Latest in new-home-sales
on September 30,2006 in Feature
Taylor Woodrow learned first-hand the impact of implementing off-the-beaten-path marketing strategies.
on August 31,2006 in Feature
The goal of the sales associate is to build the perceived value of the community and to prioritize the customer's needs and wants.
on August 31,2006 in Feature
Inspiration in a nutshell. Here are the results of the Housewarming Gift Contest that Professional Builder held for its readers back in July. The online version of the article contains more...
on August 31,2006 in Feature
Everybody loves a parade. And considering the benefits of a parade of homes, custom builders ought to love them more than most. Building a home for exhibition — whether you call it a Homearama...
on July 31,2006 in Feature
Selling homes by capitalizing on your builder's reputation.
on July 31,2006 in Feature
The Estridge Companies in mid-February unveiled a design studio and corporate headquarters in an unusual place — a mall — giving the company a new way to brand itself in the communities...
on July 31,2006 in Feature
Actors show southern California home buyers how life would be to live in Centex Homes' Milestone community home.
on July 25,2006 in Feature (Web Exclusive)
For clients who want to enjoy the outdoors, there is a ''better mousetrap'' than the screened porch. It's the outdoor room, a screenless, no-walls, open-air charmer that is surprisingly versatile...
on June 30,2006 in Feature
Three sales pros share how they use their listening skills to get to the heart of potential home buyers' motivation for purchasing a new home.
on May 31,2006 in Feature
Sales people answer these questions: What do you do to reverse the trend and turn around your sales performance? What role does attitude play in the turnaround? And how do you maintain a positive...
on April 30,2006 in Feature
Too often, the right people in the wrong jobs make it hard for builders to work efficiently and profitably. To run an effective team, managers need to examine the entire system by which they hire,...
on March 31,2006 in Feature
What should you do about a cancelled customer - simply move on or maintain an ongoing relationship? Several sales people provide their perspective.
on March 31,2006 in Feature
Every business encounters unhappy customers, even when they've received the best service and products available. For home builders, these potentially hostile homebuyers can present...
on February 28,2006 in Feature
Builders need to serve two masters: their customers and their financial needs. Most people in the industry agree that too much effort goes into selling options, and too many builders give them away...
on February 28,2006 in Feature
All customers want a good value when purchasing a home. Yet some customers are overly fixated with negotiating a price. It is not unusual for these customers spend more time working on a special deal...
on February 28,2006 in Feature
One of the components often overlooked in a builder's model, yet one that is vital to its success, is pre-planning a lighting design.
on December 31,2005 in Feature
In today's market, some customers are being asked to wait a year or even longer before they can even move into their home. This weakens the emotional appeal of the sale and allows additional time...
on December 31,2005 in Feature
If successful custom home building was a recipe, the ingredient list would be one part skilled builder and trades; one part good land, floor plans and options; and two parts satisfied customers....
on November 30,2005 in Feature
When I got into this business, there was an assumption that visitors knew very little about the community when they walked into the sales office. Yet today, almost 50 percent of new home customers...
on October 31,2005 in Feature
Statistics show that "Be back" customers — those returning for a second or third visit — are almost four times as likely as new prospects to purchase a home. What is the goal with...
