A Failure to Follow Up
“Despite Housing Crunch, Some Builders Ignore Prospective Buyers,” an article published in Sustainable Land Development Todayby Marc Lumpkin states that builders are spending millions to attract prospects, and then failing to follow up.
Here on some interesting facts on figures on a few of the shortfalls:
16% of the buyers were not greeted when they walked into a model home sale center.
Only 56% of the agents requested a registration card and permission to follow up with prospective buyers.
Only 36% of the visits actually resulted in an agent following up.
Agents followed up with relevant information for prospects only 14% of the time.
Lumpkin’s article analyzes the problem, then offers solutions to fix the problem. Given the extensive work I do with civil and building engineers focused on land development and subdivision projects, I found the information in the article quite interesting. You can read the entire article here.
