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Don’t Let Stock Market Swings Impact Sales
09/05/2011

David Barista September 5, 2011 One of the many harsh realities we’ve grown accustomed to during this economic downturn is…

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Recruit Your Dream Team In 10 Easy Steps
08/20/2011

Many managers spend more time researching the purchase of office equipment than on hiring their representatives. New-home sales management expert Bob…

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How To Tackle The ‘I’d Love To Buy, But I Can’t Sell My House’ Syndrome
05/06/2011

Plenty of consumers are shopping around for new homes, but they believe they can’t buy until they sell. New-home sales and…

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Publisher’s Letter: Cut Through The Confusion
04/18/2011

Several of us at Professional Builder are traveling the country this spring, speaking at The Pro Expos presented by Pella. The…

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Staffing And Management Techniques For Optimizing New-Home Sales
04/06/2011

With far fewer potential customers showing up at new-home sales centers today, it’s more critical than ever not to miss sales…

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10 Key Sales Performance Measurements
03/02/2011

Want to boost your sales conversion ratio? Here are 10 performance measurements to apply to your sales operation. By tracking each…

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How To Cultivate A Take-Charge Culture
02/20/2011

Having a clear strategic vision, demanding accountability, and performing as both a leader and manager are vital to taking charge of…

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14 Ways Builders Can Win In The Sluggish Economy
12/05/2010

Successful builders obsess on sales conversion ratios, tracking key metrics, hiring the right people, and knowing where they stand in the…

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9 Traits Of Sales-Driven Home Builders
11/25/2010

Even in this economy, there are builders in all markets producing good numbers. Management and sales expert Bob Schultz sheds some…

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To Discount Or Not To Discount?
07/01/2009

Whether they call it a discount, a deal or an incentive, many home builders are reducing their prices. But don’t let…

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