Marketing



Features
September 01, 2007

Most people wait to sell a home until they’ve built a new one. Our new-home sales specialist tells you why you shouldn’t wait to advise your clients to sell now.

Features
August 01, 2007

Here's an exercise for your next sales meeting: Ask everyone to take out a piece of paper they can use to write a sentence. Have them jot down the reason you pay them a commission; in other words "What do we pay you to do?"

Features
August 01, 2007

Talk with most sales professionals today and the conversation sooner or later turns to the glory days of new home sales. They complain of customers today who shop and keep waiting for a better deal while traffic dwindles. There is no guarantee that we will ever see the kind of market that we witnessed in 2003–2005, and if — and this is a big if — it comes along again, chances ...

Features
July 01, 2007

Home builders must differentiate themselves by offering high-performance features and exceptional customer service. But one must ensure that what's promised to home buyers is ultimately delivered — or face the potential risk of litigation.

Features
July 01, 2007

Misrepresenting your product is a giant risk for home builders. John Rymer explains how to avoid the risk.

Features
June 01, 2007

Differentiating in terms of your customer's experience is the easiest, quickest, most effective and budget-friendly way to make more sales. All you have to do is think a little differently than you do right now. But there's a twist.

Features
May 01, 2007

The importance of a good attitude goes beyond management; a homebuilders sales staff needs to have one, too. Columnist John Rymer details the right approach to the right attitude.

Features
April 01, 2007

Builders with a stagnant sales strategy who seldom review their product are headed for trouble. As the housing economy and target customers change, builders must be willing to take a hard look at their operations to figure out how they should adapt. We discovered three builders who stepped out of their comfort zone to examine their sales strategies — and profited.

Features
April 01, 2007

Sales and marketing professionals take it on the chin day-in and day-out - esteemed when they sell, sometimes derided when the numbers aren’t good. But there’s lots of appreciation for those profiled here. They’ve done amazing things in a slow market, and won gold this year from the Nationals Sales and Marketing Awards.

Features
April 01, 2007

An often-summarized Aristotle quote reads: "What we hear, we forget. What we see, we remember. And what we do, we understand." Although those thoughts date back 2,300 years, the principle rings true today. The concept is essential to understanding the importance of demonstrations in new home sales. Surveys show 86 percent of what we tell customers will be forgotten within 24 hours.

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