Jedi Mind Tricks: How the Art of Influence Will Change Your Marketing Forever

10:00 AM - 11:00 AM
Las Vegas Convention Center, South 223

Format: Spotlight Session
Level of Content: Intermediate
Track: Sales, Marketing & Customer Focus
Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)
Appropriate for: Sales & Marketing Professionals, Single Family - All

Speaker(s): 
Brian Flook, MIRM, Power Marketing, Hagerstown, MD
John Palumbo, MIRM, The Sterling Group Inc, Jacksonville, FL

What It’s About:
Whether you are using your website to entice visitors to your community or in a face-to-face conversation to upsell options, everything in sales and marketing is about influence. Most influence isn't about authority; it is the result of effective and compelling communication. This session gives you insights into the psychology of influence and how to leverage that knowledge in your online marketing, messaging, sales presentations, upselling and more. You'll see how the three most powerful motivators - achievement, obligation and fear - influence decisions, and learn why some messages never reach the consciousness of your buyers while others seem to stick. Leave with new and powerful ideas that can change the way you market forever!

What You'll Learn:
Learn why your mind allows some marketing messages into your consciousness and blocks others.
Recognize the compelling needs of your audience and create resonating messages so they take action.
Determine buyers' needs better so you can match them to floor plans and options so you can sell more.
Understand how to build perceived value and connect more deeply with a customer-centric business philosophy.