People have asked me over the years what this thing called "closing the sale" is all about - particularly in new home sales. Well, my answer came back in the form of the "Ode to the Master Closer" Tell... MORE
July 2008 Archives
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The recent years have been a very transitional time in our industry. Frankly, we saw success be reasonably easy for a period of time, and then reality came crashing in. As many salespeople realized they were not as good... MORE
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Online video has not been "new" for a long time. While still just a small number of builders feature video on their web sites, online video use by the industry has been steadily growing. However, it still falls far short... MORE
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Think selling and closing isn't important? Get a load of this! On a recent mystery shop yours truly encountered this close. The salesperson had a price of $611,000. She quoted a 1% factor i.e... 1% of the contract balance. This... MORE
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This video discusses how a confident approach to helping a buyer solve their problems is a necessary remedy to uncertain market conditions. The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding... MORE
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You've probably heard the term "low-hanging fruit" to describe something that is easy to obtain if you are simply willing to reach out for it. An example of low-hanging fruit in new home sales could be the culling of leads... MORE
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This video discusses the power of gratitude in your demonstration. When a prospect pays your product or community a compliment, say "thank you," and use it as an opportunity to learn more about what the prospect likes most. ... MORE
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One thing I know everyone can agree on is that new home selling is changing. Does this mean its time to look for a new profession or is it time to roll up our sleeves and get back to the... MORE
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I think everyone realizes, although it's disappointing, that bad news travels faster than the good. It simply takes more effort to spread good news. While I'm not sure whether to blame the media for spreading the bad news, or the... MORE
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This audio podcast contains an interview with Bob Hafer originally published by BuilderRadio.com on January 20, 2008. In this interview, Bob discusses selling the way people want to buy. You can also download the mp3 for your use. ... MORE
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I came across a collection of the "Worst Gadgets Ever" in WIRED magazine and I saw the picture below of the NetSurfer CHAIR. As you can see, this chair was designed to engage the internet. This is a chair that... MORE
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All too often today, salespeople are selling their incentives, not homes. While everyone would agree that its a problem sales managers are working to overcome, I believe the guilty salesperson needs to remind him or herself of what it means... MORE
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The following is an excerpt from The Essential New Home Sales Manager's Handbook Without sales, there is nothing to build or finance ... that's a no-brainer! And yet, so many homebuilding firms, and even Realtors staff their costly projects with... MORE
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This video discusses the typical fear of seeming "pushy" to your prospects. There is an appropriate time to be pushy to help others make necessary decisions. The former national sales director for Kaufman and Broad (now KBHome), Jeff... MORE
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Truley Loescher is a Sales Representative in Fontana, California. She told me about a conversation she recently had with a buyer who was concerned about falling prices. I thought you might enjoy this. "Joan is a single woman who was... MORE
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"Understanding Selling" sounds like the title of a book you might have on your shelf, or the name of a class you have taken somewhere along the way in your professional sales career. It is neither the book nor the... MORE
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To sell homes in today's competitive market, you must develop a well-planned, persuasive presentation, and you must practice it and then deliver it every time you meet a prospect for the first time. Allowing a prospect to tour a model... MORE
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The Following is an excerpt from: Sell More Homes Online - 15 Essential Rules to Sell the Digital Homebuyer. One of the greatest things about email is that is does not occupy any real space. It does not clutter... MORE
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The follow up, contrary to what the name may seem to imply, is not limited to what you do after you say, "Goodbye". More properly, it could be described as what you do after you say, "Hello" and detect that... MORE
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