New-Home Sales
How to Sell Homes Using Incentives
In today’s market, homebuyers have come to expect incentives and discounts when buying a home. New-home sales guru Bob Schultz offers advice on effective selling using incentives
New-Home Sales
New-Home Sales Techniques: 12 Action Steps
Generating new-home sales revenue and reducing unnecessary costs isn't t all that complicated — when you have a clear, concise action plan. Here are 12 action steps to boost your business
How to spot the prima donna syndrome
Don’t let your super sellers with bad attitudes control your sales organization. Here are some simple guidelines for handling a prima donna.
Business Management
Conquering the 6 Stages of Grief
No builder or sales organization has ever successfully navigated through difficult times by relying on hope. Here’s a look at the stages of grief that builders have encountered while riding the bumpy road of the recession.
Sales + Marketing Best Practices
The Story of One Builder Who Believes
Even in the toughest of housing markets, builders that adopt and believe in the fundamentals of new-home sales will find success. Here’s proof
Human Resources
Recruit Your Dream Team in 10 Easy Steps
Many managers spend more time researching the purchase of office equipment than on hiring their representatives. New-home sales management expert Bob Schultz offers 10 steps to ensuring you hire only the best of the best
New-Home Sales
How to tackle the 'I'd love to buy, but I can't sell my house,' syndrome
Plenty of consumers are shopping around for new homes, but they believe they can’t buy until they sell. New-home sales and marketing guru Bob Schultz offers tactics for converting these hot prospects into sales.
New-Home Sales
Staffing and Management Techniques for Optimizing New-Home Sales
With fewer potential customers showing up at new-home sales centers, it’s critical you don't miss sales opportunities and have salespeople consistently engaging in high-ROI activities
Sales + Marketing Best Practices
10 Key Sales Performance Measurements
Want to boost your sales conversion ratio? Track each salesperson’s performance against these 10 sales performance standards
Sales + Marketing Best Practices
How to Cultivate a Take-Charge Culture
Having a clear strategic vision, demanding accountability, and performing as both a leader and manager are vital to taking charge of a new-home sales organization