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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