If you’re like most semi-custom and custom small volume home builders the one question you ask yourself everyday is ‘how do I get more leads and sales?’ I bet you’re an expert builder but what about marketing?
Most home builders have a step-by-step process they use to get everything from the foundation in to the finish work done but when it comes to the marketing they only have a vague idea of what needs to be done to help prospects become buyers.
Creating a simple marketing and sales process for home builders is the reason I started my business. I saw home builders struggling without one and knew that there was a better way to sell more homes.
I started my career in 1988 as a framer working on an apartment building. The day after my high school senior year classes ended I found myself lifted up in the air 30 feet and putting sheathing on a gable roofend.
As I looked down on all the carpenters, plumbers, electricians and HVAC people I had a real eye opening experience. Each company was doing their own thing and no two companies were working together. I saw a dumpster full of wasted materials and wondered to myself, “isn’t there a betterway?”
Years later when I transitioned into selling new homes I had the same thought: “Isn’t there a better way to sell more homes with less wasted time and effort?”
After graduating college and hanging up my nail apron (my back still thanks me!), my builder introduced me to “See” sales training. I’m sure many of you have had the same training or have used the “See” techniques with your own sales people. My builder told me “See your model key? See your model? When am I going to See some sales?”
That was it. That was the entire sales process my builder had. It was like pointing to a cement truck, a pile of lumber and a hole in the ground and saying “when am I going to see this home done?”
My builder had no sales plan or process and it was no surprise sales were limp. I took this as a challenge and went to work creating a simple plan for builders to sell more homes.
What I discovered over the years is home builders are so busy keeping track of the production aspects of construction they don’t have enough time to find out what really works for marketing and selling new homes.
The bottom line is I have spent the last 20+ years in new home sales training with homebuilders to help them sell more homes in all sorts of markets.