Category: Research

Creating Sales From Referrals

“Learn from the mistakes of others.  You can never live long enough to make them all yourself.” ~Groucho Marx   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 successes? Use Customer Evaluations to Motivate Your Staff Yelp. Trip Advisor. […]

The Problem is Not The Problem

“Customers don’t expect you to be perfect. They do expect you to fix things when they go wrong.” – Donald Porter, British Airways Kind of surprising to read the above statement from an airline guy. I don’t know about you, but when I am sitting in the cabin of a plane preparing to take off, […]

The Homebuying Stress Test

  “Better under-stated than over-stated. Let people be surprised that it was more than you promised and easier than you said.” – Jim Rohn, Entrepreneur The Homebuying Stress Test During my recent annual physical, my doctor suggested a ‘stress-test,’ so I invited my entire family over for Thanksgiving dinner.  This included my three grown kids, sister, brother, 98-year old […]

5 Steps for Properly Setting Buyers' Expectations

Honesty is the fastest way to prevent a mistake from turning into a failure.
— James Altucher

Managing Our Buyers' Expectations (Part II)

Controlling expectations today yields referral-sales tomorrow “The first step in exceeding your customers’ expectations is to know those expectations.” -Roy H. Williams   Each day, it has been estimated that 12.8 million people participate in America’s business lunches. When the check arrives at the lunch table, one of the participants usually grabs the tab and says […]

Getting Your Buyers to Love Lending (When it Really Sucks) 

By Jex Manwaring The lending process is far more confusing than the actual building of a home and it’s about as much fun as doing taxes. So, given that homeowners look forward to having dental work done more than getting a mortgage, it may seem that there’s simply no alleviating the lending process, never mind […]


But for home builders, the last thing we want is an anxious home buyer.

What Your Customers Expect from Your Sales Department

Building a home takes about the same amount of time as growing a human baby, and the two events carry with them a remarkably similar amount of anxiety. The difference, however, is that if a mother went months without hearing from her doctor about the condition and progress of the baby, there would be outrage and a very fired doctor. For some reason, though, builders operate under the false idea that buyers don’t need to hear about the progress and condition of their new home’s construction. That’s not only absurd, it signals a troubling disconnect between the sales team and your buyers; that disconnect will cost you referrals.

When You Don’t Know What You Think You Know

“Change the way you look at things and the things you look at change.” —Wayne W. Dyer   I’ve always been a lousy sailor, once crashed a small one-man Sabot sailboat into a coral reef during my honeymoon in Jamaica. Put a hole in the bow, ended up being rescued by a glass bottom boat […]

Do you know how your customers feel about you?

Creating an extraordinary customer experience is the first step to creating a delighted home owner who will refer their friends and family to you.  It all starts here…  

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