flexiblefullpage -
Currently Reading

Green with Optimism

Advertisement
billboard -
Awards

Green with Optimism

Confidence, enthusiasm and leaving no lead unturned pays off


By Felicia Oliver March 14, 2009

Richard Sackmann's sales presentation for Visionaire, a LEED-certified building, has evolved. Listen to the process that has taken place.

Click here to listen to the clip.

Category//Sales Person of the Year
Gold Winner//Richard Sackmann, Sales Associate, The Marketing Directors, New York
Price range of homes//$680,000 to $5.25 million
Net sales//25

Richard Sackmann’s philosophy is that everyone who walks into the sales office is a buyer until proven otherwise.

“Until someone says to me, 'Rich, I’m really not interested,’ I have to assume that they are just looking for a reason and a way to buy,” says Sackmann, a sales associate with The Marketing Directors in New York.

Sackmann has been licensed to sell real-estate for 10 years but only recently started in new-home sales after coming to The Marketing Directors two years ago. His first project — The Visionaire, a 36-story tower with 259 homes that opened in February 2007 — is designed to be the first LEED platinum luxury high-rise condominium project in the New York area.

Selling a very green project posed some challenges. The sales staff at Visionaire was given extensive training on green building, and Sackmann says the experience was eye opening.

“You can almost see people’s eye’s glaze over as you talk about fresh air systems and water retention systems on the roof garden,” Sackmann says.

He credits a book called “The Green Marketing Manifesto“ by John Grant for helping him understand that, initially, the primary appeal of a green building for most buyers will be its luxury amenities. “I still certainly talk about green,” says Sackmann, “but it’s a little bit less of an upfront focus: 'Oh, by the way, we provide fresh filtered air to every room in the home. Did you know that?’” He finds that as folks become more aware, buyers ask more green questions.

“[Richard] is self motivated, demonstrating a will to succeed and practicing tremendous professionalism,” says Angela Ferrara, director and vice president of sales at The Marketing Directors, in her nomination of Sackmann. “His naturally charming and engaging personality causes everyone to trust and admire him.”

“I am in the enviable position of selling homes in a building I thoroughly believe in,” says Sackmann. “My customers see my enthusiasm as genuine, and this allows me to help my customer make the decision he or she wants to make.”

Related Stories

Awards

Three Custom Homes Honored by Best in American Living Awards

These three custom homes stood out in the Best in American Living Awards for their site sensitivity and attention to detail

Awards

Home Design: A Mellower Modern

Three New England contemporary homes show modern architecture's softer side

Awards

Impeccable Execution

These custom homes captured top honors in the 2017 Best in American Living Awards with their brillant synthesis of design and craftsmanship

Awards

BALA-Winning Custom Homes Set High Standards

Three Platinum winners from the 2016 Best in American Living Awards show how custom is done

Awards

2012 Chrysalis Awards

The top projects from across the country in this year’s competition

Awards

David Weekley Homes honors top suppliers with Partners of Choice Awards

Houston-based David Weekley Homes last week announced the winners of its Partners of Choice Award, which recognizes the product suppliers that ranked highest in satisfaction by approximately 500 David Weekley staff members.

Awards

Quick! Bookmark HousingGiants.com

Housing Giants is making another big leap, and this time, you have more opportunity to contribute

Awards

A Focus on Lifestyle and Value Wins the Day

This knowledgeable sales team is well versed in this community’s varied inventory

Awards

Buffet and Lurz Say It's Time to Buy

Bill follows Warren Buffet’s words – and hopes the public does, too, he notes in his blog, Ear to the Ground.

Awards

She Made Cyber Sales Soar

Prospecting on the Web became a fresh and effective tool for selling new homes

Advertisement
boombox1 -
Advertisement
boombox2 -
Advertisement
native1 -

More in Category



Awards

Impeccable Execution

These custom homes captured top honors in the 2017 Best in American Living Awards with their brillant synthesis of design and craftsmanship


Advertisement
native2 -
Advertisement
halfpage1 -