Housing Giants Profile: Jagoe Homes

I have stressed the critical importance of focusing on the fundamentals of sales and sales management, whether you are a small- or mid-volume builder or one of the Giants, and urged avoiding quick-fix approaches (e.g., reliance on social media and discounting) and encouraged them to stick with what works.  Here’s what David Crowe is focusing on at Jagoe Homes.

Jagoe Homes, Owensboro, Ky.
(Housing Giants rank: 145) — David Crowe, VP of Sales

Our focus, streamlined processes, and commitment to elim–inating waste in every area of our organization have proven to be the foundation that has seen us through the tough times.With respect to the sales staff, we simply refuse to participate in the belief that people will not buy or build a brand-new Jagoe home. This alone is not enough, but it all starts with the right attitude. In the past year, we have had to make some tough decisions in regards to our sales staff and how we sold in the past. Through needed downsizing, we graded our sales force and kept the best. Then we made a commitment to make sure they received the right support and tools to do their job effectively. We made sure all of them were operating with the best sales presentation possible and then had everyone video shopped. The video shops gave us a great benchmark and provided an extremely valuable coachable situation.

Instead of hoping, wishing, or praying for more traffic, we improved the experience, follow-up, and follow through. As a result, we are converting more of the traffic we generate.

(Adapted from Bob Schultz’s column in Housing Zone/Professional Builder)