DEFINING THE DETAILS
“You have to tell a story before you can sell a story.” – Beth Comstock
Understand the Details
Once you have a good understanding of the overall design of the community, you should
begin to look at the details of the homes. During the sales process you will need to determine
the best floor plan, lot, and options for the customer. The best sales agents are experts in
each category.
The RIGHT Floor Plan
It is critical to finding the best floor plan for the customer. Your goal is to find the plan that
meets the customers living needs and budget. GL Homes design communities with many floor
plans to choose from. Know each plan and what makes them different so you can quickly
narrow the selections for your customer and their unique needs.
The RIGHT Lot
Not all lots are created equal, and not all customers desire the same type of lot. Know the full
picture of what is available in your community. Learn the differences between the lots so you
can help direct the buyer’s focus on the perfect lot for them.
The RIGHT Options
GL Homes offers a vast option program for each floor plan. Customers are able to personalize
their home based on their specific needs and budget. Being comfortable with the option program for your community will allow you to properly explain the options and complete the sale.
Helpful Tips to Learn Your Product
Top sales agents are successful at pulling small details together to sell a particular home or homesite.
- Review the floor plans for your community. What plans sell best and why?
- Know the model row, understand the features showcased in each model
- Study the available homesites and memorize where the lots are in the community
- Walk all available spec homes and review the options selected for each
- Drive the site several times a week. Know the development stage of each parcel.
- Learn the standard features and options available for each home
- Review and get comfortable with the contract documents