SMC News
SMC Member Profile of the Month
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Leigh Tarullo, 3D New Home Sales Systems TM
When did you get involved with the SMC? I’ve actually been involved with SMC since the late 1980’s. In the early 1990’s I chaired several subcommittees, and was the Chairperson of SMC and a CSP Instructor. In the years since, I’ve attended events but wasn’t taking a leadership role.
What committees are you currently participating in? Now, that I have my own company, I wanted to become more active again. I’m involved with the Steering Committee as Vice Chair for Membership & Communications.
What is the best thing about being in the SMC? Number one is the camaraderie… the sharing of experiences and best practices with people who really understand the industry and care about making a difference.
What is the most exciting thing that has happened to you since joining the SMC? Again, the support group nature of SMC…Of course, the education, and staying current is key. I’d be lying if I didn’t say that I’ve also enjoyed the MAME awards (now renamed Major Achievement Awards) I’ve received over the years.
How would you advise someone to get involved with the SMC? Start by visiting the website for the calendar of events and meeting schedule. Then, jump right in by attending events and joining a committee that interests you. Everyone’s welcome!Do you have someone who goes above and beyond in their commitment to the Sales and Marketing Council? This is your opportunity to let the Metro Orlando home building community know how great your team member is. Submission information.
Sales Team Spotlight
Linda Diviaio and Sharon Sanderson, DeLuca Homes at Woodland Lakes Preserve
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Q: What do you do to motivate yourself during down times in the sales office?
Answer:
Linda - There are a number of things I do: 1. Read inspirational and motivating books 2. Drive through our community and models and remind myself how beautiful this community is with all the beautiful preserve and water surrounding all homes and how lucky I am to be able to help so many people have a piece of this paradise.
Sharon - Lots of phone work...
1. "Dial for Dollars" Call VIP Realtors, find out who and what price range of the clients they are working with, ask if they are showing property in our area and set appointments for our community.
2. Call prospects/try to hit on their "hot buttons" that made them come in the first place and try to set appointments for a return visit.
3. Call homeowners...just to say "hi, how are you doing?" and ask for referrals.
Q: Name one new sales technique or follow-up technique you are using this year?
Answer:
Linda - I keep a clipboard with me during my presentation so I can jot down notes that helps me remember special things like their anniversaries/birthdays of if they are expecting. Then I'll send them birthday/baby congrats, Happy Anniversary card. I think this helps me continue building the relationship on a more personal level.
Sharon - I have made a list of several open ended questions that I have gotten from several different trainings I have attended the past year. I have the list in the back of the clip board I use when walking prospects through the models and inventory...
Q: Starbucks or Barnies?
Answer:
Linda and Sharon- Starbucks
Q: What is your New Year's Resolution for 2008?
Answer:
Linda - My business goal is to increase my referrals by 5% and network more. My personal goal is to lose 10 lbs by diet and exercise and learn something new whether it be educational or recreational
Sharon - Business goal: Staying positive through hard times. Networking more. Do everything in my power to hit our sales goals at Woodland Lakes Preserve. Personal goal: Stop smoking!
Q: What are you doing to invest in your own success this year (ex. professional designations, sales training/classes, books)?
Answer:
Linda - I try to read 1 business book/industry related per quarter, take advantage of all training classes offered as well as continue toward my MIRM designation and complete the classes when I can. I also keep information on my community and homes w/my business card as I do network wherever I am.
Sharon - Since the first of the year I have been reading at least one business related book a month. Attend several training classes through DeLuca Homes. Working with the HBA towards my MCSP.
Do you have a sales team you want to recognize for an outstanding achievement? This is an opportunity for free monthly acknowledgment of your sales super stars. Submission information.
SMC News U Can Use
May 2008 - Differentiate or Die By Richard Elkman, MIRM, CMP
April 2008 - CATCHING EXCELLENCE BY CHASING PERFECTION By Leigh Staley Tarullo
March 2008 - New Survey Reveals What 45+ Consumers Want In Homes, Communities
February 2008 - A Riddle to solve by Kerry Mitchell
Submit a favorite article, or write your own. Submission information.
