Building a Home on Paper
The key to selling options is all about keeping the process simple, while assuring the buyer that they will love what we will build.
In the “Tools to Master the Job” section of this workbook there is a sample template to use while building a home on paper. You can add categories or eliminate them as needed for your customer and community. It is ok not to review every option. Focus on the big picture and large ticket items that will achieve the customer’s goal and budget. Prove to the customer they can get what they want in their new home.
Note: when building a home on paper, highlight the options in the catalogue and only write a summary and the total price in the worksheet.
Step 1: Determine a Budget
Knowing what the customer’s budget is helps you identify what direction to take. You need to guide the selections based on their budget.
Step 2: Structural Options
Structural options can change the overall design and functionality of the home. They can also affect the ability to select certain options and are usually higher priced items.
Step 3 – Kitchens
The Kitchen represents one of the most expensive and important areas to the overall design of the home. Start this section by determining what kitchen design the customer is looking for and work off that design.
Step 4 – Flooring
Flooring falls close to the top of most customers’ priority list. Using the flooring price matrix and the floor zone exhibit, you can quickly review the floor options and lead customers toward certain product lines.
Step 5 – Bathroom Selection
For this exercise, bathrooms can be broken into 2 sections: master bathroom and guest baths. The master bathroom is where you will spend most of your time. The guest baths can often be duplicated to quickly come up with a “ballpark number” using similar cabinets, countertops, and tiles.
Step 6 – Electrical
Start by using the standard electrical exhibit. Try and group the selections that the buyer is looking for and highlight on the plan.
Step 7 – Miscellaneous and Exterior Options
Ask is there anything else they would like to add. If the buyer was looking to include a pool or other high-priced item in their overall number, this is the time that you will add in the ballpark number you budgeted.
Step 8 – The Close
Once you have completed the worksheet and you have included all the options on their wish list; then you can go for the close. Here’s a short checklist to keep in mind:
- The buyer likes the floor plan
- likes the lot selection
- likes the options and is comfortable knowing they are getting what they want
Ask for the sale, by selecting their options they have already envisioned themselves in the home.
If they say they are not ready, ask them why. Handle the objection and ask for the sale again. You now have the ammunition to push for the sale.