Sales stars, sales leaders and the DNA that makes them different
Being a star player doesn’t mean you can coach. And some coaches never excelled in the sports where they lead pro players
September 22, 2021
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How to train for accountability
I see t-shirts that proclaim “Be Stronger Than Your Excuses”. I hear people declare, “It wasn’t my fault.” Why is our culture
September 16, 2021
Easy Street is a detour from your road to success.
There is no such thing as an overnight success. Someone may emerge from the shadows and achieve celebrity status, but they haven’t
September 1, 2021
Differential demonstration: Sell the location before the home
My last post explained the importance of differential demonstration when selling new homes. It’s a process that, when followed, provides a logical
August 26, 2021
The art of differential demonstration in new home sales
There are some purchases that warrant a thoughtful sales presentation, guiding the buyer to a passionate desire to buy. A car, a
August 18, 2021
Why sales professionals need emotional intelligence
Emotional intelligence is a hot topic in leadership circles. Studies have shown that leaders with a high “EQ” succeed more than those
July 28, 2021
Tips to hire slow and fire fast to avoid regret
The recruiting process is filled with promise. It’s exciting to see the possibilities for your growing team. But remember that you’re preparing
July 21, 2021
Rate yourself on these 13 essential sales skills
There are lots of skills and habits that contribute to success as a new home sales professional. Have you evaluated your proficiency
July 14, 2021
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
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
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