From: BUILDER May 2008
Posted on: May 1, 2008

Master Closers

By:: Pat Curry

Books you might find on a master closer’s shelves.

We asked our sales pros what books have helped them succeed in new-home sales. Here are some of the titles they recommend:
Close Every Sale Without Fail, by Myers Barnes and Shirley Mozingo
Driven From Within, by Michael Jordan and Mark Vancil
Flawless Execution: Use the Techniques and Systems of America’s Fighter Pilots to Perform at Your Peak and Win the Battles of the Business World, by James D. Murphy
Getting Past No, by William Ury
How to Be a Great Communicator: In Person, on Paper, and on the Podium, by Nido Qubein
Raving Fans: A Revolutionary Approach to Customer Service, by Ken Blanchard and Sheldon Bowles
Secrets of Selling from Real Estate Masters: What Top Producers Know That Others Don’t, by Terry Weaver
Selling Rules! by Murray Raphael
The Tipping Point: How Little Things Can Make a Big Difference, by Malcolm Gladwell
The Traveler’s Gift: Seven Decisions that Determine Personal Success, by Andy Andrews

Keywords

Subject: Sales, Training, Marketing
Person: Brenda J. Cook, Angela Drake, Kathy Nassar, . . .
Organization: Simmons Homes, Pulte Homes

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John McManus

Standard Pacific Strides Into the Black in Q1

Builder Pulse

John McManus is an award-winning editorial director for the Residential Construction Group at Hanley Wood in Washington, D.C. In addition to the BUILDER digital, print, and in-person editorial and programming portfolio, the group includes strategic content direction for AFFORDABLE HOUSING FINANCE, APARTMENT FINANCE TODAY, CUSTOM HOME, EcoHome, MULTIFAMILY EXECUTIVE, and residential architect.

Standard Pacific released first-quarter earnings post market close last night that beat Wall Street analysts' posted predictions. After a near brush with death in 2008, and life-support from MatlinPatterson's real estate funds, Standard Pacific's strategic, operational, and tactical planning and execution are playing well in what continues to be an adverse market environment in most of its competitive arenas.