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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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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Selling Features and Benefits
Anyone can walk through model homes with prospective buyers, pointing out bedrooms, bathrooms, cabinetry and cooktops, but a good sales professional knows there is a world of difference between showing a house and selling a home.
Today's new home buyers are looking to buy or build their dream home, in some cases, their forever home, and they are counting on you to convince them that your home is a better choice than the competition. High on their list are features and benefits.
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