Talk with most sales professionals today and the conversation sooner or later turns to the glory days of new home sales. They complain of customers today who shop and keep waiting for a better deal while traffic dwindles. There is no guarantee that we wi

Home builders must differentiate themselves by offering high-performance features and exceptional customer service. But one must ensure that what's promised to home buyers is ultimately delivered — or face the potential risk of litigation.

Misrepresenting your product is a giant risk for home builders. John Rymer explains how to avoid the risk.

Differentiating in terms of your customer's experience is the easiest, quickest, most effective and budget-friendly way to make more sales. All you have to do is think a little differently than you do right now. But there's a twist.

The importance of a good attitude goes beyond management; a homebuilders sales staff needs to have one, too. Columnist John Rymer details the right approach to the right attitude.

Builders with a stagnant sales strategy who seldom review their product are headed for trouble. As the housing economy and target customers change, builders must be willing to take a hard look at their operations to figure out how they should adapt. We d

Sales and marketing professionals take it on the chin day-in and day-out - esteemed when they sell, sometimes derided when the numbers aren’t good. But there’s lots of appreciation for those profiled here. They’ve done amazing things in

An often-summarized Aristotle quote reads: "What we hear, we forget. What we see, we remember. And what we do, we understand." Although those thoughts date back 2,300 years, the principle rings true today. The concept is essential to understand

Now in its 26th year, the National Sales and Marketing Awards pay tribute to superior new-home sales and marketing achievements by individual sales and marketing professionals; home builders and associates; and sales and marketing councils.