Blog

Like a Maserati stuck in traffic, is your sales team failing to live up to the full potential they’re capable of? As a sales manager in today’s homebuilding industry, you have an especially tough job when it comes to keeping your team motivated to perform at their...

When Texas Rangers outfielder Joey Gallo hits a ground ball, it goes to the right 96% of the time. No wonder then when opposing teams like the Astros move all their players to the right in what’s now known as “The Shift”. It’s an unusual tactic, but it seems to work,...

How to Make New Home Sales Simple, Consistent And Predictable If your sales team isn’t producing a consistent and predictable stream of new home sales, they could be missing out on a simple equation for success. As the Owner, CEO or even Sales Director of a new home...

To say 2021 has been a different kind of year would be an understatement. Mandatory masks in some areas... Gloves worn and shoes removed on home tours... Social distancing… Deep cleaning added to the punch list… Unprecedented buyer demand… Record low inventory…...

Legendary sales trainer Zig Ziglar said, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” How do these factors affect new home sales? And more to the point, how can you help your sales team overcome them? Let’s take a close look...

On October 1, during Game 3 of the 1932 World Series at Wrigley Field in Chicago, with the score tied at 4-4, the great Babe Ruth came to bat.  After taking two strikes and being heckled mercilessly by Chicago Cubs' fans and "bench jockeys", he held up his hand and...

One of the biggest challenges in new home sales today is overcoming buyer price resistance. With the popular press spewing out headlines about homebuyers getting priced out of the market, it's no wonder they're worried.  This means your ability to manage price...

The house lights dim, the audience grows quiet in anticipation, you walk out on stage… If you were an actor on Broadway, or any other theater production, you wouldn’t even think of walking out on stage in a live performance without knowing your lines. So, as a new...

When the market for new homes is on fire like it is today, it can feel like selling systems don't matter.  After all, selling is easy, right?  “Build it and they will come”, we tell ourselves. But NOW is the time to refine your systems and build the sales discipline...

Has the pandemic-induced new home buying frenzy run its course? Some experts see dark clouds on the horizon for home builders in 2021. Since the beginning of this year, homebuyers have already lost considerable spending power.  For one thing, interest rates have...