Industry News

Defusing Objection Bombs in Sales

Tom Oslund

Let’s face it, if you’re in sales, you’re going to deal with objections. And many new-home sales consultants have a difficult time overcoming objections from prospective buyers.

Objections are like bombs: If not defused, they will blow up in your face! The key is learning how to masterfully mollify the situation.

First, learn how to recognize an objection:

Objections are...

February New Home Sales Flat After Upward Revisions to Prior Months

Tom Oslund

Sales of newly built, single-family homes remained virtually unchanged, inching down 0.6% in February to a seasonally adjusted annual rate of 618,000 units after upward revisions to the January, December and November reports, according to newly released data from HUD and the U.S. Census Bureau.

“New home sales are at a steady level, which is consistent with our measures of solid builder...

Builder Confidence Remains on Solid Footing in March

Tom Oslund

Builder confidence in the market for newly built single-family homes edged down one point to a level of 70 in March from a downwardly revised February reading on the NAHB/Wells Fargo Housing Market Index (HMI) but remains in strong territory.

“Builders’ optimism continues to be fueled by growing consumer demand for housing and confidence in the market,” said NAHB Chairman Randy Noel. “...