The Seven "Wonders" of Our New Home Sales World

As New Home Sales Professionals, we’ve all experienced the familiar disappointment when a promising prospect says they’ll come back but never does. It’s understandable, rooted in our natural hopefulness and the expectation to have answers when our sales manager asks about upcoming deals. However, losing a future sale is easier than we might think.

Through years of coaching sales teams and observing countless interactions, I’ve compiled this list of common missteps, even among top professionals, that leave me wondering every time. Consider this a fresh insight or a valuable reminder for New Home Managers as well as Sales Professionals!

Wonder #1: Your First Impression

If you want to be taken seriously as a home-building expert, your appearance shouldn’t be a distraction. Your Saturday night best isn’t fit for the sales office. For most clients, buying a home is the largest purchase of their lives, and confidence in you matters. Smart answers and a polished look will go much further than flashy attire. Avoid these common professionalism killers:

• Heavy perfumes or cologne
• Over-the-top jewelry
• Clothing that’s too tight, revealing, or wrinkled
• Outfits that suggest a casual evening rather than a serious transaction

Wonder #2: Who’s Talking?

Is it you or the prospect? You should be listening more than talking. Unless you're asking a question or clarifying their answers, let the prospect speak! By guiding the conversation through active listening, you can better tailor your pitch to what truly matters to them.

Wonder #3: Take It Slow

Remember the song "Ease on Down the Road?" Your sales presentation should be just like that—easy and gradual. Build rapport before diving into the sales pitch. Avoid jumping straight to "Did you bring your checkbook?" the moment they walk in. Good relationships lead to good business!

Wonder #4: Qualify Early

A model home will attract all kinds of visitors, but not all of them are serious buyers. Use a consistent method to qualify leads early in the process. Identify whether you’re speaking to a potential homeowner or someone who’s just window shopping. If you're busy, focus your time on real prospects. Fly from one lead to the next like a honeybee until you find the nectar.

Wonder #5: Knowing When to Stop

Don’t lose a sale by overselling. Once a prospect shows buying signals, it’s time to stop talking and close the deal. Too many salespeople think they have to share everything they know. Refer back to Wonder #2—listen to what your prospect is telling you, and when the moment is right, stop presenting and ask for the sale.

Wonder #6: Think Broadway!

Like a Broadway star performing night after night, each client you meet is hearing your presentation for the first time. It’s easy to lose enthusiasm when you’ve done the same pitch hundreds of times, but your audience deserves the same energy and attention to detail you had when you started. Keep honing your skills and delivering with passion!

Wonder #7: You Don’t Know It All

No matter how much experience you have, there’s always more to learn. The moment you think you know everything is the moment you stop growing. Stay humble and keep learning!

There are countless other areas to refine in this profession, and selling new homes is no easy task—if it were, everyone would be doing it! I’m grateful to all the salespeople and sales leaders I’ve worked with who have contributed to these observations and who continue striving to improve, sell smarter, and reach higher.

What else would you add to the list? Please share your comments.