1. Be Prepared.

Always have:

▬ Brochures, business cards, and guest cards within reach

▬ Availability & pricing lists handy

▬ Show keys

▬ Neat appearance

▬ Winning attitude

1. Do the Research.

▬ Know your area

▬ Know your residents

▬ Know your products

▬ Know your competitors

▬ Know your advertising

1. Take the Shopper’s Perspective.

Evaluate:

▬ 1^st impressions (Curb appeal/signage/phone techniques/answering services)

▬ Office/clubhouse/amenities

▬ Tour route

▬ Model/mini-model

1. Get Prospect’s Contact Information & Qualify the Prospect.

Ask questions & listen to the answers to determine the prospect’s wants & needs.

1. Set the Appointment.

Create a sense of urgency.

1. Fill Out the Guest Card & Track Your Traffic Diligently.
2. Take the Tour.

▬ Walk beside the prospect

▬ Let them enter the model first

▬ Help them place their furniture

1. Close the Deal.

▬ Summarize how your product fits their needs

▬ Ask for their agreement and feedback

▬ Address any objections

▬ Ask for the deposit

1. Follow up.

▬ Often.

▬ By phone

▬ By email

▬ By handwritten note

1. Retain Residents.

Operate an intense, targeted service program that:

▬ Provides an array of services

▬ Delivers on promises

▬ Handles complaints promptly

▬ Builds relationships