Sell Them The First Thing They See (In 20 seconds or less!)
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When customers walk into your office, they are shopping for more than just a new home; they are shopping for the right sales professional to guide them through the process of finding and purchasing or building their new home.
What does this mean to you? It means . . .
You are the first person they see and you have only 20 seconds to sell yourself!
FOLLOW UP – If you’ve lost it, find it!
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Would you be surprised to learn that after visiting six of the largest car dealerships in the Dallas/Ft. Worth area, only one Sales Associate took the time to follow up with me? One! Would it surprise you to learn that I was offered a slightly better deal by his competitor but chose to purchase my new car from the Associate who clearly valued my business?
Who? What? When? Where? Why?
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Make Time for Discovery
Q: Can you name the five features that top every new home buyer’s must-have list?
A: Of course not!
The most seasoned sales professional knows that customer wants and needs vary as widely as paint colors. The examples below represent a very small portion of a very long list:
- Family size
- Social interests/Activity levels
- Health concerns/Physical restrictions
- Style/Color preferences