Steve Hoffacker - Real Estate Sales & Marketing Consulting and Strategies

About Us:

Steve Hoffacker, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, is a licensed real estate broker in Florida (working primarily in land and commercial properties) and a business and sales coach of more than 30-years experience. I am active in the National Association of Home Builders (NAHB) as a National Director and member of the National Sales & Marketing Council (NSMC), Remodelers Council, 50+ Council, and the Small Volume Builder Committee.

In 2008-2009, I was appointed and served on the Membership and Education Committee of the NAHB Remodelers Council, and in 2007, I was recognized as one of the highest membership recruiters for the NAHB Remodelers Council with 29 new members.

As an active member in the NSMC and its Institute of Residential Marketing (IRM), I am a Past Chair of the NSMC/IRM Convention Education Committee (2007-2008) and continue to serve on it as well as the the NSMC Membership and Local Council Committee, the NSMC/IRM Marketing Committee, and the Sales & Marketing Exchange Committee. I also have served on the NSMC Long Range Planning Committee and the Convention Education Committee Selection Task Force while they were in existence.

I am a State Director for the Florida Home Builders Association (FHBA) and a Trustee and Member of its Sales and Marketing Council as well as the current Chair of the Education Committee. I recently started the Florida SMC Blog.

I am a Life Director, Chair and Founder of the Remodelers and Custom Home Builders Council, Immediate Past Vice President of Councils, and member of the Membership and Education Committees of the Gold Coast Builders Association (GCBA) in South Florida (Boynton Beach).

The professional designations that I hold through the NAHB are the Certified Active Adult Specialist in Housing (CAASH), Certified Aging-in-Place Specialist (CAPS), Certified Green Professional (CGP), Certified Marketing Professional (CMP), Certified Sales Professional (CSP), Master Certified Sales Professional (MCSP), and Member of the Institute of Residential Marketing (MIRM). I also have the charter designation for the American Institute of Certified Planners (AICP) of the American Planning Association (APA) which is currently inactive.

I am an approved instructor for the NAHB's University of Housing program and currently teach "Marketing and Communication Strategies for Aging and Accessibilty (CAPS I)" (formerly known as "Working with and Marketing to Older Adults"), "Design/Build Solutions for Aging and Accessibilty (CAPS II)" (formerly known as "Home Modifications"), "Business Management for Building Professionals" (formerly known as "Introduction to Business Management"), "Certified Sales Professional," "Essential Closing Strategies," "House Construction as a Selling Tool," "Sales & Marketing," and "Sales & Marketing for Remodelers."

Attendees at the annual International Builders' Show (IBS) will recognize that I have organized the hugely successful NSMC/IRM "Meet the Experts" program which is a 2-day event featuring 24 informal presentations and discussions on a variety of real estate issues by sales, marketing, management, advertising, decorating, and development experts from around the country.

In recognition of this and my service as Chairman of the IRM Convention Education Committee in 2007-2008, I received the IRM President's Award at the 2008 IBS in Orlando, Florida and the Trina Ripley Award for Excellence in Education at the 2009 IBS in Las Vegas.

For the first time, I assembled and presented a similar type of "Meet the Experts" format with 16 different programs at the Southeast Builders' Show (SEBC) in Orlando during the summer of 2008, and it has been scheduled over a 3-day period in 2009.

For many years I was an active volunteer with the Boy Scouts of America (BSA) through the Gulf Stream Council in West Palm Beach and served in nearly all of the positions that an adult volunteer can hold in Cub Scouting, Boy Scouts, Explorers, Venturing, and Commissioners. In 2001, I was recognized for his achievement and dedication with the Silver Beaver Award, and along the way I earned several other honors.

Areas of Expertise

New home salespeople, builders, remodelers, small business owners, entrepreneurs, real estate brokers, real estate salespeople, and others involved in the sales, marketing, construction, or renovation of residential real estate or mixed use sites will benefit from my coaching in sales techniques, personal marketing, lead generation, customer management, and time allocation skills.

Business planning, asset management, profitability, marketing, advertising, web presence, branding, hiring and staffing strategies, compensation plans, land position and acquisition, and business growth for smaller companies and entrepreneurs are frequently requested topics.

One of the strongest programs available is my customer contact and management system - especially my Follow-Through(R) program. This is a trademarked approach for rating traffic and developing a strategic method of contact based on each customer's level of interest in a particular product, location, or builder - and their ability to make a decision. It was originally developed for new home salespeople and homebuilders but the application works well for Realtors(R) also.

Along with this program of customer management is a strategic, proactive lead generation and personal marketing program that I teach as U-Marketing(SM). I have developed many letters, emails, and scripts and scenarios that can be used to meet total strangers, recontact people you have just met for the first time, and reach-out to those you have some type of relationship with already - including present, former, and inactive customers.

Sales is relational, and that is a consistent message of mine.

I have 3 books which address these topics extremely well:

The A-B-C's of Rating New Home Customers - 7 chapters of strategies and techniques for making the most of your traffic by rating customers' interest level effectively for more efficiency and a higher conversion rate (112 pages, $27.95) with a PDF full edition eBook also available by email for $18.95.

Using Referrals & People You Know for More New Homes Sales - 7 chapters of scripts, templates and scenarios for attracting new leads and customers from referrals and people you already know as a means of supplementing traditional forms of advertising (160 pages, $39.95) with a PDF full edition eBook also available by email for $24.95.

Reaching out to Strangers as Potential New Home Customers - 7 chapters containing scripts, templates and scenarios for attracting new leads and customers from people not currently known by you to augment traditional forms of advertising (120 pages, $41.95) with a PDF full edition eBook also available by email for $27.95.

Other books of interest by Steve include:

How Realtors Can Profit From Selling New Homes - 4 chapters of profit-building ideas and strategies for the Realtor who has not taken advantage of the potential of partnering with a home builder to sell new homes (68 pages, $19.95) with a PDF full edition eBook also available by email for $12.95.

The Who, What, When, Where, Why, How, and Which of New Home Sales - 8 chapters of strategies and specific examples of discovery questions to ask so you can learn about your customers' needs, experiences and requirements to successfully close more sales (124 pages, $32.95) with a PDF full edition eBook also available by email for $23.95.

Real Estate Sales Data Book for Understanding Your Market - A fill-in-the-blanks workbook for Realtoirs to make you more effective from the initial sales presentation to the Follow-Through contacts, giving you additional help to close more sales (76 pages, $39.95).

Brand new, December, 2008 - Just for Realtors

Strangely Enough: Reaching Out To Strangers For More Sales And Listings - 7 chapters of scenarios and strategies for the Realtor(R) who wants to generate their own leads by working proactively with people previouslt unknown to them. This is a hugh untapped resource (228 pages, $39.95) with a PDF full edition eBook also available by email for $26.95.

Testimonials

"It's real stuff - stuff you can relate to and not general stuff like other trainers. You make sense."

"You have provided ‘here and now' help. You use real world situations to provide insights that can help me right now. Your coaching has been very beneficial to me."

"You have thought-provoking ideas, not just ideas out of a sales book. You tailor it to my personality and customize the ideas on how to be a better salesperson. Obviously you have been there and done some research along the way. You have been a lot of help to me."

"You have the ability to motivate not only those on our sales staff that are new to the sales field but you also have been a driving force to those of us who are seasoned professionals. It is without hesitation that I recommend you to anyone with the desire to increase their sales."