LBM Expo ’11 Education Seminars

Wednesday, February 2, 2011

Noon-1:30 p.m.
Sales “Boot Camp”
Rick Davis
Building Leaders
Salespeople who want to understand closing fundamentals and managers who would like to develop better coaching and sales leadership will both benefit from this concise version of Rick Davis’ acclaimed sales program. 

Learn to overcome the order-taker service rut, plan better meetings, generate sales momentum with improved closing skills and transform from transactional quote-based selling to relational selling. 

The session will illustrate the ‘historical linear’ formula of selling, present a more realistic and modern sales structure and communicate 11 distinct selling skills to be mastered. You will examine the reality of the “closing” process and provide ways to significantly increase long-term sales results.

Noon-1:30 p.m.
Understanding Universal Design and the 50+ Market 
Mike McGowan
The McGowan Corporation
This session will introduce listeners to Universal Design and the features needed in today's homes. While Universal Design has a direct impact on the 50+ market, it also is beneficial to all markets and is in fact, truly "universal".

We will discuss the "101" basics of Universal Design and also venture into some of the more advanced features that should be considered in today's homes. We will discuss the various products needed to mainstream Universal Design and show that when it is done well, it can be both beautiful and affordable.

In addition, we will discuss the impact of Universal Design on the 50+ market (the largest buying segment of the economy). Whether building new homes or remodeling their existing homes, the 50+ buyer is beginning to demand Universal Design features. This session will help you understand how to help fill that demand.

Thursday, February 3, 2011

8:30-10 a.m.
Relationship Selling Skills are a Big Deal!
Tom Shay
Profits Plus
This is a very unique, interactive session utilizing a special deck of playing cards. During the session participants will learn how and why the relationship selling skills are the most important ingredient of selling.

Superb selling skills are part science and part art form. The best salespeople learn the science of selling and then utilize that information to enhance their sales skills, bringing them to a point where observing their selling skills is like watching a very talented artist, actor, or musician perform. Utilizing the combination of science and art, you will be able to increase your skills as well as the sales you produce.

Noon-1:30 p.m.
What’s Ahead for the Residential Markets in 2011 and 2012?
Kermit Baker
Harvard Joint Center for Housing Studies
As the homebuilding and remodeling markets continue to recover, we will see some key changes in this industry. How much growth can we expect to see over the next two years? What changes can we expect to see in terms of the structure of the industry and relationships among the supply chain partners? How will homes be different in the future? This presentation will look at what major transformations are in the pipeline, and how they will influence the residential market.

Friday, February 4, 2011

8:30-10 a.m.
Opportunities in Energy Efficiency in the Northeast
Mike DeWein
Alliance to Save Energy
This session will address the many opportunities for expanding business for NRLA members resulting from the adoption of the new energy code, efficiency programs implemented under the Recovery Act, and revived interest in energy efficiency.

Attend to learn about the changes coming with the new energy codes and potential for increased product sales from these changes. Find out about the existing home retrofit programs and where you can find what your state is offering in incentives. New sales opportunities with energy retrofit products and the potential for dealers to provide retrofit installed sales will also be discussed.