Do Today's Homebuyers Really Want a Cheap House?
As we’ve been discussing, discounts, deals, and financial incentives seem to be what homebuyers expect today. Last time, we discovered how to
May 14, 2013
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Information Imbalance & Today's Buyer
What’s the difference between Caveat Emptor (Buyer Beware) versus Caveat Venditor (Seller Beware)? Years ago, buyers came to you for information.
April 23, 2013
How's Your Traffic?
As a sales manager, don’t ask a silly question. The silliest question a new home sales manager can ask is, “how’s your
March 12, 2013
New Home Sales Training: All the (real estate) world’s a stage and you are front and center.
A friend who is a retired psychologist likes to perform with a local little theater group. Because of his profession, he relates
January 29, 2013
New Home Sales Training: 4 Common Homebuyer Objections and How to Counter Them
Does it ever feel like you’re tackling the same obstacles when negotiating with new homebuyers? The faces change, but the objections are
December 17, 2012
New Home Sales Training: Self-talk Scenario #12
Self-talk scenarios do not just apply to negotiation and pricing, they also apply to referrals. You should always be listening to what
July 5, 2012
New Home Sales Training: Self-talk Scenario #11
Remember that when a buyer throws out a low number, it is not negotiation — instead it is desperation. In this self-talk
July 3, 2012
New Home Sales Training: Self-talk Scenario #10
If you’ve been following our self-talk scenarios you will see a natural progression that most buyers go through when sitting on the
June 26, 2012
New Home Sales Training: Self-talk Scenario #9
In negotiations it’s important to hold firm to your prices especially when dealing with a buyer who did not take advantage of
June 20, 2012
New Home Sales Training: Self-talk Scenario #8
Often the negotiation begins on the phone before the potential buyer even walks through the door. Your goal is to motivate the
June 11, 2012
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