No prospective buyer should ever leave a home builder's sales office feeling like they just attended the annual Tour of Homes, yet that's exactly how I felt after visiting a new home community in an upscale suburb of Dallas.
When I arrived, the salesman, Greg, was so absorbed in reading a text message that he greeted me without looking up from his phone and muttered, "Just a sec," as he sent a lengthy reply.
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Several weeks ago, I arrived early for a meeting with a client and caught myself mentally evaluating a salesperson who appeared to be winding up his presentation. During a lull in their conversation, I heard the prospective buyer tell the agent he was ready to go to contract. "I really do like what I've seen here," he said, "I love the floor plan, the golf course is perfect, and I can't imagine a more ideal home site."
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BEFORE YOU SELL THE HOME
SELL THE BUILDER
It was the summer of 1989 when our daughters grew three inches taller and abandoned their skateboards in favor of nail polish, curling irons, and shoes. Our family was growing and changing. We were clearly outgrowing our home. Before long the girls would need larger closets and an area to entertain friends. We would need our own space, separate from the rest of the home, where we could relax and escape late night giggles during sleepovers.
Back then, before Internet was a household word or Google a twinkle in its founders' eyes, we turned to the Real Estate section of our local newspaper to find out which builders were within our price range, then spent the next several weekends visiting one busy sales office after another.
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New Year's resolutions challenge us to try harder, go farther, and reach higher than ever before. But simply saying we will reach this goal or that goal isn't going to get it done. Success requires commitment, planning, and hard work.
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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:
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