Robert August, Author at Colorado Builder Magazine

Prospects are really buying the salesperson first, and they do it quickly. (Photo: Thatsaphon Saengnarongrat, Dreamstime)

The make-or-break time for builder sales

Amid a changing cultural environment, people are not communicating and socializing as much as they have in the past. So,

Never think that they will always be your customers. (Photo: Viacheslav Iacobchuk, Dreamstime)

Never take your customers for granted. You must earn the right to call your customers “your” customers.

Regardless of how you communicate with prospects and customers, builder salespeople need to make sure they follow up to stay top-of-mind.

I am continually amazed by student salespeople who choose to not follow up with customers.

Making contact isn't enough. To close the sale, builders need to follow up. (Photo: Diego Vito Cervo, Dreamstime)

The No. 1 pitfall I see in sales of any product or service is the lack of follow-up with prospective