Jacki Matthews
MSU

I wanted to thank you for your inspiration during the week of MSU.  I have been selling homes for many years, and I have tried to learn every step of the way, how to make my talents more effective.  You sent my skills into overdrive within the week of returning to my neighborhood.  I have pretty good instincts, so some of your teachings I had been practicing for years with good success.  However, that “working smart” thing was definitely in question.  I even tried out asking my customer that kept wearing me out with objections, “Do you love the home?”  “Is this a floor plan that works for your family?”  They couldn’t answer me.  I was toast before I knew it.  (Turns out they were in the throes of serious financial woes and couldn’t qualify)  Turns out I was toast all along. I just saved myself, and them some time and energy, and I turned my attention to customers that “wanted” to buy, and could!  Hmmm…great concept.

In my 14 years of new home sales, I have been to many seminars, made many notes, read many books, and gathered only a handful of ideas that I felt were useful.  Listening to people’s needs and filling them seemed like the most practical approach.  You took it further even…listening to what they “want” and filling that need.  That idea was monumental and “sales life” changing!

I’m so happy Mercedes had the foresight to make YOU our GRAND PUBAH of sales training.  That is a very hopeful sign from a company that really seems to be putting systems in place to be the best.

Thanks also for making me laugh like a little girl!

Jacki Matthews
Mercedes Homes
Highland Mill