Feb 27 - 29, 2024 | Las Vegas, NV
Feb 27 - 29, 2024

Niche Program

5 Strategies to Win Market Share in 2023

Thursday, February 2 | 11:45 AM - 12:15 PM
LVCC - 20 Clubs Lounge - North 218

What It’s About

The last couple of years produced one of the most robust housing booms we have ever experienced. Although boom hasn't transitioned to bust, a marker correction is taking place, and it requires a new way to think, act and speak to sell successfully. Based on our research, in 2021 and 2022, 80% of buyers walked into sales offices knowing they wanted to purchase a home but needed to be convinced where to spend their money. Today it's the opposite; 80% of buyers haven't decided to make a change and have lost certainty. Multiple factors, including rising interest rates, supply shortages and the belief that prices will fall, weigh heavily on buyers' minds. This doesn't mean builders are doomed. It's quite the opposite. It just means the strategy for success must be adjusted. This new strategy starts with the culture inside our companies, and that culture begins with leadership.

Mary Marshall will share the following:

  1. How to win market share during a winter economy.

  2. How to influence the emotional state of our employees to drive certainty, confidence and resilience.

  3. Three ways to protect our top performers from being poached by our competition.

  4. What our department leaders need to be doing right now (more than at any other time) to drive performance.

  5. The specific language we should use to prevent our employees from getting into a slump.


Registration Type

All IBS Registration Types


Picture of Mary Marshall

Mary Marshall



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