Selling Multiple Properties Requires Discipline and Consistency Remote sales works when it’s disciplined. It struggles when it isn’t. Most of the time, the gap isn’t talent. It’s structure. The strongest remote sellers are purposeful with their time. Not every hotel needs the same level of attention every day, but over time, every hotel needs to feel equally supported. Some days one property takes more energy because pace is soft or a deal is active. Other days it’s quieter.

Strong Fundamentals Create Stronger Sellers Great Leaders Build Strong Team Great Sales Cultures Are Built with Training. There is a quiet danger that creeps into sales organizations when expectations are left unspoken and development is treated as optional. It ultimately reveals itself. I was reminded of this through a story shared by one of our clients. A Director sat down with a seller to offer performance feedback and clarify expectations. When asked about results, the se

How to Cultivate Client Loyalty so Strongly, the Competition Becomes Irrelevant. Building a Bridge Takes Time and Effort but The Rewards Are Long Lasting Winning a new piece of business is a wonderful moment. The emails, the calls, the back-and-forth negotiation all lead to that simple but powerful confirmation: “We’d like to move forward with your hotel.” The Top Rung Belongs to Those Who Show Up Consistently Exceeding Expectations, Communicates Long-Term Commitment Many sel

In modern prospecting, office visits are the exception—not the opener. They come after trust, not before. A practical guide for hotel sellers navigating a new landscape. Not long ago, walking into an office with a business card and a smile could open the door to a new corporate relationship. Cold calls were expected, and unannounced drop-ins were common. That world has changed. Today, office buildings have stricter access controls. Many companies discourage random visitors to

Consistency is the key to sustained results In the world of hospitality sales, especially in the quieter, secondary markets where leads are less plentiful, the myth that the most charismatic seller always wins can be quite dangerous. Those who have made their living in these markets know the real truth; it is consistency that separates the good from the exceptional.   Charisma may open a door, but consistency is what truly builds trust and sets you apart from the pack. It sig

A quiet shift is reshaping the workforce. Baby Boomers have stepped back, millennials are redefining their paths as many transition toward retirement, and a new generation is arriving with fresh values seeking purpose, flexibility, and genuine fulfillment in their vocation. For hotel owners, this generational shift intersects with a pressing economic reality: relying solely on brand channels, third-party platforms, and walk-in guests will no longer lead to optimal profitabili

Lately, we’ve been inundated with stories of remote workers stealing American citizens’ identities and selling them to foreign nationals to build elaborate networks of fraudulent remote operations. These schemes go far beyond fake job postings many have evolved into coordinated efforts to infiltrate U.S. company systems, gain unauthorized access to data, and even hold networks hostage through ransomware. The convenience and flexibility of remote work have created new opportun

When I was with Westin Hotels, one of their most popular credos resonated deeply with me was, “Everything Communicates.” At first glance, it seemed simple enough. But like the most profound truths, its genius lay in its simplicity. Over time, I came to understand that those two words capture an entire philosophy of excellence in hospitality, as well as in life. The Quiet Language of Excellence Too often we think that our communication lives solely in our spoken word, in a wel

For many Americans 55 and older, the modern job market can feel like a maze designed with hidden walls. Despite decades of experience,...

Occupancy May Be Flat, but Revenue Can still See Growth The air in 2025 feels familiar, yet slightly unsettled. Travel is still very much...

Hotel Under Construction Opening a new hotel is one of the most exciting milestones for any owner or development group. But in today’s...

The Numbers Tell the Story Sales turnover is emerging as one of the most disruptive trends in hotel commercial performance today....

Peak season can be a blessing and a burden for hotel operators. When rooms are full, pressure rises across every department, from...

In the past, the success of a hotel sales strategy was measured by the strength of the local team, boots on the ground, handshakes at...

THEN & NOW: Why Remote Sales Is the Smart Move for Hotels, Especially Those in Secondary Markets Remote Seller meets the customer where...

As we cross the threshold into the second half of 2025, the hospitality industry stands at a moment of reckoning, not of retreat, but of...

“AI won’t replace people, but when used as a tool, will enable individuals and organizations to outpace those who rely solely on people...

You don’t need to come from a real estate dynasty, hold an MBA, or have years of hospitality experience to step into hotel ownership. You...

In 2025, the U.S. hotel industry stands at a thrilling and demanding crossroads. The terrain is shifting but so is the potential. Here...

The implementation of tariffs has led to increased prices for imported materials essential to hotel construction and renovation. This...