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
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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
Is your sales team getting rusty?
We’ve been experiencing a housing market that’s more active than today’s new home sales professionals have ever seen. As they are excitedly
May 19, 2021
The ROI of Sales Training: Getting what you pay for
What is the ROI of sales training? Like anything else, you get what you pay for. I’m often asked, “How long does
May 12, 2021
The 6 most important activities of a sales manager
What does it take to be an effective manager? Are you dividing your valuable time for the best return on investment? To
April 28, 2021
Life is by choice, not chance.
I’m writing this as the political campaign season comes to a close. We’ve all been asked to make a choice. Those who
November 6, 2020
What if you invest in training a salesperson and they leave?
A builder once asked me, “What if I invest in training a salesperson and they leave?” I looked at him and replied,
October 28, 2020
Stargazing—How to look at your sales stars, and those who could be
When I see sales managers put their time attempting to boost their under-performers, I have to redirect their focus. Why invest in
October 21, 2020
“No” is the start of a discussion, not the end.
When someone tells you, “No”, do you take that answer as final? Your computer doesn’t accept it. Think of all those times
June 13, 2017
The Pain Of Discipline Vs. The Pain Of Regret
Regret is one of those useless emotions. It’s mourning something you failed to do or get. You can’t change the outcome. It’s
May 2, 2017
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