Incentives are a price apology.
In new home sales, when the going gets tough, the tough get going and negotiate. The others throw out incentives like confetti.
November 2, 2022
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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
Interest rates are still interesting: Why homebuying makes sense now.
Low interest rates have been igniting homebuyers for the past two years. This frenzy also achieved what we had thought was unachievable—buyers
April 19, 2022
Matt Riley: Is your digital marketing keeping up with today’s homebuyers?
Is your digital marketing keeping up with today’s homebuyers and their preferences? You might think so, but, like everything else, things change.
February 7, 2022
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
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
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
The value of following a great sales process
You follow a recipe for cooking. You read the instructions (usually) to assemble something. So why is it that so many new
November 13, 2020
Pain—not pleasure—drives change
We’re in the midst of a massive shift in our lives. Working from home and selling homes online resulted from the dictates
September 16, 2020
After the pandemic: Looking ahead to new home sales in a new way
At this moment, we’re in a period of containment. As people follow the CDC guidelines, we’re all working together to prevent the
April 21, 2020
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