Sales Tip 120: "How to Increase Communication and Follow-Up with Your Customers"

• Alert them to development and construction milestones


• Let your unsettled customer know about upcoming HOA meetings

• Host a “Meet your Neighbor” party and invite them to come and get to know the current homeowners and others who are also building in the community

• Call every week whether you have news or not – people are nervous – keep them in the loop

• E-mail to customers to announce community updates, sales updates, etc.

• Ask your customers weekly for referrals… you never know /things may change at work or with friends and family and know is the chance for their friends/family/co-workers to see if they too, would like to move to your community

• Prospecting – Have a regular direct mail campaign integrated into your marketing plan

• Reach further back into older prospects and contact periodically to see if their status has changed

Sales Tip 119: "How to Tell Buyers from Lookers"

Do a Quick Assessment and Watch for Positive Body Language

• Ask "What are they hoping to Accomplish?"  Good Answer: "We're in the market for a new home and this if the 1st place we've looked."  Bad Answer: "We've been looking on and off for the past 5 years."
• Ask "Does this location fit into your geographic preferences?" Anything other that a "No" is worth pursuing.

Do Not "Sidewalk Qualify"!

• Do not pay more attention to those nicely dressed with flashy jewelry and expensive car.  Chances are they are up to their eyeballs in debt! Rather pay attention to those in grubby jeans ans sneakers.  You never know who manages their money best.  Buy "The Millionaire Next Door " to read!

Do a 5 minute Presentation with everyone

Look for Family and Friends that tag along- people like to have the support of others

Sales Tip 118: "Tackling the Customer Stall"

There are times when a customer may sound interested, but postpones making a buying decision by saying something like this:


• "Things are a little crazy right now. I'd like to hold off on my decision for a while"

• "Sounds good, but it's too early in the searching process to make a decision"

When a customer seems reluctant to move ahead, probe to find out why by saying something like this:

• "Can you tell me what your hesitation is?”

• "What needs to happen before you'll be ready to make a purchasing decision?”

If the customer is willing to move forward but at a slower pace, you can propose a lesser commitment than what your originally proposed. Try to get the best commitment the customer is willing to make that day!

Sales Tip 117: "Getting the Customer Back Out"

Once your prospect has signed in with you, the contact information on their card becomes critical in your ability to get them to become a "Be-Back". Here are some suggestions for turning a prospect into a "Be-Back".
Review the prospect card before calling:

• Smile - A smile can be seen, even over the telephone. Be enthusiastic!
• Be Creative - Have a reason for calling. You can even prepare a script to follow
• Talk about the prospect - his/her needs/desires/problems
• Identify yourself to the party to whom you are speaking (state your name and company). Ask if he/she has a moment to talk with you
• Schedule appointment when he/she can return to the sales office to learn more about your community
• If customer is totally uninterested, determine if you can get a referral. Remember to always ask for a referral at the end of every presentation

Sales Tip 116: "Making the Most of Feedback"

How do you react when your manager provides you with your self evaluation and schedules your performance appraisal? Are you excited about the opportunity to have an open conversation with your manager? Are you anxious about it? If you are anxious about your appraisal, think about why this is so. Is it because it is hard to hear that your aren't perfect - that there is room for improvement? If you can learn without becoming defensive, you can potentially improve your job performance and advance your career. Ask clarifying questions, wait til the feedback has been given to paraphrase major points, fully understand the feedback, ask the evaluator to give you specifics, avoid being argumentative, avoid explanations of your behavior unless asked.

Sales Tip 115: "Relax to Succeed"

I learned a long time ago that a customer has to want to buy a house more that you want to sell one. If a sales rep comes across too desperate, the prospects will pick up on that and bolt. So, sales reps, while anxious to sell a house, need to learn how to relax and project an image of self confidence. How to do this? Practice Acceptance of what you can control and have an influence over. In other words, don't sweat the small stuff!

• Avoid perfectionism. You don't have to know all of the answers. Getting the correct answer gives you the chance to re-contact a prospect.
• Limit self-criticism. You do the best you can do most of the time. Value yourself for your own uniqueness, not in comparison to anyone else.
• Be realistic about your own abilities, including strengths and weaknesses. If you are lacking vocational skills that will make you a better sales rep, make a promise to yourself to improve in 2011.
• Be flexible. You only have so much control over outside events and other people.
• Think rationally. Not every problem is a catastrophe. Brainstorm with others around you how to get though the rough patches.
• Don't forget to breathe!

Sales Tip 114: "How Much Traffic Should You Generate?"

Many Sales Reps are at a loss to come up with an appropriate number for the amount of traffic they should be able to generate. Some take the position that is it not their responsibility, but rather that of the builder. WRONG! Yes... the builder does have some obligation to advertise their community, but the responsibility for generating the majority of it rests on the individual sales rep. Lets say for instance that you are averaging 6 traffic units per week. If you builder has their community looking in tip top shape, has adequate signage, is well positioned with the right product at a competitive price, it would be safe to assume that 1/3 of your traffic will happen to find you. What about the other 4 traffic units? At least 2 of the traffic units should be the ever valuable "Be-Backs". These are folks that have already visited you and through your follow-up efforts they return to learn more about your opportunity. That's leaves 2 traffic units for you to generate from scratch. How to do that? Here are a few ideas:
1. Reach out to Realtors
2. Door Knockers to local apartments
3. Business cards left in local business establishments
4. Visits to local business HR departments (make sure to bring along some brochures)
5. Establish an internal referral system with current homeowners