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
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How To Retain Your New Home Sales Team
In an interview recently, I was asked, “How can I retain the sales talent I’m recruiting?” This is a great question. When
September 15, 2015
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
New Home Sales Training: Self-talk Scenario #5
This next scenario is all too common on new home sales sites across the country. The incentive seekers feel their best bargaining
May 30, 2012
New Home Sales Training: Your Toughest Customer Is You
When you negotiate a new home sale with a potential buyer, you can expect questions like, “Can you do any better on
April 17, 2012
New Home Sales Training: Unsold Homes Are Not An Asset
I know an inventory of new homes may look like an asset on the balance sheet, but they can clog your cash
March 8, 2012
Deals, Discounts and Incentives – Part 4
What do you say to a buyer when they ask you, “What are your deals, discounts and incentives?” Don’t give them a
May 10, 2011
Deals, Discounts and Incentives – Part 3
We’ve only scratched the surface of Deals, Discounts and Incentives. You already know that it’s a closing tool, not your opening statement.
May 3, 2011
Deals, Discounts and Incentives – Part 1
Your competitors are conducting a Home Buyers School. Every time a buyer walks in your competitors’ models they are given all these
April 26, 2011
Faintly Familiar Fable #5 – Jack and the Lien Talkers
Jack, a young builder who lived with his widowed mother, was struggling financially. Someone told him that, if he built 50 homes
November 30, 2010
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