Homebuilding Consulting Services
Having worked for two large, National builder for a combined fifteen+ years, I have a unique perspective in understanding your needs. In 2002, I knew nothing about homebuilding but I did know a lot about CRMs and the philosophy of Sales Force Automation. I was so successful for my client, that I was offered a full time position and eventually promoted to National Director of Business Process Improvement and Integration. Although I believe I served Production and Customer Service/Warranty well, my passion and expertise lies in Sales & Marketing.
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If you are implementing a new Sales and/or Marketing system, or transitioning from one system to another, I can make this project successful.
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I can work with you and your team to identify Key Buyer Data (K.B.D.) as well as help you identify segmentation points.
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I can work with your business and IT organization to help streamline your systems, in both process and software enhancements. This begs the question "who owns and oversees your business systems enhancements?" We can talk at length about this and I can provide some valuable feedback.
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I am an expert at ensuring user-acceptance. This means that I will work with you to define: what is entered, when it is entered, when it needs to be updated, and then define a plan to communicate that message, train surrounding your policy and measure results through excellent reporting.
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Are your Sales Counselors entering prospect data into your CRM right away or are they waiting until they are sure that the prospect will purchase? Let me help you find out. When prospective homebuyers aren't entered into your CRM, you are missing a lot of insight and opportunity to market to your prospects. When sales times are tough, it will be too late if you haven't captured your potential buyers.
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How are you handling "Coming Soon Communities?" Are you collecting these leads into your CRM and are you distinguishing these "future leads" from "current leads"? Are you keeping them updated with information, keeping them excited?
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How well are you handling Web Leads? How helpful would a well-defined Web Lead Process be? Are you measuring success by "Web Source?" How well are your competitors performing? We can define Web Shop for your competitors and benchmark your success against theirs.
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Are your Sales Managers able to use your systems to gain insights into their customers as well as their Sales Counselors? What type of reporting would be helpful for them?
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Have you designed an Interactive Sales Center yet? You know, one of those touch-screen TV's that engage your customers while in your Sales Center?
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How many opportunities should each of your Sales Counselors or communities be handling? Is your Sales Team focusing on the right opportunities?
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I can also help with your Email Marketing performance. I have implemented and used BlueHornet, ExactTarget, ClickDimensions and Oracle Eloqua but you don't need the most robust tools available to be successful.
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I love automation where it makes sense, what can I help you automate? Automated follow-up and drip campaigns will never take the place of thoughtful, personalized follow-up done by professional sales counselors. That said, it may make sense to automated areas where follow-up is lacking or to even supplement that great follow-up that your team is already doing.
Let's talk!