IBS 2020 Master Workshop: 10 Ways to Shorten the Buying Cycle

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 the NAHB International Builders’ Show® (IBS) Master Workshop, “10 Ways to Shorten the Buying Cycle,” industry expert presenters, Jeff Shore, Will Duderstadt and Ronda Conger, will put on trial many "sacred cow" sales practices, such as lot listings on websites and overly detailed brochures, and examine more than 10 new ideas to counter out-of-date practices. In this three-hour advanced session, you will:

• Examine the research behind buying cycle time and understand why it's important to shorten this in today's 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• Discuss common practices that are outdated, such as advertising incentives, home of the week boards and price sheets, and how these actually elongate your cycle.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.

Attend this workshop and walk away with a fresh approach to your sales strategy and detailed instructions for shortening your cycle. Master Workshops are changing at IBS 2020! There are some big changes in store for the Builders' Show, including the Master Workshops. Previously known as Master Sessions, these advanced three-hour workshops dig deep into specific industry topics. This year, all Master Workshops will be held on Monday, Jan. 20 — the day before the show officially kicks off — and are open to all registered attendees for an additional fee. How to Attend This Master Workshop will be held on Jan. 20, 9 a.m. – 12 p.m., and is eligible for continuing education credits. Workshops are $75 each. Tickets may be purchased online by adding them to your IBS registration. Get details of all the IBS 2020 Master Workshops here.