"How do I beat the housing market?"
The New Home
Sales Symposium Series
Similar to a theatre production, the New Home Sales Symposium Series teaches new home salespeople and homebuilders alike to follow a specific system to new sales. Today's true new home sales professionals and their homebuilders have a carefully staged buying experience that will outsell their competition hands down.
"If you rely on the market to sell homes for you, you are always at the mercy of the market. If you rely on the process, you control your destiny!"
New Home Sales Symposium I - Setting the Stage (Approved for 6.5 RE continuing education credits)
- Preparing for Success
- Dealing with and excelling in a tough market
- Learn how to differentiate, create your own "category" and what you need to stop doing to become successful
- Understand how your prospects look at "Value"
- Building your homes to appeal to your Buyer's Psychographic Preferences
- The 5 P's of Marketing and how to evaluate your homes and make adjustments
- Understand how to price your homes based on the market, not on cost
- How to measure your competition and outsell them!
- Identifying and working with different personalities
- The top 10 prospect's concerns
New Home Sales Symposium II - Staging the Experience
- Greeting - How to take control of the buying experience and make your prospects feel completely at ease.
- Needs Analysis/Discovery - The secret questions to ask your prospects and how to build a relationship in under 5 minutes!
- Presentation - How to build the value of your location, neighborhood and company
- Demonstration - Identify your prospect's problems and present your solutions
- Selecting One - How to create urgency in a buyer's market
New Home Sales Symposium III - Guiding the Transformation
- Objections - Learn how to attack your most common objections
- Finance - How to logically justify spending more for your homes
- Closing - 15 closing techniques designed to work in today's market
- Follow-up / Referrals - How to get your prospects to come back to your model
- Follow Thru / Referrals - Create a remarkable experience that will build your referral sales
