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
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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
Tips to hire slow and fire fast to avoid regret
The recruiting process is filled with promise. It’s exciting to see the possibilities for your growing team. But remember that you’re preparing
July 21, 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 to a successful sales training program
Sales training is not a one-off activity. Life changes, creating new challenges for homebuyers. The market shifts, causing new home sales professionals
July 1, 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
You can’t teach attitude
I’ve coached hundreds of sales professionals in my career. I believe I’ve taught them essential skills. Attitude isn’t one of them. You
June 9, 2021
Courage and discourage are more connected than you think
We’ve all had moments of feeling discouraged. Things didn’t go as we hoped. Disheartened, the letdown leaves us feeling like we’ve failed.
June 2, 2021
The discovery process in new home sales
To me, the discovery process in new home sales is the most important part of the selling process. Without asking the right
May 26, 2021
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