Why Buy Now, Revisited

Anecdotally, it would appear that May was something less than a banner sales month for most homebuilders in the country. The expiration of the federal tax credit seems to have taken some wind out of the “sales sails”, especially in the early weeks of May. Many builders and salespeople are left scratching their heads over what to do now. The most pessimistic are wondering how to recover in this post-tax credit environment.

They might be missing something. Check the traffic numbers, folks. While the sales pace may be off, the traffic numbers have not really declined. That makes no sense whatsoever. If the tax credit was why people were buying, and the tax credit is now gone, shouldn’t the prospects be staying put at this point? Why are they still visiting the sales offices around the country?

Moreover, in my direct conversations with sales professionals it is clear that prospects have little interest in bringing up the topic. That is, the tax credit is yesterday’s news!

It is time, my friends, to forget that the tax credit ever existed and look instead at the realities of buying a home in 2010. Here’s a fact: the present buying opportunity is nothing short of phenomenal!

How strong is your “Why Buy Now?” argument? And I don’t just mean in its content, because it’s not about simply getting your facts right. I am more concerned about the delivery, about the passion and energy that goes into an urgency discussion. As a sales professional you must communicate that argument with energy and enthusiasm. The prospect must be left to believe that they are the smartest person in the world for buying when all the conditions are so favorable.

Are you prepared with this? Do you have work to do? Get this right and you might just change someone’s world!