Sales



Features
December 06, 2010

While conducting research on a builder for a recent issue of Professional Builder, I did what most people do first when they want to learn more about a company, or any subject for that matter. I went to Google. I punched in the builder’s name and was immediately taken aback by the Page 1 search results. Naturally, the first few items related to the company’s website, but the third and fifth items where consumer feedback websites laced with comments blasting the builder.

Features
December 05, 2010

Successful builders obsess on sales conversion ratios, tracking key metrics, hiring the right people, and knowing where they stand in the marketplace, writes Bob Schultz in his latest column. Schultz offers 14 ways builders can win in the sluggish economy.

Features
December 05, 2010

While home builders are less than upbeat about the health of the overall housing market, most are optimistic when it comes forecasting revenue and profit for 2011, according to a survey of Professional Builder readers. More builders than not indicated that they are planning for flat or higher revenue and profit in the coming year, with nearly a fifth of respondents projecting revenue growth of 7 percent or higher.

Features
November 07, 2010

Though counterintuitive in today’s market, a new pricing study from McKinsey & Co. suggests that a modest price increase on a cost-per-square foot basis might be worth considering.

Features
November 07, 2010

Where does price really stand in the psyche of the average home shopper? Not where you would think, according to a recently concluded study of nearly 10,000 consumers by John Burns Real Estate Consulting.

Features
November 07, 2010

IBM, GE, and American Express are among the Fortune 500 companies that have implemented “voice of the customer” programs. Find out how VOC can help you create a customer-centric culture.

Features
November 07, 2010

Imagination and energy can accomplish as much, if not more, in the quest to connect with prospective buyers. We profile builders that are winning with guerrilla marketing tactics.

Features
December 05, 2010

When it comes to specifying and selling green, high-performance products in the new-home building market, energy-efficient systems and building envelope upgrades, such as high-performance windows and air-sealing packages, are in highest demand by home builders and buyers, according to a October 2010 survey of Professional Builder readers.

Features
November 25, 2010

Even in this economy, there are builders in all markets producing good numbers. Management and sales expert Bob Schultz sheds some light on their secret to success. It includes having owner buy-in and learning to sell at a high conversion rate.

Features
November 01, 2010

While the housing market outlook may look bleak on a national level, there are countless success stories of builders that are succeeding in the toughest conditions. We’ve asked two such builders — Michael Maples, co-founder of Trumark Homes, Danville, Calif., and Brett Whitehouse, president of Brandywine Homes, Irvine, Calif. — to share some of their leadership advice.

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