With all the opposing home buying opinions out there, it can be difficult for customers to remain confident throughout the buying process. And when customers are on the brink their buying decision, they’re even more tempted to believe the reasons they shouldn’t move forward.
Fortunately, there’s also plenty of positive information about the benefits of buying a new home these days. To be successful, your team needs to demonstrate a thorough understanding of those benefits, the industry and their market. And the best way to communicate that knowledge is through the use of third-party resources.
Customers want, need and deserve objective information on why they should move forward. The persuasiveness of your associates just isn’t going to cut it. Your team has to have updated data and articles on hand at all times. For every objection your associates might face, they should have at least three third-party resources that speak to the contrary.
Considering a foreclosure? Show them why buying a bank owned home may not be all it’s cracked up to be. Have articles on typical improvement costs. Break down common difficulties and delays in closings.
House to Sell? Highlight the average days on market in that particular neighborhood. Have MLS information on hand, and show them price comparisons. Provide articles on the benefits of staging.
Financing concerns? Have updated rate sheets on hand. Know the mortgage industry trends and program requirements. Have the stats and stories printed and ready to present.
Your team needs to create and know their way around a third-party book. This collection of articles, quotes, and industry information is an invaluable resource. Your customers want to buy. Now, it’s up to your team to present the evidence why they should.
Tags: home building industry, housing market, new home marketing, new home sales
