Sales Podcasts Selling More Homes Podcast Sales tips and training for Real Estate and Housing Professionals The Sale Before The Sale With Jeff Shore, Shore Consulting There is recovery in the air.  But as of yet, that hasn?t translated into significantly higher traffic numbers in sales models. So, if you?re waiting to get the people who take their own initiative to come through the door, you?re not taking advantage of what?s really going on out there [...] Setting Realistic Customer Expectations With guest, Tom Stephani. Most of the ?clients from hell? are clients that we create on our own. We create our own clients from hell by not creating, setting and maintaining realistic expectations from the very get go.  We have a lot of things that we do as an industry that we have to be very, very, [...] 5 Tips to Accelerate Your Personal Sales Recovery We speak with Master Sales Trainer, Roger Fiehn, Roger Fiehn & Associates Even in the worst housing markets there are individual salespeople who are not only surviving, they are thriving!  Roger Fiehn has spent the last several months finding and interviewing these sales professionals to find out what they do differently to outpace the market get [...] Networking For Referrals ? ?Old School? Style We speak with Robert August, S. Robert August Today, the term ?networking? is most often thought of in terms of online social media ? LinkedIn, Active Rain, Facebook, Twitter, etc.   But, offline, in-person networking, like we used to do, is still as powerful a means of growing sales as it ever was. S. [...] Deal or No Deal: 7 Keys to Successful Negotiation We speak with Roland Nairnsey, The New Home Specialists Most of us are familiar with the popular TV show, Deal or no Deal. The show has a good formula for how to negotiate: There is pressure, tension, drama and expectation; it follows a lot of the patterns of negotiating. What we find is that negotiating [...] Sales Management: Managing Activities vs. Results We speak with John Underwood, author of Scratch Selling: 18 Lessons Golf will Teach you about Sales. For 25 years John Underwood has been helping sales organizations to increase their productivity by teaching them to measure and manage activities rather than results. Manage these activities, says Underwood, and the results will take care of themselves. We asked [...] Overcoming Fear in the Marketplace We speak with author and speaker, Steve Waterhouse. Virtually everyone I talk to is telling me they are facing a marketplace that is scared to make a decision; they are afraid to be sold.  And the worst thing you can do when you?re up against someone who is afraid is to start to look [...] Making Home Shows and Trade Shows Effective and Profitable We speak with The Trade Show Coach, Susan Friedmann It?s home show season, and many of you are planning your exhibits for upcoming shows.  So are your competitors.  How can you make your display different and attract more buyers?  What are the keys to an creating an effective display?  How do you guarantee the best possible [...] Drama, Intrigue, and New Home Construction We speak with builder/novelist, Michael Ruddy, author of the new book, Conflicts With Interest. All good teachers recognize the value of a good story to make a point.  In his new novel, Michael Ruddy draws on his many years as a homebuilder ? and the hard lessons learned ? to craft a story that is both [...] 3 Steps to Creating Urgency in the Sales Process We speak with sales coach and author, Jason Forrest. When home sales are slow and buyers are timid, we salespeople often feel the need to generate a sense of urgency to get people to buy.  Yet, urgency isn?t something you impose upon prospects.  Instead, it stems from the customers inner desire.  So, we can?t create urgency, [...] [ Back ]

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