Why Customer Perception Matters in New Home Sales Picture this: a world where buyers enter your sales office with dreams of their perfect sanctuary, seeking not just four walls and a roof, but a place to call their own. In this new world of possibilities, your customer’s perception reigns supreme, holding the keys to your sales success. But why is customer perception so essential for sales success? Customer Perception is how buyers perceive, interpret, and connect with a company, product, or service. Customer perception is shaped by the individual’s personal experiences, beliefs, and interacti ..read more

In the fast-paced world of sales, empathy may seem like an unconventional trait for leaders. We often associate leadership with assertiveness, quick decision-making, and a results-driven mindset. However, research suggests that integrating empathy into sales leadership can yield remarkable benefits, including increased productivity and success for your salespeople. We will explore the concept of empathic leadership and provide actionable strategies to cultivate empathy within your sales team. Empathy: Effective Sales Leadership Empathy is the ability to understand and share the feelings and pe ..read more

Your New Sales Mantra: Easy Equals Right By Jeff Shore There is a powerful mantra that can significantly impact your sales success: “Easy equals right.” Learn to delve deep into the importance of making things easy for your customers and how it can lead to positive sales outcomes. Explore the profound psychological rule that customers unknowingly follow and discover practical strategies to simplify complex processes, ultimately enhancing customer satisfaction and boosting your sales performance. The Psychological Rule Customers Follow Unbeknownst to customers, there exists a vital psychologic ..read more

Understanding the psychology behind the buying process can provide valuable insights for sales professionals to help close the deal. Psychological experiments, such as those exploring the priming effect, reveal how contextual cues and facial posture influence decision-making. We’ll explore the implications of these findings, particularly in relation to the effective use of testimonials. By leveraging the priming effect and strategically incorporating testimonials early in the sales process, you can enhance the impact of social proof and increase the likelihood of closing deals. Discover how to ..read more

I’ve learned so much in 12+ years of marriage to my wife, Melissa.  But there’s one mistake I keep making—the classic “knight in shining armor” move.  Picture a 5’4″ guy attempting to solve problems left and right, all in the name of being the hero for his beloved. It’s a humorous image, isn’t it? However, here’s the catch: every time I rush to solve my wife’s dilemmas, it backfires. And guess what? The same holds true in the dynamic realm of real estate sales.  As soon as prospects start talking, many of us jump into “solution mode” without fully understanding their objections ..read more

 Unlock Sales Success through Active Listening By Jeff Shore Stephen Covey once wrote that most people do not listen with the intent to understand; they listen with the intent to reply.  In the realm of sales, truly understanding the customer’s perspective is often overlooked in favor of formulating quick responses. However, to excel in sales, it is essential to break away from this tendency and embrace the role of a sales counselor.  By using active listening and retelling the customer’s story, we can establish a profound connection, delivering exceptional results, and unlock sales ..read more

By Michelle Bendien Globalization. Internationalization. Generational diversification. These ongoing shifts and changes in the economic and demographic landscape shape the way we do business. But how much does all of this change the way we sell? Or better yet…how much SHOULD it change the way we sell? Will making these changes result in more successful sales presentations? Every year, more and more clients ask me to teach specific techniques for selling to different cultures, backgrounds, generations, or even specific personality types. And, absolutely, there ARE specific techniques we should ..read more

By Anthony Grasst As the housing market evolves, understanding the motivations, financing goals, and concerns of different generations of homebuyers is essential for new home sales teams. In this article, I discuss the unique reasons that drive Millennials, Gen X, and Baby Boomers to purchase a home and their top financing goals and concerns. Motivations to Purchase a Home For Millennials, homeownership represents a path to financial stability and long-term wealth creation. Many in this generation may have delayed homeownership due to factors such as high student loan debt, which can make savi ..read more

Reviving Old Sales Leads By Mary Beth Berry In the world of sales, it’s not uncommon to lose touch with prospects for months or even years. However, don’t write them off just yet. In this blog post, we’ll explore the concept of resurrecting old sales leads that you thought were lost forever. By implementing proven strategies, you can revive dormant prospects and potentially turn them into valuable sales opportunities. So let’s dive into three effective tips you can use to revive old sales leads! Harness the Power of Personalized Video Messages Personalized video messages have been proven to m ..read more

By Mary Beth Berry “Three Spirits will haunt you… Without their visits, you cannot hope to shun the path I tread.” – The Customer, Full of Regret, Who Wishes They had Already Brought a House … Just kidding. If you are a literature fan, you probably recognize this line from Jacob Marley in Charles Dickens’s book, A Christmas Carol. But, if you have somehow missed this classic story, I’ll be a kind millennial (who may or may not have made it through high school English Class using “Cliff’s Notes”) and provide you a summary: When we meet the main character Ebeneezer Scrooge, he is NOT a very fri ..read more