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
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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: The right questions to ask your new home buyer
A good interviewer knows how to guide a discussion to elicit more telling responses. You never ask a question that can be
May 3, 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
Still renting? Here’s why you should own, instead!
As the real estate market fluctuates, so does the rental market. At the moment, the rental scene is looking increasingly uninviting. A
March 8, 2016
Should You Buy A New Home or A Used Home?
Show your customers the advantages of buying a new home compared to an existing one. In the cutthroat world of new-home sales
December 15, 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
In pursuit of extra-ordinary
“Extraordinary” is the result of coupling two words: “extra” and “ordinary”. Ordinary is average, but when you elevate it with the prefix
November 3, 2015
Are you on the cutting edge or bleeding edge?
Competition is tougher than ever. You must innovate to be a leader, and continue to do so to stay up there. People
October 20, 2015
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