Part 2 of 3: Builder-Centric vs. Buyer-Centric: Which Reflects YOUR Business Philosophy…and Would Your Buyers Agree?
PART 2 OF 3: So, did you think about the question I posed at the end of my last blog? “Does your current options strategy reflect a builder-centric or buyer-centric position? And do your buyers agree?” If I were a builder, here’s the message I’d be relaying: “Mrs. Jones, while other builders today might be cutting back, our commitment to providing you with a superb homebuying experience is unwavering. Our professional and knowledgeable design consultant(s) will guide you through the exciting process of personalizing your home, working with you to select from a wide array of...
Read MorePart 1 of 3: Builder-Centric vs. Buyer-Centric: Which Reflects YOUR Business Philosophy…and Would Your Buyers Agree?
PART 1 of 3: In my last post, I identified a half dozen or so major global trend and forecasting experts who each identified the concept of “personalization”, as a key trend in today’s world. After reading that post, does anyone out there still believe that homebuyers just happen to be the exceptions to all these rules? That the homebuying experience isn’t affected by MAJOR GLOBAL societal and cultural trends? Throughout the hot market years, some builders’ (ok, many builders) had a construction-based outlook in which it was a nuisance to have to figure out how to deal with all...
Read MorePersonalization/Mass Customization/Individualization: Undeniably a Massive Global Societal Trend
It’s called by a lot of different names, but everyone continues to talk about the societal, consumer and cultural trend toward individuality and how to capitalize from it. One size no longer fits all, and even something as large as a national economic and housing crisis is not going to derail this undeniable trend which continues to shape our daily lives, the products we buy, how we perceive and define ourselves and others, and how we communicate our own personal brand. I recently got a new cell phone and it took me the whole weekend (and the help of my 14-year-old daughter) to figure out...
Read MoreQuality of Construction Is No Longer A Differentiating Factor
Hold on, hold on, I didn’t say it wasn’t important. I didn’t say it wasn’t essential for leading builders to build a quality home. I didn’t say homebuyers don’t care about quality. What I DID say is that your construction quality is likely no longer a compelling reason why your homebuyers decide to purchase homes from you. It is the baseline expectation of every valid prospective homebuyer today. It is the cost of entry to get in the game. It is rarely the key decision-making factor which will tip the scales in your favor. Every builder claims “We build a quality home.” Yada....
Read MoreThink Like A Consumer/Act Like A Retailer
Think Like A Consumer/Act Like A Retailer® is a collection of Jane’s theories on how homebuilders can benefit from the application of consumer purchase psychology and retail-based strategies. These think-outside-the-box concepts should resonate throughout all of your sales and marketing efforts, far beyond the design studio itself. This blog originated when Jane was invited by Hanley Woods’ Builder Magazine to create a blog for their website.
We invite you to be inspired, to implement, and to share your thoughts. Let's get a conversation going!