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Management
Let's give 'em something to talk about
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
Management
It's All About Storage
With the evolving trends that sweep in and out of the building world, there's one particular trend that seems to be evolving beyond attics and basements — unlimited storage space. For some, organizing comes easily; for others organization is th
Management
Best Practices Are In The Air
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
Management
Unconventional Wisdom
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
Management
Timely Townhouses
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
Management
Private Setting, Open Floor Plan
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
Management
What does success look like?
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
Management
Listening Skills
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
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