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 displayed: The need for new […]
What Do The Numbers Tell You?
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 such as MhCRM, statistics can […]
Sales Professionals: You Need a Clone
“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 for us to get more […]
3 Simple Steps to Give Yourself A Raise
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 to the right people so […]
When Urgency Gets In The Way Of What’s Important
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? Whatever the phone call is […]
What’s Killing Your Sales?
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 scrambling to get more inventory […]
Are You Measuring Efforts, Actions, Or Results
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 we get from those actions […]
The #1 Killer of Sales
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 things over and over and […]
Referral Sales – The Pinnacle of Lifetime Customer Value
Referrals. Word-of Mouth-advertising. This is the foundation that every successful business is built upon. And it’s never been more vital than now. After all, social media is just the latest rendition of referral marketing. If you can do just two things – 1) get consistent referral sales and 2) manage your overhead and costs effectively […]
Marketing Mathematics: 6 Ways to Measure Your Marketing Effectiveness
If you knew every dollar you spent on marketing would ultimately return you $1.25, then you’d happily invest until you reached your sales or production capacity. The problem is that most companies don’t measure the effectiveness of their marketing campaigns, and so continually bemoan every dollar spent as a “necessary evil” — a cost. There […]