Education Profile: How Builders Should Apply John Wooden’s Rebound Lessons to Home Sales

The 2014 NAHB International Builders’ Show® is once again enhancing its education programs to meet the needs of our attendees! We’ll be profiling some of the new and unique sessions with topics and speakers that will give you the insight to tackle today’s issues. IBS has the knowledge you need – now more than ever!


The way the home building industry has changed so quickly has been a real challenge for many home builders. While our industry took a huge hit and stalled during the economic downturn, everything else kept moving – in particular technology – and because so, consumers are better informed. This is where you actually have an opportunity to successfully rebound by implementing a new approach to sales.

When it comes to teaching rebound techniques, no one was better than legendary basketball coach, John Wooden. The lessons Coach Wooden taught in basketball are actually quite relevant to those of us in the home building industry. Stephen will provide some compelling solutions to these questions:

Lesson #1: Where else have your shoppers been in their home search?

In today’s market, when someone walks into your model home, it is rare that this is the first model home that they have ever entered. Most people you encounter are not beginning their search. This opportunity is someone else’s miss, so how will you approach these folks differently so you have a shot at making the basket?

Lesson #2: How can I prepare for a highly informed consumer?

Now that you are assuming that future opportunities with potential buyers are someone else’s miss, how will you prepare? Your strategy needs to be different than it was pre-recession. How can you alter your tactics to better connect with and address today’s customer?

Lesson #3: What are the most effective methods to follow up with today’s buyers?

In builders’ terms, this means follow-up regularly and wisely – a more advanced, targeted approach to follow-up to make sure that you don’t become the next person’s miss. What techniques actually work?

During Stephen Haines’ session at IBS, he will answer these and other questions by applying John Wooden’s rebound lessons to help you achieve greater success in this recovery.


Stephen Haines is the VP Sales for PulteGroup-Georgia and will be presenting, Succeed in the Recovery: Rebound Lessons from NCAA Legend John Wooden at the Builders’ Show on February 5. More information on Stephen, including sales tips and tactics, can be found at

You can register for IBS 2014 at!

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