Master Builder

September 2016

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It's A Numbers Game BY PATRICK HAYES MEMBERSHIP MANAGER MASTER BUILDERS ASSOCIATION ROCK ON, SPIKES! I want to emphasize the fact that our member recruiters, our Spikes, continue to be the best around. Your commitment, enthusiasm and skill help our Association remain the largest and arguably most infl uential residential homebuilding association in the nation. And you know we love to thank you for your eff orts! Congratulations to all who earned the trip to Sun Mountain Lodge. Who wants to go to Sedona? Remember, you have until December 21, 2016, to recruit seven new members to join us for some fun and sun in the beautiful Southwest. Our trip to Sedona will take place May 4-7, 2017, and will include a special day trip to the Grand Canyon. See you there? DID YOU KNOW…? If you follow up with web leads within fi ve minutes, you're nine times more likely to convert them. The best times to email prospects are 8:00 a.m. and 3:00 p.m. The best times to cold call are 4:00 to 5:00 p.m. and 8:00 to 10:00 a.m. The worst times are 11:00 a.m. and 2:00 p.m. Thursday is the best day to prospect, followed by Wednesday. The worst day? Tuesday. It takes an average of eight cold call attempts to reach a prospect. The average salesperson makes just two attempts. Hang in there. However, only 2% of cold calls result in an appointment. Email marketing has a 100% higher ROI than cold calling. 80% of sales require fi ve follow-up calls after the meeting. 44% of salespeople give up after one follow-up. When presenting or networking, tell stories. End with a bang. Be memorable. CONGRATULATIONS TO OUR TOP SPIKES* MAY 2016 (TIE) JUNE 2016 Bob Smith Advanced Insurance Solutions Inc Jennifer Robnett American Insurance Associates and Insurance Risk Services Kevin Kartak AAA KARTAK Glass & Closet JULY 2016 (6 WAY TIE) Kevin Kartak AAA KARTAK Glass & Closet Luellen Smith Rhino Wine Cellars and Cooling Systems Joe Schwab HCS Construction Services Co. Sherry Schwab HCS Construction Services Co. Steve Cory Fidelity National Title Dennis Poppe Builders Insurance Group *Spike: (Noun) MBA recruiter member, champion of industry growth Contact the membership team at membership or 425.451.7920 WANT TO GET INVOLVED? 52 master builder 09.16 memBersHiP vaLue

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