The Four Phases of Negotiation
Negotiation is a process. Each step builds toward another in pursuit of your ultimate goal: a mutually satisfying agreement. Like any strategic
November 19, 2012
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Debunking the Myth of Price Resistance in New Home Sales
In spite of what you heard, believe, or touted, selling a new home is not all about price. That’s a myth that
November 6, 2012
A Discount is a Price Apology. What Are You Sorry For?
There are many times in your life when you need to apologize. Being a married man, I am quite certain of this
October 29, 2012
Are You Starting a Negotiation With a Concession?
As a new home salesperson, how many times has a customer asked you about incentives and discounts before even looking at the
October 22, 2012
How to Close The Culture Gap in Negotiation
The United States has become a population of vast cultural diversity. While New York is known as “the melting pot”, the entire
October 16, 2012
Emotion has No Place in Negotiation
In a negotiation, both sides are trying to get something they want. It might be something they want very much—like a new
October 8, 2012
The Heart of Teaching
Some of my competitors in new home sales training accuse me of being a “motivational speaker.” That doesn’t sound like a bad
October 1, 2012
Digital Dozen
Let’s do a reality check. Here is a virtual snapshot of today’s new-home-sales environment: • Customers are coming to the table armed
September 25, 2012
The Mission Of Management: Video
In this latest youtube training video, while talking to managers in the new home sales industry, we discuss and explore the idea
September 17, 2012
Supercharged Sales Manager’s Conference: Sold-Out
We are happy to announce the program has sold-out! Registration was overwhelming and the event filled rapidly. If you are still interested
September 11, 2012
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