I’ve blogged in the past about the importance of creating a “magical experience” for the home buyer and compared the feeling to a Disney vacation. I recently talked about this strategy with a woman who had never been to the happiest place on Earth. She couldn’t quite grasp the magic I was describing.

So I asked her to tell me the difference between a magical date and an ordinary one. Her eyes sparkled as she clearly recalled an event that exceeded any other in her memory.

While she reveled in her reverie, I said, “That’s what I’m talking about. You remember the magical evening while all those less memorable dates fade away behind the better memories.” And she understood immediately.

Now imagine if your customer could fall in love with the new home you’re selling. By helping them discover the magic of living here, you can. Court them with the enthusiasm and passion of a suitor. Make the extra effort to put them at the center of the experience, one where they drift into the unrivalled joy of buying and living in a new home. You can do that by putting their needs, interests, and desires at the center of the discussion. Just as with a Disney vacation and your magical date, it’s about the overall experience, not the individual bits and pieces. The bouquet of flowers, the starlit boat ride down the river, and even the discovery that the two of you share the same favorite movie are the separate ingredients that contribute to — but don’t make — a magical experience. Each, on its own, is special but not exceptional. It is the sum of the wonderful parts that create the stellar buying moment.

As a new home salesperson, court your buyer with the goal of delivering the magical, memorable experience that not only sells the home, but also creates a happy homeowner who will make happy referrals.

Posted In: New Home Sales Training

Tags: Disney Vacation, home buyer, magical experience, new home, new home salesperson, referrals

If you’re thinking that all you have to do is present the benefits and amenities of a new home in order to entice a sale, stop.

There are four key questions you must answer — whether the buyer asks them or not — when making a sales presentation.

1. Why me? As a salesperson, you’ve got to nail this one because if you aren’t crystal clear as to why you’re the person to buy from, your prospect won’t have a clue either. You are the conduit to the home buyer realizing a dream. But you must first instill the confidence that you are the right person to make it happen. Share your track record. Let them know you excel in your field. Talk about long-term relationships that have developed with other buyers.

2. Why us? In addition to your stellar record, you need to communicate the value of the company you represent. A buyer purchases from you but that company looms largely in the background. Are your guarantees etched in stone? Does your company have a record of compelling value and a service department that is second to none?

3. Why here? You’re asking this buyer to invest in a community of homes and its owners. Give them the motivation to choose this location over another. Point out the town’s investment in the infrastructure, the recognized quality of the school system and local health care facilities. Draw attention to the value of the neighborhood that surrounds the home so they can envision not only living in the home but in the community as well.

4. Why now? This is a tough one, particularly in light of the “sit and wait for the prices to drop” game that’s going on. Sell the urgency. Is this the last home on a desirable cul-de-sac? Are other buyers showing serious interest? Is there a time-sensitive purchasing incentive dangled by the builder?

When you are prepared to deliver these answers, you should also be ready to close the sale instantly.

Posted In: New Home Sales Training

Tags: builder, home buyer, purchasing incentive, sales presentation

I’ve blogged in the past about the importance of creating a "magical experience" for the home buyer and compared the feeling to a Disney vacation. I recently talked about this strategy with a woman who had never been to the happiest place place on Earth. She couldn’t quite grasp the magic I was describing.

So I asked her to tell me the difference between a magical date and an ordinary one. Her eyes sparkled as she clearly recalled an event that exceeded any other in her memory.

While she reveled in her reverie, I said, "That’s what I’m talking about. You remember the magical evening while all those less memorable dates fade away behind the better memories." And she understood immediately.

Now imagine if your customer could fall in love with the new home you’re selling. By helping them discover the magic of living here, you can. Court them with the enthusiasm and passion of a suitor. Make the extra effort to put them at the center of the experience, one where they drift into the unrivalled joy of buying and living in a new home. You can do that by putting their needs, interests, and desires at the center of the discussion.

Just as with a Disney vacation and your magical date, it’s about the overall experience, not the individual bits and pieces. The bouquet of flowers, the starlit boat ride down the river, and even the discovery that the two of you share the same favorite movie are the separate ingredients that contribute to, but don’t make, a magical experience. Each, on its own, is special but not exceptional. It is the sum of the wonderful parts that create the stellar buying moment.

As a new home salesperson, court your buyer with the goal of delivering the magical, memorable experience that not only sells the home, but also creates a happy homeowner who will make happy referrals.

Posted In: New home sales marketing

Tags: home buyer, magical experience, myers barnes, new home, new home sales management, new home salesperson

If you’re thinking that all you have to do is present the benefits and amenities of a new home in order to entice a sale, stop.

There are four key questions you must answer whether the buyer asks them or not when making a sales presentation.

1. Why me? As a salesperson, you’ve got to nail this one because if you aren’t crystal clear as to why you’re the person to buy from, your prospect won’t have a clue either. You are the conduit to the home buyer realizing a dream. But you must first instill the confidence that you are the right person to make it happen. Share your track record. Let them know you excel in your field. Talk about long-term relationships that have developed with other buyers.

2. Why us? In addition to your stellar record, you need to communicate the value of the company you represent. A buyer purchases from you but that company looms largely in the background. Are your guarantees etched in stone? Does your company have a record of compelling value and a service department that is second to none?

3. Why here? You’re asking this buyer to invest in a community of homes and its owners. Give them the motivation to choose this location over another. Point out the town’s investment in the infrastructure, the recognized quality of the school system and local health care facilities. Draw attention to the value of the neighborhood that surrounds the home so they can envision not only living in the home but in the community as well.

4. Why now? This is a tough one, particularly in light of the "sit and wait for the prices to drop" game that’s going on. Sell the urgency. Is this the last home on a desirable cul-de-sac? Are other buyers showing serious interest? Is there a time-sensitive purchasing incentive dangled by the builder?

When you are prepared to deliver these answers, you should also be ready to close the sale instantly.

Posted In: Customer Service, New Home Sales Training

Tags: builder, home buyer, New Home Sales Training, purchasing incentive, sales presentation