PB October 2005

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Last September, I attended Professional Builder's annual Benchmark Conference in New Orleans while Hurricane Ivan bore down upon the city. The newspapers predicted that a direct hit would put the city under as much as 20 feet of water. Hundreds would die from the winds, the storm surge and the devastating longer-term impact of trillions of gallons of raw sewage and industrial waste.

I often talk about the importance of developing your own "wow factor" — the one thing that you excel at better than any other builder in your area. In today's competitive market, it takes a "wow factor" to really impress homebuyers and to add value to your relationship. If you really want to make an impact on customers, look for ways to wow them at every point of contact in an unexpected ...

Something to Talk About I have never written to a magazine or called a radio station to express my opinion; however, after reading Scott Sedam's August 2005 article about advertising, I thought I needed to send kudos to Scott. I have always enjoyed reading Scott's articles in PB and found them to be very informative, thought-provoking and insightful, but never more than this article.

You've heard the old saying, "you can control the sail, not the wind." I have two words for you that can help ease your stormy recruitment woes... "College Recruitment." You read it correctly — college recruitment. It's not a quick fix, nor is it confined to national or large regional builders.

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