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

Building a home from the ground up is a dream for many Americans, empowering them with the freedom to customize a property that perfectly fits their family, lifestyle, and individual needs. And with aspiring homeowners facing high mortgage rates and nightmare closing schedules, opting for a new construction home can be a very appealing route. That was the case for Jen Joy of Florida and her family. While Jen didn’t set out to buy a new construction home, once all of her options were laid on the table, the decision to buy new and sell her existing home to Opendoor was a no brainer. For many hom ..read more

Working With Cynical Buyers If you work in sales, you will encounter a wide array of buyers. Among them, the cynical buyer stands out—not because they’re a rarity, but because they present a unique challenge and, ultimately, a rewarding opportunity. If you’ve ever faced a buyer who seemed to doubt every word out of your mouth, you know exactly what I’m talking about. The truth is, their skepticism isn’t unfounded. Today, I want to share some insights on how to effectively engage with cynical buyers, turning their skepticism into trust and potentially into a closed sale.  Understanding th ..read more

Feeling the stress from the big challenges facing home builders in the current economy?   This guide is for you.   In this post, you’re going to learn exactly how to deploy the home builders’ secret weapon to reduce the stress coming from high interest rates and labor shortages.   In fact –  This approach has helped many of America’s top home builders ease the pain of the two biggest home builder challenges, and even grow the number of new homes sold every month.   Let’s dive in.  Are interest rates synonymous with a 4-letter word?  When inter ..read more

A Preschoolers Guide To Handling Objections In Sales Have you ever faced a situation where the simplest, most unexpected source provided you with a profound insight? This happened to me recently, and it completely shifted my perspective on handling objections in sales, especially in the challenging arena of new home sales. Today, I want to share this revelation with you, hoping it will enrich your sales techniques as much as it did mine.  Learning from the Unlikeliest of Teachers  The inspiration for this came from none other than my four-year-old son, Charlie. Yes, you heard that r ..read more