Smart Buyers, Crazy Offers
I was recently talking with a builder who was incensed by the demands of prospective buyers. "They want me to just throw
March 24, 2009
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Savvy Selling to a Multicultural Market
You may have heard the story about the couple from America who were taking their first trip aboard. Their son and daughter-in-law
February 17, 2009
How to Make Search Work for You
In this post, real estate advertising and e-marketing expert Tom Nelson shares more on how website searches are used by prospective homebuyers
December 18, 2008
The Four Things that Customers Buy
#1. The Sales Representative: The customer never has the opportunity to experience the product or company until he or she first "buys"
October 1, 2008
New Home Sales Training: The Modern Rules of Selling New Homes, Part 2
Part two in a 12-part series highlighting the development of a proven new home sales process. The Top Consideration For A Customer
April 13, 2007
New Home Sales Training: Seven Good Customer Service Habits To Develop
Most habits are actions you have taken for so long that they now come naturally and you no longer need to think
April 4, 2007
New Home Sales Training: People Buy From People They Trust
I’ve been teaching for years that much has changed in the sales environment. And that is true. However, one thing does remain
March 25, 2007
New Home Sales Training: The Law of Size
In sales there is a universal axiom called The Law of Size, which states, “Customers really have no more than six objections
February 3, 2007
New Home Sales Training: Developing Your X-Ray Vision
“Look… up in the sky! It’s a bird! It’s a plane! No… it’s Super Salesperson!” You have to admit, Superman was one
January 31, 2007
New Home Sales Training: Driving for a Better Price
Since the dawn of professional new home sales, consumers have been effectively convincing salespeople that price is their most important concern. This
January 31, 2007
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