I would argue that the best-qualified leads come from referrals. What makes referrals so powerful? I just wrote a book coauthored with Bob Mirman, From Contract to Close, about creating amazing homebuying experiences that generate referrals. Here are three reasons why referred buyers are more substantial buyers.

Great salespeople recognize the value of team play to the long-term success of the building organization. There are no silos here; all the departments are interconnected. The success of each department is contingent on the performance of all the other departments. Construction can never achieve excellent customer ratings if salespeople and studio designers promise more than construction can deliver.

Anticipated memories are opportunities to take a current moment in time and decide how we will reflect on it in the future. Are you leveraging Future Promise and these anticipated memories in your sales presentation best practices?

As your customers go through the process, the fear is that sometimes they feel like they’re going through that process alone. If that happens, they fall prey to a mental phenomenon called catastrophizing. When something goes wrong, they believe that the worst of scenarios is coming true, and we just can’t let that happen.

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?