Know Your Homes
A buyer wants a SPEC home with a walkout basement. What should you verify before communicating the price?
Audit the SPEC options, including required deck and any options the buyer has chosen to add.
What type of question encourages buyers to share more information: open-ended or closed-ended?
Open-Ended
What is the realtor bonus within the VIP Broker Program once a Realtor/Team sells their 3rd home with us?
$1,500
Where should all appointments and prospecting calls be documented?
In CRM using the correct activity type
What is our minimum monthly sales expectation for each Sales Rep?
3 sales per month
1804
Name 3 questions you could ask a buyer before showing them a home.
What prompted your move?
What isn't working in your current home?
What are your three must-haves?
What is your ideal move-in date?
What is one effective way to contact a Realtor besides asking whether they have a buyer?
Share a relevant new listing, incentive, community opening, floor plan, or inventory update
What is the monthly phone call expectation for each Sales Rep?
300 calls
A buyer says they need to talk to their spouse before making a decision. What's your next step?
Respect their decision-making process, uncover any remaining questions and arrange a conversation or appointment that includes their spouse.
If a buyer is looking for a floorplan that doesn't have any bedrooms by the front door, what options do we have that meet that need?
Fremont, Bellhaven, Edmon, Holland, Reagan
A buyer says your home is more expensive than a competing home. What should you do before discussing price?
Understand what they are comparing, including location, included features, financing, completion date, and total cost.
A Realtor attended our grand opening but hasn't brought you a buyer. What would you include in your follow-up?
A personalized thank you, relevant inventory based on their business, applicable incentives and a specific next step.
How far in advance of the homeowner orientation must a 3rd party inspection report be submitted?
No later than one week before the HO.
A prospect has stopped responding after touring a home. Give an example of a follow-up that adds value.
Share a relevant, accurate inventory or incentive update, ask whether their priorities have changed and suggest a specific next step.
Mirabel, Windsor West, Enclave Flats, Parkview, Sunset Meadows, Majestic Point Townhomes, The Hill Townhomes, Belterra
Your buyer loves the home but wants to think about it. What question could uncover their real hesitation?
What would you need to feel completely comfortable moving forward today?
You have 60 seconds to convince a Realtor who has never sold one of our homes to schedule a community tour. Make your pitch.
Include a discovery question, relevant product advantages, verified Realtor incentives and a direct invitation to schedule a tour.
A buyer requires a custom change. When is the change officially finalized?
When all required approvals and signatures have been obtained.
Your buyer asks for an incentive you aren't authorized to offer. How do you keep the deal moving?
Never promise an unapproved incentive. Clarify their needs, present approved options and seek management approval when appropriate.
A customer wants to close before the end of the year to get the current BFC. Which construction milestone currently gives us the strongest confidence?
M7+
M6 is a strong possibility but requires confirmation before communicating to the buyer
A buyer loves the home but is waiting for interest rates to drop. Give a 60-second response that creates urgency without making promises.
Acknowledge the concern, explore affordability, explain currently available financing options and ask whether the home meets their needs at today's payment estimate.
You've called a Realtor three times, sent two texts, and still haven't received a response. What is your next move to get their attention and start a meaningful conversation?
Lead with something that benefits their business. Send a personalized message highlighting a specific home, buyer incentive, commission opportunity, or market update relevant to their clients. Include an easy question or clear call to action that gives them a reason to respond.
A home is at M5 and the buyer wants a guaranteed December closing. What should you do?
Verify the home's specific construction progress and confirm timing with your manager before communicating an expected closing timeframe. Never guarantee an unapproved date. Relay closing dates are set once the home reaches M7.
A buyer is ready to purchase but wants a $15,000 discount. We cannot change the price. Role play how you would close the sale.
Explore the underlying objection, reinforce the home's value, discuss verified approved incentives and make a direct closing attempt without promising unauthorized concessions.