Could someone please explain why we, in on-site sales, seem to have our feet glued to the floor in our garage sales centers? You know what I mean, average sales person greets prospect and REALTOR® at the door, and then proceed to stand firmly planted right there, carrying on a full conversation. Oh sure, we will eventually move to the antiquated “topo” table, but in the eyes of our sales people, if they are still standing there 30 minutes later they think they have a hot prospect.
Honestly, if the prospect manages to stand there that long without running for their car, they probably are a hot prospect. What about the other 9 out of 10 folks who did run for their cars; would it had made a difference if we invited them into our homes and sat down in our beautifully appointed kitchen, sharing a hot beverage or a water together where we could comfortably talk?
Think about it this way, if a guest came into your home would you practically hold them hostage at the foyer or would you invite them into the kitchen? Of course you would invite them into the kitchen and make sure they were comfortable and that you had offered them something to eat or drink or both. This is how we make our guest feel at home.
If you want to get REAL with your guests, if you want to get them “off-script” from what everyone else at all those other model centers are doing, you have to do something different. In this case, doing what should have been the right thing all along.
Of course, this won’t be a popular choice amongst many of our company and sales leaders because “they don’t want the model to get dirty”. If they even allow you a coffee maker or beverages, they have put them in the garage sales center so we don’t “clutter the kitchen”. Don’t we want our sales people to demonstrate our gorgeous homes into which you have poured hundreds of thousands of dollars? Can you think of a better way to have a buyer “try on a home for size” than having them experience the hospitality and comfort your home can offer first hand? Your garage sales centers have a purpose, but it is not during the meet and greet or discovery phase. Leave it for the presentation phase of the prospect encounter.
A final thought on the matter, if you want to keep experiencing the same results that you are currently getting, keep doing things the same way. If you want better results, then it is time to separate yourself from the pack.
Kimberly Mackey, REALTOR®, is the founder of New Homes Solutions, Inc., and has been called a rising star in the Homebuilder World for her reputation as someone with real world SOLUTIONS in a competitive and rapidly changing sales environment–SOLUTIONS like “50 Sales per Year before Any Walk-in Traffic”. She is a published author of many Sales and Leadership articles and a keynote speaker with over a decade and a half of experience as an executive in the residential home building and real estate industry. She has experience working with Builders and Developers of all sizes –from the local/regional companies to the publicly traded nationals. She also works with Brokers from across the country and is the architect and director of the highly successful Preferred Builder Partnership program with Berkshire Hathaway HomeServices Florida Properties Group, where she has increased new home builder sales by over 200%.
For more information, or to book Kimberly for your next event, visit www.NewHomesSolutions.com, or visit Mackey at LinkedIn, www.linkedin.com/in/kimberlymackey; Twitter, www.twitter.com/KimberlyDMackey; and Facebook, www.facebook.com/NewHomesSolutions.
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