Sales shortcuts fail you in the long run
Taking a shortcut is a solution to being in a rush. But how many times have you chosen to take “the back
December 2, 2020
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The value of following a great sales process
You follow a recipe for cooking. You read the instructions (usually) to assemble something. So why is it that so many new
November 13, 2020
What if you invest in training a salesperson and they leave?
A builder once asked me, “What if I invest in training a salesperson and they leave?” I looked at him and replied,
October 28, 2020
Stargazing—How to look at your sales stars, and those who could be
When I see sales managers put their time attempting to boost their under-performers, I have to redirect their focus. Why invest in
October 21, 2020
Forget “To Do”. Make a “To Don’t Do” list.
There are two types of people in this world: The List Maker and the List Hater. There’s no sense talking to the
October 14, 2020
Success in sales comes from success in leadership
This current housing market is like nothing most sales professionals have ever experienced. But while your team is out taking sales (see
September 30, 2020
What motivates you to change?
Change will always come at you. Things happen and we try to navigate the churning waters of change. Particularly this year. But
September 3, 2020
Be remarkable: 7 customer service habits to sharpen
How do you impress your buyers? I mean, what do you do that’s outstanding? Anyone can sell them a house. Any decent
August 18, 2020
The true value of “No”
As a new home sales professional—or any salesperson—”getting to yes” is the ultimate goal. But so often, I come across those sales
August 4, 2020
We’re not selling homes now. We’re selling comfort.
We’re all dealing with challenges right now, both personal and business. The pandemic yanked out from under us everything we had taken
July 21, 2020
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