Blog
Will I Fit In?
Sales Professionals:
It’s 7:30 AM on August 20th and you’re on your way to your first day of high school. It feels as though you’re leaving everything familiar behind… your friends, your teachers, your coaches, the hallways you’ve roamed for years… and you’re terrified. Questions are racing through your head… but of all the questions and fears, one thought seems to dominate your internal dialogue – “Will I fit in?”
While decades removed from their freshman year in high school, many of our buyers are revisiting these same emotions as they consider ownership in your communities. While they’re certainly evaluating the quality of the amenities, the character of the land, the cost structures of the club and taxes… they’re likely most concerned with the one fear they’ll rarely ever verbalize – “Will I (we) fit in?” Pay attention to your prospects’ eyes when you’re walking them through your amenity center(s)… you’ll catch them stealing glances at your current members/residents perhaps far more than you’d expect.
Remember that buyers buy on emotion and justify with logic. The laundry list of amenities at your community are wonderful… but they’re irrelevant if there’s not an emotional connection. So slow down!!! Take the time to uncover their core fears/concerns… and you’ll find yourself doing more selling and less touring.
Developers / Sales Managers:
We have some wonderful success stories from clients who have employed our sales and marketing principles to great success over the last 24 months. Not only do I see it in the businesses of our clients, but we see it in our own. What I teach today, I employed yesterday and will be employing tomorrow. This isn’t an academic exercise… it is the sum total of everything I’ve learned in developer and general brokerage real estate over the last 30 years and it works.
I appreciate everyone’s thoughts and prayers over the last twelve months as I’ve battled pancreatic cancer. By God’s grace, our two most recent ‘quarterly’ scans were clear! I’m now back in the groove with our real estate business here in the Lowcountry, and spending time consulting and training for developments in the Southeast. If I can be of service to you and your team please contact me directly.
Posted on 04/18 at 03:16 PM
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