FEB 9-11, 2021

10 Ways to Shorten the Buying Cycle

Monday, January 20 | 9:00 AM - 12:00 PM

LOCATION: LVCC - South 233


LEVEL OF CONTENT: Advanced More Info

WHO SHOULD ATTEND: Sales & Marketing Professionals, Single Family - All, Remodelers

TRACK: Sales & Marketing

Research shows that the longer someone stays in the buying cycle without making a purchasing decision, the less likely they are to buy. Long buying cycles are good for absolutely no one. To make matters worse, many builders follow practices that unnecessarily elongate the process. In this 3-hour advanced Master Workshop, we’ll put on trial many of our “sacred cow” sales practices and examine 10+ new ideas, such as interactive renderings, a first visit closing process, creative video follow-up, and more, to counter out-of-date practices. Walk away with a fresh approach to your sales strategy and detailed instructions for shorting your cycle.

  • Examine the research behind buying cycle time and understand why its important to shorten this in todays competitive market.
  • Discuss common practices that are outdated, such as advertising incentives, home of the week boards, and price sheets, and how these actually elongate your cycle.
  • Explore new tactics, such as interactive floor plans and creative video techniques, that help shorten the cycle and increase your sales.

Workshops are $75 each. Purchase with your IBS registration (any type). Tickets may be purchased online by adding them to your IBS registration. Tickets purchased on or prior to December 13, 2019 will be mailed. Tickets purchased between December 14, 2019 and January 23, 2020 must be picked up by the purchaser at the IBS Special Events Ticket counter in the IBS Registration Tent beginning Sunday, January 19, 2020. Tickets will not be distributed to anyone other than the purchaser of record. Photo ID will be required. Onsite Registration: If you are not yet registered for the show, please follow the instructions above. If you are already registered for IBS, you can head to the room of the workshop you with to attend on Monday, January 20 and staff onsite will process your purchase. 

Continuing Education

NAHB - 3.00 CE hour(s), NKBA - 0.3 CEU(s)

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  • 1201 15th St NW
    Washington, DC 20005

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