How softening demand, greater consumer fear, and rising cancellation rates have... More
Inflation remains at 40-year highs while national housing sales levels have... More
Inflation remains at 40-year highs while national housing sales levels have... More
When homeowners cancel a home improvement sale, it's often because they have an unstated objection that was never uncovered or addressed by the salesperson. More
A well-defined cancel/save procedure can recover 25% to 30% of rescinded contracts. More
Check your state's laws to see if you must offer a notice of rescission for a showroom sale. More
Strong companies have a system to prevent cancellations and a system to manage them when they happen. More
Even the most fastidious and image-conscious remodeler is no match for construction dust, noise, and other unpleasantries when clients are expecting a muss-free makeover. More
This is not an assault on those who use a price drop as an incentive to close. The issue is "The Big Drop." This practice dates back to the late '40s and early '50s when -- in an effort to sell roofing, siding, and storm windows -- sellers would offer a discount, maybe 10% of the quoted retail price, to get the order. If you are a proponent of this selling style, you need only review the manner in which you get rescission. For most canceled sales, price is the reason. Consider the number of people you don't close because the abundant discounts don't seem credible. More
The contract is signed and the salesperson leaves, but the next day the homeownercalls to report that her son (or daughter or grandson) says the windows (orsunroom or siding) costs too much, and she wants to cancel. How do youhandle these third-party kills? More
