Hidden Costs of Rising Interest Rates

Supply and demand factors over the past 24 months have led to booming market conditions marked by rapid price increases, low inventory, and long lists of people waiting to purchase a newly built home. But in today’s circumstances, those long lists may be cause for concern.

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Overcoming Objections in New Home Sales

It’s not enough to know what the buyer wants or why they want it. Real sales mastery comes when sales professionals unlock the buyer’s objections, help minimize them, and free them to move forward with a purchase decision.

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Logic vs Emotion: The Buyers Experience

Buyers are an interesting breed of people. They’re oftentimes unaware of their own internal driving forces. One way we see this is the fact that buyers believe that they are inherently logical in their decision-making. They’re not. That doesn’t make sense.

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A Tale of Two Tours

There’s so much fluctuation in things outside our control like interest rates, inflation, and challenges in the supply chain. But there’s at least one thing that doesn’t change, and fortunately, it can largely be within our control; and that is the customer experience.

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Tips for New Real Estate Salespeople

What is your role in that dream-building process, and how can you maximize the opportunities for the people that you will serve? Here are three tips that will last you the rest of your career if you take them seriously.

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Use Your CRM to Manage Your Buyer’s Journey

With the influx of leads coming in and the delays in the home building process due to material shortages, you need to use your CRM to manage the entire customer journey, not just converting a prospect to a purchaser. As the home buyer goes from research to inquiry to close, communication at each touchpoint is important in providing a great customer experience, so you need to understand how your CRM can assist at each stage.

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What is The 4:2 Formula®

I think the fundamental problem is that so many sales presentations are about what the customer is moving to, and we don’t really have a strong understanding of why they’re doing that or why are they thinking about moving in the first place.

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