2008 Southwest Builders Show Phoenix, AZ
I am heading off to the state of my birth (I was actually born in Tucson, AZ) this week
I will be presenting at the Southwest Builders Show Arizona’s largest show for builders and building industry suppliers in the Southwest region. Sponsored by the Home Builders Association of Central Arizona (HBACA).
SESSION 1: CONVERTING INTERNET BROWSERS INTO BUYERS with MIKE LYON
When: October 30 10:00 AM - 11:30 AM
Where: Phoenix Convention Center | Rooms 166 - 167
About The Show:
The HBACA is committed to making sure the Southwest Builders Show is not only Arizona’s best showcase of products and services relating to the homebuilding industry but also an educational experience for all those who attend. Each session is guaranteed to be packed with information that you can use now to improve your business. Our Educational Sessions offered at past shows have covered various topics such as safety, design trends, sales tips, green building, construction standards and much more. This year our focus is how to help you sell more homes so you can get back in the game! We know you won’t want to miss these great seminars!
This annual show offers
- Cutting edge educational seminars
- The largest exhibit floor in Arizona displaying the products your buyers want to have in their homes
- Special events geared specifically for the building industry
Your competition is sure to be at the Southwest Builders Show. Make sure you are too! Registration opens August 4, 2008
The Show will be held October 30, 2008 at the Phoenix Convention Center in Phoenix, Arizona. And what a great show it is going to be… due to last year’s success, they have expanded the show floor to add more booths. That means more exciting products and services will be on display than ever before!
Nathan Keener Lyon
We’ve had a busy few days. Our 2nd son, Nathan Keener Lyon, was born July 10th at 3:17 p.m. Even though mom was a week and a half late, they both performed beautifully with our second natural childbirth!
He looks just like his mom!
Myers Barnes - Sales Manager Summit
It was another home run seminar in Orlando. Myers is always on point with relative information and tools you can use to immediately increase business.
On the first day, I presented along with Tom Nelson of NDG Communications. We covered how to set up a successful online marketing and sales program.
It was a fantastic audience and some of the smartest people in the industry. I was able to rub shoulders with the best. I’ll see everyone next year!
Manual Makes BuilderBooks.com
I am extremely excited to announce that Browsers to Buyers will now be carried by Builder Books, the publishing arm of the NAHB. I would like to thank Torrie and Jackie for the opportunity and all of their hard work!
This Week on Builder
I applaud Builder Online for their up-to-the-minute news and great articles. They have done an excellent job getting useful information to the masses quickly. Here are a couple of great stories to check out:
Oklahoma HBA Launches Marketing Campaign
Builders use video, blogs, and more to emphasize local market’s health and counter negative national housing headlines. (Yep - that’s my market!)
Need Better Follow-Up?
After report reveals Denver builders’ failure to capitalize on leads, pros stress basics such as phone calls and handwritten thank-yous.(read more info on this study here>>)
A Whole New Banner Ad - 4 Times Better
AdMission Partners with BHI to Provide Online Rich Media Display Ads for U.S. Home Builders
Some pretty cool stuff from Builder Homesite (NewHomeSource) and AdMission.
They have developed a way display multiple properties dynamically through banner ads. Basically, you create an ad template - then it pulls the latest details of the homes you have for sale. On top of all the technical footwork, they are getting better results! Check out the claims from users:
Early AdMission ad campaign participants experienced ad click-through performance that was more than double that of standard display advertising run concurrently on the site.
“Pulte Homes’ Orlando division began running the AdMission banner ads on NewHomeSource.com a couple of months ago, and we are also running four other promotional banner ads at the same time,” said Kristin Vuckovic, marketing manager for Pulte Homes’ Orlando division. “We get a very good click-through rate with our creative on NewHomeSource.com, but we were thrilled to find a click-through rate that is four times better as a result of using the AdMission style of ads.”
Want to see the “AdMission style” of ads in action? Click Here>> to view multiple banner ads displayed. Pretty sweet stuff! Be sure to view the KB Homes ad.
64% of Agents Don’t Follow Up - Say What!
"Whoever can be trusted with very little can also be trusted with much" Luke 16:10a
Builders - if we can’t be trusted with the traffic we have now, how can we be expected to handle it when it comes back?
Take a look at this at this new whitepaper just released by Red Tree Resultants and Qgenisys. They conducted actual on-site evaluations acting as motivated prospects to learn if there would be adequate follow up on the visit to try to persuade the prospect to become a purchaser and what builders and developers can do to improve their market share. What they found out:
- Despite spending millions of dollars to attract them…In only 36% of the visits did an agent bother to follow up with the prospect who visited the community and expressed immediate purchase interest.
- In only 14% of the cases did agents follow up with personalized information about the community that reflected anything they discussed with the prospect.
- Builder agents from the higher-priced homes/communities actually followed the prospect more aggressively than did the lower-priced homes/communities.
- Of all homes visited during our research, unless a prospect followed up with the builder, nearly 60% of all prospective sales would have been lost due to lack of follow up by the builder or the builder’s representative
- We estimate that up to 75% of builders’ emails, both from sales reps and marketing teams were caught by our researchers’ spam filters.
Their findings clearly show that after spending all those marketing dollars to get potential buyers into their homes, motivated buyers were largely ignored and received almost no relevant follow up from the builder’s site agent. On-site builder agents allowed prospects to walk out the door, but also allowed them to slip through their fingers with little relevant follow up…or in many cases ANY follow up after the visit.
The Conclusion - Builders who implement the changes we have recommended here will be better positioned than those that do not to take advantage of the inevitable turn around that will eventually come in the housing market.
Thanks to Brendan and his team for the timely and powerful info.
Contact:
Red Tree Marketing Resultants
Brendan Miller
(303) 741-2369
www.redtreeresults.com
2008 International Builders’ Show
I will be participating in a seminar at the upcoming Builders’ Show on Feb the 13th. I look forward to presenting and meeting with everyone in person.
Online Marketing Tips and Tools for Custom and Small Volume Builders
Speaker(s): Stephen Feltner, Mike Lyon, Tom Nelson, Jane Sonet
Most of the discussion around leveraging the Internet to reach homebuyers has typically been directed to large volume builders. Our focus, specifically tailored to the needs of custom and small volume builders, will provide this segment with effective marketing strategies to reach more online buyers.
The International Builders’ Show is the largest annual light construction show in the world, with more than one-and-a-half million square feet of the latest and most advanced building products and services ever assembled. More than 1,800 leading suppliers representing 300 industry categories are represented. For more information on IBS, visit www.buildersshow.com.
Ask The Experts Webinar - Thursday Jan 10th
I will be participating in an upcoming Ask The Experts Webinar Series by Blue Tangerine Solutions. This is a free series and you can register online today >>
Webinar Details:
The Top Six Must Have Tools For Your Web Site
Thursday, January 10, 2008 - 12:00 PM Eastern
Expert: Mike Lyon, Author of “Browsers to Buyers: Proven Strategies for Selling New Homes Online”
Join us online for our upcoming “Ask the Experts” Webinar series when we talk with Mike Lyon about the “Must Haves” for every home builder website.
As an industry insider, Mike Lyon will reveal trade secrets that promise to explode your online sales and convert more of your Browsers into Buyers.
Ask The Experts Webinar
I will be participating in an upcoming Ask The Experts Webinar Series by Blue Tangerine Solutions. This is a free series and you can register online today >>
Webinar Details:
How to Create An Effective Online Sales Program
Wednesday, November 7, 2007 - 12:00 PM Eastern
Expert: Mike Lyon, Online Sales Counselor for Simmons Homes and Author of “Browsers to Buyers: Proven Strategies for Selling New Homes Online”
Join us online for our upcoming “Ask the Experts” Webinar series when we talk with Mike Lyon about key strategies for implementing or improving your Online Sales Program. He will cover topics such as:
- The Online Sales Formula and Process
- How to hire just the right person as your Online Sales Counselor and how to structure that position
- Online Marketing that’s tailored specifically for homebuilders
- An overview of the Follow-Up Process
As an industry insider, Mike Lyon will reveal trade secrets that promise to explode your online sales and convert more of your Browsers into Buyers.
