Transform Difficult Customer Interactions With Empathy Imagine you’re enjoying a day at a winery, where the atmosphere is typically cheerful and the company pleasant. Yet, even in such idyllic settings, we encounter individuals who seem perpetually dissatisfied or rude. My friend Laura, who works part-time in a winery, often shares stories of such challenging encounters. If these situations arise even during leisurely activities like wine tasting, consider their frequency in high-stakes environments like buying a home or car.  In sales, these challenging interactions are not just obs ..read more

In the debut episode of Builder365, hosts Jeff Shore and Amy O’Connor dive into the heart of homebuilding, celebrating its achievements and addressing its challenges. Jeff & Amy discuss housing affordability, spotlighting 3D-printed homes as an innovative solution. The duo critically examines the impact of recent changes in the National Association of Realtors, exploring how these shifts affect buyers, realtors, and builders alike. The episode concludes with a personal reflection on the homebuilding industry. From the elements they cherish to the aspects they critique, Jeff and Amy’s insig ..read more

While securing home insurance has become difficult and costly for homebuyers, smart builders are finding ways to stand out from the competition. In states where the risk of natural disasters like hurricanes and wildfires is higher, insurance challenges are causing a lot of worry for those who may already be on a tight budget. Give buyers peace of mind and build trust all the way up to closing by providing an easy and dependable home insurance solution.  Here are some factors that have led to our current market:  Weather and climate disasters increased from an average of eight annual ..read more

In sales, we often fall into traps that, albeit unintentionally, may hinder our progress and impact our relationship with potential buyers. Today, I’d like to share a pivotal adjustment that could not only enhance your sales technique but also enrich your interactions with customers: Stop Oversharing! The Common Pitfall One of the most common pitfalls in sales is overwhelming customers with an excess of data. This approach, though usually well-intentioned, stems from our desire to appear knowledgeable and well-prepared. We thrive on having answers and, by extension, often feel compelled to sh ..read more

E-commerce has changed consumer expectations. Buying a home is not an exception. The National Association of Realtors reports that 97% of individuals searching for a home use online platforms.  In the buyer’s mind, the journey doesn’t start when they talk to a sales representative in a showroom; it started weeks or months ago when they browsed through your website and picked out options of which homes they liked.  As a good salesperson you know that effective sales is all about knowing the customer and meeting them where they are. But, how do you do that if you haven’t had any intera ..read more

The ability to discern genuine buying intent from mere surface-level interest can significantly impact our success as sales professionals. Unlike the often-discussed buying signals, which may not always provide a clear indication of a prospect’s readiness to purchase, focusing on buying behaviors offers a far more reliable gauge of their genuine interest. These behaviors, particularly those rooted in emotion, serve as green flags signaling a deeper commitment from the customer and presenting an opportunity for sales professionals to foster a connection and build trust.  The Importance of ..read more

Are you asking Closed Questions or Open-Ended Questions? A few years ago, my wife, Melissa, and I set out on what we thought was a simple mission: to find our new home. However, as we navigated through showings and interacted with salespeople, a recurring theme began to emerge, transforming our house hunt into an unexpected lesson in communication and sales techniques. What caught our attention wasn’t the layout of the kitchens or the size of the backyards, but rather the conversations we had—or didn’t have—with the salespeople. It quickly became clear that the heart of a successful sale lies ..read more

Drive More Traffic To Your New Home Community With An Awareness Campaign Creating awareness for a new home community requires a strategic approach that leverages digital platforms and addresses evolving consumer behaviors in the ever-changing real estate landscape. As more home buyers turn to online channels to initiate their search for the perfect home, builders must adapt their marketing strategies accordingly. Let’s explore how to craft a compelling awareness campaign for your communities, highlighting the importance of online visibility, driving traffic to your community landing pages, and ..read more

Lookout For These Customer Red Flags The path to closing a deal is seldom smooth. There’s an elusive dream we all chase: the perfect transaction with a dream client who has no objections, pays in cash, and sails through the process without a hiccup. However, let’s face the music; this ideal customer is more a figment of our imagination than reality. The truth is, every prospect carries their unique set of challenges and concerns. But, it’s the red flags that truly set some prospects apart, signaling potential hurdles in the sales process that, if not addressed timely, could derail a deal. So ..read more

Tell Me What You’re Looking For? Walking into a store, ready to make a purchase, only to be greeted with the all-too-familiar phrase, “Tell me what you’re looking for,” can feel a bit off-putting. It’s a scenario I’ve encountered more times than I can count, and each time, it strikes me as a missed opportunity for genuine engagement. Reflecting on my experiences both as a consumer and a professional in the sales industry, I’ve realized the profound impact of starting a sales conversation with understanding and empathy rather than a direct demand. Stop Placing the Responsibility on Your Custome ..read more