Our industry has shifted to a buyer’s market. The mortgage industry’s woes have come to roost in the building industry’s branches, and builders are rightfully concerned about how they can be as successful as they were in the past.
You can be even more successful
Here’s my answer, based on my 36 years of industry experience: [...]

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As we move through this year, we should reflect where we’ve been . . . where we are . . . and where we’re going. The first of the year should be a time frame where we are focused on closing or funding last year’s sales in backlog, while putting a new crop of sales [...]

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At some point, front end or back end, the sales assistant or sales manager must register the customers. This is the Rule –
Everyone Gets Registered
Pouncing on Prospects is Not Permitted! Everyone needs four feet of air space around them to feel comfortable. The salesperson who hawks the front door will be rejected up front. Your [...]

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There’s a great deal of false information floating through the new home sales and marketing arena, so it’s time to set the record straight. As we prepare for the new century, it is time to purge these erroneous ideas from our mind and fashion a selling philosophy that’s on target. Following are 12 absolutely false [...]

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During World War II, when flying ace Eddie Rickenbacker was pulled off his raft after 23 days adrift in the South Pacific, he was asked what was his greatest fear, to which he replied, “The next wave!”
With all the talk about the transition or challenging market, the emphasis has been on the technical approach to [...]

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The key to selling in today’s markets is differentiation. Research shows that after six to eight model tours, all the models look the same. However, the one factor that causes one builder to position itself above the others is the highly trained and motivated salesperson. But that in itself is not enough. That salesperson must [...]

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Have you done your research this month? Is your competition creeping up on you with new amenities, products and special incentive programs? Have you stealthily” shopped” the “other guy” to be able to counter any objections your prospective client may have?
STOP THE PRESSES! Your biggest competition is not the builder, broker, realtor, remodeler, manufacturer or [...]

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How would you like to invest $5.49 to land your next big deal? If you knew that $5.49 would give you the edge with your prospective client, would you rush out to Office Max or Staples and lay down your hard earned $5.49? Assuming that your answer is yes, I am going to [...]

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Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week?
These questions are relentlessly driven into our heads and for good reason. Like many sales professionals, there’s often pressure to reach quota or a certain level [...]

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Do you know exactly what to say to a prospect that captures their attention so succinctly and effectively that they are actually asking for more? If you are being honest with yourself, it is probably the same answer I hear from most people regardless of age, industry or experience and that is, “No.”
If that is [...]

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