DEMONSTRATE MODELS & SPECS

Where to Start

At this stage you will have a good idea of what the buyer is interested in and a general game plan of what you are going to show them. During any tour:

• You should be the leader
• 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

Your tour will start in one of two places, either the model center or in a spec home. You will notice that when you get out of the confines of the sales center and into the community, you will see your customers begin to relax and really start to open up.

Touring Models

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.

• 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.
• This is a great time to continue to uncover exactly what the customer is looking for
• 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. Make a judgment call on how many models you will show
the buyer.

Touring the Specs

The second area that you might start your tour would be in a spec home, or quick delivery home. This is for the customer that is looking for a home quickly or the customer that is returning for a second visit and interested in seeing an undecorated home.

• Take the time to study the spec homes to understand the features that make each unique. This allows you to quickly determine which homes to show the customer.
• Walk the homes often to know the stage of construction and estimated completion dates
• Know where the homes are located, how to drive to them and the view that each offer
• Spec homes are a great tool. They give an option to the customer that wants a home quickly. They also give the sales agent a tool to help showcase what a home looks like without the decorations.

Touring the Community

Touring the community is an opportunity for you to show the broader picture of the neighborhood.

• Touch on the areas that you highlighted in the sales center
• This is a great time to 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
• Driving the customers through the entrance feature in the golf cart is also a powerful statement. They can see and feel how truly special and dramatic our entrances are.

Touring the Amenities

GL Homes builds communities with a focus on lifestyle. The amenity center is where it shines.

• Take time to show the areas the customer indicated interest in
• Grab a social calendar and highlight what they seem to like
• Ask the question, “Do you like the amenities? Can you see yourself using them?”
• If the customer is not as interested in amenities, keep this in mind during your tour and do a quick overview.