Don’t show a new home. Demonstrate it.
Model home demonstration is a sales skill. It can be learned. It SHOULD be learned. I’ve seen too many new home sales
February 27, 2023
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What we learned about new home sales in 2022
What did we learn about new home sales in 2022? It was a tough year. Which says a lot after the planet
January 4, 2023
Where does your focus take you?
Where does your focus take you? Are you obsessing over the difficulties in your life? Or are you looking at where you
December 14, 2022
The difference between a discount and incentive
What’s the difference between a discount and an incentive when you’re working on selling new homes? It’s important to understand each offer—what
December 7, 2022
It’s not the housing market that’s weak.
It’s not the housing marketing that’s weak right now. I know I’m going to get all sorts of pushback on this statement,
November 16, 2022
What is differential demonstration?
What is differential demonstration—and why do you need it for selling new homes? Let me put this in perspective. Would you start
November 9, 2022
Incentives are a price apology.
In new home sales, when the going gets tough, the tough get going and negotiate. The others throw out incentives like confetti.
November 2, 2022
Hard work is not a skill.
Hard work is not a skill and it does not take talent to work hard. I woke up this morning with this
October 26, 2022
How are you discussing interest rates with your homebuyers?
We had more than two remarkable years of irresistibly low interest rates. Then reality resumed. How are you discussing interest rates with
October 19, 2022
Join me at Roland Nairnsey’s Tropical Retreat in November
I’m excited to announce that I’m joining Roland Nairnsey as a speaker at the New Home Sales+ Tropical Retreat in November. The
October 12, 2022
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