Differential demonstration: Sell the location before the home
My last post explained the importance of differential demonstration when selling new homes. It’s a process that, when followed, provides a logical
August 26, 2021
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The discovery process in new home sales
To me, the discovery process in new home sales is the most important part of the selling process. Without asking the right
May 26, 2021
The Pain Of Discipline Vs. The Pain Of Regret
Regret is one of those useless emotions. It’s mourning something you failed to do or get. You can’t change the outcome. It’s
May 2, 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
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
New homebuying has changed. CMAs should, too.
Not so long ago, when you were trying to communicate the market value of a home to a prospective buyer, you prepared
June 28, 2016
Leak #16: Choosing the Right Sales Approach – Leaking Profits: Article 19
The way you sell is not a one-size-fits-all process. You might lean towards an in-house team of salespeople or rely more on
March 25, 2014
Leak #15: Lack of an Identifiable Sales Process – Leaking Profits: Article 18
Selling is a process, which means it follows a series of identifiable steps in order to progress from prospecting to closing. If
March 18, 2014
How's Your Traffic?
As a sales manager, don’t ask a silly question. The silliest question a new home sales manager can ask is, “how’s your
March 12, 2013
Do you scatter or gather?
Referrals are the lifeblood of a sales career. They are the reported number-one source of new leads for builders and Realtors alike.
June 23, 2011
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