The Builder1440 Blog

In today’s market, selling homes requires more time and dedication compared to previous years. Staying in touch and remaining top-of-mind with prospective buyers throughout the entire sales process is the key differentiator between losing a buyer and selling a home. Read our important tips below to find out more about creating effective follow-up.

1) Develop a strategic plan and remain consistent

Effective follow-up is not random. In order to be successful, follow-up needs to be developed into a plan of action and implemented on a consistent basis. Consequently, follow-up plans should become a top priority for management as well as a structured requirement for sales team members. Follow-up has the potential to make a difference if an established structure is in place.

2) Ensure your follow-up plans are adaptive

Every potentially buyer is different, and as a result, every follow-up plan should have the ability to reflect each prospect’s individual characteristics. Any follow-up is better than no follow-up, but being able to define and target a follow-up plan for a prospect at any stage of the sales cycle will prove more effective at building and nurturing a relationship.

3) Streamline your follow-up efforts

Developing a follow-up plan is essential, but executing the follow-up plan is necessary in order for it to be effective. However, remembering where each prospect is in the sales cycle and which type of follow-up they should receive can be a daunting task. As a result, utilizing a customer relationship management (CRM) tool with follow-up reminders for phone calls and letters along with automated email follow-up can not only make your life easier but also increase sales rates.

4) Utilize different channels for multi-touch follow-up

Dynamic follow-up is crucial for staying in touch with prospects over a period of time. As a result, effective follow-up requires communicating with prospects via a multi-channel approach including phone calls, emails, letters and direct mail. To make even more of an impact, each form of follow-up should have the ability to be personalized. The more diverse a follow-up campaign, the more likely a prospect will choose you over the competition!

Selling more homes and making more money seems to be on just about every home builder’s mind these days. How can a customer relationship management (CRM) and sales system help boost revenue in today’s housing market? Here are our top tips for increasing sales with CRM:

1. Improve communication & keep buyers engaged with automated follow-up plans.

According to sales gurus Bob Schultz and The New Home Specialists, builders can increase sales 20% by using a structured follow-up system and methodology. To make it easy for sales associates to stay in touch with buyers, select a CRM/sales system with customizable follow-up templates or simply create your own within the system. Builders can then segment and target prospective home buyers with personalized scripts and copy for phone calls, emails and letters.

2. Capture web leads automatically in your CRM system.

The NAHB reports an astonishing 50% of homebuyer leads are not followed up on. By funneling leads from a builder’s web site and Internet Listing Services, such as NewHomeSource.com and Move.com, directly into a CRM system, builders can ensure no web lead gets lost and sales representative can follow-up with buyers immediately. When builders automatically capture web leads in a CRM system, they eliminate manual data entry, saving time and reducing errors.

3. Regularly report on sales, traffic & marketing so you can work smarter, not harder.

With dashboard analytics and customizable reporting, builders have the insight needed to close more sales and make more money. CRM systems enable builders to track home buyer follow-up to learn what communications are working; quickly see where leads and sales are coming from; and determine where marketing dollars should be spent for the best ROI. Builders can customize CRM reports to gather the information that is critical to their company’s success.

4. Integrate your CRM system and website to display homes and engage buyers.

What tools do you have on your website to attract prospective home buyers and engage them in the home buying process? With 86% of home buyers using the Internet to shop for a new home, a builder’s website must provide buyers with the information they are looking for, get and keep their attention, and make it as simple as possible to request information. This can all be done very easily with CRM–website integration by allowing builders to display homes and options stored in a CRM system, connect with prospective home buyers, and schedule sales appointments online.

5. Use home buyer portals to increase options revenue and enhance the home buying experience.

Home buyer portals provide builders with a competitive advantage and help keep prospects excited during the home buying process. When builders integrate home buyer portals with their CRM system, they can enable buyers to conveniently access personalized sites to select options as well as monitor the progress of their new home 24 hours a day, 7 days a week. As a result, builders will have more satisfied home buyers, shorter design center appointments, and increased options revenue.

Some of the top construction software and service providers are coming together under one alliance to bring a new integration initiative to builders.

The initiative, BASE (Builders Alliance for Software Efficiency), www.basealliance.com, consists of Builder1440, www.builder1440.com, Baltimore, Md.; Sage Software, www.sagetimberlineoffice.com, Beaverton, Ore.; Customer Velocity, www.customervelocity.com, The Woodlands, Texas; Avid Ratings, www.avidratings.com, Madison, Wis.; AxisPointe, www.axispointe.com, Lehi, Utah; BuilderMT, www.buildermt.com, Lakewood, Colo.; Corrigo, www.corrigo.com, Redwood City, Calif.; RIM (Research In Motion), www.researchinmotion.com, Waterloo, Ont.; Sales Simplicity, www.salessimplicity.net, Chandler, Ariz.; and Sprint Nextel, www.sprint.com, Overland Park, Kan.

The software solutions from the members in BASE are integrated, which means information in one product can be linked to other BASE member’s products. For builders, this means easily transferring information from one process to the next with connected solutions.

While the BASE alliance was announced from IBS (Intl. Builders’ Show), held in Orlando, Fla., Feb. 12-15, multiple members of the alliance also made news on an individual basis at the show.

Customer Velocity, announced two major initiatives: myBuilderWebsite and Lead Velocity EXPRESS. Both initiatives are designed for the small-sized construction company in the down market.

myBuilderWebsite is for builders to manage content on their Websites. The basic package is free, but upgraded features can be added for a cost. Lead Velocity EXPRESS is similar to Customer Velocity’s Lead Velocity Pro and Enterprise software for CRM (customer-relationship management). EXPRESS is designed for small-sized companies to close leads.

Builder1440 released the latest version of its Internet-based Sales1440 for CRM. Sales1440 6.2 includes a Consolidated Notes feature, which allows builders to organize notes on customers. The product also allows for tracking of customer Web leads with the automated Lead Funnel.

“Sales1440’s newest version gives builders what they need to sell more homes in today’s market: cutting edge performance, system dependability, and common-sense functionality,” says Matt McShane, vice president, Builder1440.

Sage Software gave builders an opportunity to switch from QuickBooks to Sage Master Builder with free data conversion tools in addition to a discounted Sage Master Builder solution.

“We understand our customers are facing tough market conditions and we want to do everything we can to help them stay competitive,” says John Geffel, senior vice president and general manager, Sage Software.

For builders who weren’t able to take advantage of this deal at IBS, Sage says there are still other methods available to make the switch from QuickBooks to Sage Software.

Click here to read the article.

Builder1440, LLC, the home building industry’s leading provider of Internet-based Customer Relationship Management (CRM) and sales systems, announced their Builder1440 application suite was voted one of the Top New 100 Products of 2007 by Professional Builder magazine.

Each year, Professional Builder editors evaluate hundreds of industry products and recognize 100 as the Top New Products of the year. The annual awards emphasize technical innovation, increased growth and market position within the home building industry.

The Professional Builder editors base their evaluation on four criteria: technical advances in technology, significant product improvement, new products lines or features and increased product competition.

“The Professional Builder editorial team chose Builder1440’s software suite because of the enhanced suite of applications available,” explains Paul Deffenbaugh, Editorial Director for Professional Builder.
“With noteworthy growth and innovative technology solutions, Builder1440 has helped establish the future of home building software systems.”

The Builder1440 application suite, which includes the cornerstone software solution Sales1440, was developed to help home builders concentrate on building and selling homes by leaving the technology worries to the Builder1440 experts.

Sales1440 automates the entire home buying process, from the time the prospect requests information from a builder’s website or walks into the sales center, to lot and floor plan selection, home configuration, contract generation, loan calculations, change order management and customer relationship management.

The Sales1440 CRM system makes it simple for builders to sell more homes by ensuring constant communication with prospects through customizable targeted Follow-Through^® plans from Bob Schultz and the New Home Specialists.

Also included in Builder1440’s software suite is DealWorks1440, an online sales pricing and analysis tool that seamlessly integrates Sales1440 with Sage Master Builder/Sage Timberline Office. Dealworks1440 enables builders to easily establish retail pricing, improve profit margins and streamline operations.

MyHome1440, another complementary product to Sales1440, is an Internet-based home customization portal for prospects and home buyers that enhances the home buying experience by displaying inventory and pricing in real time and allowing prospects to view and select communities, plans, plot maps, homes & options from Sales1440.

Builder1440, LLC, the home building industry’s leading provider of Internet-based Customer Relationship Management (CRM) and sales systems, announced that it was selected for the second time by Constructech Residential Magazine as one of Technology’s Hottest Companies for 2007.

Technology’s Hottest Award presented by Constructech, a leader in identifying technology and automation solutions for the commercial and residential markets, honors companies making the biggest impact within the construction marketplace.

“Builder1440 was selected by the Constructech editors because they have really stood out as a ‘hot’ company this year, despite a cooling market,” explains Peggy Smedley, Editorial Director of Constructech. “Builder1440 understands home builders need innovative software solutions that make their companies more efficient, effective and ultimately more profitable. By partnering with industry leaders and offering reliable products, Builder1440 clearly knows how to help builders seal the deal.”

Builder1440 has established itself as a “hot” company by providing software solutions to hundreds of builders nationwide. In the last 24 months, three of the top 25 home builders looking for CRM chose Sales1440^® for national implementation. Sales1440’s success and popularity have given home builders using the software 10% of all US housing starts in 2006.

Sales1440, Builder1440, LLC’s cornerstone software solution, allows home builders to automate the entire sales process, from the time the prospect requests information from a builder’s website or walks into the sales center, to lot and floor plan selection, home configuration, contract generation, loan calculations, change order management and customer relationship management.

In a cooling housing market, Builder1440 has sought to ensure builders can continue to make money. The company teamed up with real estate sales, management and market resource, Bob Schultz, to create a Follow-Through^® System for Sales1440. The New Home Specialist Closing Action Plan (CAP) ^SM Follow-Through^® System provides builders with turn-key plans for follow up and appointment setting that ensures constant communication with prospects through targeted marketing.

“New home sales are NOT a function of traffic. They are the result of the correct sales process and Follow-Through®,” notes Bob Schultz, the New Home Specialist. “That’s why we have partnered with Builder1440 to provide the most complete and efficient system for customer contact—a congruent strategy that’s easy to use. We chose to partner with Builder1440 over all the other providers in the industry because of Sales1440’s ease of use and superior CRM capabilities that have proven over time to sell more homes.”

Sales1440 is offered through both License and Application Service Provider (ASP) models, serving both large and small builders. The ASP model is very popular with home builders because it does not require any additional technological investment or expertise on the part of the builders. They can concentrate on building and selling homes and leave technology worries to the Builder1440 experts. Also enticing is the fact that with the ASP model, a new client can be up and running on the system within days.

“It is an honor to have Builder1440 chosen as one of Constructech’s Hottest Technology for the second time,” notes Builder1440 Vice President, Matt McShane. “We strive to offer home builders the best sales solutions so builders can save money through efficiency and mistake prevention while also increasing their sales. We concentrate on what builders need by partnering with other industry leading software companies and industry experts such as Bob Schultz. We will continue to strive to provide the best software and services that enable builders to make more money by preventing errors and increasing sales revenues.”

Home building software is a competitive market, with top contenders offering superior functionality and usability. However, home builders have declared one software application stands alone in offering the best service to the home building industry—Sales1440, Builder1440’s cornerstone customer relationship management (CRM) product.

Builder1440 has defined itself as a leader of software applications in the home building industry. More builders are becoming familiar with the unparalleled performance of Builder1440’s software solutions. As a result, Sales1440 has become recognized as the standard in home building software market.

Bob Schultz Sales Strategies + Sales1440^TM CRM Technology = New Home Sales

With the market cooling, now is the time for builders to make the most of the customers that walk through their door. This is why Builder1440, a Baltimore-based home builder technology solutions provider, has partnered with Bob Schultz & The New Home Specialists, the home building industry’s leading sales, management and marketing resource, to offer the most comprehensive sales assistance modules available: The New Home Specialist Closing Action Plan (CAP)^SM Follow-Through^® System for Sales1440^TM.

By combining Bob Schultz & The New Home Specialists’ proven sales strategies with Sales1440’s industry leading customer relationship management (CRM) and sales technology, home builders’ sales teams will be equipped to sell more homes and build long term relationships with potential home buyers.

“It is extremely possible to close a new home sale on the customer’s first visit, but if you don’t, you must get them back one more time,” states Bob Schultz, new home sales and management guru. “That’s called Follow-Through. Behind closing, it’s the most important and least recognized skill for new home salespeople. Bob Schultz & The New Home Specialists are excited to collaborate with Builder1440 to make our proven systems available with the ease of the Sales1440 application.”

The sales assistance modules for Sales1440 will provide users with templates and scripts for appointment setting and numerous forms of follow up, including emails, phone calls, surveys, marketing campaigns, and promotional pieces. With a broad range of actions plans for all types of customers, from eLeads to walk-in prospects, Realtors® and everybody in between, The New Home Specialist Closing Action Plan (CAP)^SM Follow-Through^® System for Sales1440^TM will provide builders’ salespeople with the tools necessary to close each sale.

“Builder1440 is excited to enhance Sales1440 CRM with the CAP Follow-Through® module. Successful builders understand the important benefits of using a proven CRM tool like Sales1440 and now have the ability to use proven follow up methodologies. With the combination of the CAP Follow-Through® System and Sales1440, a builder can be implement successful follow up plans in a matter of hours.” says Matt McShane, Vice President of Builder1440.

Since many builders simply do not have the sales strategies and follow up plans in place to ensure that consistent communication is maintained with their prospects, it is not surprising that 70-80% of all inquiries are never pursued by salespeople. By supplying sales representatives with a wide variety of follow up templates, The New Home Specialists and Sales1440’s Follow-Through® System guarantees that each prospect receives the level of attention they need.

To increase conversion ratios in the current market, sales representatives must also practice consistent discovery and quality presentations in addition to enhanced follow up. Sales representatives need to explain the benefits of buying in this market – interest rates are still low and buying power is still high. In the rare instance that a prospect leaves without a firm appointment, sales representatives need to have a tool box full of reasons to call back. And, most importantly, if salespeople consistently follow up with buyers using targeted communications and campaigns, they will be on their way to selling more homes.

To learn more about The New Home Specialist Closing Action Plan (CAP)^SM Follow-Through® System for Sales1440^TM, email Builder1440 at info@builder1440.com. Stop by Builder1440’s booth #W3993 at the International Builders’ Show for a free demo and to learn how follow up can help you capture more sales.

As the housing market continues to slow, home builders are faced with new and challenging obstacles with regard to finding prospects and closing sales. Now is the time for builders to develop and implement sales strategies and software systems that will enable them to increase sales in the upcoming year. At the 2007 International Builders’ Show (IBS), Baltimore-based home builder technology solutions provider, Builder1440, LLC, will begin to roll out its line of new products designed to help builders sell more homes. The suite of builder software will include:

• Sales1440^TM v6.0 – Internet-based CRM and sales system for builders
• DealWorks1440^TM – Complete sales pricing and sales analysis tool
• SiteAuthor1440^TM – Internet marketing and content management system
• My1440Home^TM – Home customization portal for prospects and buyers

For the Builders’ Show, Builder1440 has added innovative features and functionality to Sales1440 v6.0, the company’s Internet-based and on-demand customer relationship management and sales system for home builders. The new release builds on the system’s existing follow up and campaign management capabilities and includes enhancements that allow a builder to change prospects’ rankings and associated follow up plans. Moreover, the application enables builders to monitor leads, sales, and follow up statistics via a real-time dashboard.

Sales1440 v6.0 accelerates the sales cycle by enabling builders to automatically route web leads to sales representatives for efficient follow up. Sales representations can then nurture leads with scheduled email campaigns and customized follow up programs. Furthermore, Sales1440 v6.0 facilitates the collection of customer feedback by enabling builders to create questionnaires for use at specific stages during the sales cycle.

Included in Builder1440’s suite of home builder software is DealWorks1440, a complete sales pricing and sales analysis tool that allows home builders to mark up costs and establish pricing for plans, options and lots for use in the sales process. DealWorks1440 grants home builders more control over their profits, letting them compare budgets to actuals in order to determine whether or not to accept a sale.

Knowing that 77% of buyers shop online for their new homes, builders have turned to the Internet for lead generation. However, just having a simple website is not enough to engage buyers. SiteAuthor1440, Builder1440’s Internet marketing and content management system, allows builders to interact with buyers through customized online forms and automatic email responses. SiteAuthor1440 also enables builders to modify website navigation and content in real-time as well as display inventory and pricing information online.

Building relationships with prospects and home buyers is critical to the success of every home builder. My1440Home, Builder1440’s home customization portal, enables prospects and buyers to play an integral role in the home buying process, allowing them to view communities, plans, elevations, and lots as well as select and modify options online from anywhere, at anytime. Additionally, prospects have the ability to save and email their home selections, while home buyers can create option wish lists, submit warranty requests, and execute buyer to-do lists. Enabling prospects and home buyers to customize their home online, My1440Home helps builders create the ultimate home buying experience while improving their profit margin and bottom line.

Stop by Builder1440’s booth #W3993 at IBS for a live demo of the company’s suite of home builder software. To schedule a one-on-one meeting with a Builder1440 representative, email info@builder1440.com or call 877-604-1440.