New Home Sales Pros:
People will stick with a less-than-ideal home if it means they can keep the personal connections and bonds that tie them to the community around them. On the flip side, they’ll be more likely to cut those ties if they see that they can have the shiny new house AND the community spirit they love.
Leave the bricks and mortar to your super, but take it upon yourself to build the deeper connections.
Making it happen:
What to do: Establish book clubs, stroller buddies, dog-walking outings, poker nights, play dates, and more.
How to do it: Sign people up for groups and clubs. When you have enough people interested, contact a good candidate to host/organize the first event.
Once you’ve established community, use it as a selling point for future prospects. If someone has young kids and asks about walking paths, talk about the stroller buddies group and offer to introduce them to some of the members. You get the idea–build connections to build community. And then pass it on.
Here’s to earning what you’re worth!
Share your own stories of building a spirit of community within your community below.
Contributed by Jason Forrest
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn more at http://www.forrestperformancegroup.com.