Ask the right questions.
Are you prepared to handle objections? Do you ever find yourself working with a homebuyer who suddenly seems disinterested? Are you at
January 21, 2021
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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
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
What if you invest in training a salesperson and they leave?
A builder once asked me, “What if I invest in training a salesperson and they leave?” I looked at him and replied,
October 28, 2020
Forget “To Do”. Make a “To Don’t Do” list.
There are two types of people in this world: The List Maker and the List Hater. There’s no sense talking to the
October 14, 2020
Success in sales comes from success in leadership
This current housing market is like nothing most sales professionals have ever experienced. But while your team is out taking sales (see
September 30, 2020
The true value of “No”
As a new home sales professional—or any salesperson—”getting to yes” is the ultimate goal. But so often, I come across those sales
August 4, 2020
The undeniable value of mistakes
No matter how much you plan, train, prepare, anticipate, and cover your bases, mistakes happen. Some great inventions have been purely unintentional—like
July 9, 2020
The rules of new home sales have changed. The fundamentals are the same.
Yes, life has changed. And it’s not going to return to the way it was before the coronavirus stopped the world in
May 5, 2020
It takes 3 “Ms” to make a sale: Mindset, Motivation, and Methodology
People aren’t buying homes now? I hear that complaint—maybe it’s a rationalization for giving up—but I don’t believe it. One builder has
April 30, 2020
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