How to get those appointments from your phone calls No pain, no gain. Step out of your comfort zone, and tackle, head on, a task you might be avoiding out of fear. Asking for the appointment. I know it’s not comfortable to ask a prospect

How do you handle a prospect when nothing happens after 45 days? After 90 days? Do you just chalk it up to someone who wasn’t really serious? Sales motivator Nicki Joy got it right. She says, “Follow-up is your first customer-service test.” For more effective follow-up

Get right to the point about the Online Sales role. The Online Sales Specialist is still a fresh concept for many home builders. Unfortunately, too many newly hired sales executives don’t fully grasp how this process works. Either they’ve never collaborated with this role or

Consumers wade in before taking a deeper dive. Shopping for a new home builder starts with surfing the Web. Prospective home buyers poke around, testing the waters on a wide range of builder websites—some that were referred to them, and others that showed up in an organic

Creating high quality photo and video content of your homes and communities has never been easier with the help of this list. That is great news, because consumer expectations from your website and social media presence just keep increasing. None of the items on the

Master Session (advanced tickets strongly suggested) From Online to Onsite: Mapping Out Sales Success in 2016 & Beyond Date: Tuesday, Jan 19, 2016 Time: 1:30 PM – 4:30 PM Location: South Hall – S233 Learn how build a sales machine that is 300% more effective by

In his book, “Margin: Restoring Emotional, Physical, Financial, and Time Reserves to Overloaded Lives”, author Richard Swenson points out that 20th century futurists expected  long before now that we’d be struggling with finding ways to spend the leisure time created by advances in technology. In

Mike and I spend a fair amount of time on airplanes, and every take-off and landing gives us an opportunity to reflect on why we get so excited about what we do, and who we do it for: home builders and developers. Why? Because below

What if at your next management meeting your company owner sat down in the conference room and announced to everyone that in 30 days every customer would have to pay an extra $500 “experience tax” that would be tacked on to the bottom of every contract? How would you react? How would your other managers react?

Kevin recently published his second article with Professional Builder Magazine and shared 4 ways to stop ignoring your prospects. After all, you work so hard to turn traffic into leads / prospects – why do you stop chasing them so hard once you actually know who they

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