"Seek first to understand, then to be understood."
- Stephen R. Covey
"First, understand who your customer is, what they are looking for and WHY they are in the market, then you can effectively sell them a home."
- Christine L. Johnson
Our on site sales professionals are trained in the:
Who, What, When, Where, Why and How of new home sales
Who - who is this person? who else will be living in the home? Who are the decision makers?
What - What are they looking for in their new home? What do they want to change about their current housing situation? What are their "hot buttons"? What activities do they enjoy?
When - When do they want to purchase? When do they want to be living in their new home?
Where - Where do they live now? (and what don't they like about it?) Where do they work? Recreate?
Why - The most important question of all: Why are they in the market for a new home? Understand their motivations and you will unlock the most important information of new home sales.
and
How - How do they plan to purchase? (now's the time to discuss contingecies and financing needs.)
Contact me if you would like to staff your communities with agents who understand the importance of getting to know their customer and their motivations.
Explore other training our staff receives.
Learn more about my qualifications.
