Bob Hafer’s 40-plus years of housing experience qualify him as a knowledgeable home sales specialist.
During his first 23 years, he held management positions with a large national home builder ranging from sales to marketing, to merchandising, to research and development and then to regional president responsible for $100,000,000 in sales.
Then for 15 years he provided sales training, merchandising, and marketing strategy expertise to over 100 new home builders coast to coast.
He has been featured as a subject matter expert in nationally recognized media, including; Builder Magazine, Builder Radio, Realtor, Realty Times, The Real Estate Professional, Texas Builder, Texas Homebuilder and Professional Builder. In 2006 he authored Building Results – The Ultimate How to Guide for New Home Sales.
To complement his new home experience, he earned his Real Estate license in 2009.
In 2011 and 2012 he was awarded the Professional Realtor of the Year for Outstanding Service to the builders and remodelers of the Dallas Builders Association. He has served on the Dallas Builders Association Board of Directors, chaired the Ambassadors Committee and he is currently serving on the Professional Development and Curriculum Committee for the MetroTex Association of Realtors.
In 2013 he began teaching Dallas Realtors how to sell new homes through a 6-seminar builder series entitled ‘Have You Considered New’ and has developed a 7-seminar video series on selling new homes for Leading RE that is available to a national audience of Realtors.
Currently he is responsible for developing new business with builders in Dallas, San Antonio, Austin and Houston for HomesUSA. HomesUSA manages builder MLS listings, provides marketing and management support and assists builders in identifying Realtors who desire to sell new homes.
In 2016, he co-founded HomesUSAAlliance.com. The Alliance’s goal is to connect builders and Realtors through education and communication.
Building Results: The Ultimate Guide For New Home Sales
Building Results is more than a title, it is a way of thinking. And it is a salesperson’s thinking that Building Results is intended to influence. Since new home sales training began salespeople have been taught to do things to customers when in reality what customers want are things done for them.
Salespeople have been taught it is okay to probe into a customer’s personal life in the name of qualifying. Then when the salesperson feels resistance it is interpreted as a lack of interest, when in truth, the customer is simply communicating the need to look, understand and access feelings before answering questions.
Building Results teaches salespeople how to recognize a customer’s buying process and then it provides’ strategies to sell to people the way they want to buy. When salespeople are willing to think differently and are willing to do what other salespeople are not willing to do, the outcome is guaranteed … new home selling success.