Kicking the Incentive Habit – How to Sell Value Purity in a Discount-Driven Market
Date: April 29, 2025
Time: 9:00 AM PST / 12:00 PM EST
Host: Jeff Shore
Special Guests: Gerry O’Brien, Jakie Diggs
REGISTER HERE
🧨 Are Incentives Killing Your Margins?
In today’s hyper-competitive real estate market, the race to the bottom on price is driving longer buying cycles, confusing your prospects, and eroding your profits. The “incentive wars” are leaving sales teams exhausted—and customers unmoved.
It doesn’t have to be this way.
On April 29th, get a taste of what's ahead at the Summit when you join us for a powerful, practical webinar that will challenge the status quo and deliver actionable strategies to sell homes based on value, not discounts.
🔥 What You’ll Learn
This session isn’t about eliminating incentives altogether—it’s about using them the right way, and only after your value proposition has taken center stage. You’ll discover how to:
- De-commoditize your incentives in a discount-driven marketplace.
- Stop apologizing for your price—own it with confidence.
- Defer deal talk when customers lead with “what’s the incentive?”
- Balance price vs. value, tipping the scales in your favor.
- Close with confidence, selling a home they'll love, not a discount they’ll forget.
🎙️ Meet the Panel
Jeff Shore, industry thought leader and sales strategist, will be joined by:
- Gerry O’Brion’s BECAUSE framework of has helped over 50,000 CEOs, business owners and sales teams stand out from the sea of sameness and grow their sales. Gerry began his career in marketing at Procter & Gamble and then was an executive for Coors Light, Quiznos, and Red Robin. He has his MBA from the University of Michigan. Gerry also spent 8 years serving in the military. Gerry will be a featured speaker at the 2025 Sales & Marketing Leadership Summit.
- Jakie Diggs is a Sales Coach with Betenbough Homes, a West Texas-based home builder, where she has been developing and supporting new home sales teams since 2020. With a passion for delivering exceptional customer experiences and driving sales excellence, she partners closely with leadership to execute strategic business initiatives. She is committed to coaching teams through real-world challenges and empowering them with the tools they need to succeed in today’s evolving market.
Together, they’ll unpack the psychology of modern buyers and share proven frameworks to elevate your sales conversations.
💬 Why This Conversation Matters
"Value > Price. Value > Terms. Value > Incentives."
That’s the mantra you’ll walk away with—and the mindset shift that could redefine your team’s entire approach.
Incentives aren’t inherently bad—but misused, they can damage your value perception. This session dives deep into how emotional transference, confidence, and a crystal-clear UVP can transform your outcomes.
💻 Register Now – Limited Seats Available!
Don’t miss this opportunity to equip yourself and your team with the mindset, messaging, and methods that work in today’s market.
