August 2008 Archives

Active listening is a way of listening and responding to another person that improves mutual understanding. Often when people talk to each other, they don't listen attentively. They are often distracted, half listening, half thinking about something else. Active... MORE

The following is an excerpt from Creating Urgency in a Non-Urgent Housing Market     "Market projections bleak."   "Some homebuilders nearing bankruptcy."   "Next year will be tougher."   The 2007 headlines were enough to shake even the most... MORE

How important is "Creating an Experience" for your buyers? When was the last time you can remember being surprised and delighted by a company when something they did that made you feel special? My question is this...did they make you... MORE

Social networks have changed the way people connect and share information on and offline. In the early part of the decade homebuilders argued that they were gaining incremental sales because of their Internet presence. Those days are long gone. A... MORE

John D. Rockefeller once said, "The ability to persuade people is as purchasable a commodity as sugar or coffee. And I will pay more for that ability, than for any other under the sun." In this article you will learn... MORE

The following is an excerpt from Tough Market New Home Sales Not only are there wrong questions to ask, but there are wrong ways to ask questions. When I watch mystery shop tapes, one of the most egregious mistakes salespeople... MORE

I recently had a chance meeting with an acquaintance from days gone by.  During a brief catch- up exchange, she learned I work in the new home sales industry, and I learned she and her family are currently in the... MORE

While this video does not relate directly to homebuilding or how to use social media to grow your marketing, it does a good job of explaining how voices are amplified and the public empowerment that results. Dennis O'Neil leads ONeil... MORE

I am totally convinced that negative media messages are killing new home sales. As professional businessmen and women, we must rise above them.   Historically, there are three things you must have to enjoy a solid housing market: Available... MORE

Relative to all the negative news about the housing industry, there are several positives to consider. To wit: 1.                   David Seiders, Chief Economist for NAHB, says we have more pent-up demand than we've ever had. With many potential buyers... MORE

This audio podcast contains a live excerpt of an actual training session given by Bob Hafer. This segment was originally published by BuilderRadio.com on May 19, 2008. In this excerpt, Bob discusses the prospects' "buying process" and how it intersects with... MORE

I recently made a guest post on BHI's Insight Inbox that discusses the most common design oversight that can dramatically reduce your action rates. Please take a look here:The Biggest Design Mistake in E-Mail MarketingDennis O'Neil leads ONeil Interactive LLC,... MORE

Do you have more and more days where your Model Home feels like a Court Room?  Are you prepared every day for the "Objections" that will surely come your way with each and every customer? We as sales agents... MORE