TIP #3

 

Regardless of whether we are selling in a community with one builder or multiple builders, we are hearing the words, “we just want to see the models” more, as the real estate market becomes more and more of a buyer’s market. How then do you sell lifestyle when all potential buyers want to see is stuff…the house, dishwasher, master bedroom, counter tops, etc?  Well, here is a way to deal with that situation that will help you sell more, more than your competition (even if your competition is in the same community).  The answer is SELL THE NEIGHBORHOOD NOT THE HOME!  It’s one thing to say it and another to do it.  Here is how to do it:

PROSPECT:  We just want to see the models.

SALESPERSON: Sure, I can help you with that (pause) Has anyone given you a short overview of our community?

P: No, but we don’t have much time

S:  It will take under 45 seconds. Is that OK?

P: Sure.

S: At Lake Desert Resort we have….3 restaurants, 2 golf courses, one of which is private, 2 tennis courts, ladies’ and men’s locker rooms, a card room, spa, 2 pools, hiking, biking, and jogging trails,  fitness center, 2 parks, a village with 12 shops, we offer new homes, condos, villas and home sites.  (SHUT UP….the next person to speak looses)

P: Well we don’t golf. We like hiking biking trails…love to shop

Well to cut to the chase, offer to show them the things in the community, (which, by the way is what selling the lifestyle is all about, the things that tug on them emotionally) not the model. Show the model after they have fallen in love with the neighborhood, and all the amenities your developer spent millions of dollars creating.

And don’t forget to have fun when presenting your community. Potential buyers like FUN.