Latest in sales
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 June 30,2006 in Feature
In this second installment of Professional Remodeler's two-part series on sales and marketing strategies for increasing local market share, we illustrate the ways one company, DesignLine Remodelers...
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 May 31,2006 in Feature
FIRST OF A TWO-PART SERIES
In this first installment of Professional Remodeler's two-part series on sales and marketing strategies for increasing local market share, we focus on...
In this first installment of Professional Remodeler's two-part series on sales and marketing strategies for increasing local market share, we focus on...
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 January 28,2006 in Feature (Web Exclusive)
According to Dr. Jack ReVelle, Six Sigma expert and quality guru, the average home has more than 60,000 points of failure during the building process. Having superb customer satisfaction scores means...
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...
on October 31,2005 in Feature
If successful home building was a recipe, the ingredient list might look something like this: one part skilled builder and trades; one part good land and floor plans; two parts satisfied customers....
on September 30,2005 in Feature
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...
on August 31,2005 in Feature
When it comes to building custom homes, Russell Burton, managing member, Burton Custom LLC, Littleton, Colo., thinks big. Although it is the smallest home in Denver's 2005 Parade of Homes, at...
