Currently Reading

The 3 Most Important Hires for Increasing Sales

Advertisement
Human Resources

The 3 Most Important Hires for Increasing Sales

There are three positions small builders should create and fill to grow their sales. 


March 29, 2021
Hiring hand picking a candidate figure
Image: stock.Adobe.com

Small volume home builders that want to grow may wonder who should they hire to make that happen. The most important positions to create and fill with experienced, top tier employees are a sales consultant, land consultant, and a marketing expert. These employees can help you build and sell homes at scale to take your business to the next level.

1) Sales Consultant

A strong sales process is at the core of growing any business. Ideally, you’d be able to hire an entire sales team with an experienced leader who can make sure the staff is properly trained. But if you can’t hire a sales team or even a sales consultant, a knowledgeable mentor can provide great value on how to sell more homes while being more efficient.

However, don’t hire a sales team without proper management and training. Make sure you have a management team that can find, recruit, train, and onboard sales consultants. Your experienced sales manager can also provide valuable knowledge if you don’t have experience with production homebuilding or a certain market segment you want to go after. You can learn from the first-hand experience of others while avoiding the mistakes they made.

Having a strong sales team in place can also make obtaining financing easier. A strong sales process that includes pre-sales makes your business attractive to banks and investors, as you will have contracts from qualified buyers to back up your projections. 

2) Land Consultant

Increasing sales volume starts with a great piece of land. A land acquisition specialist can help you secure the best piece of land for your project. It’s important to be selective and not settle for a B-level site. Available and desirable land has been harder to come by since the Great Recession, but A+ sites are still out there.

Working with a land consultant allows you to get advice on what will work where, who you’re competing with, and what is the cost based on historical data from markets all over the country. For many small builders, it’s a path to bigger things.

3) Marketing Expert

You might be the best homebuilder in the area, but that won’t matter much if you can’t get potential buyers in the door, whether in person or virtually. Marketing experts can help you establish and grow your brand presence in your local market and drive leads to your sales office. Marketing is nuanced and therefore requires continuous evaluation and refinement. It goes hand-in-hand with closing home sales and is worth the investment.

If you can’t hire more employees to help you grow your business, look for a partner to show you the ropes of production homebuilding while aligning with your business goals and vision. A franchise, for example, has a team of experts that can help you increase your sales volume and enter production homebuilding.
 

Written By

Dominique Main is Business Development Director, South, for Epcon Communities Franchising. Epcon Franchise Builders are given exclusive access to the home building business blueprint that has helped Epcon become a top 50 builder year after year. 

Related Stories

Human Resources

This Problem Has Construction Owners in a Bind—Is There a Fix?

Self-reported timecards are notoriously inaccurate for several reasons. There is a better way to achieve transparency and accuracy

NAHB

NAHB Chairman's Letter: Mental Health and Worker Well-Being

The NAHB has been leading the charge on mental health and well-being and recently teamed up with experts to help transform the often-stigmatized nature of mental illness among construction workers

Human Resources

Cory Kruse: After Recruiting and Hiring, Put in the Work to Keep Employees

Construction companies are focused on the labor shortage and finding skilled people, but recruiting executive Cory Kruse says employers need to work on presenting compelling reasons for employees to stay

Advertisement
Advertisement

More in Category




Advertisement
Advertisement

Create an account

By creating an account, you agree to Pro Builder's terms of service and privacy policy.


Daily Feed Newsletter

Get Pro Builder in your inbox

Each day, Pro Builder's editors assemble the latest breaking industry news, hottest trends, and most relevant research, delivered to your inbox.

Save the stories you care about

Lorem ipsum dolor sit amet lorem ipsum dolor sit amet lorem ipsum dolor sit amet.

The bookmark icon allows you to save any story to your account to read it later
Tap it once to save, and tap it again to unsave

It looks like you’re using an ad-blocker!

Pro Builder is an advertisting supported site and we noticed you have ad-blocking enabled in your browser. There are two ways you can keep reading:

Disable your ad-blocker
Disable now
Subscribe to Pro Builder
Subscribe
Already a member? Sign in
Become a Member

Subscribe to Pro Builder for unlimited access

Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.