Best Practices | ProBuilder

Management

Sales Demonstrations Can Help New Home Sales

An often-summarized Aristotle quote reads: "What we hear, we forget. What we see, we remember. And what we do, we understand." Although those thoughts date back 2,300 years, the principle rings true today. The concept is essential to understand

Management

Home Builder Assessment Tools for Hiring and TeamBuilding

Last month we reviewed the merits of assessment tools. This month we take a closer look at some of the assessment tools used by home builders across the nation.

Management

Referral Marketing Tips for Home Builders

No one needs to tell you how important marketing is to staying in business. Likewise, it's no big secret that not all marketing is equally effective at generating new business. With a housing surplus and lackluster sales, it's not enough to hit t

Sales + Marketing

2007 National Sales and Marketing Award Winners

Now in its 26th year, the National Sales and Marketing Awards pay tribute to superior new-home sales and marketing achievements by individual sales and marketing professionals; home builders and associates; and sales and marketing councils.

Sales + Marketing

Five Customer Questions for Home Builder Sales Professionals

The goals of the new home sales professional are to understand the priorities of the customer and build builder value. You cannot wait for customer questions to begin this process.

Business Management

Management Succession Strategies for Home Builders

Every home builder, especially those past 50 years old, should be training a successor in the art and science of running the company

Management

The Supplier and Trade Tip-Off

This builder asked its suppliers and trades to help it identify waste in processes, materials and labor using a structured process. The message from the builder was "Help me preserve my margins without cutting yours." The effort resulte

Management

Home Builder HR: Assessing Testing

An assessment can quickly provide information not obtainable other ways and allows home building employers to compare applicants against industry and peer benchmarks.

Customer Satisfaction

Home Builder Customer Loyalty

Home building companies with the highest customer satisfaction ratings have experienced little decline in their stock prices compared to companies not known for outstanding customer service.

Management

Would You Buy from Your Sales Staff?

While visiting home builder sales associates in almost every part of the country, it was surprising to find that the salespeople were still selling like it's a buyers' market. Here are ways to make the sales process more valid in today&

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

As Mortgage Rates Rise, Buyers Lose Purchasing Power

Renters Are Choosing Single-Family Homes for These Features