Out-selling the Competition

In a competitive market like the Triangle, the key to out-selling the competition is understanding the buyer and putting that insight into selling action.

More new homes are sold when the community and homes are designed with the desired amenities and features demanded by the market. Guessing or relying on past preferences is not enough. You need up-to-the-minute statistical tracking of the market's most popular amenities and emerging features to meet the demands of today's buyers effectively.

But even with the most appealing communities and homes, effective sales associates make a dramatic difference. Hiring high-quality, experienced agents to be your on-site sales associates is the first step. But when competition in a market heats up, even experienced agents need continuous coaching, as well as oversight by a skillful sales management team.

From the moment the sales center opens, to putting the last "sold" sign in the ground, it is critical to consistently review and audit every new home community from the buyer's perspective. Sales associates must keep a close watch on entry signage, streetscapes, traffic flow, construction oversight, etc., as these elements all combine to create a first and lasting impression on the prospective buyer.