The Best Lessons Are Caught, Not Taught
Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning
August 9, 2016
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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
Stop selling quality.
For the remainder of 2016, we will be hearing certain words far too much—like “pundits”. A few years ago, the word “guru”
June 14, 2016
Differential demonstration: Sell the community along with the new home
I realize that all new home sales professionals recognize the importance of selling the community along with the new home. They know
May 17, 2016
Differential demonstration: Is your new home presentation on the right route?
I’m still en route to differentiating new home demonstration the right way. In this article, I’m literally on the route to success.
April 19, 2016
The key to new home demonstration: WIIFM?
In my last post, I talked about “differential demonstration” and the “Ta-Daaa Girl”. She’s the one on the game shows who waves
April 5, 2016
Differentiate your demonstration: New home presentation success
I heard someone use the term, “TV spokesperson” and I asked what that job entailed. He told me it was usually a
March 29, 2016
The handoff only works with a ready player.
You can be a great quarterback, with a powerful throwing arm, keen vision to spot the plays on both sides of the
March 22, 2016
You can’t win if you can’t lose.
If there is no chance of losing, is there any victory to be had? A “sure thing” is not a win. Conversely,
December 1, 2015
Failure is the mother of success
An ancient Chinese proverb says, “Failure is the mother of success.” When I was starting out in business, I reminded myself of
November 17, 2015
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