Meredith Chapman and The Heartbeat Check
Being a sales manager requires a variety of skills. Some have a bigger toolbox than others. Meredith Chapman, Area Sales Manager of
September 16, 2022
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Negotiation is a mindset. Is your head in the right place?
Negotiation isn’t something you ad lib. It can be spontaneous if you’re skilled. Like an actor portraying a character, you have to
September 9, 2022
The right way and wrong way to use incentives in negotiation
Discounting is the sign of desperation in negotiation. Too often, a new home sales professional feels cornered and jumps to offering a
August 31, 2022
How did you learn to negotiate?
I’ve asked this simple question at many new home sales training sessions and seminars. “How did you learn to negotiate?” Then I
August 24, 2022
Why motivation isn’t enough.
The other day, I told someone it’s not enough to “feel” motivated. You have to act on it. I then proceeded to
August 10, 2022
How to explain the cost of waiting to a homebuyer
Do you have prospective buyers who seem truly interested but then come back to you with, “We’ve decided to put this on
July 27, 2022
7 must-have sales skills you might overlook
New home sales professionals are coming off a tidal wave of eager buyers. Now that the market is correcting, some pros are
July 20, 2022
Leah Kaiz Fellows: Are your OSC and onsite sales trainers in sync?
Leah Kaiz Fellows, founder and president of Blue Gypsy Inc, spent 7 years as an OSC. Now she specializes in hiring and
July 13, 2022
Chris Hartley: Managing your sales teams during the market shift
I sat down recently with Chris Hartley, Vice President of Sales for K. Hovnanian Homes. Never one to hold back, Chris shared
June 30, 2022
Time is your inventory. Stop giving it away.
When you walk into a store and see something you like, do you assume you can take it without paying? You enjoy
June 8, 2022
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