Builders Helping Builders: Motivating 50+ Buyers

Filed in Business Management by on February 8, 2015 0 Comments

nextstepsBuilders Helping Builders is an interactive blog post that allows members to tap into the vast knowledge and experience of the entire Federation in one convenient location. Each week, a new question—submitted by an NAHB member—will be featured in the Monday Morning Briefing and here on the blog.

Last week, several members responded to the question: As a builder, how can we identify a great sales person in an interview?

Kay Fisher, with Kay Fisher & Associates in Cornelius, N.C., offered the following:

My husband and I both did new home sales for about 8 years each before forming a real estate team in general brokerage outside of Charlotte, NC. I was 23 when I started selling new homes and was super driven. I think a lot of the success in new home sales comes from drive, I know the builder for whom I worked asked questions like “how did you pay for college?” and also would identify talent in other industries- restaurants, teachers, etc. In my own team, I have found the best people are the ones without experience but have the natural skill set to be successful.

To read all of the responses, click here.

This week’s question: How do you spark a sense of urgency in active adult buyers, enough to get them to the next step?

To submit an answer or ask a question, post in the comments below or email


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