Customer Tours
More than likely your tour will begin in the model homes. At a minimum, GL Homes requires all agents to walk the customer through the first model to showcase the features of the homes and explain the differences in how we build our homes. Be sure to highlight the models that you identified as most relevant for the customer.
Things to remember during your tour
- You should be the leader.
- Be confident in this step, take the customer into the area of the home with the most “wow factor.” Then start the explanation of the features of the home.
- Take the customer through the spaces and highlight the areas that you want to showcase.
- Most customers will not notice or pick up on everything by simply walking through the space. If the customer prefers to walk in their own direction, simply highlight the areas they walked through.
- Even if every builder offers the same features, the sales agent that mentions them gets the credit.
- Most communities will feature a model with more “standard options”, this is another great tool to use to help the customer identify what they are seeing in the model home.
- The initial purpose of walking the model homes is to sell the customer on the floor plan not the options.
- Considering the volume of traffic most of our offices see in a day, you need to be cognitive of managing all your customers.
- Spec homes are a great tool. Know where the homes are located, how to drive to them and the view that each offer.
- During the community tour, touch on the areas that you highlighted in the sales center.
- Drive by a completed section of the community to showcase what their home will look like.
- You can also describe how we maintain the construction site and how well we build.
- At the amenity center, take time to show the areas customer indicated interest in.
- Grab a social calendar and highlight what they seem to like.