Community Teams consist of every customer-facing employee operating a community (including, but not limited to, salespeople, construction superintendents, studio designers, customer care representatives, etc.). The Community Team members must be on the same page and deliver consistent messages to the customer.

Whatever the reason for moving, the clients sense that something in their lives isn’t right, that their housing situation is no longer satisfying. By the time they arrive at your doorstep, you can be assured that every prospective client you meet is on a mission to improve the quality of his or her life. After all, if there is nothing wrong with their lives now – if everything is rainbows and unicorns – well, why make a move?

Anxious homebuyers are likelier to be uncomfortable, challenging, demanding, and sometimes angry. Comfortable, trusting buyers, on the other hand, are easier to work with and far more accepting of delays, problems, and the inevitable bumps in the building road.

Don’t wait to share this story and many others with your prospects that are in similar situations! Having them make a decision WITHOUT knowledge of this program isn’t only going to affect them but future generations!

Great sales leaders understand the value of coaching and carve out designated time for one-on-one development with their sales professionals. But carving out time for this crucial activity isn’t enough. They must make your coaching encounters strategic and intentional.

What can be done at the time of the contract to cement the emotional connection to that home? If you’re in home sales, you’ve seen this before. How can the salesperson set realistic expectations without diminishing the buyer’s enthusiasm?

Why should salespeople welcome sales objections? Because we lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

By Robert Cowes III, President & CEO, SmartTouch® Interactive New home marketing and sales teams know all too well that…

Every customer has a backstory, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to rather than what the customer is coming from. Think about how you begin your sales conversation. If your questions begin with the word “what” you’re probably using a to strategy. The from strategy depends on the word “why.”

When you see a big market shift, you may notice an attitude shift that happens along with it. How do you protect that attitude? What do you do for yourself and the people you lead to ensure that you’re not going to allow yourself to be a mental victim of the market?