The third thing that describes us? We are LAMPLIGHTERS!
The earliest streetlights in colonial America were oil lamps. Lamplighters were responsible for igniting the lamps and maintaining them
for the comfort, safety, and well-being of others.
They light a fire inside; igniting one’s passion to learn, to grow, to excel.
CULTURAL ORIENTATION RETREAT EXPERIENCE (C.O.R.E.)
SELF-MANAGEMENT
(LEADERSHIP)
THE SALES EXPERIENCE
OWNERSHIP
(REFERRAL)
PARTNERSHIP
(PRODUCT DELIVERY)
We light the way, on a journey of discovery that empowers you and your team to find a better . . . a smarter . . . a less difficult way to get where you and they want and deserve to be.
SELF-MANAGEMENT
(Leadership)
We have yet to meet a person who relishes the thought of being managed by someone who carries a title which places that person above them. Whether they’re called a manager, a leader, or a “supervisor”—implying they possess “super vision” of knowing what’s best—if we’re capable, we all would prefer to self-manage ourselves.
Oddly enough, most who hold one of those titles—who bear the burden (yes, it often feels like that)—would prefer not to shoulder that responsibility. The majority wish that person was capable of managing themselves.
As a result, both parties find themselves in a dilemma. But the problem, or better yet, the opportunity lies in one word, “capability.” Is the person capable of managing themselves? In addition, is the person above them capable of teaching those beneath how to become self-managed?
If only there were a simple, powerful model that could provide both with a way to learn how to become self-managed.
The good news it that that model is revealed in our latest book, Managing to S.M.I.L.E.: How One Manages to Create a Culture of Self-Management. The great news is that a program exists based on that model that walks all parties through how to accomplish just that. To our knowledge, it’s the only program in any industry focused on helping all managers (from top to bottom) create the mindset and develop the skillset necessary to empower their people to become self-managed.
- Productivity increases.
- Turnover decreases.
- And happiness abounds
Where...
- Achieve unparalleled Success at work.
- Enjoy Quality of Life at home.
Equally important, everyone learns to…
The Self-Management program is about cutting the strings that enable all to become real people—not puppet masters, or puppets. Specific tools and exercises allow both to identify roles and expectations, assess knowledge-skills-attitude, set goals, develop a plan, establish performance measurements, and achieve sustainable accountability.
Interested in learning more? We thought so. Email or call us for details.
THE SALES EXPERIENCE
Just as people are unique, salespeople are no different. Each come with a variety of much needed and admirable strengths. Some, great connectors. Others, superb listeners. A few, excel at details. And some, adept at making things happen. Sadly, none are gifted at all of these.
Unfortunately, they also come with limitations. Many, talk too much. Some are meek—too passive. Others, uncaring. And more than a few, too pushy. None are immune from all of these either.
Knowing this, wouldn’t it make sense to ascertain what their strengths and limitations are beforehand, and then make them aware of these during training so they know what they need to work on most? We think so. We’re betting you do, too!
Our SALES EXPERIENCE Program may be the only one that does that. The results of a DISC behavioral style assessment taken before class, are shared on day one. Couple that with what is learned from two sales books written on that topic, CIRCLE SELLING and S.M.I.L.E., each learn to capitalize on their strengths, while minimizing their limitations. Combine this, with a people-first philosophy that focuses on relationships which create an unbreakable bond of trust with their guests, they have a winning combination their competition cannot come close to duplicating.
Even better, the DISC color wheel serves as a dance floor that enables the salesperson and their guest to move from floor to floor, visiting and revisiting each, in any order, as many times as necessary, until a decision can be made as to whether the product or service improves the guest’s situation. The dance they create is tailored to their personality, their buyer profile, and their market. It's easy to learn, easier to apply, and best of all . . . it works! So, what are the expected results? How about...
- Above market pricing
- Increased sales
- Shortened selling cycle
- Higher conversion ratios
- Decreased cancellations
- Reduced incentives
- Higher margins (no negotiation)
- Higher Customer Satisfaction Scores
- More referrals
Interested in similar results? Who wouldn't be. Email or call us for details.
OWNERSHIP (Referrals)
For decades, the existing reality is that marketing is responsibility for driving traffic, and sales is responsible for converting that traffic into sales. The conversion rate for that model averages between 3 to 5%. Another reality is that fewer than 20% of all sales are from referrals.
But those realities became obsolete, when a 58-year-young gentleman named John Norris, with no new home sales experience, sold 150 homes in one year, while the other 31 salespeople on the same team averaged less than 20 sales each.
How did he do this, you ask? John built a new model based on relationships. A model in which he took ownership of his business. In John’s model, he was responsible for generating traffic. By leveraging the relationships he fostered, he recruited an army of ambassadors (current homeowners, friends, business owners), who brought him . . . not referred, but physically brought him . . . referral, after referral, after referral. He received…
10 from a lady from a local dry cleaner,
8 from a nearby pie shop,
5 from a delicatessen,
5 from the local schools, and,
23 from one homeowner alone!
In his years in new home sales, John’s referral business averaged between 80 and 90%, as did his conversion ratio. In short, he made the existing model obsolete! By the way, John’s new model doesn’t just work for homebuilding. He experienced similar results in his 30-year career in retail prior to getting into real estate. Truth is, what John did can work in any industry! Here’s what you can expect to experience…
- Generate the majority of your business from referrals.
- Alter seasonal buying patterns to yield a steady volume of monthly sales.
- Reduce marketing costs.
Interested in creating a similar model for your team or organization? Email or call any of us for to learn more!
PARTNERSHIP (Product Delivery)
Manufacturing a quality product in a plant, in a controlled environment, with multiple departments involved can be tricky, but doable. It happens every day with furniture, appliances, and automobiles.
Building a quality product onsite: a new home, a commercial project, or a swimming pool where the elements come into play, and you’ve got an entirely different animal.
In this program, sales, construction, and customer care personnel (per community) meet as a team to establish a partnership that…
- Begins with trust,
- Is sustained by caring, communication, and commitment,
- And is guided by shared values.
Building that same product for a specific customer where they are actively involved during the construction process (which can take weeks or months), and that animal can eat you alive!
Our PartnerSHIP program focuses on creating a better experience for the homebuyer for the building, delivery, and post-closing care of their home so no one gets eaten!
Key exercises, games, and case studies, help each team develop the necessary knowledge and skills to create and maintain this PartnerSHIP for the benefit of all. What are the results you should expect?
- Exemplary surveys
- Good press
- No lawsuits
- Quality referrals
- Fewer cancellations
- Eliminate concessions
CULTURAL ORIENTATION RETREAT EXPERIENCE (C.O.R.E.)
Culture is defined as a particular set of attitudes, customs, and beliefs that characterizes a group of people. It is transmitted through language, material, objects, ritual, and institutions from one generation to the next.
You might have heard it said that culture does not make people . . . people make culture. We believe that to be true. Every company has a culture. It’s just a matter of whether it’s healthy, unhealthy, or somewhere in between. If yours is healthy, congratulations! Our Cultural Orientation Retreat Experience (C.O.R.E.) program will help keep it that way. If it’s not where you’d like it to be, we can do something about that, too. Either way, we accomplish that by…
> Sharing a historical timeline of the company’s origin, purpose, growth, and accomplishments showing where it's been and where it’s going.
> Reinforcing the company’s mission statement and values.
> Bringing to light individual and team strengths revealed in a DISC Behavioral Style Assessment conducted beforehand.
> Viewing and discussing videos of how nature teaches us the practicality of teamwork and the wisdom of inter- dependent relationships.
> Training in how to communicate effectively since 90+% of what they do day in, and day out involves communication.
And what are the expected benefits your people will experience?
This program is not limited to homebuilding. Email or call any of us for more details to see how it could help you and your organization.
- Less stress
- Balanced life
- Personal fulfillment
- Better problem solving skills
- Fewer HR issues
- More fun
- Become a better person
- Improve teamwork
- Higher productivity
