Terry Sievers

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On the Home Stretch

Understanding customer preferences was key to growth last year, say builders. More

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Drees Handles Buyer Objections

The Drees Co. has found a way to handle objections that should impress even the most depressed builder sales manager coping with this down market. Starting in mid-June, Drees launched its "Build with Confidence" program for its Zaring Premier line in the Midwest region, with homes that typically sell for around $500,000. The program is simple: If a buyer does not sell their old home at the time of closing, Drees will set up an escrow account and pay the mortgage on the existing home for up to 12 months. If the home sells in four months, for example, the remaining eight months of escrow money goes back to Drees. More

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