Let go: The lesson of the monkey’s fist
Hunters in Africa and Asia learned that the best way to catch a monkey is by playing to its inability to let
July 7, 2021
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Tips to a successful sales training program
Sales training is not a one-off activity. Life changes, creating new challenges for homebuyers. The market shifts, causing new home sales professionals
July 1, 2021
Tips for the new home sales newbie
Whether you’re an experienced salesperson or brand new to the business, selling new construction for a builder presents a unique experience. I’ve
June 16, 2021
You can’t teach attitude
I’ve coached hundreds of sales professionals in my career. I believe I’ve taught them essential skills. Attitude isn’t one of them. You
June 9, 2021
Courage and discourage are more connected than you think
We’ve all had moments of feeling discouraged. Things didn’t go as we hoped. Disheartened, the letdown leaves us feeling like we’ve failed.
June 2, 2021
The discovery process in new home sales
To me, the discovery process in new home sales is the most important part of the selling process. Without asking the right
May 26, 2021
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