New-Home Sales
Do You Really Want More or Less Realtor-Generated New-Home Sales?
Helping home builders understand the mechanics of outside real estate agent cooperation
Lesson Learned: The Perils of Sales Success aka Luxury Car Alert!
The market bottom is clearly behind us, and this is validated by three very reliable indicators. First, annualized home starts have more than…
The Miracle of Compound Interest and Referral Sales
How creating satisfied customers can have a compounding effect on referral sales
Lessons Learned from Lance Armstrong
There is no question that Lance Armstrong has one of the most unique comeback and sporting histories of all time. He was a little known…
The Teamwork Fable - 4 Oxen & The Lion
We all know that teamwork is an important ingredient in building great homes and great relationships with our customers. This importance is…
Customer Satisfaction Bonuses - Right or Wrong?
Performance bonuses have been around the homebuilding industry for a long time. Salespeople earn commissions and bonuses based upon their sales…
Customer Satisfaction: The Ultimate Team Game in Home Building
In home building, the team counts on the performance of each individual to deliver the “big win,” which is a happy customer
Team - There is no "I," but the "A" is for accountability
Team sports analogies have long been used in home building for obvious reasons. They both have the common component of individual performances…
New Home Market - Getting Better All The Time!
Readers may recall a study I did a few years ago attempting to identify the most reliable predictor of future new home sales activity. The…
Customer Satisfaction: Never, ever give up on the 'impossible to please' customers
Some customers can be “impossible to please” (IP), but keep in mind, when open to the public, a home building company is exposed to all…
