How fast is the market changing? In some areas it’s lightening quick, like someone flipped the switch and opened the floodgates. * Ask salespeople you know in Phoenix and they’ll tell you the biggest problem is low inventory. * I talked to a salesperson in San Francisco who is selling WAY upper-end luxury condos, and buyers are swarming! * The city of Irvine, CA has an inventory of less than 500 homes…for a town of more than 200,000 people! * Similar stories coming in from Florida, the mid-Atlantic and Colorado. Things are changing, and it appears that they are changing quickly. You need to prepare your mindset accordingly. That means: * Sharing the message of market energy with enthusiasm * Updating your “Why Buy Now” message * Expecting a 50% sales pace increase from 2011 That last point is most … Read More…

I consider myself a new home sales expert. I made a lot of money in a strong market. But it was in the tough markets that I truly learned how to sell. I trained myself on every aspect of the sales process. I sought out mentors who succeeded in hard times before. I read and reread New Home Sales by the late Dave Stone and Success in New Home Sales by Richard Tiller, and anything else I could get my hands on! Now, I make a living helping sales professionals just like you.  My message is simple: Truly great sales people are market-proof. Six years ago, selling a home may have been as easy as handing someone a pen and pointing to the dotted line. But after the market turned, you were forced to up your sales game dramatically. If … Read More…