Yes, it is a very tough market. In my own state unit sales of new homes are down 60%, year over year. But that also means that 40% of sales are still happening. People are still getting married, divorced, transferred, having kids and retiring. How do you make sure that you are in the 40% and not in the 60%?

First of all, no matter what, remember that while things are tough, the reps who are in the 40% share a couple of traits. They understand that someone is selling, and they are determined that it will be them (attitude is important), and that they are always looking for and trying new ideas to close deals.

Below are some ideas to help you get more deals across the line. In this market one more deal this year can make the difference between being in the top half of closers or in with the also-rans. More...