A comprehensive strategy for reviewing and improving your sales operation

Builders weigh in with their own, still-evolving solutions on how best to shepherd customers from contract to closing

Builders would benefit from proactively shepherding customers from contract to closing more than they would from merely focusing on gaining more sales

Compared with men, women have a different approach to the process of purchasing a home and, in many cases, ultimately decide which house to buy

A builder’s ability to proactively manage a customer from contract through close with every option and selection made on time profoundly impacts the bottom line

The index increased 24 points to a level of 53, which is the highest second-quarter number since the inception of the index in 2008 and the seventh consecutive quarter of year-over-year improvements.

Measuring and ranking the quality of your potential buyers are among the keys to raising your conversion rate

As more homes begin to sell, all of the players involved in sales eventually will get some benefit from the momentum alone. But good markets cover up and forgive a lot of bad processes and business errors

The eight-point jump was the first time the index has been above 50 since April 2006 and represented the biggest one-month gain since August and September of 2002, when the HMI recorded a similar increase of eight points.