No one goes into new-home sales intent upon failing … and yet many do. Why? There are lots of reasons (excuses), but here are five of them that will sabotage your success.
1. Pretend the internet doesn’t exist. It isn’t going away, so why ignore it? Learn how to use it to boost your sales, expand your market, and attract and educate potential buyers about your homes and community.
2. Make promises you can’t keep. If you don’t deliver, you lose credibility. It’s not worth it.
3. Don’t respond to clients and potential buyers right away. Whether it’s complaints or inquiries that make your phone ring and your computer beep, respond to them as quickly as possible.
4. Don’t ask for referrals or stay in touch after the sale. It’s easy to breathe a sigh of relief and ride off into the sunset after closing papers have been signed, but don’t do it. Allow your buyers the luxury of lingering. They may have some questions or need reassurance before they experience a bad case of buyer’s remorse. Plus you have an opportunity to ask, “Do you have some friends you would like to have as neighbors in your new home?” Lingering after the sale and staying in contact show that you are committed to building a long-term relationship.
5. Allow frequent interruptions. Figure that every time you’re interrupted, you’ll lose 15 minutes of productive time. Is it really worth it?