How to Retain Your New Home Sales Team
Sales managers often ask me, “How do I retain my top talent?” Great question! We know that other organizations may try
August 3, 2017
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Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
Selling Is A Dialogue, Not A Conversation
The concept of conversational selling may be a friendly approach to the sales process, but it’s not the most effective. Why? A
January 31, 2017
Selling Is A Contact Sport
We have evolved into a culture that expects instant gratification. We want Wi-Fi everywhere so we can access anything we want, at
December 13, 2016
Move Now Before Interest Rates Do (Referred To As The “Interest Rate Close”)
Most consumers and sales professionals alike may not understand the urgency of moving now before the interest rates do. However, use the example
December 6, 2016
The Power Of The Positive “No”
Former British prime minister Tony Blair once said, “The art of leadership is not saying ‘Yes’. It is saying ‘No’.” Saying “no”
November 15, 2016
Rethinking the Sales Process
The new home sales process is a science and, as with any scientific field, gut feelings and hunches do not play a
November 1, 2016
Selling Is A Dialogue, Not A Conversation.
Recently, I was talking with a great sales executive who was explaining the concept of “conversational selling”. He told me that this
September 27, 2016
The Art Of the Turnaround
My clients consider me a “turnaround specialist,” which is, by definition, a person with special knowledge and ability who is devoted to
September 13, 2016
Learning Lessons
If you’ve been with me for any amount of time, then you know I’m all about reading books and spreading and sharing
September 6, 2016
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