The right way and wrong way to use incentives in negotiation
Discounting is the sign of desperation in negotiation. Too often, a new home sales professional feels cornered and jumps to offering a
August 31, 2022
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How did you learn to negotiate?
I’ve asked this simple question at many new home sales training sessions and seminars. “How did you learn to negotiate?” Then I
August 24, 2022
Why motivation isn’t enough.
The other day, I told someone it’s not enough to “feel” motivated. You have to act on it. I then proceeded to
August 10, 2022
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
7 must-have sales skills you might overlook
New home sales professionals are coming off a tidal wave of eager buyers. Now that the market is correcting, some pros are
July 20, 2022
Leah Kaiz Fellows: Are your OSC and onsite sales trainers in sync?
Leah Kaiz Fellows, founder and president of Blue Gypsy Inc, spent 7 years as an OSC. Now she specializes in hiring and
July 13, 2022
Chris Hartley: Managing your sales teams during the market shift
I sat down recently with Chris Hartley, Vice President of Sales for K. Hovnanian Homes. Never one to hold back, Chris shared
June 30, 2022
What I learned about sales training from my dog
I’ve been training new home sales professionals for many years. There are many commonalities among the newbies and other traits I often
June 15, 2022
Time is your inventory. Stop giving it away.
When you walk into a store and see something you like, do you assume you can take it without paying? You enjoy
June 8, 2022
Master the art of appreciation.
As a culture, we need to master the art of appreciation before it fades into history. I ordered at a drive-thru the
May 25, 2022
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