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september/october 2011<br />
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Published by the National<br />
Association of Home Builders<br />
US Price $9.95<br />
Canadian/Foreign Price $12.25<br />
www.smimagazine.com<br />
<br />
TM<br />
the sales and marketing magazine of the housing i<a title="SMI_SepOct_2011.pdf page 1" href="http://viewer.zmags.com/publication/d9efcf6f?page=1">september/october 2011</a> september/october 2011<a title="SMI_SepOct_2011.pdf page 2" href="http://viewer.zmags.com/publication/d9efcf6f?page=2">The Builder’s Choice inHome FinancingHelp your </a> The Builder’s Choice inHome FinancingHelp your <a title="SMI_SepOct_2011.pdf page 3" href="http://viewer.zmags.com/publication/d9efcf6f?page=3"></a> <a title="SMI_SepOct_2011.pdf page 4" href="http://viewer.zmags.com/publication/d9efcf6f?page=4">N&AMHaBrkNeatitniognCaloSuanlceils Call fo</a> N&AMHaBrkNeatitniognCaloSuanlceils Call fo<a title="SMI_SepOct_2011.pdf page 5" href="http://viewer.zmags.com/publication/d9efcf6f?page=5">contents September/OctOber 2011Columns6 Ed</a> contents September/OctOber 2011Columns6 Ed<a title="SMI_SepOct_2011.pdf page 6" href="http://viewer.zmags.com/publication/d9efcf6f?page=6">contents September/OctOber 201148Departments4</a> contents September/OctOber 201148Departments4<a title="SMI_SepOct_2011.pdf page 7" href="http://viewer.zmags.com/publication/d9efcf6f?page=7">Helping you build for the future</a> Helping you build for the future<a title="SMI_SepOct_2011.pdf page 8" href="http://viewer.zmags.com/publication/d9efcf6f?page=8">letter editOr’S nOteBe OpenA </a> letter editOr’S nOteBe OpenA <a title="SMI_SepOct_2011.pdf page 9" href="http://viewer.zmags.com/publication/d9efcf6f?page=9"></a> <a title="SMI_SepOct_2011.pdf page 10" href="http://viewer.zmags.com/publication/d9efcf6f?page=10">september/octoberFEATUREScOntributOrS</a> september/octoberFEATUREScOntributOrS<a title="SMI_SepOct_2011.pdf page 11" href="http://viewer.zmags.com/publication/d9efcf6f?page=11">2011-2012sponsors NatioNal</a> 2011-2012sponsors NatioNal<a title="SMI_SepOct_2011.pdf page 12" href="http://viewer.zmags.com/publication/d9efcf6f?page=12">news FROM NATIONALJoanne theuniss</a> news FROM NATIONALJoanne theuniss<a title="SMI_SepOct_2011.pdf page 13" href="http://viewer.zmags.com/publication/d9efcf6f?page=13"> bob nielsenNahb® ChairmantHe VoIce oF</a> bob nielsenNahb® ChairmantHe VoIce oF<a title="SMI_SepOct_2011.pdf page 14" href="http://viewer.zmags.com/publication/d9efcf6f?page=14">news FROM NATIONALTHEUNISSEN from page</a> news FROM NATIONALTHEUNISSEN from page<a title="SMI_SepOct_2011.pdf page 15" href="http://viewer.zmags.com/publication/d9efcf6f?page=15">tHe VoIce oF tHe HoUSING INDUStrY2011 NAHB </a> tHe VoIce oF tHe HoUSING INDUStrY2011 NAHB <a title="SMI_SepOct_2011.pdf page 16" href="http://viewer.zmags.com/publication/d9efcf6f?page=16">news FROM NATIONALIt’s Your Time to ShineSub</a> news FROM NATIONALIt’s Your Time to ShineSub<a title="SMI_SepOct_2011.pdf page 17" href="http://viewer.zmags.com/publication/d9efcf6f?page=17">Sign Up for NSMC’sSept. 14 Webinar,‘YouTube 101</a> Sign Up for NSMC’sSept. 14 Webinar,‘YouTube 101<a title="SMI_SepOct_2011.pdf page 18" href="http://viewer.zmags.com/publication/d9efcf6f?page=18">ask A MIRM by Bonnie Alfrie</a> ask A MIRM by Bonnie Alfrie<a title="SMI_SepOct_2011.pdf page 19" href="http://viewer.zmags.com/publication/d9efcf6f?page=19"> Q: I understand that you made major chang</a> Q: I understand that you made major chang<a title="SMI_SepOct_2011.pdf page 20" href="http://viewer.zmags.com/publication/d9efcf6f?page=20">closers CORNER by Del Barbra</a> closers CORNER by Del Barbra<a title="SMI_SepOct_2011.pdf page 21" href="http://viewer.zmags.com/publication/d9efcf6f?page=21"> • “What special features do you feel are im</a> • “What special features do you feel are im<a title="SMI_SepOct_2011.pdf page 22" href="http://viewer.zmags.com/publication/d9efcf6f?page=22"></a> <a title="SMI_SepOct_2011.pdf page 23" href="http://viewer.zmags.com/publication/d9efcf6f?page=23"></a> <a title="SMI_SepOct_2011.pdf page 24" href="http://viewer.zmags.com/publication/d9efcf6f?page=24">by Jan MitchellS</a> by Jan MitchellS<a title="SMI_SepOct_2011.pdf page 25" href="http://viewer.zmags.com/publication/d9efcf6f?page=25">+t’s a difficult time for many Americans. How</a> +t’s a difficult time for many Americans. How<a title="SMI_SepOct_2011.pdf page 26" href="http://viewer.zmags.com/publication/d9efcf6f?page=26">Photo BY ERIC LuCERo wIth E.L. IMAGERYShea SPAC</a> Photo BY ERIC LuCERo wIth E.L. IMAGERYShea SPAC<a title="SMI_SepOct_2011.pdf page 27" href="http://viewer.zmags.com/publication/d9efcf6f?page=27">“—Outdoor spaces can be used to expand square</a> “—Outdoor spaces can be used to expand square<a title="SMI_SepOct_2011.pdf page 28" href="http://viewer.zmags.com/publication/d9efcf6f?page=28">Exteriors at Spaces at Reunion are urban and cont</a> Exteriors at Spaces at Reunion are urban and cont<a title="SMI_SepOct_2011.pdf page 29" href="http://viewer.zmags.com/publication/d9efcf6f?page=29">to spend a little extra money forunique-looking </a> to spend a little extra money forunique-looking <a title="SMI_SepOct_2011.pdf page 30" href="http://viewer.zmags.com/publication/d9efcf6f?page=30">this Southfield living room sports contemporary fu</a> this Southfield living room sports contemporary fu<a title="SMI_SepOct_2011.pdf page 31" href="http://viewer.zmags.com/publication/d9efcf6f?page=31">Vivere Apartments, in the center of orange County</a> Vivere Apartments, in the center of orange County<a title="SMI_SepOct_2011.pdf page 32" href="http://viewer.zmags.com/publication/d9efcf6f?page=32">30 S a l e s + M a r k e t i n g I d e a s </a> 30 S a l e s + M a r k e t i n g I d e a s <a title="SMI_SepOct_2011.pdf page 33" href="http://viewer.zmags.com/publication/d9efcf6f?page=33">by Tamsin Ayresion als have much more t</a> by Tamsin Ayresion als have much more t<a title="SMI_SepOct_2011.pdf page 34" href="http://viewer.zmags.com/publication/d9efcf6f?page=34">“Technology continues to evolve, so having a staf</a> “Technology continues to evolve, so having a staf<a title="SMI_SepOct_2011.pdf page 35" href="http://viewer.zmags.com/publication/d9efcf6f?page=35"> According to Williams, thatdoesn’t mean th</a> According to Williams, thatdoesn’t mean th<a title="SMI_SepOct_2011.pdf page 36" href="http://viewer.zmags.com/publication/d9efcf6f?page=36">MARKETING MYTHS3</a> MARKETING MYTHS3<a title="SMI_SepOct_2011.pdf page 37" href="http://viewer.zmags.com/publication/d9efcf6f?page=37">w w w . s m i m a g a z i n e . c o m By a</a> w w w . s m i m a g a z i n e . c o m By a<a title="SMI_SepOct_2011.pdf page 38" href="http://viewer.zmags.com/publication/d9efcf6f?page=38">Cleaning Up Green MarketingThe major cause for m</a> Cleaning Up Green MarketingThe major cause for m<a title="SMI_SepOct_2011.pdf page 39" href="http://viewer.zmags.com/publication/d9efcf6f?page=39"> Green marketing is l</a> Green marketing is l<a title="SMI_SepOct_2011.pdf page 40" href="http://viewer.zmags.com/publication/d9efcf6f?page=40">MultigenerationalSales Management</a> MultigenerationalSales Management<a title="SMI_SepOct_2011.pdf page 41" href="http://viewer.zmags.com/publication/d9efcf6f?page=41">Customized CommunicationANYONE ACQUAINTED WITH </a> Customized CommunicationANYONE ACQUAINTED WITH <a title="SMI_SepOct_2011.pdf page 42" href="http://viewer.zmags.com/publication/d9efcf6f?page=42">40 S a l e s Today’s preferred manageme</a> 40 S a l e s Today’s preferred manageme<a title="SMI_SepOct_2011.pdf page 43" href="http://viewer.zmags.com/publication/d9efcf6f?page=43">w w w . s m i m a g a z i n e . c o m </a> w w w . s m i m a g a z i n e . c o m <a title="SMI_SepOct_2011.pdf page 44" href="http://viewer.zmags.com/publication/d9efcf6f?page=44">42 S a l e sjust starting their high earning</a> 42 S a l e sjust starting their high earning<a title="SMI_SepOct_2011.pdf page 45" href="http://viewer.zmags.com/publication/d9efcf6f?page=45">Managers of any age can no longerdo business as </a> Managers of any age can no longerdo business as <a title="SMI_SepOct_2011.pdf page 46" href="http://viewer.zmags.com/publication/d9efcf6f?page=46">tech ZONE by Kelly </a> tech ZONE by Kelly <a title="SMI_SepOct_2011.pdf page 47" href="http://viewer.zmags.com/publication/d9efcf6f?page=47">Sales associates using mobile can be instantly no</a> Sales associates using mobile can be instantly no<a title="SMI_SepOct_2011.pdf page 48" href="http://viewer.zmags.com/publication/d9efcf6f?page=48">tech ZONEYour best lead may be walking away </a> tech ZONEYour best lead may be walking away <a title="SMI_SepOct_2011.pdf page 49" href="http://viewer.zmags.com/publication/d9efcf6f?page=49">INFORMSConvenientBetterAccessibleTimeC</a> INFORMSConvenientBetterAccessibleTimeC<a title="SMI_SepOct_2011.pdf page 50" href="http://viewer.zmags.com/publication/d9efcf6f?page=50">form AND FUNCTION by</a> form AND FUNCTION by<a title="SMI_SepOct_2011.pdf page 51" href="http://viewer.zmags.com/publication/d9efcf6f?page=51">as industrial urban waterfronts, urbanizing inner</a> as industrial urban waterfronts, urbanizing inner<a title="SMI_SepOct_2011.pdf page 52" href="http://viewer.zmags.com/publication/d9efcf6f?page=52">form AND FUNCTIONDifficult sites present </a> form AND FUNCTIONDifficult sites present <a title="SMI_SepOct_2011.pdf page 53" href="http://viewer.zmags.com/publication/d9efcf6f?page=53">REnDERInG COuRTESy OF HORD COPLAn MACHTing path</a> REnDERInG COuRTESy OF HORD COPLAn MACHTing path<a title="SMI_SepOct_2011.pdf page 54" href="http://viewer.zmags.com/publication/d9efcf6f?page=54">latest AND GREATESTHOT PRODuCT –OuTDOORLifeT</a> latest AND GREATESTHOT PRODuCT –OuTDOORLifeT<a title="SMI_SepOct_2011.pdf page 55" href="http://viewer.zmags.com/publication/d9efcf6f?page=55">KEY◆ Required Course for CSP✱ Required Course f</a> KEY◆ Required Course for CSP✱ Required Course f<a title="SMI_SepOct_2011.pdf page 56" href="http://viewer.zmags.com/publication/d9efcf6f?page=56">nsmc BENEFITS The National Sales and</a> nsmc BENEFITS The National Sales and<a title="SMI_SepOct_2011.pdf page 57" href="http://viewer.zmags.com/publication/d9efcf6f?page=57">AD INDEXSeptember/october 2011BuilderBooks.co</a> AD INDEXSeptember/october 2011BuilderBooks.co<a title="SMI_SepOct_2011.pdf page 58" href="http://viewer.zmags.com/publication/d9efcf6f?page=58">back TO THE BESTcLIcK here to SUBMIt YoUR PRoJE</a> back TO THE BESTcLIcK here to SUBMIt YoUR PRoJE<a title="SMI_SepOct_2011.pdf page 59" href="http://viewer.zmags.com/publication/d9efcf6f?page=59"> Some new home resources are bett</a> Some new home resources are bett<a title="SMI_SepOct_2011.pdf page 60" href="http://viewer.zmags.com/publication/d9efcf6f?page=60"></a>