Creating Urgency in a Non-Urgent Housing Market [Paperback]

Jason Forrest (Author)

Book Description

Publication Date: December 15, 2007

Urgency is the key component to a strong market, but in tough markets, new home sales counselors must create that urgency. Fortunately, Jason Forrest has the method for tapping into this high-powered emotional resource! Based on the principle that every new home buyer's desire is to improve their life, Jason teaches you how to fulfill this powerful impulse in your customers. Learn how to create an atmosphere of excitement and immediacy, no matter the state of the market. Creating Urgency will revitalize your sales philosophy!

Editorial Reviews

Review

For anyone who works in a new home sales environment, this is a MUST READ book! Jason Forrest has hit on something that we all face--being able to sell, and sell successfully, when all around us are those who say that, due to the market, sales are impossible. Creating Urgency in a Non-Urgent Housing Market is not only an eye-opening reality check, but Jason's insight and the facts he shares are right-on concerning our attitude toward new home sales today. He gives us some simple, yet powerful steps we can take to overcome our current thought process in regard to the market and our success. I personally have seen changes in my own sales team and leaders after they embraced these concepts. Everyone in new home sales MUST read and apply--it is a tool that will help you increase your sales and change your life! --Janis Jackson, Hometown America

For anyone who works in a new home sales environment, this is a MUST READ book! Jason Forrest has hit on something that we all face--being able to sell, and sell successfully, when all around us are those who say that, due to the market, sales are impossible. Creating Urgency in a Non-Urgent Housing Market is not only an eye-opening reality check, but Jason's insight and the facts he shares are right-on concerning our attitude toward new home sales today. He gives us some simple, yet powerful steps we can take to overcome our current thought process in regard to the market and our success. I personally have seen changes in my own sales team and leaders after they embraced these concepts. Everyone in new home sales MUST read and apply--it is a tool that will help you increase your sales and change your life! --Janis Jackson, Hometown America

Jason Forrest's firsthand experience and step-by-step approach is THE ANSWER to how to be a successful new home sales representative NOW. Jason eliminates the 'victim of the market' excuse of poor sales performance with a viable solution. This is what I call effective sales training!! --Laura Hurst, Richmond American Homes

Our new home sales team has read this book and now knows, understands, and practices The Seven Phases of Urgency with each customer. We have challenged our very beliefs and the way we sell, which has caused us to become customer-mission focused rather than product or price focused. Our team can actually watch other new home sales associates do what they were doing, and recognize the difference. It has been amazing to see the transformation in the attitudes of our sales associates even when the media reports the doom and gloom of the housing market. We simply don t buy it! People are still buying homes and they will buy from the new home sales person who focuses on their mission more than anyone else. Our whole company has undergone a cultural revolution based on this new way to sell! We want to thank Jason Forrest for giving us the tools we need to coach our sales team to be Winners! --Roni Benge and Marci Goode, Pepper Viner Homes

Jason Forrest's firsthand experience and step-by-step approach is THE ANSWER to how to be a successful new home sales representative NOW. Jason eliminates the 'victim of the market' excuse of poor sales performance with a viable solution. This is what I call effective sales training!! --Laura Hurst, Richmond American Homes

Jason Forrest's firsthand experience and step-by-step approach is THE ANSWER to how to be a successful new home sales representative NOW. Jason eliminates the 'victim of the market' excuse of poor sales performance with a viable solution. This is what I call effective sales training!! --Laura Hurst, Richmond American Homes

For anyone who works in a new home sales environment, this is a MUST READ book! Jason Forrest has hit on something that we all face--being able to sell, and sell successfully, when all around us are those wh --Janis Jackson, Hometown America

Jason Forrest's firsthand experience and step-by-step approach is THE ANSWER to how to be a successful new home sales representative NOW. Jason eliminates the 'victim of the market' excuse of poor sales performance with a viable solution. This is what I call effective sales training!! --Laura Hurst, Richmond American Homes

For anyone who works in a new home sales environment, this is a MUST READ book! Jason Forrest has hit on something that we all face--being able to sell, and sell successfully, when all around us are those who say that, due to the market, sales are impossible. Creating Urgency in a Non-Urgent Housing Market is not only an eye-opening reality check, but Jason's insight and the facts he shares are right-on concerning our attitude toward new home sales today. He gives us some simple, yet powerful steps we can take to overcome our current thought process in regard to the market and our success. I personally have seen changes in my own sales team and leaders after they embraced these concepts. Everyone in new home sales MUST read and apply--it is a tool that will help you increase your sales and change your life! --Janis Jackson, Hometown America

About the Author

As a sales professional, author, professional speaker, and consultant to homebuilders, Jason's job is to help new home sales teams increase sales and retention rates through Leadership Sales training.Jason grew up under the influence of his father (a business owner and professional salesperson), his mother, (a persuasive speaking professor), and Zig Ziglar (his Sunday school teacher and world-famous salesperson/motivational speaker). Jason learned sales by selling rather than observing. These influences and experiences shaped him into who he is today--a salesperson first, a trainer on a mission, a national speaker, and a coach who pushes sales organizations to become the best version of themselves.Corporate clients include The Villages, Woodside Homes, Beazer Homes, Centerline Homes, Pardee Homes, Grand Homes, and many others. Every year, Jason delivers approximately 92 keynotes/seminars and conducts 850 group coaching calls with sales teams, sales managers, and executives. See him in action at jforrestgroup.com

Product Details

• Paperback: 70 pages
• Publisher: Signature Books; 2nd edition (December 15, 2007)
• Language: English
• ISBN-10: 0980176212
• ISBN-13: 978-0980176216
• Product Dimensions: 9 x 6 x 0.2 inches
• Shipping Weight: 2.4 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #543,459 in Books (See Top 100 in Books)

More About the Author

Jason Forrest
CSO, J Forrest Group

As a sales professional, author, professional speaker, and consultant to homebuilders, Jason's job is to help new home sales teams increase sales and retention rates through Leadership Sales training.

Jason grew up under the influence of his father (a business owner and professional salesperson), his mother, (a persuasive speaking professor), and Zig Ziglar (his Sunday school teacher and world-famous salesperson/motivational speaker).
Jason learned sales by selling rather than observing. These influences and experiences shaped him into who he is today--a salesperson first, a trainer on a mission, a national speaker, and a coach who pushes sales organizations to become the best version of themselves.

Corporate clients include The Villages, Woodside Homes, Beazer Homes, Centerline Homes, Pardee Homes, Grand Homes, and many others. Every year, Jason delivers approximately 92 keynotes/seminars and conducts 850 group coaching calls with sales teams, sales managers, and executives. See him in action at www.JForrestGroup.com

Connect with Jason online:

LinkedIn: www.linkedin.com/in/JasonForrest
Twitter: www.twitter.com/JForrestSpeaker
YouTube: www.youtube.com/JasonForrest
Blog: www.jforrestgroup.com/blog/
Email: [e-mail]

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Absolutely Applicable, March 3, 2008

By 

S Schultz - See all my reviews

This review is from: Creating Urgency in a Non-Urgent Housing Market (Paperback)

Jason Forrest provides powerful insight into the relationship between the salesperson and buyer. He walks the reader through stages of the buying process and explains how we can create an essential emotional impact.

I love that Jason gets right to the point with fresh ideas and entertaining stories. It is so easy to implement his ideas and see results immediately! The book is short and to the point and I often refer back to it.

"Creating Urgency" is for anyone that desires to increase their sales and sell more confidently. After implementing Jason's ideas, I have personally seen and continue to see great results in my sales, confidence, relationships, team building, and leadership. This is not a book you will read and forget about-it is absolutely timeless. "Creating Urgency," initially written for the housing market, is absolutely applicable to any genre of sales.

2 of 2 people found the following review helpful:

5.0 out of 5 stars S Schmidt, May 15, 2008

By 

Steve Schmidt; Integrity Solutions (Arizona) - See all my reviews

This review is from: Creating Urgency in a Non-Urgent Housing Market (Paperback)

A timely and relevant message that's enjoyable to read and easy to apply. Most importantly, Jason reminds us that we are individually responsible for creating our own competitive advantage, which becomes even more urgent in down markets.

2 of 2 people found the following review helpful:

5.0 out of 5 stars succinct and helpful., March 7, 2008

By 

joseph brandley (panther city, texas) - See all my reviews
(REAL NAME)   

This review is from: Creating Urgency in a Non-Urgent Housing Market (Paperback)

I've also heard Jason speak... i highly recommend checking out the book. It offers specific details and suggestions rather than vague ideals. Good stuff.