You can no longer afford to be aloof when closing a sale. Professional Builder columnist John Rymer explains why building rapport is essential to the sales process.

Don’t ignore your female homebuyer; she’s the one making the decisions. Female homebuyers are more independent and sophisticated than ever before, and builders are paying close attention to just what features they find most attractive when sh

Whatever path builders take to successful design centers, the result is customers who enjoy the selection process and typically spend 10 to 20 percent of the home’s selling price on options, upgrades and personalization. Here’s a look at four

Today’s active adults span two generations — the Eisenhower and Baby Boomer — and they have very different opinions about the homes and communities where they plan to spend their golden years

John Rymer closes his two-part series on dealing with house-to-sell customers. His advice: Step outside production builder boundaries and get involved in selling your customer’s existing home

Rick Heaston reminds homebuilders to pay attention to their own perspective and that of their customers when building a sales strategy.

Building green homes is growing in popularity. Six homebuilders share how their marketing efforts differentiated them from other builders.

Most people wait to sell a home until they’ve built a new one. Our new-home sales specialist tells you why you shouldn’t wait to advise your clients to sell now.

Here's an exercise for your next sales meeting: Ask everyone to take out a piece of paper they can use to write a sentence. Have them jot down the reason you pay them a commission; in other words "What do we pay you to do?"