Is your sales team getting rusty?
We’ve been experiencing a housing market that’s more active than today’s new home sales professionals have ever seen. As they are excitedly
May 19, 2021
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The ROI of Sales Training: Getting what you pay for
What is the ROI of sales training? Like anything else, you get what you pay for. I’m often asked, “How long does
May 12, 2021
You’re selling to people. Here are the rules.
It’s easy to give too much power to a buyer. You stumble with dealing with price resistance. You let their demands push
May 5, 2021
The 6 most important activities of a sales manager
What does it take to be an effective manager? Are you dividing your valuable time for the best return on investment? To
April 28, 2021
Inspire your team. Then get out of their way!
A leader’s role is to inspire people and motivate their people to achieve results. It is also the job of a leader
April 21, 2021
Flightless flapping wings: Activity and action are not the same
Action and activity are not the same. Action is a movement that is done with purpose, intended to generate a reaction. “If
March 10, 2021
You weren’t fired. You de-hired yourself.
“I’m afraid we’re going to have to let you go.” If you’ve ever been on either side of this conversation, you know
January 29, 2021
Tear down and rebuild your building business.
As a homebuilder, you’re in the business of working from the ground up. With every home, you start with knowledge, experience, and
January 13, 2021
What we learned in and from 2020
The end of 2020 is in sight. While some—okay, MANY—people are saying, “Good riddance!”, we can’t completely dismiss the year without looking
December 16, 2020
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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