jan16_SM_urgency

MAKING THE MOST OF CIRCUMSTANTIAL URGENCY

All Jason Forrest

With change being the only constant in life, are your agents aware of how shifting conditions can be used to move prospects forward in the home buying process? Certain changes, such as rising interest rates, create an element of circumstantial urgency that agents can capitalize on to close the sale, as Jason explains in his […]

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Note from Jason: Do you show and sell or show and tell?

All Forrest PG

Sales Pros: I find commentary on sales sites maddening. Not all commentary, but the salespeople who are a bit confused about their job description. When sales pros believe their job is to show and tell will go along endlessly with customers who want to see product after product, home after home, or car after car. Ultimately, the […]

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Note from Jason Forrest: Choosing to Live

All Forrest PG

Sales Pros: When I come to a fork in the road, I choose to live. I’m not talking about being reckless (I absolutely believe in planning ahead, saving, and making sound financial decisions). But I also believe that there is such a thing as playing it TOO safe and protecting yourself from living. I recall […]

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Note from Jason Forrest: Lead, Don’t Push

All Forrest PG

Sales Pros: I teach leadership sales training sales process, someone asked how to create urgency professionally without coming across as a pushy salesperson. This is a good question and close to my heart as a salesman and trainer. I answered the question live and promised to blog about it, too, so here I am. It’s […]

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Note from Jason Forrest: Why People Matter

All Forrest PG

Sales Pros: I love a good product just as much as the next guy, but if merchandise alone sold big-ticket items, we wouldn’t need to man our model homes and we’d all be picking our cars from an online catalog. We’d just build and design the best possible models and watch the contracts roll in. […]

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