Delivering Excellence in Sales
New home buyers rely on their on-site sales associate to guide them through one of the largest decisions of their life. Since each transaction is unique, it is the inexperienced sales associates that fail more often. To deliver an extraordinary experience, it’s important that new home sales associates understand both construction and real estate. This helps ensure the best chance of success. Great new home sales associates know that they are Seller’s agents, while still giving each prospective home buyer an outstanding experience.
Selling isn’t something a new home sales associate does “to” a homebuyer; it’s something they do “for” the homebuyer. Although licensed agents must pass a test to ensure they understand real estate laws and requirements, sales training and coaching is not a state requirement.
Just like an athlete will regularly train to win a race, the highest caliber of new home sales associates constantly hone their skills. Equally important is understanding that the initial sale is only 10% of the job, as new home construction is a specialized side of real estate. Keeping the home buyer engaged through option selections, design center appointments, construction progress, and the last 30 days of their escrow are steps that cannot be overlooked.
What Makes A New Home Sales Associate Successful?
First, they must have a thorough understanding of their builder’s unique buying proposition. What makes that community, design, and location special? Next, they must know the local area intimately. Finally, their role is to communicate this information into the benefit of living in that area, home, and neighborhood, to the prospective home buyer.
Concise and clear communication in a friendly manner is another key to success. Award winning new home sales associates look for innovative ways to market their homes, are responsible for generating leads, retain existing clients, and work with new technology.
The outstanding new home sales associates find ways to stay motivated, investing in training courses, and reading books on sales techniques. They understand that relationships come first. They know a sale cannot exist without a good business relationship.
Cornerstones for success is they must be client-focused, creative, energetic, and passionate about their role. Successful agents follow the “5 times in 21 days” rule of follow-up by phone, email, text message, or mail. Knowing no home “sells itself” they keep in front of their prospective buyers and help them overcome obstacles that may arise. To help understand their competitive market, they visit local open houses, this helps to create excellent rapport with realtors.
Real Estate Sales and Marketing Services
Strong partnerships can provide new home sales associates with the support and tools they need to excel. Our leadership team, with combined 70 years of experience in new home construction and real estate sales, provides each team member with this support through all stages of their professional journey.
Strategic Sales and Marketing offers a variety of real estate sales and marketing services. Our team has years of experience working with the real estate industry and understands the steps required to identify and connect with potential buyers. Please contact us for more information about our services.