??Discover the Secrets to Selling New Construction Homes without a Model or Inventory Home. ??

?? How am I supposed to sell a home without a Model to Show???? This is one of the most frequent questions I hear from New Home Sales Agents.

Selling new construction homes without a model or inventory home might sound daunting, but it’s totally doable with the right approach. Follow these essential steps to close deals effortlessly, even without a physical home to showcase. Ready to dive in? Let's get started!

1. Build Rapport and Trust ??

First things first, building rapport and trust is crucial. Why? Because people buy from those they trust. Here’s how you can establish that connection:

??Be Genuine: Show genuine interest in their needs and preferences.

??Listen Actively: Really listen to what they’re saying, and don’t just wait for your turn to speak.

??Show Empathy: Understand and acknowledge their concerns and aspirations. ??

??Personalize Interactions: Use their names and remember personal details to make interactions more meaningful.

2. Discover Discover Discover ??

The critical sales path through discovery will guide you in understanding what your clients truly want. Focus on:

- Builder: What makes your builder unique and what is important to them in a builder? ???

- Community: What's important in a community and location to them? ??

- Home: What are the key features of the home tgey are looking for? ??

- Home Site: Is the homesite important and if so what are they looking for? ??

??By peeling the onion back and digging deeper into the WHY with discovery questions, you can uncover the emotional path that will guide your presentation. Here are some great questions to ask:

?Where do you spend most of your time? ?

?? What would the ideal layout look like to you???

??? How will you utilize the space in your home? ???

??What do you love or dislike about your current home?

?? How do you envision your evenings after a busy day at work?

Don’t forget to pause and LISTEN!

?Questions to Avoid:?

??What sqft are you looking for?

??How many bedrooms and bathrooms?

??What kind of lot are you looking for?

3. Knowledge is POWER ??

Knowing your floor plans inside out is a game changer. Here’s how you can harness that power:

??Study Your Floorplans: Know the details, layouts, and unique features of each plan.

???Compare Plans: Understand the similarities and differences, like foyer areas, secondary bedroom layouts, and flex spaces.

Select 1-2 floor plans that align with the client’s needs and describe them in detail, as if you were walking through the home:

4. Tools ???

Planning ahead with the right tools can help create that visualization and close more deals!

???Walk Book: Use pictures of similar layouts if new plans aren’t available.

??Blueprints: Have a full set and know how to read them. ??

??Lot Fit Book: Create a personalized plot plan with transparency sheets for each floor plan.

???Homes Under Construction: Showcase homes at different stages to highlight quality and features. "Behind the Scenes Tour"

??Example: “You mentioned a concern about your electrical bill in a larger home. This radiant barrier roof can reduce heat by up to 10%, keeping your home cooler and reducing energy consumption.”

??Measuring Tools: Use measuring wheels and stakes to walk the lot and show home locations.

Conclusion: ???Visualization is Key ???

By asking discovery questions and understanding how the buyer lives, you can create a vivid visualization of THEIR Dream Home. Once they envision themselves in your community, in your home, on your lot, closing becomes easy and effortless.???

????If you found value in this article for selling new construction, share it with your friends and team members.

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