Sales + Marketing

What is the single biggest obstacle that prevents new home customers from purchasing a home today? Affordability? No. Sub-prime loans? Not really. The No. 1 reason customers delay their home purchase is the…

Talk with most sales professionals today and the conversation sooner or later turns to the glory days of new home sales. They complain of customers today who shop and keep waiting for a better deal while…

Misrepresentations by sales associates are the bane of poor customer satisfaction, potential liability and risk management issues for home builders.


Special Issue: Risk Management

Remember "Carnac the Magnificent," Johnny Carson's fortune-telling alter ego? Carson wasn't the only one; I can predict the future, too. Just follow along and you'll see what I mean.