“No” is The First Step Toward Getting to “Yes!”
Why are so many people deterred when they get “No” for an answer to a request? Think back to your childhood when
September 4, 2012
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Preparing To Negotiate A New Home Sale, Part 2: How?
In my last blog post, I explained why a new home salesperson needs to prepare to negotiate, and not just “wing it”.
August 27, 2012
Preparing to Negotiate A New Home Sale, Part 1: Why?
Do you enter into the negotiation process with a homebuyer, fully prepared to get the best value for your builder or developer?
August 13, 2012
Goals: Creating a Compelling Future
I love the topic of goal setting and yet so few people have a goal. They say that in all actuality 97%
August 6, 2012
Getting Down To The “One of a Kind”
When you ask the question, “What kind of home are you looking for?” have you ever heard a prospect say to you,
July 31, 2012
New Home Sales Training: Are You a Poser?
Owning a cool guitar without knowing how to play it does not make you a professional musician. It makes you a “poser.”
July 24, 2012
Do I Have To Play The Game Of Social Media?
Social Media is a hot topic. Will it change your life and change your business? It will enhance your life and enhance
July 16, 2012
New Home Sales Training: New Video – Overcome Any Objection
An objection is nothing more than a question. The new home sales prospect wants you to justify an answer. If you can
July 9, 2012
New Home Sales Training: Self-talk Scenario #12
Self-talk scenarios do not just apply to negotiation and pricing, they also apply to referrals. You should always be listening to what
July 5, 2012
New Home Sales Training: Self-talk Scenario #11
Remember that when a buyer throws out a low number, it is not negotiation — instead it is desperation. In this self-talk
July 3, 2012
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