You’ve heard of “Buyer’s Remorse?” Well, today, that’s likely to be buyers who are remorseful that they didn’t buy a year ago when interest rates were down! So, they may be thinking they’ve missed the boat in terms of finding real value in their purchase. Help them see otherwise! If […]
Yes, the market is full of fear and uncertainty. Yes, selling and getting buyers qualified is harder today than it was last year, and there will be some that simply can’t buy. But there are many that can, and they are desperate for your help. As interest rates and housing […]
The world is moving from pandemic to endemic. The term “new normal” changes daily. So, how can you make your plans and strategies for the coming year when there are so many variables? Let’s look at the big picture, the backdrop against which all of life’s infinite changes will be […]
52.6% of MH salespeople trust statistics. Actually, I just made that up. I can’t find any data on that. But I do know that statistics — if you trust them — can show you trends. And those trends can help you make decisions. With regard to a contact management program […]
“If I could just clone myself I could get twice as much done!” How often has that thought gone through your mind? It’s every salesperson’s fantasy to be able to delegate tasks to someone they know will follow through (and nobody will do it as you do!), freeing up time […]
Few occupations offer the earning potential that you get from selling new homes. Sales are part art, part science… and a lot of hard work. There are a LOT of things to keep track of — prospects that need follow-up; homebuyers that need constant attention; getting all of the details […]
It happens to every one of us, a dozen times every day: We’re working on that important quote that has to go out today when we’re interrupted by the phone ringing. So, what do we do? Nine times out of ten, we answer the phone. Why do we do that? […]
What’s the #1 threat to your sales productivity? Answer: No clearly defined process to convert prospects into buyers. Or, to put it bluntly, your follow-up sucks! In times like these, a seller’s market, you might not think that a process is needed. You might be selling everything you have and […]
Everyone I know in the MH business is busy. Most are busier than they’ve ever been. That’s usually a good thing, if the efforts are producing the right results. The effort is the amount of energy we expend. Actions are the things we spend that energy on. Results are what […]
How do you accomplish anything worthwhile? Simple: commitment, perseverance… and a consistent routine. Routine: doing the right things the same way every time until they become habitual and streamlined. But what eats up a salesperson’s time and energy, getting in the way of productivity and killing sales? Doing the WRONG […]