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I was truly honored to be invited to join such an esteemed panel hosted by ECI Lasso, alongside some of the most respected voices in our industry — Jeff Shore, Corey Charles, and Heidi Schroeder. Any time you have the opportunity to share ideas with professionals of this caliber, it is both humbling and energizing. I’m grateful to Terrell Turner and the ECI team for bringing us together for such an important conversation around the sales habits needed for sustained success in 2026.
What made this session so valuable was that it went far beyond surface-level sales advice. This was a practical, honest, and timely discussion about what sales professionals must do to thrive in a changing market. We talked about the need for greater focus, stronger follow-up, more intentional use of CRM systems, deeper trust-building, better coaching, and the mindset shifts necessary to guide today’s buyers through uncertainty. Across the panel, there was a common theme: success in 2026 will not come from doing more random activity — it will come from doing the right things more consistently and more intentionally.
One of the ideas I shared was the importance of simplifying your goals. Too often, salespeople begin the year with a long list of everything they want to improve, only to become overwhelmed and lose momentum. My advice was simple: narrow it down to three core priorities. Decide what matters most. Maybe it is improving discovery, asking for the sale more confidently, getting better at prospecting, or becoming more disciplined with referrals and follow-up. Success tends to accelerate when we stop trying to improve everything at once and instead commit to mastering a few important habits.
I also spoke about the power of habit stacking, a concept I love from Atomic Habits. In sales, habit stacking means finding ways to combine productive actions so that one discipline reinforces another. For example, if you are already going into your CRM to follow up, take a few extra moments to improve your notes and make them more personal and emotional rather than purely transactional. If you are walking a homesite or touring inventory with your builder or superintendent, perhaps that is also the perfect time to create a short social media or buyer education video. The goal is to become more efficient, more intentional, and more consistent.
Another important point I made was around follow-up. I have always believed that if what you offer truly helps people, then follow-up is not something to apologize for — it is a service. That said, follow-up must be done thoughtfully. There is a big difference between being persistent and being repetitive. Buyers do not want endless “just checking in” messages. They respond far better when you bring something fresh, relevant, and useful — a new homesite release, a financing update, a construction milestone, an incentive, or a thoughtful insight tied to their needs. Great follow-up is not about pressure; it is about creating momentum and giving buyers a reason to re-engage.
The panel also offered so many powerful insights from multiple perspectives. Jeff Shore reminded us that we must not confuse buyer behavior with buyer motivation. Just because a buyer says they are “just looking” or “thinking about it” does not mean they lack desire. Often, it simply means they are uncertain, cautious, or afraid of making a mistake. Corey Charles emphasized the need to move from being a “closer” to becoming a trusted guide — someone who creates clarity and certainty instead of pressure. Heidi Schroeder brought an incredibly valuable CRM and leadership lens to the discussion, reminding us that relationships must be documented and nurtured, not left to memory and chance.
One of the most encouraging takeaways from the session was that the best salespeople in 2026 will not necessarily be the most aggressive — they will be the most intentional. They will know how to build trust. They will know how to ask better questions. They will know how to use systems without losing human connection. They will understand that buyers are not simply comparing homes; they are comparing risk, emotions, timing, and future regret. That means our role is not merely to present the product. Our role is to help people make decisions they can feel good about.
I also shared my belief in the 1% rule — the idea that if we can get just a little bit better every day, the long-term results become extraordinary. Whether it is sales skills, time management, follow-up, prospecting, work-life balance, or mindset, growth does not happen in dramatic leaps nearly as often as it happens in small, repeated improvements. Champions are not people who have it all figured out. They are people who remain committed to getting better.
Finally, one of the most meaningful parts of the session was the emphasis on mindset, gratitude, celebration, and service. In a business that can be demanding and emotionally intense, it is vital to celebrate wins, reward progress, and stay grounded in purpose. We are not just selling homes. We are helping people make some of the biggest decisions of their lives. That is meaningful work. And when we remember that, it changes the way we show up.
Again, I want to thank ECI Lasso, Terrell Turner, Jeff Shore, Corey Charles, and Heidi Schroader for the opportunity to be part of this outstanding conversation. It was a privilege to contribute, to learn, and to share ideas with such an accomplished group. I hope the conversation encouraged sales professionals and leaders alike to be more focused, more human, and more purposeful in the year ahead.
Because in the end, sustained success in sales is not built on hype. It is built on habits.
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Roland Nairnsey, Founder, New Home sales Plus
Roland@newhomesalesplus.com | Mobile: 561-236-2400