We sit down with Jeff Shore, founder and CEO of Shore Consulting to discuss his most recent book, Follow Up and Close the Sale. What does a sales person do when the customer says, “Not yet”? Jeff offers researched based insights that teach you how to maintain emotional altitude, personalize follow-up, wake up tired leads, and select the right follow-up method ..read more

Jobs where your make a living satisfying the needs of the general public are very challenging. Why? Everyone in the general public is unique! On this episode of The Sales Lab, Dave Mitchell, founder of The Leadership Difference and author of the best-selling book “The Power of Understanding People”, covers the importance of understanding your customer’s unique needs and how to respond to them. Dave covers four basic communication styles you may encounter, and explains how understanding people is the key to increased sales, enhanced organizational performance, and strong relationships ..read more

This episode of The Sales Lab features Kevin Oakley of Do You Convert, covering Presale Without Fail: The Secret to Launching New Communities with Maximum Results. Amid today's shifting market conditions and COVID-19 concerns, Kevin covers current buyer demand and how to host a presale event for social distancing. He discusses momentum creation around new home communities, how to build and nurture a VIP list of interested homebuyers, and the most common mistakes in new home launches. Kevin's program has been used by over 100 home builders to maximize results of a community launch. More about K ..read more

The housing industry has been in the online space for as long as that space existed. But in the last 18 months, there’s been a deluge of buyers who rely, sometimes exclusively, on online technologies to research and purchase homes. This has amplified the challenges some builders have faced in the past but also provides opportunities for growth and sales efficiency. Joining us to dig deep into the current sales climate is Jen Barkan of DoYouConvert.com. She’s an online sales coach and has managed online sales programs for builders across the county. Listen to our discussion and get actionable t ..read more

Everyone sees the market changing. With rising interest rates, home prices up 20% year over year, and declining buyer sentiment, it’s clear many buyers are mortgage-ready but are hesitant in a shifting market that doesn’t inspire confidence. We talk to Amy O’Connor, Senior Consultant at Shore Consulting, who offers her insight on what builders are experiencing in the new home sales process and the most important selling skills today ..read more

The last 18 months have seen a white-hot housing market. Homes list and sell almost immediately, home price appreciation has skyrocketed and build times for new homes is now up to a year. But what is the health of our housing market and how long will this last? Jeff Tucker, Senior Economist at Zillow, joins Anthony Grasst to discuss today's market, the economic forces and trends at work today, and what the future holds ..read more

In this first episode of The Sales Lab, we focus on what builders, sales managers, and anyone in new home sales can do to build their sales team. Host Anthony Grasst talks with top-selling author Jeff Shore. Jeff is the Founder and President of Shore Consulting, Inc., specializing in field-tested and psychology-based sales training programs.  In this episode, you will learn how to develop a culture that demands performance improvement, coach to and celebrate excellence, three keys to talent development, and how to accelerate skills mastery. Episode recorded during a live webinar broadcast ..read more

Financing is often the scariest part of the home buying process, so it seems important the new home sales team should speak to it. But what should you discuss? Where in the sales process? And when should preferred lenders become involved? Brian Bullock, VP of Sales and Marketing for Homes by West Bay and Casa Fresca Homes in Tampa, Florida, has integrated financing into his sales process. He joins us today to answer these questions and explain how - even in a hot market - financing increases sales conversion ..read more

After 18 months of “Pandemic-Based Empathy,” the honeymoon between builders and buyers is over. Before, buyers had the patience to deal with the inevitable roadblocks that came with home construction. Even negative feedback and testimonials included phrases like, “But we understand…” or “We look forward to having this repaired as soon as things normalize.” However, buyers are now frustrated with broken timelines, lagging responses to their post move-in service requests and other issues. In this episode of The Sales Lab Podcast, Anthony Grasst is joined by the CEO and owner of Eliant, Bob Mirma ..read more

The real estate market has grown considerably over the last 10 years. However with low inventory, supply chain issues, rising interest rates and prices, and declining buyer sentiment, what will this year hold? Tim Sullivan, Senior Managing Principal at Zonda Advisory, shares his thoughts with us on current market conditions, potential challenges, and where we are headed ..read more