Articles

Mortgage Market’s Impact on a Housing Rebound

Posted On: April 15, 2020 | Categories: Articles

Mortgage issues rather than consumer demand will likely be the biggest drag on a quick housing rebound. The BIG question - How many households that were able to get a mortgage two months ago will be able to get one six months from now?...

  • Underwriting Standards are Going Up - Non-bank mortgage underwriters (currently 50%+ of all mortgage originations) are tightening standards. 
  • Household Savings Are Going Down - 20%+ Unemployment is draining many family's savings. Only 1/3 of 30 – 39-year-old households had at least $20,000 in savings going into the pandemic. 
  • Fewer Mortgage Options Going Forward – While mortgage forbearance is a welcome blessing today, the program will likely curtail many non-conforming mortgage options during a rebound. 

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Tax Reform Has Transformed Homebuyer Behavior

Posted On: August 21, 2019 | Categories: Articles

The Tax Cuts and Jobs Act of 2017 limited state & local tax deductions on federal income taxes. See how states with high tax burdens have seen their homebuilding activity squeezed while states with low tax burdens have outperformed the market.  ...


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Answers that Every Online Sales Professional Needs to Know

Posted On: May 29, 2019 | Categories: Articles

If you think the role of an online concierges is to verbally repeat information already on your website, think again. For most homebuilders, the first point of contact for 40+% of customers are with the online sales consultant. Here are the most common questions that require immediate answers. ...


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Do "A" Prospects Get Too Much Attention?

Posted On: March 8, 2019 | Categories: Articles

Most sales professionals are motivated to do good follow-up with “A” prospects. The problem is that more sales occur with prospects who were originally rated “B” and “C”.  Yes, most of these buyers have issues, but short-changing their follow-up costs you sales.  Read on to learn actual breakdown percentages and why....


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Sales Management Tip #102: The Truth About Realtor Bonuses

Posted On: February 4, 2019 | Categories: Articles

Realtors say higher commissions & bonuses sell homes. But dig a little deeper and it ranks as the #4 priority in deciding which homes to show.  What are the top 3? Read on......


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Sales Management Tip #101: Hire Hard, Manage Easy

Posted On: January 17, 2019 | Categories: Articles

Great sales teams are tough to come by. Ask most sales managers for one wish to make their life easier and chances are they will tell you “better quality sales professionals.” But follow-up the question with; “So what are you doing to improve the quality of your sales team?”...


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Concierge Service Boosts Atlanta Builder's Sales

Posted On: December 18, 2013 | Categories: Articles

Potential home buyers who visit Peachtree Communities’ Web site are greeted by a balloon that reads, “Questions? Click here to chat with us.” Once they click, the two concierges who staff the Atlanta-based builder’s online chat function have 12 seconds to respond. Any more than that, and they risk losing the sale....


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10 Traits of a New Home Sales Superstar

Posted On: September 1, 2010 | Categories: Articles

All builders look for sales superstars, yet few companies are consistently able to make great sales hires. Here are 10 traits to look for when recruiting your next sales professional....


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Fundamentals Trending Toward Housing Uptick

Posted On: March 12, 2010 | Categories: Articles

No one needs to ask John Rymer how much he knows about real estate. He’s proven time and again it’s a lot. Rymer has made many rounds in the overall market, amassing more than $9 billion worth of sales — $5 billion in corporate roles at companies such as Morrison Homes and Jack Nickla us Comm u nities, and another $4 billion as a consultant. Now based in Tampa, Rymer has some ideas on when and how the local real estate market will turn around....


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Revitalize Your Sales

Posted On: October 1, 2009 | Categories: Articles

As any first-year economics student can tell you, when the U.S. is producing 1.45 million new annual households and starting only about 600,000 new homes, eventually things get out of sync and more new-home activity will soon follow. While picking a date to declare the bottom of the current housing cycle is a fool's game, it's fair to say that in the not-too-distant future, new-home activity is going to increase substantially. The question is, to whom go the spoils as the market begins to expand?...


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