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Freud, Cigars, and Sales from Referrals
The quality of your service drives your reputation and, thus, future sales from referrals By BOB MIRMAN Too many years ago, after completing my internship in a Michigan psychiatric hospital, I thought...
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Part 1: God Is Great, Beer Is Good, and People Are Crazy*
Anxious buyers are more likely to challenge value propositions and hold off on decisions, but they can be soothed By BOB MIRMAN “Investors have never felt less secure, even though we are eight years...
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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 Purpose of a Promise
“Promises are like crying babies in a theater, they should be carried out at once.” -Norman Vincent Peale By BOB MIRMAN How many promises have you made today? It’s now 10:12AM and I have already made a...
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Designing Luxury Model Homes To Sell
Interesting interiors must be a staple when designing homes By MARY COOK Just as “60 is the new 40,” $1 million is the new entry-level benchmark for luxury homes buyers—which has proven to be a market...
View ArticleThe Art of the Sales Center
Thoughtful creation of sales centers can attract homebuyers and increase profit By JONATHAN WILHELM You already know that designing the homes for your new community is essential to the sales success...
View ArticleAttracting the Savvy 55+ Buyer
A focus on connection in community design draws Boomers toward new homes By MATT SAULS Over 76 million people control more than 60 percent of U.S. discretionary income. These are the Boomers. According...
View ArticleCreate Incredible Stories Which Motivate Prospective Buyers
Unexpected service yields powerful stories in social media By BOB MIRMAN I read today that the family of a teenager killed in a 116 mile-per-hour Tesla crash is currently suing the automaker, claiming...
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CoreLogic Reports December Home Prices Increased by 4.7 Percent Year Over Year
Twelve-month home-price growth rate was slowest since August 2012 Annual average price growth in 2018 was 5.8 percent, with annual average price growth forecast to slow in 2019 to 3.4 percent After...
View ArticleTop Three Ways to Create a Strong Workplace Culture
Critical to a successful brand, a positive workplace culture reflects the alignment of company and employee values By HEATHER BREIDENTHAL & LINDA MAMET “To thine own self be true” was not written...
View ArticlePrimed for Disruption: Changing Strategies in a Changing Industry
Examining different marketing strategies in the context of recent industry shifts By CHRIS HARTLEY As the International Builder Show comes upon us I cannot help but look at this event like my toddler...
View ArticleThe Future of High-Def Selling is NOW
Changing the sales tactic in 2019 to appeal to a new generation of buyers By MEREDITH OLIVER More than 80,000 building industry professionals will convene this month in Las Vegas, NV for the 2019...
View ArticleBecoming A Coach: Being A Game Changer In Business
While business coaching and sports coaching differ greatly, the key mindset is the same By MIKE MOORE There are lots of talks, seminars, and articles written today about coaching and leadership. I am...
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MBK Rental Living and R.D. Olson Construction Team up on 330-Unit Luxury...
Construction is underway at Artesa at Menifee Town Center, slated to open early 2020 Irvine, Calif. (February 6, 2019) – MBK Rental Living and R.D. Olson Construction announce the groundbreaking of...
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Keeping Pace With Denver’s Population Boom: GE Appliances Doubles Its...
Newest “smart” facility features advanced sensing and tracking technology to drive industry-leading inventory turns, enabling the GEA distribution system to deliver products in three days or fewer to...
View ArticleThe Extraordinary Design Center Experience
Five steps to drive sales from referrals By BOB MIRMAN It was a brief, but memorable experience. At Edith’s restaurant in Cabo, my shirtsleeve caught the tines of the fork and sent it skittering...
View ArticleBecome an Adviser and Make More Sales
Best practices for becoming an adviser, rather than a vendor, to your customers By JASON FORREST Imagine you walked into a psychologist’s office, spent the entire hour talking while the psychologist...
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Outdoor Advertising: Your First Customer Service Step
Homebuilders can serve both a customer’s sense and sensibility with effective outdoor advertising campaigns By JONATHAN WILHELM It is often said that the cost of acquiring a new customer is much more...
View ArticleBringing Building Codes into 2019
Title 24’s 2019 regulations bring changes in building standards for a sustainable built environment By MS. YING WANG AND LANCE A. WILLIAMS Newly adjusted Title 24 standards are core to the interests of...
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