Shows
Builder365Addressing Buyer Hesitations in the Housing Market with Anthony GrasstIn This Episode: Rachea Pendley interviews Anthony Grasst, Vice President and National Builder Manager at CMG Home Loans, he shares his expertise on the current housing market, addressing buyer hesitations and the importance of effective communication in the sales process. He emphasizes the need for sales counselors to bridge the knowledge gap regarding financing and to engage buyers with empathy. Strategies for preparing for buyer concerns and the timing of financing discussions are also discussed, along with the role of sales leaders in training their teams. The conversation concludes with actionable best practices for sales counselors to e...
2024-12-0341 min
The Sales LabThe 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 prices? Jeff and Anthony also talk about the factors leading up to historic market upheavals and how they compare to today.
2022-07-1833 min
The Sales LabHousing Market Insights with Selma HeppAmid 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.
2022-06-1519 minThe Sales LabAdapting to a Changing Market with Amy O’ConnorEveryone 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.
2022-05-1816 minThe Sales LabThe Value of Integrating Financing into Your Sales Process with Brian BullockFinancing 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.
2022-03-3124 min
The Builder Marketing PodcastWhere Financing Fits in Marketing - Anthony GrasstAnthony Grasst of Homebridge Financial joins Greg and Kevin this week on The Home Builder Digital Marketing Podcast to educate builders about why financing should be an integral part of marketing. https://www.buildermarketingpodcast.com/episodes/100-where-financing-fits-in-marketing-anthony-grasst
2022-02-1638 minThe Sales LabThe Power of Understanding People with Dave MitchellJobs 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.
2022-02-1043 minThe Sales Lab2022 New Home Market Forecast with Tim SullivanThe 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.
2022-01-0521 minThe Sales LabKeep Your Sales Ahead of the Digital Wave with Jen BarkanThe 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...
2021-12-1528 minThe Sales LabBenefits, Risks, and Potential for Housing in 2022 with Chris DorociakChris 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?
2021-11-2428 minThe Sales LabThe Current Health of the Housing Market with Jeff Tucker of ZillowThe 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.
2021-11-1739 minThe Sales LabAdapting to the Rise of Frustrated Homebuyers with Bob MirmanAfter 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 bet...
2021-10-1928 minThe Sales LabAdjusting Your Online Sales Strategies with Mike LyonLast 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 La...
2021-09-3026 minThe Sales LabPreparing for the Next Market Shift with Jeff ShoreHow 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 crea...
2021-09-1425 minThe Sales LabStaying Ahead of the Curve with Donna CampanelliDeveloping 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, Do...
2021-08-0327 minThe Sales LabDon’t Get Prepared, Stay Prepared with Ryan TaftBuilders, 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.
2021-06-1630 minThe Sales LabHousing Affordability: Factors and Forecast with Jeff TuckerIn 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.
2021-04-2236 min
The Ronda Conger ShowAdapting in HomebuildingI had the pleasure of being a guest on the Sales Lab podcast with Anthony Grasst. We chatted about the benefits and challenges of selling a home online and all the changes in buyer behavior. Tune in today!P.S. this podcast is also a video. You can watch the video here!
2021-03-2634 minThe Sales LabAdapting to Virtual Sales with Ronda CongerIn 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.
2021-03-1733 minThe Sales LabForget About Customer Satisfaction with Bob MirmanIn 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.
2021-02-0240 minThe Sales LabFollow Up and Close the Sale featuring Jeff ShoreWe 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.
2021-01-2028 minThe Sales LabImpact of COVID on Housing Market with Jeff TuckerIn 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.
2021-01-1224 minThe Sales LabOnline Sales in 2020 and Beyond with Mike LyonWe 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.
2021-01-0632 minThe Sales LabThe Future of New Home Sales is VIRTUAL with Amy O'ConnorAs 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 explains how to leverage online appointments, the importance of utilizing technology, and benefits of virtual selling for both the buyer and the salesperson.
2020-10-1030 minThe Sales LabImpact of Remote Work on Housing with Jeff TuckerJeff 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, but a bad time to sell, furthering housing inventory shortage. Searches for new construction are high.
2020-07-0956 minThe Sales LabStrategies for Selling New Homes Online with Chip JohnsonThe 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 new normal. Our program details which online tools and topics are engaging buyers, producing high quality leads, and creating sales in this new selling environment. Builder Designs CEO Chip Johnson shares with you the metrics you need to know as you develop your roadmap over the next 90-120...
2020-04-2354 min
Market Proof Marketing: Home Builder Marketing InsightsEp 96.5: Grab the Good Rate with Anthony Grasst
Anthony Grasst
Kevin speaks with Anthony Grasst, National Sales Director of the Builder Division at Homebridge Financial Services, about what’s happening today in the mortgage industry. Learn about investors, interest rates, how different loan types are impacted, how builders can protect their closings, and his projections for a recovery period. Kevin and Anthony discuss:
What’s happening with mortgages?
Why are mortgage investors not investing anymore?
Volatile interest rates
How builders can prepare customers who are beginning the mortgage process.
Wells Fargo no longer purchasing jumbo loans
How builders can protect their closing pipe...
2020-04-1733 minThe Sales LabPresale Without Fail with Kevin OakleyThis 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 social distancing. He discusses momentum creation around new home communities, how to build and nurture a VIP list of interested homebuyers, and the most common mistakes in new home launches. Kevin's program has been used by over 100 home builders to maximize results of a community launch. More about Kevin at DoYouConvert.com
2020-03-201h 15The Sales Lab2020 Market Forecast with Dr. Skylar Olsen of ZillowOn 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, affordability or buyer sentiment?
As Director of Economic Research, Skylar investigates housing markets across the country and the importance of place in economic outcomes. She also shares housing data with policy makers and academic and nonprofit researchers to further their understanding on related issues. She holds a Ph.D...
2020-01-3042 minThe Sales LabCreate Your 2020 Follow-Up Playbook with Mike LyonMike 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, variety, and persistence.
2019-11-0846 minThe Sales LabBuild Your Best Team featuring Jeff ShoreIn 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 and psychology-based sales training programs.
In this episode, you will learn how to develop a culture that demands performance improvement, coach to and celebrate excellence, three keys to talent development, and how to accelerate skills mastery. Episode recorded during a live webinar broadcast on 9/20/2019.
2019-09-2547 min