FACT: 70% of new home salespeople have never experienced sales during a downturn, and many owners and sales managers have never led a team through slow times. That means that the majority of us may be ill-prepared for what’s coming – and we “don’t know what we don’t know.” When we don’t know what’s coming […]
In slower times, we all need to keep an eye on our spending, cutting back on non-essentials to keep the business afloat. But what about your marketing? The fewer leads that are coming in, the more you need to market! Now is when you need to step up your lead generation with a focus on […]
You’ve heard of “Buyer’s Remorse?” Well, today, that’s likely to be buyers who are remorseful that they didn’t buy a year ago when interest rates were down! So, they may be thinking they’ve missed the boat in terms of finding real value in their purchase. Help them see otherwise! If it’s true that the best […]
Read More… from Mindset: There May Never Be A Better Time to Buy
Yes, the market is full of fear and uncertainty. Yes, selling and getting buyers qualified is harder today than it was last year, and there will be some that simply can’t buy. But there are many that can, and they are desperate for your help. As interest rates and housing prices continue to rise, it’s […]
Read More… from PMA: Even In A Down Market, People Still Need (And Are Buying) Homes
The world is moving from pandemic to endemic. The term “new normal” changes daily. So, how can you make your plans and strategies for the coming year when there are so many variables? Let’s look at the big picture, the backdrop against which all of life’s infinite changes will be displayed: The need for new […]
52.6% of MH salespeople trust statistics. Actually, I just made that up. I can’t find any data on that. But I do know that statistics — if you trust them — can show you trends. And those trends can help you make decisions. With regard to a contact management program such as MhCRM, statistics can […]
“If I could just clone myself I could get twice as much done!” How often has that thought gone through your mind? It’s every salesperson’s fantasy to be able to delegate tasks to someone they know will follow through (and nobody will do it as you do!), freeing up time for us to get more […]
Few occupations offer the earning potential that you get from selling new homes. Sales are part art, part science… and a lot of hard work. There are a LOT of things to keep track of — prospects that need follow-up; homebuyers that need constant attention; getting all of the details to the right people so […]
It happens to every one of us, a dozen times every day: We’re working on that important quote that has to go out today when we’re interrupted by the phone ringing. So, what do we do? Nine times out of ten, we answer the phone. Why do we do that? Whatever the phone call is […]
Read More… from When Urgency Gets In The Way Of What’s Important
What’s the #1 threat to your sales productivity? Answer: No clearly defined process to convert prospects into buyers. Or, to put it bluntly, your follow-up sucks! In times like these, a seller’s market, you might not think that a process is needed. You might be selling everything you have and scrambling to get more inventory […]