It’s not the housing market that’s weak.
It’s not the housing marketing that’s weak right now. I know I’m going to get all sorts of pushback on this statement,
November 16, 2022
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What is differential demonstration?
What is differential demonstration—and why do you need it for selling new homes? Let me put this in perspective. Would you start
November 9, 2022
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
Hard work is not a skill.
Hard work is not a skill and it does not take talent to work hard. I woke up this morning with this
October 26, 2022
How are you discussing interest rates with your homebuyers?
We had more than two remarkable years of irresistibly low interest rates. Then reality resumed. How are you discussing interest rates with
October 19, 2022
Join me at Roland Nairnsey’s Tropical Retreat in November
I’m excited to announce that I’m joining Roland Nairnsey as a speaker at the New Home Sales+ Tropical Retreat in November. The
October 12, 2022
Know the basics of price resistance
The housing market has presented challenges for a few years. First, there was startlingly high demand and limited inventory. Then the buyers
September 28, 2022
The art and science of rate buy-downs
Why are new home sales professionals struggling so much right now? I believe they’re looking at the housing market all wrong, and,
September 21, 2022
Meredith Chapman and The Heartbeat Check
Being a sales manager requires a variety of skills. Some have a bigger toolbox than others. Meredith Chapman, Area Sales Manager of
September 16, 2022
Negotiation is a mindset. Is your head in the right place?
Negotiation isn’t something you ad lib. It can be spontaneous if you’re skilled. Like an actor portraying a character, you have to
September 9, 2022
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