All of you out there who have trained with me are going to get a real chuckle out of this article. Dare I say it? Ok, here we go, “Dr. Seuss is a genius!” There I said it. No taking it back now, so I guess I had better support it instead. In his book,… Continue Reading
Recently I was Interviewed by “Realty-Builder Magazine”
Communication Key to Making the Sale Brought to you by the Builder Realtor Relations Committee of the Sales and Marketing Council of the Northeast Florida Builders Association 10/23/2014 Q. What are some of the ways site agents miscommunicate with REALTORS®? And, how can site agents better communicate with Realtors? A. We, in new home sales, miscommunicate… Continue Reading
The Power of a Lasting Legacy
Each New Year, we get the opportunity to begin anew. Each New Year brings new possibilities. Some of us set “New Year’s Resolutions”, yet less than 10% of us actually keep them. Instead of focusing on the temporary, why don’t we focus on the LASTING? For me, this past year was both an extraordinary year… Continue Reading
How having an Attitude of Gratitude can change your sales team
The stories that touch our hearts are those of individuals or teams who have overcome great adversity. What do those heroic figures all have in common? They are all positive people who believed they could overcome and they all share an attitude of gratitude. Positive people thrive—even when they don’t. These folks understand that the… Continue Reading
THE ZERO MOMENT OF TRUTH: LESSONS FROM AMAZON.COM
The first of a three-part series on the disruptive impact of eCommerce on home buying, from Avid CEO and Founder Paul Cardis. By: Paul Cardis Ever since the Internet became popular, home builders have been slowly aligning their sales strategies to the new normal. But a revolution is afoot and sales will never be the… Continue Reading
STEP AWAY FROM THE SALES CENTER
Could someone please explain why we, in on-site sales, seem to have our feet glued to the floor in our garage sales centers? You know what I mean, average sales person greets prospect and REALTOR® at the door, and then proceed to stand firmly planted right there, carrying on a full conversation. Oh sure, we… Continue Reading
The Cold Fish
Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I am… Continue Reading
Motivational Accountability is NOT an Oxymoron
Times are improving. As we get busier, it becomes easier and easier to forget the sins of the past. Lately one of those more dangerous sins keeps coming to light as sales management is consistently asked to do more on top of their primary duties of keeping the sales engine flowing. Often sales people are… Continue Reading
I Was Wrong! There, I Said It (and you might be making the same mistake).
Anyone who knows me, knows that it is hard for me to admit when I am wrong. And yet, here I am announcing it to the world. Why would I do that? Well, I believe this particular error deserves to be shared because I know many of you who may be innocently making the same… Continue Reading
REALTORS®: Can’t Live With ‘Em, Can’t Shoot ‘Em!
ABOUT THE PRESENTATION Making the Most of Your REALTOR® Relations This webinar, hosted by Lasso CRM, will offer an entertaining, yet thought provoking, perspective on why REALTORS® and new home sales agents don’t seem to always get along. Guaranteed to change the way both “sides” view each other, you’ll learn real, out-of-the-box solutions for successfully… Continue Reading
“What We Have Here Is a Failure to Communicate”
For all of my readers who are old movie buffs, you will recognize this line from the Warner Brothers classic movie, Cool Hand Luke (1967), starring Paul Newman. (For those of you who aren’t classic movie buffs, here is a link where you can watch the trailer: http://www.imdb.com/video/screenplay/vi3936093721/ ). But basically, it is about a man,… Continue Reading
Welcome to New Homes Solutions!
Well, I finally did it! I have officially changed my company’s name….and I am proud to introduce you to New Homes Solutions! This process has been over a year in the making. There were so many pieces that needed to be put together before I could officially launch New Homes Solutions. There were logos to… Continue Reading… Continue Reading
Are you a Ready, Willing, and Able Seller?
In the new home sales business, we like to classify our prospects based on degrees of whether or not they are Ready, Willing, or Able. The best prospects are, of course, all three. But I think it is high time we take a step back and look at the converse of this practice. Are you… Continue Reading… Continue Reading
A Funny Thing Happened in the Check-out Lane
Normally I pride myself on connecting with people and I try to do this everywhere I go. Lately though, I have been so incredibly busy that I have felt like I am just running all the time, trying to keep up. And with all this “busy-ness“, it seems I forgot to connect.… Continue Reading
The importance of wise branding: Hair today, gone tomorrow.
GUEST BLOGGER: Leah Turner, Turner Time Consulting Last week I went to my beloved (and very sexy) hairdresser to get some highlights in my hair. I go to him about every 8 weeks, and he does an excellent job. He touches up my roots and slaps a few blonde highlights in my hair, and voila – I walk… Continue Reading… Continue Reading