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DAILY ACTIONS

“Always do your best. What you plan now, you will harvest later.” – Og Mandino

6

YOU ARE READY

Actions to Take DAILY

Complete Auto Follow Up (Traffic System)

  • The day after your days off, review your return guest that came in while you were off and follow up as appropriate.
  • Review sales activity each day and adjust your presentation accordingly. Know what houses are being sold and why. How does this affect the available inventory and lots your buyers are interested in? Use this information as you call customers’ back.
  • Drive entire site. Know the status of your customer’s homes and other homes in the community. Know what is happening before your buyers do. If there are major developments on the customers’ home, let them know.
  • Review Hot List and adjust as you call customers
  • Follow up by phone with 5-10 customers that visited 6 months ago with an update

Actions to Take BI-WEEKLY

  • Do realtor office drops, talk to the broker and floor duty agents. Collect business cards and leave brochures. This is a great way to get a good pulse on the local market while building relationships with new agents. This is also a great time to plan realtor office meetings at your community. Realtor relationships are a major part of your book of business.
  • Prep your custom sales packages for customers. Don’t get caught not having material
    readily available. You should have:

– Price Sheets
– Inventory List
– Frequently Asked
– Brochure
– Reservation Packages

Actions to Take MONTHLY

  • On the 7th of the month: send email updates to return guests for the previous month
  • On the 15th of the month: send email updates to your Realtor contact list
  • On the 25th of month: send post cards out to customers that visited 8-10 months earlier

Fill Your Pipeline

There are 2 types of sales you will make. The first comes from customers that walk in the door and are ready, willing, and able to buy, and easily sold on the community. This is an easy sale and will make up 50% of your business. The second segment comes from working the customers and following up with them.

You should constantly be lining up your sales for the future. These are sales from customers that you stay in touch with or from the realtor relationships you build. The more pipelines of customers you set up, the more sales you will make. Some sales will take months or years to come to fruition. However, agents that do consistent follow up, have consistent streams of business.