Bob Schultz | ProBuilder

Bob Schultz

Bob Schultz is president and CEO of Bob Schultz & The International New Home Sales Specialists. Write him at bob@i-nhss.com.

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Sales + Marketing Best Practices

Sales & Marketing: Begin With the End in Mind

A look at how home builders can ensure profitable and sustained growth for their businesses

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New-Home Marketing

Is Your Marketing Working?

Find the appropriate mix of traditional marketing and new media by measuring the results and adjusting accordingly

Create an effective marketing mix by measuring marketing results first

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New-Home Sales: How It All Comes Together

Profit management requires constant focus and proactive involvement to know the cost and to analyze the results of your marketing expenditures

Convergence of elements in a successful sale

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When Business Is Good, Here's How to Make It Better

For many builders, business is good if not excellent. When that is the case, the possibility that success can lead to complacency becomes more prevalent

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Home Sales: 7 Steps to Successful Recruiting

Use this recruiting process to eliminate potential salespeople until only the outstanding candidates remain

Sales + Marketing Best Practices

New-Home Sales: Inspect What You Expect

Now more than ever, it's critical to measure, evaluate, and improve your sales process

Sales

New-Home Sales: It's Halftime in This Year's Sales Cycle

In new-home sales, it's important to stay focused midgame

New-Home Sales

When Realtors Manage Home Builder Sales

A hybrid approach to managing sales with real estate agents can bring home builders more focus and closings

Homes sales hand-off as sales agent drops keys into homeowner's hand

Sales + Marketing Best Practices

New-Home Sales: Preparing for the Main Event

Practice makes perfect, and simulated selling helps your salespeople show what they know

Stadium seating empty before the main event

Sales + Marketing Best Practices

The Hawthorne Effect and Your Sales Management Possibilities

Continually resetting expectations for your sales team can turn a short-term gain into long-term sales performance

New-Home Sales

Moneyball for Home Builders

Sales representatives need to have a passion for knowing the numbers that are critical for scoring closings

Just as owners of baseball teams need wins, builders need profitable sales

Digital Marketing

How to Seize the Opportunity for a Breakout Year in Sales

Debunking the myths of social media and Internet marketing for home builders

Sales

25 Proven Ways Home Builders Can Increase Sales

A comprehensive strategy for reviewing and improving your sales operation

Demographics

Selling to Women Homebuyers

Compared with men, women have a different approach to the process of purchasing a home and, in many cases, ultimately decide which house to buy

Sales + Marketing

It's Not Easy (or Cheap) Being Green

Selling energy-efficient systems requires a bit of comparative math to make the value and savings more tangible to potential homebuyers

Stack of U.S. currency to pay for home energy-efficiency upgrades

Sales Lead Tracking

Capture More Sales From Traffic You're Already Generating

Measuring and ranking the quality of your potential buyers are among the keys to raising your conversion rate

Traffic signal for capturing more sales lead traffic

New-Home Sales

The Importance of Staying Focused in a Reemerging Market

As more homes begin to sell, all of the players involved in sales eventually will get some benefit from the momentum alone. But good markets cover up and forgive a lot of bad processes and business errors

Staying focused in a reemerging housing market

Sales

Word is the market is coming back. Are you?

Having been in this industry for more than 40 years, I know from personal experience that our industry has always recovered from previous recessions. I contend, however, that great marketing and sales strategies are not honed during good markets, but dur

The new home sales market is coming back

Management

Motivating a cast of thousands

The two trophies most builder sales operations covet are more qualified traffic and more sales. An often-overlooked way to attain both is a well-thought-out and executed participation program for Realtors.

Sales + Marketing

13 sales and marketing strategies for 2013

Sales training and management guru Bob Schultz offers a blueprint for improving your sales and marketing efforts.

Digital Marketing

3 Social Media Myths Debunked

Being “liked” and having many “friends” are highly overrated if home builders aren't making measurable sales as a result

Sales + Marketing Best Practices

How Builders and Developers Can Partner to Boost Sales

By forming a true sales and marketing partnership, land developers and home builders can team to increase sales of both homes and home sites. Here are some tips for success.

Sales + Marketing

Techniques for Mastering Social Media in New-Home Sales

Four social marketing experts offer best practices for using Facebook, Twitter, Pinterest, and other social media tools to market your company

Housing Giants

Sales Strategies: What the Housing Giants Are Doing

Three Housing Giants share their sales successes, challenges, and strategies for growing their businesses in the recovering housing market

Sales + Marketing

Bob Schultz: Put some pop in your POP

Increase sales revenue immediately by focusing on your point of purchase experience with prospects and customers.

Home Builders Institute's Schools to Skills Grant Application Open Through December

As Mortgage Rates Rise, Buyers Lose Purchasing Power

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