What's New at The William E. Becker Organization

Bill Becker is consistently featured as a speaker for NAHB's National Convention, the Atlantic Builders Convention and 50+ Housing Symposiums, as well as regional and other industry conferences and conventions. A recognized and sought-after author of articles focused on the active lifestyle housing industry for more than four decades. The culmination of his writing is his latest book, to be published in the Summer 2009, titled, "The Professional Reference Manual for Marketing a 50+ Active Lifestyle Community," which focuses on understanding the active lifestyle market, the five stages of strategic market development strategy, key issues for beating the competition, creative pricing strategies and target market audiences.

At the recent Atlantic Builder's Convention in Spring 2009, Bill Becker offered the following Top 10 Survival Rules for 50+ Housing:

Know your product and your buyer's motivation to change their lifestyle.
Understand why 50+ buyers want to change their lifestyle and location.
Determine what makes your community stand out.
Sell the value factors.
STOP selling what your community offers and START selling what customers need.
STOP thinking like a builder and START thinking like a buyer.
Concentrate on the buyer's process and forget your sales process.
Point out the prospect's problems shared by others and how they were solved.
Create urgency. Limit the amount of available product within the prospect's timeframe.
Get the prospect to agree to move to the next stage.