Statistics show that "Be back" customers — those returning for a second or third visit — are almost four times as likely as new prospects to purchase a home. What is the goal with "Be back" customers? Does the approach change for a first time custome
Does knowing about your competitors really make you a better sales person? Can we rely on the Internet to gather data for our competitive market analysis? Is Internet research alone good enough or do you actually need to visit those communities? Sandy Sa
Something to Talk About I have never written to a magazine or called a radio station to express my opinion; however, after reading Scott Sedam's August 2005 article about advertising, I thought I needed to send kudos to Scott. I have always enjoyed r
Empty nesters are the largest growing segment of the new home buying public. Yet many of these customers have no built-in sense of urgency to buy. How do you move them from "This is something we would like to do someday" to "This is something
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
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 this month's issue, we sit down with new home sales professionals Garrett Carson, Jeff Kaizer and Brad Dunaway: John Rymer: Many home sales professionals attribute their success to effective Realtor relations. Have Realtors played an important role in
Professional Builder introduces its newest monthly column — New Home Knowledge. Based on a weekly web interview show specifically for new home sales professionals, New Home Knowledge will provide information on sales education, training and develop
