Claim OwnershipThe Sales Lab
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© Anthony Grasst
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One of the best new home sale training podcasts available! The Sales Lab features some of the leading experts in new home sales sharing their sales ideas, strategies, and techniques for today’s market. Each episode is fast, focused, real-world education to produce the results you want: MORE SALES!
27 Episodes
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Is the Housing Market Healthy? Housing Industry insider Jeff Tucker, Senior Economist at Zillow, joins The Sales Lab to discuss the home-buying landscape. With monthly mortgage payments up nearly 60% YoY and housing sentiment at its lowest since 2010, what is the impact on housing demand and prices? Jeff and Anthony also talk about the factors leading up to historic market upheavals and how they compare to today.
Amid a fast-changing housing market, Anthony talks with CoreLogic’s Selma Hepp about what she’s seeing in market data and what CoreLogic’s Market Risk Indicator really has to say about potential housing price declines. From her perspective as Executive of Research and Insights and Deputy Chief Economist at the Office of the Chief Economist at CoreLogic, Selma discusses a resilient housing market with strong demand, overvaluation in many metros (where housing prices outpace wage growth), and how inflation may affect buyers. Selma also covers her article Potential Risks of Price Declines in the Real Estate Market.
Everyone sees the market changing. With rising interest rates, home prices up 20% year over year, and declining buyer sentiment, it’s clear many buyers are mortgage-ready but are hesitant in a shifting market that doesn’t inspire confidence. We talk to Amy O’Connor, Senior Consultant at Shore Consulting, who offers her insight on what builders are experiencing in the new home sales process and the most important selling skills today.
Financing is often the scariest part of the home buying process, so it seems important the new home sales team should speak to it. But what should you discuss? Where in the sales process? And when should preferred lenders become involved? Brian Bullock, VP of Sales and Marketing for Homes by West Bay and Casa Fresca Homes in Tampa, Florida, has integrated financing into his sales process. He joins us today to answer these questions and explain how - even in a hot market - financing increases sales conversion.
Jobs where your make a living satisfying the needs of the general public are very challenging. Why? Everyone in the general public is unique! On this episode of The Sales Lab, Dave Mitchell, founder of The Leadership Difference and author of the best-selling book “The Power of Understanding People”, covers the importance of understanding your customer’s unique needs and how to respond to them. Dave covers four basic communication styles you may encounter, and explains how understanding people is the key to increased sales, enhanced organizational performance, and strong relationships.
The real estate market has grown considerably over the last 10 years. However with low inventory, supply chain issues, rising interest rates and prices, and declining buyer sentiment, what will this year hold? Tim Sullivan, Senior Managing Principal at Zonda Advisory, shares his thoughts with us on current market conditions, potential challenges, and where we are headed.
The housing industry has been in the online space for as long as that space existed. But in the last 18 months, there’s been a deluge of buyers who rely, sometimes exclusively, on online technologies to research and purchase homes. This has amplified the challenges some builders have faced in the past but also provides opportunities for growth and sales efficiency. Joining us to dig deep into the current sales climate is Jen Barkan of DoYouConvert.com. She’s an online sales coach and has managed online sales programs for builders across the county. Listen to our discussion and get actionable tips on selling homes online.
Chris Dorociak, Senior Vice President at John Burns Real Estate Consulting, has joined us to discuss the reactions to today's housing challenges, how they differ from market to market and what insights we can apply to our sales strategies. With supply chains remaining tight and our customers continuing to reflect a growing number of millennial buyers, what are the benefits, risks, and possibilities we can plan for in 2022?
The last 18 months have seen a white-hot housing market. Homes list and sell almost immediately, home price appreciation has skyrocketed and build times for new homes is now up to a year. But what is the health of our housing market and how long will this last? Jeff Tucker, Senior Economist at Zillow, joins Anthony Grasst to discuss today's market, the economic forces and trends at work today, and what the future holds.
After 18 months of “Pandemic-Based Empathy,” the honeymoon between builders and buyers is over. Before, buyers had the patience to deal with the inevitable roadblocks that came with home construction. Even negative feedback and testimonials included phrases like, “But we understand…” or “We look forward to having this repaired as soon as things normalize.” However, buyers are now frustrated with broken timelines, lagging responses to their post move-in service requests and other issues. In this episode of The Sales Lab Podcast, Anthony Grasst is joined by the CEO and owner of Eliant, Bob Mirman, and together they’ll discuss how builders can better understand this phenomenon and adapt to raise homebuyer satisfaction despite the real challenges they face.
Last year, we saw a significant shift in technology use and adoption as sales moved 100% online. With millennial buyers entering the market – representing nearly 50% of all new homebuyers – the trend of using online sales processes and outreach may remain as high as it’s ever been. According to Verse, 86% of Millennials prefer texting to a phone call. They don’t check their voicemail, and they rely heavily on social media for research and communication. How do you effectively reach this market?
Mike Lyon, founder and CEO of Do You Convert, joins us on this episode of The Sales Lab Podcast to help us evaluate and adjust our online sales strategies to reach the rapidly changing needs of today’s homebuyers.
How do you prepare for the next shift in the way we do business? Today, housing professionals have all had to pivot how we do business due to the heavier reliance on technology and the current housing supply and demand upsets. Those who aren’t ready to adapt risk getting left behind.
In this episode of the Sales Lab Podcast, we’re talking to Jeff Shore, founder and CEO of Shore Consulting, to discuss what is needed for business leaders to develop a strategic plan for an unknown future. Take away actionable steps that will help you create processes to remain nimble in the face of those changes and thrive.
Developing a system to generate leads and attract customers is a year-round effort that Builders need to work on regardless of booms and busts. The last 24 months has shown us how important it is to adapt technology into that system, and as a younger cohort of buyers enter the market, it’s clear to see that marketing is evolving. So, how do you attract new customers and which strategies work best?
In this episode of the Sales Lab Podcast, we sit down with Digital Marketing Specialist, Blog Writer for Builder Magazine and Co-Owner of Guardian Solutions LLC, Donna Campanelli, who walks us through this changing terrain and breaks down the why and how of digital marketing for Builders today.
Builders, lenders, and real estate agents alike have seen an intense year of demand driven by Millennials aging into home buying and generationally low interest rates. The flood of clients has made the last year one for the records … but markets change. Then they change again. If a slowdown is on the horizon, how should you prepare? Anthony Grasst, National Sales Director of Homebridge’s Builder Division, will discuss this question and more with Ryan Taft of Shore Consulting. Together they’ll look at the current market and talk about ways to stay prepared for every market change.
In this episode of the Sales Lab Podcast, we speak with Jeff Tucker, Senior Economist at Zillow for an update on the factors driving affordability in the current market. Prices have risen in all parts of the country forcing buyers to compete in a low inventory market, so we’re asking how HIGH is the ceiling and when can we expect it to plateau? Learn how to measure economic strength and hear Jeff’s forward-looking expectation on housing inventory, price appreciation, interest rates and buyer behavior.
In this episode of the Sales Lab, we talk to Ronda Conger, author and Vice President of CBH Homes, about engaging customers online. She covers the challenges of online selling as well as valuable lessons learned from the past year. Learn about retaining online buyers, how agents and builders can adjust to virtual selling, and what this change means for the future of the housing market.
In this episode of the Sales Lab podcast, we talk to Bob Mirman CEO of Eliant Experience Management about the importance of creating ‘customer delight’ rather than satisfaction. While we can’t change the market, we can change our behaviors and strategies; finding a process that works to deliver the unexpected experience is where it starts.
We sit down with Jeff Shore, founder and CEO of Shore Consulting to discuss his most recent book, Follow Up and Close the Sale. What does a sales person do when the customer says, “Not yet”? Jeff offers researched based insights that teach you how to maintain emotional altitude, personalize follow-up, wake up tired leads, and select the right follow-up method.
In this episode of the Sales Lab podcast, we sit down with Zillow Senior Economist, Jeff Tucker to discuss the impact of COVID-19 on the residential real estate market in 2020. Have the work-from-home arrangements changed the way we view our home? Prices have climbed and inventory has tightened but homebuying still remains a top pandemic trend, specifically for millennials.
We speak with Mike Lyon, Author of Browsers to Buyers, to reveal builder best practices for meeting today’s online buyer expectations. What once was a ‘buyer preference’, millennial habits prove online shopping to be a ‘buyer necessity’. With builder leads doubling and tripling, the commitments made to an online sales program remain top priority.
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