By: Bob Schultz
New Home Sales: Recruit With Purpose
08/19/2014Like the popular television shows “Survivor” and “American Idol,” this recruiting process will eliminate potential salespeople along the way until the…
Read MoreNew-Home Sales: Inspect What You Expect
07/08/2014Now more than ever, it’s critical to measure, evaluate, and improve your sales process. Bob Schultz, Contributing Editor July 08, 2014…
Read MoreNew Home Sales: It’s Halftime
07/02/2014Staying focused at mid-game Bob Schultz, Contributing Editor July 02, 2014 We are at the midpoint in this year of what…
Read MoreNew Home Sales: When Realtors Manage Builder Sales
05/09/2014A hybrid approach to managing sales with Realtors can bring more focus and closings for your new homes. Bob Schultz, Contributing…
Read MorePreparing For The Main Event
04/29/2014NEW HOME SALES Practice makes perfect, and simulated selling helps your salespeople show what they know. Bob Schultz, Contributing Editor April…
Read MoreAnother Closing Technique From My Book “Smart Selling Techniques”
03/27/2014Situation: Immediately after you show or demonstrate the very first model, floor plan, home site, open house, or completed home. Strategy:…
Read MoreThe Hawthorne Effect And Your Sales Management Possibilities
03/13/2014NEW HOME SALES Bob Schultz, Contributing Editor March 13, 2014 Here is an easy-to-implement tactic with short-term benefits that also paves…
Read MoreSpring Is In The Air – Time To Boost Your Sales
03/11/2014Situation: The customer say that they are look at resales . Strategy: Cause the customers to think about what resale really…
Read MoreMoneyball For Home Builders
02/26/2014NEW HOME SALES Sales representatives need to have a passion for knowing the numbers that are critical for scoring closings. Bob…
Read MoreHomebuilders and Agents – Are You Looking To Increase Your Homes Sales?
02/20/2014Our new home sales-specific training courses, management systems and profit-focused resources were created and refined over four decades of actual industry…
Read More