A few week ago Jeremiah Owyang (@jowyang) tweeted a photo from inside the Hyatt Hotel in Santa Clara, CA. The photo, as you can see below shows how the hotel manager rolls around the hotel while remaining stationary. As you can see, this rolling stand with an iPad mounted on top allows the hotel manager [...]

At the 2013 International Builders’ Show in Las Vegas, I had the pleasure of presenting the results of our annual Sales & Marketing Pulse report with our partners, Shore Consulting. Jeff Shore and I presented the results to the crowd in Sales Central with standing room only. If you missed us at IBS, you’ve got [...]

Continuing the conversation around the topic of onsite and online sales counselors, I recently spoke with Jeff Shore about this issue. This video originally appeared on newhomesalesleaders.com.

Part One of this series led to quite the discussion and debate. If you’ve not read that post, I recommend you start here first. In this part, I will continue to clarify and expand on my thoughts in hopes the discussion will continue. First, this discussion may be new, but I outlined the underlying issues [...]

I recognize the ever growing popularity of the Online Sales Counselor role. I first saw it nearly ten years ago, and it continues with a slow and steady climb. It has always been my feeling, albeit unpopular, that the Online Sales Counselor role is a short-term solution at best, and at worst, a dependency drug [...]

In early January, Jeff Shore and I began an ambitious project to survey nearly 300 new home sales and marketing leaders about what’s hot, what’s not, and what’s really happening in the marketplace. This in-depth survey asked leaders specific questions about topics including negotiating frequency, salesperson turnover, social media use, and online leads. Because of [...]

The huge number of online marketing options available creates a virtual cosmos of possible entry points. Builders are bombarded with messages about everything they have to start doing “right now!” Get a new website. Invest in search engine optimization. Spend money with Google AdWords. Do lots of follow-up with email marketing. Everyone’s on facebook. You [...]

“More home shoppers start their search online than ever before.” “Over 90% of buyers use the Internet.” This is not news. This is not new information. The number of home shoppers who start their home search online has been above 80% for years. This is not news. Even early numbers in 2000 showed that 40% [...]

I am regularly amazed at how difficult some companies make it to business with them, or simply get a taste of their product or service. Traditional businesses are terrified a potential customer/client will find a way to take advantage of them; a way to skirt their beloved system and get something for free. They setup [...]

On March 9th, I had the pleasure of speaking to over 200 new home sales and real estate professionals at SMC SalesCamp. My assigned topic was “Effective Communication with Social Media.” The videos below contain my full presentation. In this presentation, I was able to introduce the concept of Lead Curation – Creating an environment conducive to [...]