Builder's Objectives Burlington VT

Source: BIG BUILDER Magazine
Publication date: October 15, 2004

By Bob Mirman and Alex Roqueta

FOR FIRST-TIME AND EVEN TRADE-UP home buyers, the decision to purchase a new home is often compared to that first plunge on an exhilarating thrill ride—the beginning of what promises to be an up-and-down, twist-and-turn roller coaster journey with one surprise after another. Like a roller coaster, the buying experience reaches its highest speeds at the very beginning and then again at the very end of the ride; but even during the middle phase, the ride can get bumpy. For many home buyers, much of the ride is often in the dark.

That's why the initial phase of the home buying experience is so critical. It's where the tone of the experience is set and its parameters defined. It's where it is essential for builders to make sure the unknown becomes familiar. If buyers are to enjoy the home buying ride, anxiety must be eased and builders must provide some light at the end of the tunnel. Builders must engineer an extraordinary ride during the purchase phase and must appreciate from the start how the buyer's objectives are fundamentally different than what most builders want to accomplish.

The Traditional Builder's Objectives:

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