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
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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
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
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
Cory Charles: It’s time to reset your thinking about selling homes.
Cory Charles is many things—the Director of Training for K. Hovnanian Homes, a speaker, a member of Pro Builder’s 40 Under 40
August 3, 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
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