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How to Build Your Brand Before You Build Your New Home Community
When your homes are finally built, you’ll be established—and ready to sell to familiar buyers By Barry Zoeller As the largest and one of the oldest stretches of private land in California, Tejon Ranch...
View ArticleBuilding and Developing to Sell Means the Customer Comes First
Builders and real estate developers must focus on homebuyers from start to finish; integrating sales and marketing into their process will help assure their success BY DAVID WOLF For residential...
View ArticleThe Favor of Your Complaint
My expectations for quality service are higher than ever, and I don’t think I am the only one feeling this way BY BOB MIRMAN “When a customer complains, he is doing you a special favor; he is giving...
View ArticleMemorable Walk Throughs: A Personalized & Interactive Approach
It’s been said that the most desired gift of love is not diamonds, roses or chocolate — it’s focused attention BY LEE J. MASTRO & BRENT HILL Few things match the joy and satisfaction of opening a...
View ArticleThe Silver Bullet for Reducing Litigation
It’s time to stop shrugging off responsibility for everything that happens to your homes after the first year BY DICK BRYAN As a builder offering the standard 1-year home warranty, you know that things...
View ArticleMaracay Homes’ 10-Step Plan to Improved Customer Ratings
10 steps Maracay Homes followed that helped improve their “Willingness to Recommend” rating from a 73 percent at the beginning of the year, to an 85 percent by the end BY JEFF ESCHLIMAN Since starting...
View ArticleMarketing and Selling Homes Through a Technological Experience
Majority of homebuyers today focus primarily on online resources when researching homes BY LISA MEYLOR Emotional aspects of the home shopping journey have stayed the same throughout the years. We all...
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California Has Density Solutions But Not Enough New Housing
By Pete Reeb, Principal The big three housing markets—Texas, Florida, and California—all easily topped 100,000 building permits in 2017. Combined, they account for almost one of every three new homes...
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The Partnership of Ignorance and Arrogance
Homebuilders are helping people create a comfortable place to raise children, produce memories—there is no place for arrogance in this process “The arrogance of success is to think that what you...
View ArticleWinning Is All About Focus
Continued success can be achieved by focusing on delivering good customer service instead of results by Mike Moore The keys to success in selling are straightforward. If you really want to win more...
View ArticleTapping the Power of Engagement
Finding success by getting personal with your marketing approach by Dana Kovach When it comes to building and marketing a brand, there are some tried and true methods that many marketing professionals...
View ArticleTwo Myths of Sales
Sales people must abandon these commonly held beliefs to become better at their jobs by Burk Moreland There are several well-known fallacies when it comes to the topic of sales. Some popular...
View ArticleGetting Involved in Your Industry
The benefits will make a difference by Nicole Burdette From the beginning of my career, I have been a member of two vital organizations that have allowed me to network for professional growth and...
View ArticleWant to Sell Housing? Target Millennials, But Don’t Forget Boomers
To sell housing, developers must understand the similarities and differences of today’s most important buyers— Millennials & Baby Boomers by David Wolf Millennials, almost 80 million strong, are...
View ArticleHousing and Demographics
Millennials jumping into market as Boomers retire and sell By Patrick Duffy Last month, I wrote about how improvements in the housing market will be different depending on geographic regions of the...
View ArticleTraits of Builders with the Highest Customer Ratings
Review customer evaluations—they contain information that is integral to your company’s growth and success By Bob Mirman As a customer experience consulting firm, our team is constantly reviewing the...
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The Problem is Not the Problem
Speed of service response is important, but even more important is the quality of that service By Bob Mirman “Customers don’t expect you to be perfect. They do expect you to fix things when they go...
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Creating Sales From Referrals
More top tips, sly tricks, and best practices By Bob Mirman You can bet your life that Groucho was right. Time is short. Why not speed up the learning curve and learn from others’ mistakes and...
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How the “Internet of Things” Powers Smarter Homes
New technologies represent new ground for builders to exceed customers’ expectations and enrich their lifestyles By Linda Mamet Keeping a finger on the pulse of consumer trends is a critical component...
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The Partnership of Ignorance and Arrogance
Homebuilders are helping people create a comfortable place to raise children, produce memories—there is no place for arrogance in this process “The arrogance of success is to think that what you...
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