Look Who’s Talking: The Power of Video Conferencing
Cell phones, email and texting have made it easy for people to communicate with each other from any place on the planet
February 19, 2020
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How to Retain Your New Home Sales Team
Sales managers often ask me, “How do I retain my top talent?” Great question! We know that other organizations may try
August 3, 2017
Sales Profiling: A Lead Is A Person, Not A Thing
Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions. These same people talk about
April 18, 2017
Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
Selling Is A Dialogue, Not A Conversation
The concept of conversational selling may be a friendly approach to the sales process, but it’s not the most effective. Why? A
January 31, 2017
Move Now Before Interest Rates Do (Referred To As The “Interest Rate Close”)
Most consumers and sales professionals alike may not understand the urgency of moving now before the interest rates do. However, use the example
December 6, 2016
Easy Street Is A Detour Off The Road To Success
Scott Peck’s classic book, “The Road Less Traveled”, starts with three words: “Life is difficult.” Peck first published the bestseller in 1978—before
November 29, 2016
Rethinking the Sales Process
The new home sales process is a science and, as with any scientific field, gut feelings and hunches do not play a
November 1, 2016
Healthy Competition. How Will You Stand Out From The Crowd?
As any U.S. builder knows, housing is a competitive business. But imagine for a moment if it wasn’t. Think about Google. Google
October 18, 2016
Nix the naysayers. Their toxicity can be terminal!
You know some of those people. No matter what you say, they reply with a negative comment. You say it looks like
October 4, 2016
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