A few years ago, I was working for a local home builder and was a sales associate working in a show home. I had the opportunity to work with the industries top professionals.
While working in the show home I compiled a list of daily habits. These are the habits I would work on so one day I could be a area sales manager. Although I am not in the industry any longer, I do feel the list I complied can help any sales associate in the new build, home industry. Click the link for tips on sales by Roland Nairnsey.
Even if you are not in the industry I feel you will gain good ideas of what it will take to move your career to the next level.
Wake up early and check all emails from yesterday and the this morning.
- Respond to all emails I can from home.
- Make a list of all the emails that need responds to when you get to work.
- Dress as a professional sales associate. (Shave/Shirt/Tie/Pants/Nice Belt/Name Tag/Socks/Polished Shoes/Jacket)
- Take to work safety BOOTS, HARD HAT, GOGGLES AND GLOVES.
- Before arriving to work “CHECK THE LOTS” and make sure signage is up, clean and visible to the public.
- Make sure the front of the show home is clean and welcoming.
- In winter, shovel the show home side walk, and any site that you need to show new prospects.
- Make sure the entrance is clean and have proper single visible.
- Ensure the show home is ready to be shown and is inviting. (All lights on/ Tv’s on)
- Change any burnt out light bulbs.
- No over flowing garbage in the show home.
- On the list I created at home add any additional items that need to be completed. (Registration/Activities/Phone Calls/Emails/Postcards)
- Follow up with clients who have appointments with financial, realty or any other home services.
- Follow up on any new emails as they come in.
- Handle client requests as they are come.
- Follow up with clients who have taken ownership of their new home.
- Practice sales presentation in my down time.
- Record sales presentation, listen and tweak my words/terms and techniques that are not related to my prospects.
- Read sales books during slow times.
- Listen to Audio on personal growth, sales and customer service during slow times.
- Set up and sent emails to clients – One day, weekly and/or monthly after they have moved into new home.
- Complete weekly traffic report then email to head office.
- Review any new content on company Intranet.
- Pick up marketing materials needed for show home.
- Fill up coffee station for prospects to enjoy.
- Pick up water bottles for projects and fill up fridge.
- Follow up with site superintendent, to update all current clients on status of home. Update excel spreadsheet.
- Follow up with service manager to know of any issues that may have arisen with current home owners.
- Make sure the inside of show home is clean and tidy.
- Have all staged item properly placed as they should be.
- Review each clients file. Stay knowledgeable on what they are building. Each home built can be shown to future prospects.
- Get familiar with available home upgrades on CRM.
- Review company sales process.
- Review and understand all real estate listings in my area and competing areas.
- Walk through each home being build and ensure it is presentable for prospects to walk through. Have marketing material for realtors and prospects available in each home including business cards. Get the show home cleaned, as needed.
- Make sure all lots have correct – Customer names/Sold Sign/Unsold sold sign/Snipes/Deck signage.
- Make new folders, with marketing materials, to hand out to prospects.
- Ensure all available homes, for sales, are listed correctly on the company website.
- Wash the car.
- Check community developers website to stay current about our area.
- With Sales and/or Area Manager, review current goals and develop a plan to grow sales and stay on track.
- Review what the competition is doing. (Website/ Signage/ Listen to prospects/ Shop the competition)
- Review details of each home we build and know our competitive advantage compared to what other builders offer.
- Know what home builders from my competing area’s are building and how they are marketing themselves for gain sales.
- Review traffic patterns of the community.
- Conduct a open home on our quick possession homes.
- Send thank you cards to all realtors who brought in customers.
- Phone clients on their birthdays.
- Call customers who purchased a home on the first anniversary of their new home possession.
- Send referral emails or call clients and ask for names of people they know are in the market for a new home.
- Order as needed supplies and Coffee/Tea/Hot Chocolate
- Do our in show home marketing materials look presentable?Clean them and update them as needed.
- At the beginning of the month get a hair cut.
- Send Christmas cards to say thank you and invite customers to our show home for another look.
There are many things you can do to ensure that your sales process goes as smoothly as possible. Listen to what your customers are saying and asking for.
Not in sales? I am confident you can use the tips presented. Find ways to make your sales process better and improve your customer service. Success is in the little things we do daily. These habits do not always get noticed but this is where sales are won or lost. Take care of your customer and they will take care of you. Click here for more details on how Vince Lombardi won through leadership.
Here is how to have a open house and sell some homes!
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