June 2008 Archives

HOUSING INDUSTRY CHALLENGE. There is absolutely too much emphasis on deals and discounting and not enough focus on selling True Value for True Price. We have allowed this glorious industry to fall into the trough of logical selling, like commodities,... MORE

This video discusses the importance of the quality and length of the initial sales office conversation. That conversation helps you develop the bond and necessary understanding to increase the likelihood of a sale.     The former national sales director for... MORE

When prospects visit a model home, they are weighing how the price compares to the perceived value of the home they have in mind. They are asking, "Is this home worth what the builder is asking for it?"The following diagrams... MORE

Every salesperson has a selling preference, a way that is favored before all others. This preference is the result of many factors: an active or passive personality; the way a person was raised; the type of training received or is... MORE

I received an interesting e-mail from a sales professional this week who stated that a number of visitors to the sales office these days are less than friendly, with some being all-out rude. They won't answer the questions, they won't... MORE

I still get a moment of anticipation each time I wait for a new Web site to load. What will it look like - easy, fun, and cool or dated, tired, and boring? Such is the first impression of the... MORE

Q: Is the Critical Path still relevant in today's changing market? A: In physics, when a theory conflicts with experimental evidence, it is discarded. That's what happened to Newton's Theory of Gravity once Einstein formulated his Theory of General Relativity.... MORE

On a normal day in your model home, is the following scenario familiar? A couple comes through your model door; you introduce yourself, and extend an offer to help them. They reply that they are "just looking," and you... MORE

The current housing market is challenging home builders to remain competitive without sacrificing quality. Searching for effective ways to market homes on tighter budgets, home builders are discovering the power of "grassroots" public relations activities to generate sales. Builders are... MORE

Alan Sprinkle and Mike Klacik are two former Army recruiters who have found success in the home building industry for Regency Homes, the largest home builder in Iowa. They have found that their sales and closing skills have been easily... MORE

"A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty."Winston Churchill The market is this - the market is that. Whatever. The market just is. No sense in trying to interpret where the market... MORE

In a recent issue of the magazine, Housing Giants, there was an article entitled "It's An Image Problem" which espoused the message that closing systems were ineffective, unwarranted, and unwanted by the consumer. Needless to say, this did not set... MORE

Whatever happened to the warm, friendly "come hither" new home sales center? Where has the friendly gathering spot (hopefully a sit down area) gone? Remember, "the more you sit, the more you fit." And talk about who runs this "store."... MORE