Buyers are somewhat fickle – they make their purchasing decisions based on the present, not always the future. An example: when gas prices are high, people buy for economy; when prices are low, they buy for power. This is a generality, but true, and it applies to home purchases, too. When times are great, homebuyers […]
It is a scary time to be a homebuyer. Media reports tell buyers that home prices are outrageously high; that interest rates are through the roof; that the economy is collapsing – that the sky is falling and the world is going to end! So, it’s no wonder that homebuyers approach you with fear, uncertainty, […]
Read More… from Give Buyers What They Want – Answers & Confidence
70% of new home salespeople have never experienced sales during a downturn, and many owners and sales managers have never led a team through slow times. That means that the majority of us may be ill-prepared for what’s coming—and we “don’t know what we don’t know.” When we don’t know what’s coming and how to […]
Yes, the market is full of fear and uncertainty. Yes, selling and getting buyers qualified is harder today than it was in the past, and there will be some that simply can’t buy. But there are many that can, and they are desperate for your help. As interest rates and housing prices continue to rise, […]
Read More… from PMA: Even in a Challenging Market, People Need Homes!
Every time a homebuyer interacts with your company, they form an impression. They visit your website to look for a home. If they can easily find what they are looking for, and if the pictures they see are inspiring and professional, they will have a good experience. If, when they call you, they are greeted […]
Two sales professionals come into the office every day at 9am. They each sit at their respective desks busily working with customers until closing time. At the end of the day, one has delivered three quotes, followed up with seven prospects and taken two new deposits. The other one… hasn’t. Why are some people so […]
Each of us has only three resources we can invest: time, energy, or money. When you’re investing your money, you’re likely cautious and give it some thought. After all, you worked hard for that money and want to invest it well. Are you as deliberate when it comes to your time and energy? Ask yourself […]
“Thank you for your inquiry. Someone will respond within 24 hours.” While this may seem like a reasonable response time, it’s worth asking: when someone submits a form on your website requesting information, how quickly do they actually expect a response? Failing to meet customer expectations in this area can be a missed opportunity. Numerous […]
Where is the conversation with your buyer taking place? The REAL conversation begins before you’re even aware that they exist, and long before they’ve visited your model or sales center. It takes place online – on your website and on social media. We hear a lot about our online presence. We may have a great […]
It is a scary time to be a homebuyer. Media reports tell buyers that home prices are outrageously high; that interest rates are through the roof; that the economy is collapsing – that the sky is falling, and the world is going to end! So, it’s no wonder homebuyers approach you with fear, uncertainty, and […]
Read More… from Sales Tip #5: Give Buyers Answers and Confidence