Housing Giants - April 10, 2008 - (Page 7)

VIEWPOINT By Bill Lurz, Senior Editor, Business IS SELLING FINANCING A LOST ART? That’s what Bill wondered on his blog, Ear to the Ground. Tom Richey called me the other day to builders cut their sales staffs to try to vent about the inability of most new-home survive the current crash they often cut sales agents to master the art of selling their most experienced salespeople — and special financing. The Houston-based even experienced sales managers — first. sales management consultant, who’s “They kept the kids,” Richey says, “young been at it for more than 30 years, says people who have no experience dealing he’s amazed how few sales agents even with a downturn or selling special financing know how to sell the tax advantages of offers.” HG home ownership over renting, let alone the benefits of a VIDEO EDITORIAL builder’s offer of a 2-1 buy- Hear Bill Lurz’s insight on the latest in the building industry. down of the mortgage rate. “Buying down the mortgage rate for two years is better than discounting the sticker price by an equal amount,” says Richey, “because it doesn’t have the negative psychological impact of a price decline. Home buyers don’t want to see the price of the house go down.” Richey also laments that when many of the largest WWW.HOUSINGGIANTS.COM 4.10.08.HOUSING GIANTS 7 http://www.housingzone.com/blog/1360000536.html http://WWW.HOUSINGGIANTS.COM

Table of Contents Feed for the Digital Edition of Housing Giants - April 10, 2008

Housing Giants - April 10, 2008 Contents Viewpoint News and Moves Market CEO Spotlight The New Housing Demographics

Housing Giants - April 10, 2008

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