Page 10 - The Nationals 2015 Winners Book
P. 10
THE NATIONALS2015
SM
SALES PERSON OF THE YEAR
GOLD AWARD
STATEMENT
Not a “one hit wonder”, Les was a Silver Award Winner and finalist for
NAHB 2012 Sales Person of the Year with $21.6 Million in total sales volume
and a 44% conversion ratio. He followed that up in 2013 with $23 Million in
total sales volume. Remarkably, year to date 2014 Les has produced $45.7
Million across 70 executed agreements of sale at James Place.
Les’ James Place pre-sales, without the benefit of models, were
impressive with 35 units representing $22 Million placed under contract.
Selling from floorplans only after qualifying prospects for their housing needs
and financial requirements, Les closed them by creating urgency, selling the
lifestyle, finishes, builder’s reputation, and previous successes.
What makes these sales feats even more poignant is that the sales
environment was open only one day per week, by appointment only. Urgency
LESLIE NEWLANDS
was created as Les set back-to-back appointments with qualified prospects,
Coldwell Banker New Homes and a “feeding frenzy” ensued. This strategy was reenacted weekly, yielding
Morris Township, NJ
an unprecedented conversion ratio of 60%. An entire additional construction
crew was hired to accelerate the construction pace.
Les accomplished the aforementioned as the only onsite sales person
with no assistants or hosts/hostesses unless there was a model grand
opening (only 1 Sunday), major print advertisement (only 2 Sundays), or a
Realtor Event (only 1 Wednesday). All the purchaser hand-holding, prevention
of buyers’ remorse, appraiser interaction, follow-up questions, finance
challenges, lender questionnaires, and finish selections for the 70 buyers
were managed solely by Les.
SILVER AWARDS
TAMATHA BOLES
French Brothers
Alamogordo, NM
DAWN NASSANEY
The Marketing Directors
Long Branch, NJ
MICHAEL SIBILIA
EYA
Hyattsville, MD
ROBERT MITCHELL
Rose & Womble Realty
Hampton Roads, VA
DEBBIE FARRELL
Ultimate New Home Sales & Marketing
Calimesa, CA
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