Housing Giants - August 25, 2008 - (Page 5) conTEnTS (+) Resistance 8.25.08 (+) Customer Stress During Sales Decision Visit One Visit Two Visit Three Customer Stress During Sales Decision S TA FTwo Visit F Resistance Visit One Editorial Director Paul Deffenbaugh, 630/288-8190 paul.deffenbaugh@reedbusiness.com Assistant Managing Editor Sara Zailskas, 630/288-8197 sara.zailskas@reedbusiness.com Senior Editors Bill Lurz, 941/371-4804 bill.lurz@reedbusiness.com Visit Three 10 20 26 FEATURE (--) Car Office Model 1 Model 2 Model 3 Office Home Source: Rick Heaston 2008 (--) Car Office Client/Builder Touch Points Mark 1 Jarasek, 630/288-8171 Model Model 2 Model 3 mark.jarasek@reedbusiness.com Client/Builder Touch Points Office Home Source: Rick Heaston 26 MAnAgEMEnT | Bill Lurz The Talent Opportunity Our industry is teeming with quality players looking for work. Meanwhile, you have time to solidify your team. There’s room to improve — if you act on it. Felicia Oliver, 630/288-8483 felicia.oliver@reedbusiness.com Contributing Editors John Burns, Rick Heaston, Michael Kahn, Michael Dickens Editorial Assistant Jennifer Powell, 630/288-8297 jennifer.powell@reedbusiness.com Production Editor Kristin Foster, 630/288-8167 kristin.foster@reedbusiness.com Creative Director Bill Patton, 630/288-8050 bpatton@reedbusiness.com Art Director Paula Girshman, 630/288-8560 paula.girshman@reedbusiness.com Circulation Manager Angela Tanner, 800/446-6551 subsmail@reedbusiness.com Vice President, Residential Construction Group Julian Francis, 630/288-8826 julian.francis@reedbusiness.com Publisher Tony Mancini, 610/205-1180 armancini@reedbusiness.com Director of Finance Bruce Ksiazek, 630/288-8120 bksiazek@reedbusiness.com Research Director Barbara Allelujka, 630/288-8175 barbara.allelujka@reedbusiness.com Editorial & Publishing Office Reed Residential Group 2000 Clearwater Drive, Oak Brook, IL 60523 Telephone: 630/288-8000; Fax: 630/288-8145 Letters to the Editor: Housing Giants, 2000 Clearwater Drive, Oak Brook, IL 60523; fax 630/2888145; e-mail: paul.deffenbaugh@reedbusiness. com. Include daytime phone number. Letters are subject to editing. Housing Giants copyright 2008 DEPARTMEnTS 7 10 14 V i E w P o i n T | Bill Lurz Bill expounds on why the tax credit in the new housing bill is a good thing. M o V E S | Jennifer Powell News on the people and events that shape our industry w o R k F o R c E | Henry Cisneros The Case to Serve the Latino Market Are your plans tailored to Latinos? There are reasons to pay attention to this critical sector. 20 S E l l | Rick Heaston Time to Reinvent Yourself Rick takes a look at the critical path to selling by examining your customer’s perspective. Reed Business Information Tad Smith: Chief Executive Officer Jeff Greisch: President, Chicago Division Custom Reprint, Electronic and Content Licensing use, contact Angie Van Gorder 717/399-1900, x176, angie.vangorder@theygsgroup.com Are you signed up for Housing Giants? Go to www.getfreemag.com/gia and answer YES to the digital question. http://www.getfreemag.com/gia
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