New home sales people for years have used the critical path method of taking potential buyers step by step through a proscribed set of qualifiers focusing on selling to the customer. Unfortunately, many times, this method of selling pits the buyer and salesperson against one another. The basic premise of Building Results proposes that in order to lead a salesperson must first be willing to follow. This simple yet effective strategy aligns both the buyer and salesperson and moves each toward a common goal the sale and purchase of a new home. This concept, combined with amazingly improved communications through verbal and non-verbal actions, provides a second, critical element of Bob Hafer s new process for success in which, rather than selling to the customer, allows the customer to buy from the salesperson. If you think that s just a matter of semantics and means the same thing, you ll have a completely different perception after reading Building Results. In Building Results, Bob Hafer takes the reader step by step through a surprisingly uncomplicated program, teaching readers how to create an environment in which they psychologically embrace the buyer and develop a profound understanding of customers needs and desires. You won t believe it until you read it. And once you have grasped the concept, it will change the way you help your buyers purchase their homes forever.