A lot of home builders are giving themselves heartburn by insisting on more survey responses when accurate results can be obtained from a much smaller number of returned questionnaires. Why the focus on quantity vs. quality?
When I got into this business, there was an assumption that visitors knew very little about the community when they walked into the sales office. Yet today, almost 50 percent of new home customers first learn about us on the Web site before they walk int
As simple as it seems, continuous improvement baffles me. Not because it's hard to understand; I'm baffled that such a simple concept can create so many different interpretations
If successful home building was a recipe, the ingredient list might look something like this: one part skilled builder and trades; one part good land and floor plans; two parts satisfied customers. Because customer satisfaction is such an integral part o
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
