Bob Schultz | ProBuilder

Bob Schultz

Bob Schultz is president and CEO of Bob Schultz & The International New Home Sales Specialists. Write him at bob@i-nhss.com.

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New-Home Marketing

What the NAR Commissions Settlement Means for Home Builders

The legal settlement will improve transparency during the home sales process, mitigate predatory practices, and help preserve profitability for home builders

Sign indicates changes ahead for home sales commissions due to NAR settlement

Sales + Marketing

Lessons Learned From Previous Housing Market Disruptions

For home builders navigating today's housing marketplace, hope is not a strategy, wishing is not an action plan, and success is not an accident

Learning from past housing market fluctuations

Sales + Marketing

Escalation Clauses in Your Contracts: Yay or Nay?

Escalation clauses may sound like a good idea to counter rising construction costs, but there's a better solution

Saying no to an escalation clause in your construction contract

Sales + Marketing

Challenging Times = Emerging Sales Opportunities

Disruption in real estate sales is a recipe for new collaborations between home builders and real estate agents

Man contemplates way forward with challenge to overcome

Sales + Marketing Best Practices

In Home Sales, There’s No Such Thing As Luck

Sales success doesn’t come easy, but it also isn't happenstance ... especially during tough market conditions

Sales + Marketing

Become the Big Fish: How to Seize Tier 2 and 3 Market Opportunities

Home builders can use this checklist to dominate Tier 2 and Tier 3 markets that offer potential

A big Tier 1 market fish eating smaller Tier 2 and 3 market fish

Sales

Sales Strategy: Exercise Caution When It Comes to Co-Op Sales

The contents of this article may be hazardous to your co-op sales status quo

Housing Markets

The Rules of the Game Are Changing, Are You Ready to Play?

Tips and advice from industry gurus for weathering the next recession

Housing Markets

Housing Market: The Times They Are a Changin’

As Bob Dylan sang it, housing's marketplace is experiencing it. Don’t be caught off-guard

Sales

A Solution for Home Builders’ Missing Sales

Sales appear to be going well, but how do you know for sure?

Man looking for missing sales using magnifying glass

Leadership

Leadership and Management—Not One and the Same

Is there a difference between the two? A longtime sales expert weighs in

Sales and marketing_leadership vs management_home building

Sales + Marketing

Welcome to the Sales Environment of the Future

Information is available faster and in larger quantities than ever before. Taking best advantage means using a mix of technologies

Robot hand (new technology) touching finger with human hand (old tech)

Local Builders

How Small and Medium-Size Builders Can Prevail

Three smaller-size home builders share advice and success stories on competing with big builders in their markets

Small builders competing against big builders is like David versus Goliath

Sales

Lessons From the Automotive Industry

A longtime builder shares what he learned from an apprenticeship with a car dealer

Sales + Marketing

2016 Was A Very Good Year—Or Was It?

As 2016 draws to a close, it’s time for some crystal-ball gazing and best advice for next year

Sales

Are Co-op Sales Worth It?

They can be a silent profit leak, but there are also good reasons to make co-op sales work

Builders selling new homes with a real estate agent

Sales

Do You Know Your Breakeven Point?

To meet sales, marketing, and profit objectives, a firm grasp on a precise number isn’t just a good idea—it’s essential

Sales

Outsourcing Your Sales

Working with real estate agents can be a good thing, but is it always the best thing?

Sales

Unearthing Great Sales Talent

Three profiles of recent hires prove that standout recruits can come from surprising places

Flower discovered growing from parched earth

Education + Training

How to Choose a Sales Training Program

Before you implement any type of training program, assess your personnel and ask these questions

Sales training program in progress with a group of sales reps

Economics

Sales + Marketing: Hidden Perils of a Hot Market

Brisk business means increased revenue, happy salespeople, and satisfied shareholders. If you're less than prudent, it can also spell danger

Sales Lead Tracking

CRM Systems: How a Good One Can Strengthen Sales

Choosing the right customer relationship management system allows you to manage the customer life cycle to increase your bottom line

Customer relationship management diagram

New-Home Sales

Home Builders, Here's How to Craft a Precise Plan for Sales Success

Using a systematic formula, you can zero in on your target market and fine-tune your offerings

Sales + Marketing Best Practices

Market Research—Keep It Current

For optimal sales and profit performance, market research can’t simply be a one-time effort

Magnifying glass to examine home builder market research more closely

Sales + Marketing Best Practices

Market Research: the Foundation of Your Marketing Circle

Take these steps to match consumer expectations with what you have to offer

Road leading to the home builder's target market

These Cities Are the Top Choices for Renters Right Now

Foreclosure Activity in the US Housing Market Is Down Year-Over-Year

10 Challenges Facing the Build-to-Rent Sector