4:2 Selling Skills
What is the "4" of the 4:2 Formula referencing?
What is relationship, motivation, current dissatisfaction, and future promise.
What are the steps when you are successfully opening for a next step with a customer?
Agenda, Benefit, Gain Commitment
The four categories you ask questions about when having a financial discovery conversation.
Our customers are asking to complete a loan application with NVRM within ____ days.
What is 5 days.
How do you log a Connect to Convert?
This is logged as a new interaction with the interaction type being a Connect to Convert.
What category of the 4:2 would this question fall in? "What changed recently that has you thinking about making a move?"
Motivation
What does a home close sound like?
Would you agree the Columbia is the right home for you and the family?
True or False. A commission employee needs a 1-2 year history of income to qualify.
What is covered under NVR's 2 year warranty?
Everything behind the walls including electrical, mechanical, and plumbing.
True or False. When you enter a new lead and contact - that customer can now be found in Atlas.
False. The customer has to be promoted to an Opportunity to be found in Atlas.
Provide three alternates to asking "tell me more"
Describe that for me, can you paint a picture, can you elaborate, what's that like for you...
What objection strategy is this?
You are not the first customer that has said that. My buyers who live here now would tell you that they thought having Walmart so close was a drawback...but now that they live here they LOVE IT.
Law of Social Proof
What is $4,000.
What is our mission at NVR?
Maximize shareholder value by creating a better living experience for our customers.
Where do you update the meeting status in Dynamics?
In the interaction note that was created for the meeting.
What is the change formula?
A customer moves forward when their CD X FP outweighs or is greater than Cost + Fear.
What are the 4 critical closing milestones?
Community, Home, Homesite, and Terms.
What is the 2-1 Buydown? How would you explain it?
Answers will vary slightly.
Buydowns are available on all loan types. It is still a fixed program with a temporary rate buydown.
Example: If the note rate was 7% today. The customer would get a 5% rate for Year 1, a 6% rate for Year 2, and a 7% rate for years 3-30.
How many homes do we plan to sell in 2025?
22,500
True or False. If a customer has a contact in the system for a different community you should create another contact when adding them to your community.
False. You don't EVER create duplicate contacts. You always search first to avoid this. You will pull a contact in when creating a lead for your community when the contact is already in the system.
What are the "two" statements that are part of the 4:2. Provide an example.
The vision agreements.
So if you stay... you will continue to deal with...
So I need to show you something that offers...
If a customer said.... I know the bank would say I can afford it...but that payment is just higher than I want. Using the objection strategy... what would you do next?
Role play with Trainer.
Connect, Dig, Isolate, Resolve.
Based on the information included here, what is this customer's buying power. Round to the nearest dollar.
Income: $140,000 per year
Obligations: $1,200 per month
FHA
Credit: 660
What is $4,633
What are some potential ways to find more cash when a customer is short $$ for EMD and total cash outlay. Provide at least three.
Borrow against a 401K, withdraw from retirement, gift, savings plan, finance closing costs, sell assets, HELOC, etc.
What is the difference between a Cost Estimate, Summary MSS, and Option List? When do we provide each to a customer.
Cost Estimate has financing - monthly investment, total cash outlay - all #'s broken down for prepaids, closing, EMD, etc. Can be shared at the appt.
Summary MSS - shows all the features that are included in the home and that the customer has selected. Can be shared at the appt.
Option List - shows all available features. Reserve providing this until contract.