"If you don't know where you're going, any road will get you there." ~Koran Pipelining salesperson's prospects allows them to know where they are going writing sales now or in the future. It is the indispensable sales... MORE
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"Learning is not compulsory, neither is survival." - W. Edwards Deming Last weekend, yours truly was conducting a Condo Dr. marketing evaluation for a developer. A middle-aged man rode into the community on a bicycle. He refused to register, refused... MORE
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"Many an optimist has become rich buying out a pessimist." ~Robert G. Allen In the February 9th issue of Portfolio magazine, Economist John Cassidy writes ... "There's a risk we may again overshoot the mark: As the economy goes... MORE
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I recently received this email from a friend who had received it from a friend who received it from a December attendee to my Top Gun Tough Market Sales Management Seminar. He titled it, "We are at War." I... MORE
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This year there will be sales fruit on the trees - some of it low, some of it high! Your job is to go and get it. Following are the Ten Commandments for mining the gold that is available... MORE
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"Cleanliness is next to godliness in home building." -- Janis Risbergs. Many years ago in my Florida high rise career, my company was managing sales for General Builders - the nation's third largest residential high rise developer. The firm... MORE
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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
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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
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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
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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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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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HOUSING INDUSTRY CHALLENGE. There is absolutely too much emphasis on deals and discounting and not enough focus on selling True Value for True Price. We have allowed this glorious industry to fall into the trough of logical selling, like commodities,... MORE
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In a recent issue of the magazine, Housing Giants, there was an article entitled "It's An Image Problem" which espoused the message that closing systems were ineffective, unwarranted, and unwanted by the consumer. Needless to say, this did not set... MORE
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Whatever happened to the warm, friendly "come hither" new home sales center? Where has the friendly gathering spot (hopefully a sit down area) gone? Remember, "the more you sit, the more you fit." And talk about who runs this "store."... MORE
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Every so often an article comes along that cuts to the chase. This insight into Denver selling should cause all of us to think ..."What is happening when the boss isn't around?""Jen Gordy really wants to buy a new house.... MORE
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Since May is traditionally one of the top three selling months of the year, I thought it would be helpful to review ten basics of closing new home sales.The essence of closing begins at the meeting and greeting process where... MORE
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Today's counselling is not compatible with the average new home salesperson's personality!Yes, it's true. When you talk to home buyers and observe the trials and travails they go through to purchase a new home today, and then match this persona... MORE
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The following advice comes from Bill Watson of Denver, Colorado and the message is incredibly on target! Today we are problem solvers, not product salespeople. Our job is to help the buyer reach a goal. Selling homes today is a... MORE
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