Negotiating Dos and Don'ts for Home Builders

This is a helpful list of tips that home builders can use when they're negotiating with clients

March 01, 2009

Joe Pusateri isn't just the owner and president of Elite Homes; he also coaches people on their negotiation skills. Pusateri offered these tips to International Builders' Show attendees in his session, "The Art of the Deal," in January:

DON'T give away anything for free.

DO make sure there's a tradeoff. Always ask for something in return.

DON'T argue. People get defensive when they're arguing.

DO agree and empathize with clients' feelings, then turn the discussion around to negotiate a solution.

DON'T accept the "hot potato." That's where buyers give you their problems, e.g. they can't go above a certain price.

DO challenge it to see if it's valid: "If I can show you the perfect home but it's $350,000, do you still want to see it?"

Comments on: "Negotiating Dos and Don'ts for Home Builders"

WINTER 2022

This Month in Custom Builder

Products
Features

Sales leader and author Mark Richardson shares his advice for how custom builders, and leaders throughout residential construction, can improve the effectiveness of thier staff meetings

Overlay Init