What should you do about a cancelled customer - simply move on or maintain an ongoing relationship? Several sales people provide their perspective.

At the builder show in Orlando I got the sense that builders were nervous about the market and where it was headed.

One of the components often overlooked in a builder's model, yet one that is vital to its success, is pre-planning a lighting design.

All customers want a good value when purchasing a home. Yet some customers are overly fixated with negotiating a price. It is not unusual for these customers spend more time working on a special deal than in choosing the floor plan or homesite. How do yo

Builders need to serve two masters: their customers and their financial needs. Most people in the industry agree that too much effort goes into selling options, and too many builders give them away for prices below what the market will bear. Builders can

Customer service is the cornerstone upon which successful businesses are built — including those in the home building industry. Exemplary service, however, isn't always enough to ward off the bane of many businesses, commonly known as customers

According to Dr. Jack ReVelle, Six Sigma expert and quality guru, the average home has more than 60,000 points of failure during the building process. Having superb customer satisfaction scores means lessening those points of failure and doing a lot of t

In today's market, some customers are being asked to wait a year or even longer before they can even move into their home. This weakens the emotional appeal of the sale and allows additional time for cancellations. Do you change your presentation for

Welcome to the end of no-haggle pricing. The last couple of years builder model homes have been like Carmax or Saturn lots. Buyers show up. Salespeople quote a price. Everybody agrees. No haggle. No hassle. It's been great, hasn't it? Salespeople