The 2017 International Builders’ Show (IBS) marks my 26th consecutive year of attendance.
Homebuilders have the opportunity to streamline and accelerate the sales process with today’s advanced customer relationship management systems.
Professional Builder columnist John Rymer explains why homebuyers’ values should be at the top of every homebuilder’s sales staff’s list.
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.
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.
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.
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.
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.
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.
Rick Heaston reminds homebuilders to pay attention to their own perspective and that of their customers when building a sales strategy.
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.