How to say “no” and keep moving forward.
Why is “no” such a hard word to say or hear? In new home sales, it’s a given that you’re going to
September 7, 2023
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The difference between a discount and incentive
What’s the difference between a discount and an incentive when you’re working on selling new homes? It’s important to understand each offer—what
December 7, 2022
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
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
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
New Home Sales Training: Listen to What You’ve Been Missing
We are bombarded by messages wherever we go. As a result, we tend to tune things out. The problem is, we sometimes
February 19, 2013
Don’t Let Fear Cripple Your Negotiation Success
Negotiation requires communication. One person has what the other one wants and the two are trying to find mutually agreeable terms to
December 11, 2012
Rev Up Your Power at the Negotiation Table
You can walk into a negotiation for a new home sale with full conviction that you have the ability to achieve the
December 3, 2012
New Home Sales Training: The official playbook for New Home Sales Negotiation
Negotiation is a hot topic among new home sales professionals. And it should be! If you can’t negotiate, you compromise your ability
November 23, 2012
The Four Phases of Negotiation
Negotiation is a process. Each step builds toward another in pursuit of your ultimate goal: a mutually satisfying agreement. Like any strategic
November 19, 2012
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