Archive for the ‘Sales1440’ Category

2013 NHQ Awards: Constellation Customers Clean Up

Friday, October 19th, 2012
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2013 NHQ Gold Award Winner: Charter Homes & Neighborhoods

The 2013 National Housing Quality Awards have been announced, and we are proud to report that two of our customers, DSLD Homes and Charter Homes & Neighborhoods, have taken the Silver and Gold awards, respectively. Congratulations to you both! At Constellation, we strive to aid our clients any way we can in their efforts to streamline building processes, and we are thrilled to play a small role in the success of these two remarkable builders.

DSLD Homes

In 2008, we implemented a Constellation solution for DSLD Homes, a brand-new homebuilder in Louisiana. Today, DSLD builds 687 homes annually, and we like to think that we played a small part. DSLD uses Constellation to help them collaborate, control costs, and eliminate mistakes.

DSLD boasts a 46-day cycle time, which is made possible in part by NEWSTAR Scheduling. Further, the article notes that the builder’s “trades are paid within two days of completing the work, even without submitting an invoice.” Again, NEWSTAR Scheduling with AutoPay and NEWSTAR Workflow Services allow the system to automatically transfer funds to the trades, as contracted, as soon as the work has been checked to the builder’s satisfaction. Read more about DSLD’s big win by clicking here.

Charter Homes & Neighborhoods

Charter Homes has achieved the prestigious status of NHQ Gold, having progressed from Bronze to Silver in the previous two years. This is an enviable feat, as there have only been seven homebuilders to receive the honor since the award’s inception in 1993. Charter Homes uses Constellation software to manage their operations, with Sales1440 utilized for sales, marketing, planning, and tracking. Read more about Charter Homes’ climb from Bronze to Gold by clicking here.

Once again, congratulations to DSLD and Charter: two progressive homebuilders who push the envelope of efficiency and maximize margins without satisfying quality or customer satisfaction.

The Value of a New Home Sales and CRM System

Wednesday, October 13th, 2010
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Recently, I had the opportunity to visit with a client and was pleasantly surprised.  The Sales Manager explained that they weren’t currently using all of the features in their new home sales system to capture all the sales information, but then she explained that they did use it for many important functions.  She explained that even though they didn’t use it to its fullest extent, it was still a very helpful tool, and she excitedly described how it recently helped her land a very important sale.

A husband and wife had come into the sales office one day and told her that they had visited and taken a look around a couple of years ago, and liked what they saw, and they were getting closer to being ready to buy.  The Sales Manager welcomed them back, and invited them to take a look around the model, and politely excused herself, saying that she needed to take care of something in her office and that she would be back in just a moment.  She rushed back into her office and pulled up their names in their CRM system, and was able to refresh her memory by reading all of the detailed notes she had recorded during their earlier visits.  She returned to her buyers, and created opportunities to work the pieces of information that she had gathered from their visits 2 years ago, into the conversation.  The prospects felt very special and thought it was absolutely amazing that she remembered so much about them.

The Sales Manager told me that she ultimately closed a sale with them, and that the prospects mentioned they were very impressed with her ability to remember them.  While she recognizes that there were many other factors that impacted the final purchase decision, she was also confident that her effort to enter additional prospect information in the new home sales and CRM system played a large role in landing the sale.

Another Reason to Get Leads into Your Sales System Immediately

Monday, April 26th, 2010
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When your website is hooked up to your sales system in real-time, you can start to analyze data in powerful ways.  Without this real-time integration, you won’t know exactly when the lead came in… it would most likely show up as 50 leads every Monday morning, some of them may have expressed interest almost a week ago. (if they submitted their contact information right after you did the import)

Having said that, here is some aggregate analysis for lead distribution by Day of Week and Time of Day.  If you look at the charts and imagine how this fits in your prospective home buyer’s day, you should be able to decide when you want your sales staff available to answer questions by e-mail or phone and schedule appointments for your sales agents.

Lead Distribution – Day of Week

  1. husband/wife procrastination factor “can you look up that house we saw last weekend?” it looks like it takes a couple of days for the husband/wife to get around to it.

Lead Distribution – Time of Day

  1. Look for homes online around lunch time
  2. During afternoon meetings, before leaving the office, they look for more homes
  3. Driving home and eating dinner, so no looking for homes at this time
  4. Look for more homes after dinner around 7pm.
  5. From 8PM to 10PM, put the kids to bed
  6. Kids are in bed, time to look for homes again.

Note: Although 8AM, doesn’t look like a prime time for leads, there is some opportunity on Monday mornings as you’ll see below.

Lead Distribution – Day of Week and Time of Day

  1. Around noon on Sunday, they look for homes online
  2. They might be driving around looking for homes in the neighbourhoods they like between 1 and 5pm on Sunday.
  3. Around 6pm they look up the homes that they saw on their Sunday drive
  4. At 8 AM on Monday, they get to work and look at more homes.
  5. At 4 PM on Monday they look for more homes before leaving work
  6. On Tuesday at lunch and towards the end of their workday, they look for more homes.
  7. They look for more homes on Tuesday around 10 PM, then they forget about it until Friday as they prepare for their weekend.