Home builders despise two things: punch lists and callbacks. "Callbacks pertaining to the comfort of a home are common in our industry," says Ross Benline, a customer service manager with Ryland Homes Austin/San Antonio division. Yet when it come

Building in the golf and recreational resort community of Lansdowne on the Potomac — in Lansdowne, Va. — Brookfield Homes' Washington metropolitan division faced the challenge of including 39 mandated affordable housing units in a 100-uni

The ability to move fast is often a critical element of success in home building. DeLuca Homes — based in Yardley, Pa., but with half its $237 million in 2004 revenues generated from a division in Central Florida — demonstrates how getting th

One of the main reasons relationships fail, whether they are professional or personal, is because of misalignment of expectations. The sales and marketing folks know this all too well and focus heavily on "establishing buyer expectations" in orde

In Sycamore Heights, Pleasanton, Calif., SummerHill Homes creates upscale homes designed to take advantage of a premium location and hillside views. Located on a 35-acre rolling hillside site, with views of the Sunol Ridge and Mount Diablo, nature infuse

This month, we sit down with new home sales professionals Kelly Boehmer, Debbie McGhee and Reed Schweizer to discuss listening skills. John Rymer: One of the most important skills in selling is learning to listen. What are some tips on improving your lis

In July 1998 I sat intimidated in front of my computer screen, wondering what I could possibly say to all of you about a business totally new to me and wonderfully familiar to you. Adding the words, Editor-in-Chief, Professional Builder behind my name di

This column is best read while humming Bonnie Raitt's classic, "Something to Talk About." Trust me — just try it and feel the difference. In the July issue I challenged the notion that builders receive good value from their advertising