Getting Started

Thank you for your interest in Reduced & Deferred Fee With Incentives For Performance^SM Program. This relationship requires an extremely high level of mutual trust, respect, and faith and is designed to assure the best performance from both parties.  It is structured so that the highest percentage of our time, commitment, and resources are dedicated and exerted during the initial phase of the arrangement, while a significant portion of the Compensation is Reduced & Deferred, to be realized during the latter term. These agreements are typically structured over a duration of thirty-six (36) months.

The cornerstone of the program’s success is built upon a solid strategy based on the unique goals and challenges of your company.  We begin building the foundation by analyzing the following:

Where are you now? What are your present strengths, apparent weaknesses, current opportunities, and potential threats?  Where do you fit in with the competition?

Who do you want to become? The answer to this question must be integrity-based, with a definite timeline in mind. A clear and realistic vision of your future is fundamental for answering this question, and critically important for the long-term success of our relationship.

What will success look like? and How will you know when it has been attained? With these key markers, we can effectively establish benchmarks that will define success.

Together, what must we do to be on path to get there?  This is where The International New Home Sales Specialists step in big time.  Both parties must be measured by our performance – not just by potential. Experience and expertise are required to successfully bridge this gap. The strategies and tactics that we will present for you to implement will be specifically targeted towards this desired end result.

The fact that your success directly impacts our own insists that we would treat your money and resources with the same level of care and stewardship that we treat our own. All of our recommendations regarding budgets, spending, and resource allocation would reflect this integrity and our respect for the close alliance formed with your company.

A relationship of this type is not suited to all companies. However, we are always open to discuss the merits and challenges of this unique opportunity because of the many benefits to be derived from this type of strategic alliance.  Often, when we are asked to function in an incentive-type program, regrettably we find that the commitment of owners, management and sales personnel are not, in our estimation, at the levels required to successfully implement and sustain such a program. Therefore, the financial risk assumed by The International New Home Sales Specialists becomes far too great and we politely decline to undertake such an arrangement. However, if you are willing to potentially invest short-term capital and human resources for long-term achievement, together we can begin this process.

Due to the scope of such an undertaking and the large commitment required from both parties, we approach this opportunity in pre-planned phases. Let’s review what we must do to get started.

Phase 1 – Getting to Know You / Initial Assessment

We believe in the fundamental principle taught by W. Edwards Deming; You can’t manage and therefore improve that which you don’t measure! 

Competitive Market Analysis and Positioning Study:  In order for all concerned parties to understand your company’s position in the marketplace, it is crucial to have a recent competitive market analysis and positioning study completed by an independent third-party home-building industry Market Research Specialist.

Among other things, your report will help determine: 

*Potential sales velocity

*Modifications or changes that may be needed to your products to maximize sales velocity

*The basis for creating a Targeted Compensation^SM Model

*Depending upon the number of your communities or locations and the scope of competitors to assess, the investment in this study will range from approximately $10-15K+. It is typically conducted, completed, and delivered within 3-5 weeks from authorization. Upon presentation of this study, a video conference will be scheduled between Bob Schultz, the Market Research Specialist and your management team to review the report and create an action plan.

Needs Assessment:  We have allocated sufficient time during Phase I to schedule a series of video conferences with Bob Schultz and key members of the company management team in order to review and assess the following key areas of your operation. Because there is no one-size-fits-all situation, this assessment provides the background and helps determine our specific focus for consultation and training to be conducted during Phase II and Beyond.

*Your Current Sales Staffing and Compensation Program

*If your sales area currently managed by a Realtor^®, we will help strategize how to make that relationship more favorable and satisfactory to your needs.

*Sales/Model Center Environment

*CRM System

*Website Effectiveness and Online Marketing Program

*Realtor® Outreach Program

*Marketing Plan Review

Assess The Skill Level of Your Current Sales Team: This is accomplished by immediately commencing a series of Mystery Video Shops (See Me With The Customer Evaluation) to be conducted by a competent, reliable resource we will recommend.

Considerations for Training, Consulting & Resources for Phase 2: When the competitive market analysis and positioning study, and the Mystery Video Shops are completed and reviewed, we then mutually determine sales goals. Once the number of closings you need annually to break-even is determined, each closing beyond that point should contribute a significant amount of money directly to the bottom line.

Then, benchmarks at levels One (break-even), Two (better), Three (best), and Four (extraordinary) will be established.

Phase 2 –The Reduced Fee with Incentive For Performance

We use the specific action plan created in Phase 1 to develop a Services Flow Chart and a calendar for the delivery of training, consulting and resources.

We begin presenting The Official New Home Sales Development System^® through a series of scheduled video conference training programs, management consulting meetings, and onsite visits. These programs are designed to involve Bob Schultz & The International New Home Sales Specialists^SM trainers, coaches and associate facilitators. Throughout the program, we will be continuously monitoring, measuring, and reporting on your progress. Our role as your mentors will be ongoing, and we will be advising and assisting you throughout the entire process.

We are attempting to achieve superior sales results and this structure is designed so there is no ceiling or cap on the earning potential in this mutually rewarding agreement.

Phase 3 –Maintain and Constantly Improve

The remaining term is a combination of continued training, coaching and management consulting.

The retainer for this phase is reduced for the remainder of the agreement; with incentives based upon closings of additional sales achieved in accordance with the targets and benchmarks to be established.

An environment must exist that can support and implement such a win-win arrangement to help ensure the program’s ultimate, long-term success. For this relationship to succeed and for mutual benefit, the company must always execute and implement, to the best of their abilities, the strategies, tactics, and recommendations that are presented. Additionally, we must be granted the professional latitude, based upon our own expertise and a comparison with reasonable industry standards, to become intimately involved in key decision areas, namely sales & marketing management & operational strategies.