Consumers Come First

THE MARKETING & SALES PROCESS Marketing & Sales Process by Parker Associates. The stakes are always high in any product development, but especially in real estate project developments, planned communities and new home sales programs. Parker Associates has perfected several unique processes for helping developers, builders and community managers take the necessary actions to effectively plan, position, market and sell to achieve success. Parker Associates applies each of these proven processes, taking them from schematic concepts to real-time strategies for feasibility, product definition, consumer identification, applied marketing tactics and monitoring mechanisms. The result is a clear series of steps to assist clients in taking new developments forward on the right […]

Read More »


Millennials Lead the Homeownership Resurgence

Millennials Lead the Homeownership Resurgence NAHB Economics reports momentum continues to build for the housing industry, as evidenced by recent news from the Census Bureau regarding homeownership. “Contrary to some analysts’ predictions that the rate would fall to 61% or lower in the coming years, the new [Census Bureau] estimates indicate it increased to 64.2% in 2017,” said NAHB Chief Economist Robert Dietz. “The data also showed six consecutive quarters of gains in the count of home owners, with notable growth among those under the age of 35.” Indeed, the homeownership rate of millennials (36%) registered the largest gains among all age groups, as noted by NAHB economist Na Zhao […]

Read More »


Cause Marketing

Parker Associates is always looking at the true data.  In this new era of social responsibility, what you don’t do can cost you. “Cause marketing” is now the norm, and customers who visit your website and see your advertising want to know that you share their desire to make the world a better place by supporting an important cause. As reported in a recent article from Entrepreneur, if your business or brand doesn’t stand for a cause, consumers may turn to your competitors. The number of consumers who say they would switch from one brand to another if the other brand were associated with a good cause has climbed to […]

Read More »


BANT-ering Leads

It’s not enough to qualify visitors to your office, store, or sales center using the same old criteria, namely:  Budgets, Authority, Needs, and Timeliness (BANT).  Don’t banter with these people using the typical BANT.  Rather, as explained by Exhibitor Magazine, smart sales people need a full-on question-development process that involves careful scrutiny, testing, and recalibration.  Here’s a five-step guide to provide some understanding: Talk with salespeople to determine what qualifying questions they ask prospects and exactly what information they need to successfully qualify and follow up on leads. Based on their input, devise a prioritized list of potential core queries. Gather input from sales people to analyze the effectiveness of […]

Read More »


Economic Upturn

In the most recent Kiplinger letter, echoed in a recent Financial Overview by Chris Thompson of Wells Fargo, it is recommended to stay calm in spite of the recent stock market gyrations grabbing headlines. The economy remains on solid footing. Expected corporate earnings growth for 2018 is the strongest in eight years, while GDP growth will likely hit 3% for the first time since 2005. The market’s one-year return is still 12.5%. Investors were driven by overblown fears that inflation is poised to jump after Jan. employment data released on Feb. 2 showed a big uptick in wage growth. But these data were highly misleading, caused by cold weather forcing […]

Read More »


Do the Due … Diligence

Essential Due Diligence for RE Developers & Builders Acquiring real property assets and parcels requires careful analysis and due diligence to ensure a sound investment. Due Diligence is an important aspect to acquiring the highest potential opportunities. Unfortunately, many real estate developers and builders don’t spend enough time and effort on properly completing this important step.  Let Parker Associates define your opportunities. Due diligence is a legal term for actions taken by real estate developers and builders prior to land purchase to avoid liability. It generally includes market scale and growth, consumer characteristics, competitor characteristics, and development constraints (physical, legal, and political). These elements serve as a basis for revenue […]

Read More »


Jobs Per Person Up

Parker Associates is always looking at the true data.  In a recent study, we were asked to analyze the Unemployment Rate in the United States and the static wage growth (an oxymoron for sure).  After an analysis of the Historic Population as compared to the number of total Jobs Available in the United States, it became evident that there is a steady increase in the number of Jobs Available per person in the United States according to data from the US Census and the Bureau of Labor Statistics. Though the number of jobs per person in the US has shown a downturn in the most recent Census data (2010), historically, […]

Read More »


Home Insurance Up for 2018

As reported by the Kiplinger’s Personal Finance News Magazine, an inconvenient truth is to expect higher rates for home insurance in 2018.  Losses in states hard hit by natural disasters are pushing up premiums. Homeowners in California, Texas, Florida, and other states hit by natural disasters in 2017 may see a modest increase in their homeowners insurance rates when their policies renew, even if their locale was unscathed.  When insurance companies file rate-increase requests with insurance regulators – which appears likely – they must do it on a statewide basis.  Meanwhile, homeowners in hard-hit areas could face much higher risk-adjusted rates when their policies come up for renewal, and some […]

Read More »


Parker Associates & PTC Computer Solutions at IBS 2018

Parker Associates & PTC Computer Solutions will be at IBS 2018 in Orlando Parker Associates and PTC Computer Solutions will be in attendance at the International Builders Show in Orlando January 9-11, 2018.  We will be conducting meetings with key business executives discussing building projects, developments, and business technologies and how 2018 will progress through the year.  If you or your business is interested in how to improve upon your projects, business tech, or marketing in 2018, contact us to set up a personal meeting one-on-one.  We’re happy to discuss your personal situation and offer some ideas on how you can better handle 2018.

Read More »


Blocking & Tackling: Essential Fundamentals for Sales Success

The great football legend, Vince Lombardi, when asked about his coaching secret to the phenomenal success of The Green Bay Packers in the 1960s, replied simply:  “blocking and tackling.” He went on to explain that any sports team could achieve brief spurts of brilliance by clever plays and outstanding individual stars, but several years of continuing success requires excellence in the essential fundamentals of the game, which he summarized as “blocking and tackling.” Vince Lombardi’s insight about football is equally relevant to marketing and selling new homes.  Great advertising strategies and individual star sales persons may generate dramatic spurts in sales, but continuing success is inevitably accompanied by strong reliance […]

Read More »