Selling the Construction Process

Printer-friendly versionSend by email

Former national salesperson of the year Cydne Combs, of Prudential New Homes in Ontario, Calif., anchors her sales approach in home construction. The idea is to be a guide to help people through a complicated process.

June 01, 2003

 

Former national salesperson of the year Cydne Combs, of Prudential New Homes in Ontario, Calif., anchors her sales approach in home construction. The idea is to be a guide to help people through a complicated process.

"What I really try to do is create a culture of education," says Combs. "A lot of people really don't understand what goes into the construction of a home. It is upwards of 200,000 pieces of material and upwards of 85 people. Just think of that as a large day-care center. It is really overwhelming. So when people come in, they have varying levels of uncertainty, concern and doubt."

For a salesperson wanting to use this approach, the first step is to learn about construction as much as possible. New home sales specialists may want to consider a course offered nationwide through the NAHB's Institute of Residential Marketing called House Construction as a selling tool.

The two-day course covers land development and entitlement, blueprint reading and the construction process. For dates and times, go to the education section of the NAHB Web site, www.nahb.com.

Comments on: "Selling the Construction Process"

December 2014

This Month in Professional Builder

Products

FlatWrap HP from Benjamin Obdyke is a commercial-grade water-resistive barrier with enhanced UV and tear resistance.

Features

Builders are more optimistic about the industry as the overall economy becomes less of a concern, even as the rising cost of materials and labor commands more attention.

Email Subscriptions