Attracting the Savvy 55+ Buyer
A focus on connection in community design draws Boomers toward new homes By MATT SAULS Over 76 million people control
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Sales & Marketing
The Art of the Sales Center
Thoughtful creation of sales centers can attract homebuyers and increase profit By JONATHAN WILHELM You already know that designing the
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Designing Luxury Model Homes To Sell
Interesting interiors must be a staple when designing homes By MARY COOK Just as “60 is the new 40,” $1
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The Purpose of a Promise
“Promises are like crying babies in a theater, they should be carried out at once.” -Norman Vincent Peale By BOB
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Want to Sell Housing? Target Millennials, But Don’t Forget Boomers
To sell housing, developers must understand the similarities and differences of today’s most important buyers— Millennials & Baby Boomers
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Getting Involved in Your Industry
The benefits will make a difference by Nicole Burdette From the beginning of my career, I have been a member
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Two Myths of Sales
Sales people must abandon these commonly held beliefs to become better at their jobs by Burk Moreland There are several
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Tapping the Power of Engagement
Finding success by getting personal with your marketing approach by Dana Kovach When it comes to building and marketing a
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Winning Is All About Focus
Continued success can be achieved by focusing on delivering good customer service instead of results By Mike Moore The keys
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Marketing and Selling Homes Through a Technological Experience
Majority of homebuyers today focus primarily on online resources when researching homes BY LISA MEYLOR Emotional aspects of the home
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Maracay Homes’ 10-Step Plan to Improved Customer Ratings
10 steps Maracay Homes followed that helped improve their “Willingness to Recommend” rating from a 73 percent at the beginning
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The Silver Bullet for Reducing Litigation
It’s time to stop shrugging off responsibility for everything that happens to your homes after the first year BY DICK
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Memorable Walk Throughs: A Personalized & Interactive Approach
It’s been said that the most desired gift of love is not diamonds, roses or chocolate — it’s focused attention
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The Favor of Your Complaint
My expectations for quality service are higher than ever, and I don’t think I am the only one feeling this
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Building and Developing to Sell Means the Customer Comes First
Builders and real estate developers must focus on homebuyers from start to finish; integrating sales and marketing into their process
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How to Build Your Brand Before You Build Your New Home Community
When your homes are finally built, you’ll be established—and ready to sell to familiar buyers By Barry Zoeller As the
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Part 1: God Is Great, Beer Is Good, and People Are Crazy*
Anxious buyers are more likely to challenge value propositions and hold off on decisions, but they can be soothed By
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Freud, Cigars, and Sales from Referrals
The quality of your service drives your reputation and, thus, future sales from referrals By BOB MIRMAN Too many years
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The Partnership of Ignorance and Arrogance
Homebuilders are helping people create a comfortable place to raise children, produce memories—there is no place for arrogance in
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How the “Internet of Things” Powers Smarter Homes
New technologies represent new ground for builders to exceed customers’ expectations and enrich their lifestyles
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Creating Sales From Referrals
Why not speed up the learning curve and learn from others’ mistakes and successes? More top tips, sly tricks, and best practices
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The Problem is Not the Problem
Speed of service response is important, but even more important is the quality of that service By Bob Mirman “Customers don’t
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Traits of Builders with the Highest Customer Ratings
Review customer evaluations—they contain information that is integral to your company’s growth and success By Bob Mirman As a customer experience
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Housing and Demographics
Millennials jumping into market as Boomers retire and sell By Patrick Duffy Last month, I wrote about how improvements in
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Similarities Between Hospitals and New Home Builders
Quality customer service diminishes uncertainty and reduces anxiety By Bob Mirman Let’s be real: I have never found any medical
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Similarities Between Hospitals and New Home Builders
Quality customer service diminishes uncertainty and reduces anxiety By Bob Mirman Let’s be real: I have never found any medical
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The Homebuying Stress Test
Whether you are a homebuilder, lender, escrow firm, or design center, reducing homebuyers’ anxiety must be a primary objective By
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