Are you someone who consistently goes the extra mile and routinely over delivers on your promises? It's rare these days, but I've found it to be the hallmark of successful new home salespeople who know that exceeding expectations helps... MORE
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Successful closing is fundamentally an extension of the other steps in the sales process. You must be proficient in all phases of new home selling if you hope to close consistently, therefore, a first move toward sharpening closing skills... MORE
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It's no secret that the U.S. housing market has taken big hits recently. Rising costs of living, record-high gas prices, the subprime mortgage crisis and foreclosures have the market wondering, what's next? These hits have caused one undeniable fact -... MORE
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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
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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
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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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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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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 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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When prospects visit a model home, they are weighing how the price compares to the perceived value of the home they have in mind. They are asking, "Is this home worth what the builder is asking for it?"The following diagrams... MORE
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Every salesperson has a selling preference, a way that is favored before all others. This preference is the result of many factors: an active or passive personality; the way a person was raised; the type of training received or is... MORE
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