Negative self-talk: A sales lesson from the elephant and the flea
How’s your sales performance? If you’ve been stagnating with gaining new home sales, it’s not necessarily the housing market and interest rates
August 21, 2023
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The art and science of rate buy-downs
Why are new home sales professionals struggling so much right now? I believe they’re looking at the housing market all wrong, and,
September 21, 2022
The right way and wrong way to use incentives in negotiation
Discounting is the sign of desperation in negotiation. Too often, a new home sales professional feels cornered and jumps to offering a
August 31, 2022
How to explain the cost of waiting to a homebuyer
Do you have prospective buyers who seem truly interested but then come back to you with, “We’ve decided to put this on
July 27, 2022
Is your sales team getting rusty?
We’ve been experiencing a housing market that’s more active than today’s new home sales professionals have ever seen. As they are excitedly
May 19, 2021
Tear down and rebuild your building business.
As a homebuilder, you’re in the business of working from the ground up. With every home, you start with knowledge, experience, and
January 13, 2021
Forget “To Do”. Make a “To Don’t Do” list.
There are two types of people in this world: The List Maker and the List Hater. There’s no sense talking to the
October 14, 2020
If you haven’t yet set 2021 goals, switch your focus…now!
We just stepped into the fourth quarter of a year that many people just want to end. 2020 will always be memorable.
October 7, 2020
Success in sales comes from success in leadership
This current housing market is like nothing most sales professionals have ever experienced. But while your team is out taking sales (see
September 30, 2020
Pain—not pleasure—drives change
We’re in the midst of a massive shift in our lives. Working from home and selling homes online resulted from the dictates
September 16, 2020
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