How to Close The Culture Gap in Negotiation
The United States has become a population of vast cultural diversity. While New York is known as “the melting pot”, the entire
October 16, 2012
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Emotion has No Place in Negotiation
In a negotiation, both sides are trying to get something they want. It might be something they want very much—like a new
October 8, 2012
The Heart of Teaching
Some of my competitors in new home sales training accuse me of being a “motivational speaker.” That doesn’t sound like a bad
October 1, 2012
Digital Dozen
Let’s do a reality check. Here is a virtual snapshot of today’s new-home-sales environment: • Customers are coming to the table armed
September 25, 2012
The Mission Of Management: Video
In this latest youtube training video, while talking to managers in the new home sales industry, we discuss and explore the idea
September 17, 2012
Supercharged Sales Manager’s Conference: Sold-Out
We are happy to announce the program has sold-out! Registration was overwhelming and the event filled rapidly. If you are still interested
September 11, 2012
“No” is The First Step Toward Getting to “Yes!”
Why are so many people deterred when they get “No” for an answer to a request? Think back to your childhood when
September 4, 2012
Preparing To Negotiate A New Home Sale, Part 2: How?
In my last blog post, I explained why a new home salesperson needs to prepare to negotiate, and not just “wing it”.
August 27, 2012
Preparing to Negotiate A New Home Sale, Part 1: Why?
Do you enter into the negotiation process with a homebuyer, fully prepared to get the best value for your builder or developer?
August 13, 2012
Goals: Creating a Compelling Future
I love the topic of goal setting and yet so few people have a goal. They say that in all actuality 97%
August 6, 2012
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