Upselling and Cross-Selling

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Existing Home Market Keeps Getting Healthier

Analysis of the April existing-home sales data released today by the National... More

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Building the Case for Active Adult on the Treasure Coast

With top-selling communities in Central and South Florida, there's no questions that the age-restricted active adult community is popular. If a builder can sell 3,500 active adult homes in rural Central Florida, why can’t it be done on the Treasure Coast? More

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Creating a Design Center That’s Beautiful and Brainy

The second in a four-part series stresses the importance of ambience for a top-performing design center. More

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Selling Through the Lifestage

The ebb-and-flow nature of the buying cycle and the state of the economy can be disheartening at times, but there's no reason to let those circumstances interrupt the sales process. In this edition of BIG BUILDER, contributor Jason Forrest breaks down the three categories buyers flow through as their own life circumstances change, and reminds us to stay focused on the big picture—moving buyers through those categories faster toward a sale. More

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A Developer of Master-Planned-Communities Shares Know-How

Houston is leading the housing recovery, thanks in large part to master-planned communities that hit a sweet spot with a wide range of homebuyers. Johnson Development's Doug Goff tells how it's done. More

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LGI Targets Entry-Level Home Buyers

LGI’s operations model is simple: crash the barriers to entry-level home buying. More

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Why LGI Homes Wins First-Time Buyers

LGI wins entry-level buyers by converting the American Dream into monthly payment reality. More

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Toll Brothers Re-Maps Itself to the New Geography of Affluence

An inside look at the strategic and tactical steps Toll Brothers took to land the $1.6 billion acquisition of Shapell Homes, double its California holdings, and transform itself into a multi-threat national player in for-sale and for-rent luxury housing. More

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Q1 Starts Hold Steady Across 33 Markets; Lots Tight, Traffic Humming

Metrostudy chief economist and director of consulting Brad Hunter calls January-through-March 2014 a quarter, with a reading on single-family starts in 33 markets that would surprise many, a zero-in on a handful of bright spots and a prediction for hotter markets in the weeks and months to come. More

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Housing Traffic Slow in Spring, but Picking Up in Key Markets

Metrostudy chief economist Brad Hunter and regional directors comment on first quarter traffic in the Houston, Las Vegas, Phoenix, and Southern California housing markets. More

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