Blog

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...

Not that you want your sales team to model his ethics, but in the movie The Wolf of Wall Street, Leonardo DiCaprio as Jordan Belfort hands a pen to his associate and sales trainee, Brad: Jordan: “Sell me this pen.” (hands pen to Brad) Brad (with pen): “Why’nt do me a...

If selling new homes these days seems like being stuck in a sort of Groundhog Day time loop, it’s no surprise. As a new home sales professional in today’s economy with supply chain issues, spiraling prices and interest rates and frequent construction delays, you may...

When it comes to selling new homes — as in any high-ticket sales process — your sales team is only as effective as their filtering ability. Pre-qualifying a prospect before investing time with them can save a boatload of time and frustration for the sales...

Is It Time to Bring in a “Pinch-Hitter” to Scale Your Midsize Homebuilding Company? Midsize production home builders often get stuck on a sales plateau at a certain point. They want to grow, but they don’t yet have the resources to hire a full-time sales manager. ...

Do your sales professionals dread talking about price with potential new home buyers? Too many in our industry do, even with today’s strong demand for new homes. All too often, they trip, stumble and lurch their way through the common concerns that new home buyers...

Quick note before we get started… For the single best strategy to achieve consistent and predictable new home sales growth, grab a free copy of my book, Fahrenheit 8-5-1. It’s the road map to selling more homes in up or down markets, building real equity in your...