The rewards of letting go of fear
Fear is natural. This emotion is sparked by our innate sense of threat. But how you manage your fear is the difference
October 19, 2021
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What to look for in a new home sales professional
How do you screen candidates for sales positions? Sales pros, by their very nature, should be able to sell you on themselves—which
October 6, 2021
Sales stars, sales leaders and the DNA that makes them different
Being a star player doesn’t mean you can coach. And some coaches never excelled in the sports where they lead pro players
September 22, 2021
Easy Street is a detour from your road to success.
There is no such thing as an overnight success. Someone may emerge from the shadows and achieve celebrity status, but they haven’t
September 1, 2021
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
The art of differential demonstration in new home sales
There are some purchases that warrant a thoughtful sales presentation, guiding the buyer to a passionate desire to buy. A car, a
August 18, 2021
Why sales professionals need emotional intelligence
Emotional intelligence is a hot topic in leadership circles. Studies have shown that leaders with a high “EQ” succeed more than those
July 28, 2021
Rate yourself on these 13 essential sales skills
There are lots of skills and habits that contribute to success as a new home sales professional. Have you evaluated your proficiency
July 14, 2021
Let go: The lesson of the monkey’s fist
Hunters in Africa and Asia learned that the best way to catch a monkey is by playing to its inability to let
July 7, 2021
Tips for the new home sales newbie
Whether you’re an experienced salesperson or brand new to the business, selling new construction for a builder presents a unique experience. I’ve
June 16, 2021
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