On this special episode of Builder365, Jeff and Amy are joined by Shore Consulting Trainers Michelle Bendien and Mary Beth Berry! The group begins by examining data on cost burden and homelessness across different states, shedding light on the challenges faced by many communities. The conversation then shifts to the unique lifestyle of a traveling trainer, where our guests share their personal experiences and pet peeves from their journeys. Finally, they offer valuable advice for leaders on how to maximize the benefits of training for their teams. Timestamps: 00:00 The Best Leaders Are In ..read more

At this year’s Summit, themed Future Forward: How to Anticipate, Adapt, and Accelerate into this New Era of New Home Sales and Marketing, we were thrilled to present a special treat… The trailer for New Home Sales: The Musical! What makes this trailer extraordinary is that it wasn’t produced by a studio or an outside producer. It was created entirely in-house by Shore Consulting’s very own marketing specialist, Nolan Silvius. And he only used AI tools to make it! Nolan crafted this 2-minute trailer to demonstrate that significant changes in our industry are not only on the horizon but within ..read more

In This Episode Jeff has an enlightening conversation with Nick Rhodes and Shant Suntani from Esperanza Homes as they delve into their experiences as small regional builders in Southwest Texas. They highlight the unique challenges and advantages of serving a market with a low price point and low income levels. They emphasize the importance of understanding the local demographics and designing homes and communities that cater to the specific needs and preferences of the Hispanic population. They also discuss their approach to staffing and onboarding employees who may have no prior experience in ..read more

Understanding the distinction between sales goals and sales quotas is crucial for any sales professional aiming for success. Though often used interchangeably, these terms signify different aspects of sales performance. I’ll dive into these differences and provide practical strategies to help you set and exceed your sales targets. Understanding Sales Quotas Sales quotas are targets set by the organization as part of its business plan. These quotas represent the minimum amount of sales necessary to achieve the company’s revenue goals. Essentially, a sales quota is a baseline—a non-negotiable f ..read more

By Suzanne Dresser, National Partner Growth Director at Opendoor  An Influx of Boomer Buyers Could Be on the Horizon – Turn Them Into Sales with These Tactics  Mortgage rates are getting a bad rap for keeping buyers out of the market, but they aren’t always to blame. New Opendoor data reveals that while some buyer demographics are heavily impacted by elevated rates, others have varying priorities that will sway when they decide to move.   In today’s dynamic market, builders need to be equipped to serve a variety of customers — especially if buyers flood the market at once ..read more

In This Episode: We are honored to have Doug Bauer, CEO of TRI Pointe Homes, join us for an insightful discussion on the crucial aspects of leadership and the home building industry. Throughout the conversation, he emphasizes the value of authenticity and humility in leadership, sharing his passion for working with teams and developing people. Doug also addresses the pressing need for a course correction in the industry to make housing more affordable. Timestamps: 00:00 The Power of Authentic and Humble Leadership 01:10 4th of July Traditions 06:28 Areas at Risk of Wildfires 08:32 Innovative D ..read more

How to Boost Your Sales Conversions Are you achieving all the sales you could ever hope for? If not, don’t worry – I might be able to help. As sales professionals, we are performers, and performers need to perform. No matter how many sales we achieve, we always aim for more. More sales mean improving more lives, including our own. But where should you look if your sales results are falling short? The answer lies in focusing on behaviors. A sale is the end product of proper behaviors. To increase your sales numbers, you need to look at the behaviors that drive those sales. Understanding Buyer ..read more

Have you ever wondered why some sales professionals effortlessly build lasting relationships with their clients while others struggle to open the door? Especially in today’s digital, remote marketplace, it is all about connecting with customers on a personal level.  So, how do you create a bond when you may never actually meet face-to-face – then earn trust and maybe even a referral? Let’s explore how simple technologies can build personal connections with customers and even drive customer loyalty. Then, we will cover some practical steps to make interactions meaningful and impactful.&nbs ..read more

In This Episode: We sit down with Mike Woodley, a seasoned architect, to delve into the dynamic world of home architecture and design. Join Jeff and Mike as they explore how popular reality TV design shows have influenced trends and the growing demand for flexible room designs. They tackle the pressing issue of housing affordability, discussing innovative solutions like modular construction and the shift towards smaller, smarter home designs. Mike shares valuable insights from his extensive career, emphasizing the critical role of being market-driven in home design. Tune in for an enlightening ..read more

Does it ever bother you that sometimes salespeople are seen by buyers with a poor mental image? Even worse, have you ever had customers who think of salespeople as sleazy? Today we will discuss how to erase that negative image from the customer’s mind from the moment you first meet them. The Reality of Sales Perception We’re tackling the challenge of destroying any buyer’s image of the sleazy salesperson. First, let’s confront the reality: salespeople have not always been seen in the best light. This negative perception often stems from media portrayals in television and movies, where salespe ..read more