It’s one of my favorite things to do. I have written screenplays.

I don’t know if we ever talked about this, but I wrote one years ago that had the act of James Earl Jones in it, and it was an honor to meet him. And it was just a local production in Florida, but I got to meet him. And so I’ve always been. Writing and just bringing that to life. But, but to answer your question in a more precise way, I just felt that there was sort of a void in the marketplace for a book like this.

That is an actual training manual, a new home sales training manual. So if you have, if you have a new sales person that comes to work for you, I couldn’t find anything out there that you could buy off the shelf and say, go read this. I don’t understand the, you know, the sort of a, to Z of selling for new homes.

In, in the right context. So that, that was sort of, my goal was to, to create that book. There was one, a long time ago by I legendary training called Dave stone, but it was a long time ago. I have it if I was in the 1960s. So it hasn’t been updated. And I think, you know, everybody’s writing really good books.

I’ve read them all, everything I can find I read, but they’re, they, they’re, they’re pretty nuanced about edges of the process, not the actual process itself. And so I wanted to make sure that. I wrote a memorialized, what the sales process is from a to Z. We’d lots of other elements of connecting and adapting.

It’s not just that, but it’s the basic you, you, you literally could buy this book and go out and sell homes. You, you you’d have the confidence to do it. 

Alexis: Well, that was my next question. So you mentioned the reason behind. The salesperson just starting out. This is a great resource. So who is this book?

Roland: Great question, thank you so much for asking. Yeah. It’s for all levels. So when I teach, you know, certainly in a brand new sales person, an essential level could learn a lot. I was in. Three weeks ago, I think it was minus temperatures and, and there were two or three brand new salespeople that I could tell were just taking tons of notes and they bought the book and then they’re like sponges for it, but absolutely at an advanced level that there’s a lot in here for as well.

And then even at the mastery level, your people will be selling a long, long time. Because of the market that we’re in right now, where almost everywhere it’s, it’s moving you know, over abundance of bias and a shortage of supply. There’s a lot of stress that comes with that. But also I think some people might’ve lost their skills a little bit, but you haven’t needed them.

You know, when, when, when your company says, Hey, we’re pressing pause, we’re going to give you three homes to sell next month. And then you make three or four phone calls and sell them. Then that’s not your fault. Obviously. But it’s a good chance that the, perhaps you’re, you’re losing some of those essential sales skills.

So I think when you get this book, you go, oh, you know what? I haven’t done that for a while. I used to do that two or three years ago. Some of the basic basic concepts might really be reignited by reading this. So that’s what my hope is. So yeah. So it’s something for everybody in there. 

Alexis: That’s a great point.

Sometimes people just need to be energized and reinvigorated. And I, I think that we’re finding in the training that I do, even with online sales counselors that you missing a little bit the foundation, because the market has worked in your favor. So everyone needs a refresher. Everyone needs some reminders.

And so it’s great to know that it’s for all levels. 

Roland: It is, it truly is. And that’s the feedback that I’ve got already about this. And when I do training, is that there’s something for everybody. I try to make it fun to learn is just not sort of wrote. So, you know, if you’re more advanced at an advanced level mastery, you better pluck out those things that make a lot of sense. 

Alexis: All right. So in marketing, we talk a lot about your differentiators and builders, you know, what’s your differentiator. What can you say that the next guy can, and so same with this, what makes this book different? 

Roland: Another amazing question. Yeah. Thank you so much. I feel confident in saying that I’m the only new home sales trainer that has had so much recent sales success in new homes. So everything that’s written in this book is authentic. I’ve tried myself. And so, you know, as I said, I started selling in the eighties, nineties, two thousands trained thousands of salespeople went back to being a sales director for almost four years.

So I got to retool everything. So I just feel that it’s the it’s completely authentic. I would go to trainings. Come back to my office and try it, my sales office and try things. And if they don’t work, then I’m like, I’m not going to do that again. And I even talked about it in the book. There’s some funny things that I tried.

It’s like, no, that didn’t really make sense for me. You know, the thing is I saying on Atlanta on a scale of one to 10, 10 being the highest, how likely are you to proceed? I’ve never seen. So I don’t teach it. I don’t feel comfortable. It feels pushy. It feels salesy. And I want to break that down. You know, everything in the book here is about communicating, connecting, and being authentic.

And so I, yeah, I’ve tried and if I haven’t tried it, then I’m not going to ask you to use it. 

Alexis: You lived and breathed all these techniques and use them on real life people. 

Roland: And in fairness, I think most of this stuff I got somewhere else. I don’t want to take credit for creating the sales path, but I was able to, to, to use it time and time again, and then sort of massage the, the, the ideas and work with them to make them sort of more practical and usable.

So anybody that can get this will know. Learn this stuff, but it, it will create that sales consistency either when the, when the market levels off, as we know it always does rates go up, you know, the supply starts coming back and demands does dwindling. Then you’ve got something that you can read the, you can, you can retool constantly.

Okay. I need to go back and do some of this stuff. 

Alexis: So yeah, we can say that you you are the person you’ve done all this. And so it is all emulated in this book, which is fabulous. 

Roland: Yeah. And I’m proud of that by the way. I’d love being a sales person. Everything is sales, right? I mean, you’re, you’re, you’re a great salesperson, but in fairness to you, when you go out in public, I’m sure you’re, you’re making connections and you are able to communicate at such a high level, which is what’s in here.

So it’s not only just to sell the home. It’s really more about creating a great experience for people and being empathetic and understanding what, what their motivations are. You know, that’s what real salespeople are good at is not this sort of pushy crass. You know, let me tell you how great we are kind of thing. That’s not what we do. 

Alexis: Totally agree. And I think you keep saying communicating and connecting, and I think, you know, given what the world has gone through in the past two years on all industries, I think communication and connecting is, is more important than ever. And I think I told you this before recently at the builder show, I’ve heard a statistic that, you know, 60% of people were turned off by a pushy sales person, which is why people are doing a lot of self tours and things of that nature.

But that being said, there is a strategy and it’s more about being empathetic connecting. And he kind of said there is an approach. 

Roland: Yeah. And it, it stems you’ll see, I I’ve, I’ve tried to build the book in a lineal order, so you can read it in the right sequences. And it starts with the right questions, you know, the right open-ended questions and being interested, not interesting.

That’s a flashback to what, 10 or 12 years ago when we trained together. But I really firmly believe that you have to discipline yourself to be interested in your clients and ask questions. You’ve got to be curious, you know, curious salespeople or successful salespeople. So it does begin with that mission of helping people versus just seeking a commission and being pushy so that there’s a lot of emphasis on questions and, and finding out what people’s motivations are, but in, in an authentic way, that’s easy and natural. Not, not, not sort of crass. So yeah, I’m here to defend salespeople and what we do, I think we’re very important.

Alexis: So one thing I’m going to ask you another reason, and I want to read the back of this real quick of your book. That also makes it different. So it says whether you are just for getting your career or have been at it for awhile, the mastery of selling demystifies, the selling process, using clear, concise, and time tested, proven techniques which you just talked about with a smattering of British humor about the smattering of British humor? 

Roland: Well, there we go. Well, hopefully it’s not something that’s overly calculated. It just shows up once in a while. We, we Brits, I don’t know. Well, I, I grew up eating. I say we Brits, I’m an American citizen, a very proud to be a and, and, and, you know, I’ve done so well over here, but we naturally default to whatever it is, what might my stylist to talk about? Here’s a concept that we, the, the, we need to know, then I’ll explain it in detail. Then I’ll usually tell a story about how I, or one of my students have applied it. And that usually is where the humor is going to come in, where you’re, where you can identify, oh my goodness.

That sounds like me and experienced that we have. So for example, as you know, but I got a pen with my pens will say I like big buts. I can’t get too far without saying that. But years ago at the builder show international builders show, I was talking about objections being like buts. I like big butts because a big but means a big objection.

And so that’s something that will come out organically. In my training. We talk about buts, which is a bit odd. I know, but at least it’s a more fun way to talk about objections where you don’t even realize you’re being trained. I think you’re just having fun with it, but it does make sense. I hope in the context of you know, embracing people’s buts. I know it really embrace that butts because you get arrested for that kind of behavior. But when somebody has an objection, so we show us we’ll no, that’s great. That means they’re interested. They’re, they’re criticizing, you know, the, the price is too high. They want you to lower it, which we’re not going to do or justify how we arrived at it.

If the if they don’t like the kitchen, well, what don’t you like about it? You know, wanting to embrace that and not be defensive. So. You know, I talk about butts as objections and I’m sure there’s lots of other things that come out in the moment that people go. What, what did he just say?

Alexis: It makes it memorable. And I touched on this a little bit, the linear path in here, I love the way it’s organized. It makes it easy, easy read. And I love the stories. And we often say marketing is storytelling. I think you do a great job and it makes it authentic. It makes you humanizes it, which I think is really nice too.

Roland: Can you come with me on a book tour and just say, well, I need to take this snippet. 

Alexis: My sales skills are coming out.

Roland: There we go. No. Yeah, you’re, you’re, you’re a star from the beginning. It was very obvious to me, but know that the order is very important to me. So it has to be when I teach it, I want to teach it in an order.

And that’s what I feel is missing. Sometimes I might get a phone call from a builder that says, teach my guys to close and I’ll say, well, how well are they open? But you can’t close, you become open. So you can’t just magically, you know, bypass all that connection and discovery and presentation and demonstration and narrowing down to one of a kind and go straight to closing.

So I want to make sure that everybody understands that my observation is that people are making the assumption that people have been through the training that you’ve been in. And so therefore the, that the teaching a fragment of something, I want to make sure you get it, that it’s documented somewhere.

This is a great sales process. This is what the masters are using. You should have be privy to that. Now you can go off, learn this, and then, you know, they like jazz learn that you can then break it apart and make it into your own shoe. And that’s wonderful, but at least know what the tune is, at least understand what the process is.

And so you can, you can be sort of a control of that decision to do it in a different order. As I talk, I realized that because of this digital world that we’re in, thanks to great companies like you like group two, people have so much more access to information. So you don’t always have to start at the very beginning because people might know a lot about you, but at least find out what they know and why that’s important to them.

So I want to embrace this technology world, which really wasn’t your question. So I apologize, but it’s just, it occurs to me learn it in the right order. But then mix it up, change it up. If they come in and they’ve picked out a floor plan from your website and they’ve already built your home online. Well, what do you like about it?

Verify that the value range is good. Go out and pick a home site, or if you’re on your luck, go find out about the land and sell them a home. But at least you’ll know how to embrace that and you have the competence to do it. So you learn it in the right order and then mix it up is really what it is.

Alexis: Absolutely. So we know it’s a proven process. We know we have some of your humor and personality. We know there’s a linear path with real life, authentic stories. What else? I do want to dive into some key things here, but anything else that really sets us apart from the rest? 

Roland: It’s funny, wherever I go, people say, oh, I love that chunking thing you talk about. And in fact, pro builder magazine actually has an article this month about chunking. They interviewed me and, and my, my my friend, Tom D’Addario who works with me. So chunking is one of the most popular things that I talk about. When you listen to somebody. So what, what the context is that you ask good open-ended questions.

You find out as much as you can, but then you chunk back what you’ve heard, which is really just glorified, paraphrasing. And I would advocate that you actually get your hand out. Not that you can see me, those, those listeners at home or whatever you’re doing right now, but if you get your hand out and fill up all your, your fingers and your thumb with what you learned.

Alexis. If I hear you correctly, you saw us online. You really like us so-and-so floor plan with the owner suite downstairs. You love the great room. You’d like to move in next Thanksgiving. And you like to keep your investment around the mid fives. What else do I need to know? You know, that, that kind of thing.

So, so how they heard about you when they want to move in. Value range. We’ll hot buttons, their home, and I call it chunking. And then at each part of the process, you can chunk. So in, in your model demo, when you finished in the, in the kitchen, let’s say that the building home, you could chunk back what you learnt.

So you’re thinking of the white kitchen cabinets, the 42 inch with the glass uppers in the quartz, countertop with the rounded, the beveled edge or something. You could chunk that back. It causes a connection because it proves you’re listening. You might make a mistake, which is okay, they’ll go. No, no.

Correct you, but it really causes a connection, which is what we’re looking for. So you can confirm correct connect and even close them on that once you’ve chunked it back. And then you find that. At the end of the closing table, you can recap and say, so remember Alexis, you wanted this, this, this, and this.

Well, isn’t this home. Perfect. So it’s an easy technique. I remember people like me that talk quickly and interrupt when we work hard on not doing that, but naturally I’m not a great listener. It’s an adjusted skill that, that I work on. So chunking is a great way to keep on track. 

Alexis: I love me some chunking. It’s something that you taught me and my sales experience that I then brought to Group Two. And so when I’m doing my online sales, I say, I learned this thing when I was in sales, it’s called chunking and it can be applied to not only on-site sales, but online sales.

So we’re there when they’re on the phone and they’re gathering all this. Same thing. Okay. Mr. Mrs. Customer, your timeframe is six to 12 months. Your budget is around 500,000. So I use the same thing and I, I said, it’s a technique I learned and I use it in all my trading with my sales teams.

I think it’s great for online sales counselors. 

Roland: It makes me happy to hear that in your, your, your right, what you’ll learn is that most people want to do salespeople. We think we have to tell and telling is not selling. So we tend to default quickly to let me tell you how long great. You don’t know enough about your client, whether it’s marketing or new home sales itself.

And w once you chunk it back, the client relaxes. Oh, good. She’s listening to me. And that’s what they really want to make sure it’s happening the whole time. Not that you’re. So th th the, the whole assumption is if she’s listening, then she’s gonna, she’s gonna solve my problems. She’s gonna manage my one.

Alexis: Okay. Everyone remember that? So there’s another point in this book that I want to briefly discuss as well known as FBI explain that to our listeners. 

Roland: Well, there we go. It’s not the government agency in this context. It’s features benefit involvement, genius. There we go. So most salespeople will have learned about features, but if you’re only sharing features, then you’re going to be featured dumping.

So cap it with a benefit. The magical part of it though, is to stop and ask a question and find out how your client is feeling about what you just said. So as a sales coach, all over the country, I find that that even top salespeople can get in the habit of telling too much, instead of just relaxing and saying, what do you think about that?

How does that sound, how do you feel? What are your thoughts about what we’ve just discussed? And so the FBI. Acronym for me is probably the most important one. I believe it would be, there’d be this I’m an acronym guy, but I think it outweighs the others because really the focus on the involvement is what I want you to do.

Make sure there’s a benefit. If you can adjust the benefit based upon what you learned about the client, that’s even more magical. So if I’m talking to you and your kids are six and nine or 10 years old, and I would talk about the benefits of the lifestyle with them, if you’re if you’re right side.

And, and you’re, you’re moving into a smaller home. Then I would talk about all the joy of the maintenance free lifestyle that gives you the time to go travel and do what you’d like to do. So the benefits important, but then stopping and asking a question and finding out how they feel about that is, is really the part that I would always want to stress as a coach.

Alexis: Personalizing it for the person that’s in front of you and making it an experience crafted to their needs and their wants and their lifestyle. So, yeah, FBI, that’s a good one. 

Roland: Thank you. And just handing over that Baton of control and just letting go enough to trust your clients, to let them in so often where we’ve got like we’re in a hurry.

We just want to tell, tell, tell, let me tell you about the great kitchen. Let me tell you about the great building. I’ll ask how they feel about it. A lot of people nowadays it’s so into HGTV or whatever, they’ll show you that dream kitchen, they have it on their phone, right there, Pinterest account or something. I think more questions and involve a lot more.

Alexis: I love it. And so this to kind of reiterate your key point, these are some things that maybe people got away from when the, when they couldn’t even keep up with the traffic they had and the appointments they had. And so these are great techniques to really get back to the foundation to have the best experience for your customers as possible.

So chunking, we have FBI. 

Roland: You’re chunking back to what you’ve learned already. 

Alexis: So talk to me about clothes at your seat. 

Roland: Body language is so much a part of what we do. Research shows that words, shockingly, only 7% of what we perceive about each other, voice and tone, and then body language make up the other, the other 93%.

And so what I learned having sold homes my whole life, I was on a sales floor. There, there were 10 sales. This was back in the dark age. Yeah. Back in the 1950s, it was the 19th. It was the 1990s, the whole of the 1990s. I worked in, in, in one community. We, we sold over 2000 homes. I was one of 10 salespeople the first year I sort of did.

Okay. I wasn’t the top by far. And then I was, I was playing my sales process back in my mind, and I realized every time I sold a home, I brought the clients back in. I sat down and read. And I thought, well, why am I picking and choosing who I sit down and recapped with? Why don’t I just sit down with everybody?

I’d be not because our process was, you know, you greet, you ask discovery questions, you give a presentation and you spend an hour or two in the models and you bring them back to your sales office. So what I figured out was when you bring somebody back to your office, your sales environment, whatever that is, a garage, a model, if you’re standing up, what is your body language?

It’s like, see ya off you go. Thanks. I’m sort of hungry. I got a doughnut back there and a cup of coffee when I have, if you’re standing up you’re you’re you’re, you’re ending your, your movie, frankly, at the end of act two, I like to sort of break the sales process into a three act play. And so you’re ending your movie early.

Instead, if you just say let’s sit down and read. Now all of a sudden those really quiet, shy people after maybe 10 minutes of a, of a proactive recapping process, they might go, you know what? I really am interested, but how does it work with financing? I didn’t really understand what you meant about building, you know, on the, on this home site or whatever.

So, so I just learned that, that physical change, if you can, if you can have an out of body experience and visualize your, your, you know, if you can look down on your sales process and whenever you come back to your sales office, Just simply let’s sit down and let’s recap and then go through a process, which is if you’re in a neighborhood, you know, here’s the location map, here’s the community, this is the home site.

You like, here’s the outside of the home. Here’s the floor plan, your kid’s names again. Let’s write them down and you let’s figure out what your home will be with your stuff’s included. Here’s your approximate monthly investment. If that’s your process and now 15, 20 minutes of that and you vote the right fit to.

Really asked for the sale and close. You can buy books on closing all day long, but if they’re about words, then you’re missing the point for me. It’s about process and body language. And if you just merely sit somebody down at the end, go through a recap, your sales will increase to finish my story. I was again, very much in the middle of the pack.

And my first year in this, in the sales environment, the second year I sat everybody down. I mean, if I went out to models, they’re going to come back and sit down. I went from the middle of it to the top sales person, which I maintained for the following nine. And so I just think that’s such an important change in your process to not let people leave early and to sit them down.

Now, if they have to go and then, then you’d make an appointment of course, with a purpose, but just visualize if you could sit down eight out of 10 people that you meet on a weekly basis, then, then you’ll, then you’ll be well, and don’t sit down up front because then that takes away from sitting down at the end.

You know, you want to keep them on the feet, motion, creates emotion early on, and then take them through your process. Narrowed down to one of a kind, come back and read. The last thought on that is recap to help, not the clothes. And I was with a salesperson in Oklahoma, very talented salesperson. And she was like, we’re going to have problems with this recap clothes of yours.

And I, wait, wait, wait, why am I calling a recap close? It’s just a recap. You know, there’s, there’s lots of moving parts here. It’s way too confusing. If you’re building a home, you know, if it’s a finished home, maybe that’s a little bit easier. Here’s the, here’s what comes with and here’s the investment in it.

But if you’re building a home, how does that really work? And most of us are too. To sort of stop and ask questions, we’ll just let the sales person do their thing. And so I said to her, just recap to help people and see what happens and that transform what she was doing. She realized that she was there as a helper, as more of a sort of consultative approach.

And then she was able to get to the close organically. It just happened. 

Alexis: And at the end of the day, what you want, right? 

Roland: Yeah, exactly. Chunking, FBI and close at your seat. You see, those are three big takeaways in amongst a lot of other stuff. 

Alexis: There is so much more. So that’s just a tease of some of the great processes and foundation and everything that you can get in this new book of yours.

So definitely glad that we could highlight those points today. And there’s a lot more there, like you said, so rolling. How did we get the. 

Roland: I think the simplest way to is to go on Amazon, if that’s okay. Most of us love our Amazon. Those little elves will make you as many books as you want as quickly. 

Alexis: I think I ordered it on Friday and I had it by Sunday morning. 

Roland: The Sunday morning. I mean, it’s just really, it’s just crazy. You know, I actually had been ordering them on a, I shouldn’t admit it. I’ve been ordered them on Amazon. Yeah, it’s just, it’s, it’s so much faster. So yeah, I go on Amazon monastery of selling for new homes by Roland Nairnsey. If you want an autograph one, then please email me at Roland@newhomesalesplus that’s Roland@newhomesalesplus I, of course I have a whole bunch that we are selling.

We’re building it on our website. It’s not actually up and running because the book only just came out. So, yeah. So that’s that go on Amazon and buy as many as you like buy them for your friends, it’ll be the gift that they’re very grateful for hopefully to be on their bookshelf forever. And then one of the collection, because I’m going to work on objections and connection and negotiation all as individual topics I got to drill down and, and write shorter books on those topics coming soon. So this will be the foundation I hope of your new home sales training collection. 


Alexis: I love it. I’m so excited for you and I’m proud of us. We didn’t get too chatty. We kept,

I now have the song. I like big butts in my head. 

Roland: You know what I wish he could play. It is too rude for today’s canceled so quickly. If we played it, I wanted to play it on my train and say, You have to watch the YouTube again. It’s like, we can’t say that stuff anymore. What happened anyway? Oh, I will. I didn’t know.

You didn’t have him. I’ve got a whole bunch of my big but pens. It’s got the highlighter. So you can highlight in your book and make notes. 

Alexis: Between chunking and big buts, get a member of the old trading tip. So this was so much fun. Roland. Thank you so much for joining us today. 

Roland: Thank you, Alexis. Likewise, I’m a big fan of yours and big fan of Group Two.

I really appreciate the opportunity to chat with you. And I know I see you out there you know, at, at a builder soon. 

Yeah, absolutely. So everyone, we’ll see you next time on building perspective with Group Two. Thanks for joining us.

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