Negotiation has developed a bad reputation in new homesales. For some salespeople, it feels uncomfortable, adversarial, or synonymous with discounting. Roland Nairnsey argues that the opposite can be true.

In this episode, Sarah sits down with Roland to rethinknegotiation as part of a broader pricing and sales strategy. They explore why builders need to understand their market before deciding whether to negotiate, how different buyers respond to incentives and pricing conversations, and why asuccessful negotiation should leave both the buyer and builder feeling good about the deal.

Roland also shares lessons drawn from decades in new homesales and the ideas behind his book on negotiation, including why some of the industry's "old school" sales skills may be more relevant today than ever.

Roland's website: https://www.newhomesalesplus.com/
Purchase Mastery of Negotiation: https://www.amazon.com/dp/B0GFSK3Z58?ref_=cm_sw_r_ffobk_cp_ud_dp_RA52592JMZ0X0KRSF7YZ&bestFormat=true

"We need more leads." "Our marketing isn't working." "The leads are bad." "Nobody uses our CRM."

Sound familiar?

Homebuilders run into these challenges all the time, but what if the problem you're trying to solve isn't actually the problem?

In this episode of Just Make It Pretty, Sarah Haynes and Shari Morton, partners at Shared Drive, take six common challenges homebuilders face and approach each one from two completely different perspectives.

Sarah looks at problems through marketing strategy, branding, messaging, buyer psychology, and customer experience. Shari looks through the lens of CRM, online sales, data, technology, processes, and operations.

They're answering one question: Where would you look first?

Neither gets to hear the other's answer before sharing her own.

From underperforming community launches and questionable lead quality to CRM adoption and the pressure to sell more homes in 90 days, Sarah and Shari explore why the most obvious solution isn't always the right one.

And sometimes, the most valuable thing you can do is bring someone into the conversation who sees the problem completely differently.

Shari Morton | Chief Growth Officer, Shared Drive

Shared Drive: https://shareddrive.com/

What actually makes you different, and why does knowingthe answer matter?
In this episode, Sarah sits down with Mary Beth Berry to explore differentiation from several angles: how salespeople stand out when products and services look similar, how companies uncover what truly sets them apart,and how knowing your own strengths can shape the direction of your career.

Mary Beth also shares how her recent move from trainingsales teams to selling the programs she once taught has changed the way she thinks about sales conversations, organizational challenges, and what it really takes for people and companies to change.

Connect with MaryBeth:

https://www.linkedin.com/in/marybethberry/https://jeffshore.com/

Register for the Womens Circle: https://jeffshore.com/WLC