PODCAST · business
The Sales Lab
by Anthony Grasst
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!
Episodes
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The Housing Market’s Fever has Broken – Now What? (With Jeff Tucker)
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...
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Housing Market Insights with Selma Hepp
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...
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Adapting to a Changing Market with Amy O’Connor
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...
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The Value of Integrating Financing into Your Sales Process with Brian Bullock
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...
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The Power of Understanding People with Dave Mitchell
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...
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2022 New Home Market Forecast with Tim Sullivan
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…
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Keep Your Sales Ahead of the Digital Wave with Jen Barkan
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...
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Benefits, Risks, and Potential for Housing in 2022 with Chris Dorociak
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...
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The Current Health of the Housing Market with Jeff Tucker of Zillow
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...
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Adapting to the Rise of Frustrated Homebuyers with Bob Mirman
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...
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Adjusting Your Online Sales Strategies with Mike Lyon
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...
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Preparing for the Next Market Shift with Jeff Shore
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...
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Staying Ahead of the Curve with Donna Campanelli
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…
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Don’t Get Prepared, Stay Prepared with Ryan Taft
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...
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Housing Affordability: Factors and Forecast with Jeff Tucker
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...
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Adapting to Virtual Sales with Ronda Conger
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...
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Forget About Customer Satisfaction with Bob Mirman
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…
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Follow Up and Close the Sale featuring Jeff Shore
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...
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Impact of COVID on Housing Market with Jeff Tucker
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…
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Online Sales in 2020 and Beyond with Mike Lyon
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...
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The Future of New Home Sales is VIRTUAL with Amy O'Connor
As new home sales continue to move toward 100% virtual, you may be struggling with how to build rapport and connect emotionally with potential buyers. In this influential webinar, Amy O'Connor of Shore Consulting covers everything you need to know for a successful virtual sales environment. She...
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Impact of Remote Work on Housing with Jeff Tucker
Jeff Tucker, an Economist on Zillow's Economic Research Team, takes us on a deep dive of the effects COVID-19 has on the housing market. Record low mortgage rates are enticing people to jump into the market, even though consumer confidence has dipped. People think it's a good time to buy a home,...
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Strategies for Selling New Homes Online with Chip Johnson
The way we sell homes has changed dramatically in the past 30 days. Are you prepared? This episode covers real time performance data of over 400 home builders across North America. Find out how people are using websites to get the information they need from you as they search for homes in this…
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Presale Without Fail with Kevin Oakley
This episode of The Sales Lab features Kevin Oakley of Do You Convert, covering Presale Without Fail: The Secret to Launching New Communities with Maximum Results. Amid today's shifting market conditions and COVID-19 concerns, Kevin covers current buyer demand and how to host a presale event for...
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2020 Market Forecast with Dr. Skylar Olsen of Zillow
On today's episode of The Sales Lab, we take an in-depth look at the economic trends driving new construction with our guest, Zillow’s Director of Economic Research, Dr. Skylar Olsen. She frames the current housing market outlook for builders and responds to the question: what drives real estate,...
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Create Your 2020 Follow-Up Playbook with Mike Lyon
Mike Lyon, founder of Do You Convert, introduces valuable tools and framework to help shape your new home sales business plans for 2020. Ditch petrified processes from the past and embrace personalized follow-up homebuyers expect today. The keys to effective follow-up are speed, frequency…
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Build Your Best Team featuring Jeff Shore
In this first episode of The Sales Lab, we focus on what builders, sales managers, and anyone in new home sales can do to build their sales team. Host Anthony Grasst talks with top-selling author Jeff Shore. Jeff is the Founder and President of Shore Consulting, Inc., specializing in field-tested...
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ABOUT THIS SHOW
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!
HOSTED BY
Anthony Grasst
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Frequently Asked Questions
How many episodes does The Sales Lab have?
The Sales Lab currently has 27 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Sales Lab about?
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!
How often does The Sales Lab release new episodes?
The Sales Lab has 27 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The Sales Lab?
You can listen to The Sales Lab on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Sales Lab?
The Sales Lab is created and hosted by Anthony Grasst.
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