Ask a MIRM: Why The Nationals Matter

Filed in Awards, Sales & Marketing by on July 24, 2018 0 Comments

Alisa PoncherI believe it’s important to know where you came from to appreciate where you are, and more importantly, to know where you’re going. This concept was reinforced for me during The Nationals 2015, which I remember like it was yesterday:

When the finalists were being announced for the Sales Manager of the Year category, I sat there convinced I didn’t have a chance. I knew some of the other finalists and how fantastic they were at what they did — I just felt blessed to be listed among them.

As they began to list the traits of the Gold winner, I said to myself, “Whomever the winner is, he or she sounds great at what they do.” Then I heard my name. I was truly shocked: I wasn’t even planning to enter The Nationals, and now I was walking to the stage to receive a Gold Award.

At first, I didn’t know what I was going to say, as I didn’t have an acceptance speech prepared. So I decided to speak about the journey I took to get there. I’d started in new home sales without any experience, but so do many others. I worked hard, but so do others.

What made me different? I don’t know the complete answer, but I do know I wanted to keep getting better professionally and personally — always challenging myself to be the best I could be.

I had to come to terms with those that didn’t believe in my abilities or support my growth and make professional changes. Change is never easy, but with change comes our greatest growth.

Winning has also given me the opportunity to learn from some of the best of the best in our industry. I’ve been able to increase my sphere of influence to include people that I now look to for motivation and continued growth. I’ve spent time with some top producers, instructors and industry leaders, many of whom I’m lucky enough to consider friends. These people have encouraged me to continue to learn, grow and follow my dreams.

Since winning, I’ve had an opportunity to speak at the International Builders’ Show, earn my Master in Residential Marketing (MIRM) designation, and become certified to teach multiple courses through NAHB including MIRM and CSP (Certified New Home Sales Professional).

Most importantly, winning at The Nationals gave me an opportunity to see where my true passion is and to pursue that passion further — guiding others to help them reach their full potential.

Alisa Poncher is the director of training and implementation for William Lyon Homes in Greenwood Village, Colo. She won the Gold Award for Sales Manager of the Year at The Nationals 2015. The annual awards program is presented by the NAHB National Sales and Marketing Council. Entries are now open for 2019.

This article originally appeared in Sales + Marketing Ideas magazine. Sales + Marketing Ideas magazine is now available to download on the Apple App Store and the Google Play store for Android. Search “NAHB” and look for the gray Sales + Marketing Ideas icon.

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