Home builders may think that OSCs only set appointments and fill interest lists, but this assumption needs to be corrected. They provide a great return on investment and deliver much more than this function.
The OSC is a critical player in the new home sales industry. To be a success, they need communication tools that enable them to nurture inbound leads and prepare them for onsite appointments.
They Can Help You Develop Your Sales Skills
Home builder sales consultants are a great way to gain hands-on experience in the industry. Agencies like New Home Star can help you gain temporary assignments with local builders to learn the sales processes and company culture and grow into full-time position.
Often, new home buyers have visions of their dream homes, and the new home sales consultant’s job is to help them come as close to those dreams as possible. They work with homebuyers to understand the floor plans and upgrades available and help them find their perfect fit.
Being process-oriented is a crucial skill for new home salespeople. They need a transparent communication process to respond to inbound leads and nurture them into an onsite appointment. The team members should also be able to adapt to each builder’s unique sales process.
They Can Help You Develop Your Marketing Strategy
A homebuilder sales consultant can help you develop a marketing strategy incorporating short-term and long-term branding objectives. This can include plans for reaching new clients, improving the client experience, and positioning your brand as a leader in residential construction.
A successful homebuilder marketing strategy will also involve utilizing technology to reach prospective buyers. This can include social media, video, and an online new home sales program. A video is a powerful tool for creating a closer rapport with buyers and explaining complex processes like new home construction in an easier, more digestible way.
Look for candidates who are open-minded and willing to adapt to your process. A robust sales process is essential, especially for production home builders. You’ll need tools to ensure your online sales counsellor (OSC) can respond to inbound leads, nurture them into onsite appointments, and track their progress through the purchase phase. These tools should include a dedicated, tracked line for each inbound information and robust reporting functionality like call tracking by source and campaign.
They Can Help You Build Your Network
Working temporarily with a new home builder’s professional staff is an excellent opportunity to start building your network. The industry is very relationship-centric, and you can learn a lot from others that have been in the business longer than you. Look for role models and see if they can share their knowledge with you.
Consider asking your new home sales consultant to help you find a job in the industry. They can help you identify the best rugged and soft skills to focus on when applying for jobs. Make sure to include both on your resume.
New homes are complex transactions that require a lot of information to
Be communicated. It’s essential to have tools that enable your sales team to quickly and effectively respond to buyers. One example is using video to engage and educate your home shoppers during the buying process. This also helps reduce onsite appointment no-shows and improve ROI for your marketing program.
They Can Help You Develop Your Brand
New home sales consultants are a massive part of the sales team at builder communities. They are responsible for assisting the onsite sales team in the model homes & coordinating with marketing & sales departments to convert inbound leads to onsite appointments.
A good salesperson can connect with buyers and help them envision themselves living in the community they are visiting. This is a critical element in building the “Coffee Worthy” connection.
To create this connection, sales consultants must understand the new home buying process, including pricing, home features & amenities. In addition, they should be able to answer any questions shoppers may have about the community, location & builder. This can be done by reading through the builder’s website, brochures & price lists before their assignment. It is also essential that they can take thorough notes during a visit & remember the information so they can answer any questions a shopper may have.
