flexiblefullpage - default
See the latest Pro Builder Idea Homes
interstitial1 - interstitial
SUBSCRIBE
Currently Reading

Play up Rooms Based on Buyer Personality

Advertisement
billboard - default

Play up Rooms Based on Buyer Personality

Charles Clarke III, author of the book Bulls, Owls, Lambs & Tigers: Personality Selling and Personality Marketing - How to Sell More New Homes, says that when builders are selling homes, they should emphasize certain rooms based on the personality of t...

By Meghan Haynes, Assistant Editor March 31, 2003
This article first appeared in the PB April 2003 issue of Pro Builder.
Continue Reading

Charles Clarke III, author of the book Bulls, Owls, Lambs & Tigers: Personality Selling and Personality Marketing - How to Sell More New Homes, says that when builders are selling homes, they should emphasize certain rooms based on the personality of the buyer.

 
Bulls
Owls
Lambs
Tigers
Buying Style:
Like to be in control of negotiations, look for the bottom line.
Rational and detail-oriented, they come into the process as analytical, informed researchers looking for value.
Seek to be agreeable and avoid conflict; have difficulty making decisions.
Expressive impulse buyers.
What the Home Represents:
Their home is their showplace, so it should be impressive and convey the owners’ prestige and status.
Practicality, functionality and efficiency.
Part of a larger community and a hub for family gatherings, so they look for how it makes them feel, focusing on warmth, comfort and security.
They have a strong personal connection to the home, based on its uniqueness and enjoyableness.
What to Point Out:
"Me" rooms or getaways such as private dens or workspaces formulated around their hobbies or interests.
Dining rooms and kitchens with a separate pantry.
Any room that allows for group activity and togetherness, such as family rooms and great rooms.
Master bedroom and bath.
Desired Features:
High, flat ceilings (12-20 feet); wet bars; glass block showers; interior and exterior columns; built-in shelves; granite countertops.
Lots of cabinets and closets for organizing; anything that is ergonomically designed or might help lower energy costs.
Lots of windows; little areas to display photos and memorabilia; lower, flatterceilings; fireplaces.
High, vaulted ceilings; spectacular entryways; home theaters and media rooms; lots of mirrors; unusual windows, lighting fixtures and bath fixtures.
Favorite Floor Plan:
Compartmentalized, with clear demarcation between large rooms, especially between a kitchen and dining area. All rooms should be large, and the entryway should be prominent.
Modestly sized rooms (no wasted space) and efficienttraffic patterns that show logical consideration for the function of each room.
Open to encourage welcoming and hosting visitors. They like a communal kitchen and family room, seeing no need for a separate living room.
Open to promote hosting and entertainment. It can be asymmetrical and feature unusually shaped rooms and dramatic design.
Advertisement
leaderboard2 - default

Tags

Related Stories

Texting sales prospects
Sales

Sales and Texting? Know the Rules

Texting your sales prospects en masse can be an efficient way to get your message through if you follow these best practices

Real estate sale commissions cause of NAR class-action settlement
Affordability

Will NAR's Landmark Commissions Settlement Lower Housing Costs?

The $418 million deal changes long-standing rules—written and unwritten—that consumers claim inflated sales commissions for home sellers, including new-home builders

Two ice cubes thawing in puddle of water
Market Data + Trends

January's Mortgage Rate Dip Prompts Some Thawing of the Housing Market

A drop in mortgage rates from recent peaks nudged more homebuyers and sellers into the market, signaling the start of greater supply and demand

Advertisement
boombox2 -

Top Articles

Advertisement
boombox1 -
Advertisement
native1 - default
halfpage2 -

More in Category

Built on Happiness: Meet Pro Builder's 2023 Builder of the Year

Delaware-based Schell Brothers, our 2023 Builder of the Year, brings a refreshing approach to delivering homes and measuring success with an overriding mission of happiness

A Broken Housing System Hurts American Families

NAHB Chairman's Message: In a challenging business environment for home builders, and with higher housing costs for families, the National Association of Home Builders is working to help home builders better meet the nation's housing needs

Pro Builder 2024 Housing Forecast

Sure there are challenges, but overall, Pro Builder's annual Housing Forecast Survey finds home builders are optimistic about the coming year

Advertisement
native2 - default
Advertisement
halfpage1 -

Create an account

Already have an account? Sign In
Create Account

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

Sign up with Google
Sign up with Facebook
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
Learn more
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.

Subscribe today
No, thanks