1/7/2019 Copy of 2019 Divisional Business Plan [NCzar - Arizona Division] - Google Docs https://docs.google.com/document/d/1TS_VDgUDuDVYHnR81Bf_ve1mZR887aqGy2Ug86zBxrw/edit# 4/5 Month Topic Description January Gaining Buyer Commitment The focus of this class is on strengthening the foundation for gaining buyer commitment. This includes practicing how to and when to most effectively ask for the sale, as well as best practices for maneuvering through strong buyer objections. February Critical Skills in Sales Proper discovery requires a thoughtful balance of asking for information and decoding the information given. The primary objective of this class will be to practice skillful questioning and how sales agents can become more effective active listeners. March Crafting a Quarterly SAMI Plan Agentdriven traffic is a critical aspect of the success of any community. This live classroom will cover how to effectively target the right consumer groups, planning marketing activities for the next 90 days, and discussing the best ideas across the from the past quarter. April Creating Buyer Urgency With the end of the quarter and a significant uptick of traffic during March, the goal of this live classroom revolves around the best strategies to make customers feel like they're in the right place at the right time, in the most efficient way possible. May Demonstrating Best Practices In this live classroom, NHS trainers will dive into three aspects of the Critical Path within Demonstration. This includes strategies to help customers to actively engage , creating an emotional connection and identifying the ideal floor plan or inventory home that fits their needs and wants. June Uncovering Uniqueness Properly engaging customers and bringing them to an emotional peak during homesite selection can mean the difference in closing the sale. The primary goal of this session is to discuss strategies on how to uncover the unique benefits of each lot, and then how to best present the value. July Advanced Selling Techniques Going beyond the basics, this session will focus on various advanced selling techniques to utilize during the slower summer months. Featuring extensive roleplaying, trainers will engage the audience with their current challenges and apply the tactics with real examples. August Effective Discovery By discovering buyer interests, their motivations, and wants/needs, agents can provide the best route the path of a home purchase. This session provides a roadmap for identifying the Five Discovery Zones and guiding customers across the most favorable thought process.