With research indicating that new-home buyers look at an average of 23 homes online before deciding to visit only six of them, builders who want to increase their odds of making a sale can get free pointers from sales, marketing and design professionals when they visit Sales Central during the 2012 NAHB International Builders’ Show (IBS) in Orlando from Feb. 8-11.

At Sales Central — room West 311E of the Orange County Convention Center — builders can network with sales and marketing professionals, merchandisers, finance experts, branding specialists and more as well as attend a variety of sessions that address today’s market challenges.

After gathering their relevant information on the Internet, prospective buyers typically visit a sales office at the end of their buying cycle and come prepared with the latest foreclosure, short-sale and other comparison pricing information.

Professionals at Sales Central can discuss tools and techniques, such as online chats and other elements of a comprehensive marketing strategy, that can engage prospects during their online investigations, which will help take some of the guesswork out of their initial visit to the sales office.

The networking and instructional sessions at Sales Central, a new feature at the Builders’ Show, are available free to all IBS attendees

Sales Central Schedule of Events

Wednesday, Feb. 8 — Builder Power Plays Day
Programs and discussions will explore the sales and marketing tools builders should have to be successful in today’s uncertain market — a solid, comprehensive marketing plan; super closers who understand financing and how to use it to close the deal; and strategies on how to use community-based events to increase community traffic. 

• 7:30-9:00 a.m.
  NSMC 50th and IRM 40th Anniversary and Sponsor Recognition Breakfast
  
  
• 9:15-10:15 a.m.
  “It’s Not All Social: Comprehensive Builder Marketing Plans”
  
  
• 10:30- 11:30 a.m.
  “Super Closer Secrets: Using Finance to Close the Sale”
  
  
• Noon- 1:00 p.m.
  Meet the New MIRMs Lunch
  
  
• 1:15-2:15 p.m.
  “Builder Events 2.0 — Building Traffic With Community-Based Events”

Thursday, Feb. 9 — Design Day
Programs and discussions will highlight the hot new design trends that are attracting new-home buyers.

• 7:30-9:00 a.m.
  Networking Breakfast
  
  
• 9:30-10:30 a.m.
  “Right-Sizing New Homes”
  
  
• Noon-1:00 p.m.
  Merchandiser’s Mix and Mingle Luncheon
  
  
• 1:15 p.m.-2:15
  Options and Upgrades Selling for Profit-Driven Builders — Pre-Tour Session
  
  
• 2:30-4:00 p.m.
  Options and Upgrades Show Floor Tour
  
  
• 3:30-4:30 p.m.
  “Integrated Home Technology — What’s hot in home technology and how to use it as a sales tool”
  
  
• 5:00-6:00 p.m.
  The National Gold & Silver Winners After Party  

Friday, Feb. 10 — Tech Friday
Programs and discussions will focus on the technologies that can help builders reach and engage with their buyers

• 7:30-9:00 a.m.
  Meet and Greet Breakfast
   
• 9:30-10:30 a.m.
  “eLead Management”
  
  
• Noon-1:00 p.m.
  Tech Luncheon
  
  
• 1:15-2:15 p.m.
  “Creating Effective, Lead-Generating Websites”
  
  
• 2:30-3:30 p.m.
  Options and Upgrades Tour Encore
  
  
• 3:30-4:30 p.m.
  “Social Media for Home Builders 2.0”
  
  
• 5:00-6:00 p.m.
  Builders’ Networking Reception

Saturday, Feb. 11 — Grab and Go Breakfast and Networking
Reconnect with NSMC members and others before heading home.

For more information, visit www.buildersshow.com/sales.