Ask Mollie

Q.  My sales person seems to be doing a good job with our social media, but how can I tell for sure?

—Builder, La.

A.  This is a question we get a lot from builders. You may have a social media presence, but have little or no knowledge of whether it’s currently adding any value to your marketing strategy.

To answer this question, I touched base with Laura Britcher, who is a... Read More

Q.  I have a new community coming up, but I don’t know where to start. How do I get sales going if I have nothing to sell yet?
—Builder, Tenn.

A.  To answer this, I reached out to new home sales expert Myers Barness, who says: 

Homebuilding is an intense business. You are, after all, selling the single largest investment of a lifetime for most people. But when you’re pre-selling (i.e. selling... Read More

Q: How do I get my sales team to use our CRM?
--Builder, N.C.

A: CRM (Customer Relationship Management) software is a vital part of the new home sales and marketing process. You get it. You invest in this valuable tool designed to help your team. It’s inconceivable that any sales person wouldn’t be excited about having CRM, right? Access... Read More

Q: How do I make more money? I feel like my margins are inadequate for my work and my risk.
--Builder, Md.

A: I'm so happy to see this question come in because I don’t know a single builder out there that doesn’t want to increase their margins. Wanting to do it, however, and actually doing it are very different things. I knew that Al Trellis would have the information builders need... Read More

Q. With so many employee changes and downsizing occurring in home building in the last 10 years, we have seen communication become an issue internally. Specifically we are seeing this with our sales and construction team. What do you recommend?​

North Carolina

A. A breakdown in communication can be seriously harmful to any business. Not only does it influence your productivity, it also affects team morale... Read More

Q. What's the most effective mix of marketing for builders?

Charles Ruma
Virginia Homes
Powell, OH

A. This is a question I get all the time from builders around the country. There are lots of consultants out there that... Read More

Q. As the economy recovers, how can I retain employees who are being recruited away?

-West Va. Builder

A. According to Myers Barnes, this question requires a multifaceted approach. This is what he has to say:

“First, employees will always stay and perform at their best when the environment is conducive to growth. The potential for growth is a huge... Read More

Q. Assuming I built our first website five years ago how much should I spend to get an up-to-date, serviceable, current website?

Dan Walsh
Inspired Homes
Kansas City MO

A. According to Chip Johnson with Builder Designs, “It’s a sliding scale depending on the needs of the builder. A reasonable price range would start at $8,000/$10,000.

To dig a little bit further into the elements that determine the cost factors, most... Read More

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