Marketing



Features
January 01, 2008

You face hard decisions every day in every aspect of your job. When it comes to the contingency objection, it’s enough to make a person insane. Find out what you can do to overcome the contingency objection.

Features
January 01, 2008

In our first installment of the Professional Builder marketing critique, marketing and advertising experts weigh in on Charlotte, N.C.’s Simonini Builders Heydon Hall ad.

Features
January 01, 2008

New home sales consultant Gian Hasbrock says that the way to win during these seemingly dark hours of the housing industry is to keep a positive attitude, ignore the negative reports of the mainstream media, and just sell homes.

Features
January 01, 2008

Market research is an invaluable tool for homebuilders as they plan new communities. But if builders overlook key variables in the marketplace or fail to look beyond the numbers, a type of buyer they weren’t expecting might show up on opening day.

Features
January 01, 2008

You can no longer afford to be aloof when closing a sale. Professional Builder columnist John Rymer explains why building rapport is essential to the sales process.

Features
December 01, 2007

Don’t ignore your female homebuyer; she’s the one making the decisions. Female homebuyers are more independent and sophisticated than ever before, and builders are paying close attention to just what features they find most attractive when shopping for a new home. Upscale kitchens, luxurious master bathrooms and helpful organization features top their wish list.

Features
October 01, 2007

Whatever path builders take to successful design centers, the result is customers who enjoy the selection process and typically spend 10 to 20 percent of the home’s selling price on options, upgrades and personalization. Here’s a look at four companies’ design centers and what makes them work.

Features
October 01, 2007

John Rymer closes his two-part series on dealing with house-to-sell customers. His advice? Step outside production builder boundaries and get involved in selling your customer’s existing home.

Features
October 01, 2007

Rick Heaston reminds homebuilders to pay attention to their own perspective and that of their customers when building a sales strategy.

Features
September 01, 2007

Building green homes is growing in popularity. Six homebuilders share how their marketing efforts differentiated them from other builders.

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