By Jeff Menzel, Sales Director - New Home Star
I'm sure as you have grown in your professional life, someone along the way (maybe many people) have said to you that, "It's the little things that make a difference." They may have been referring to being polite, or making sure your shoes were polished, or talking about how you treat others. It would be almost impossible to argue that these little things don't have a positive impact on our personal and professional life. But when is the last time you thought about the impact of the "little things" in new home sales?
I believe that all those little things stack up one at a time to make a HUGE difference. A child playing with a set of building blocks puts them down one at a time. They build a good foundation and then their structure begins to increase in size…up, up, up the blocks are placed until a building is formed. The huge smile on their face shows off their accomplishment! As new home sales professionals, we have the opportunity to do the same thing. With each little block that makes a difference, we are building that new structure in our buyer's mind. Each block, or little difference, causes your buyer to take pause and notice, "hmm, something here seems a little different…and I LIKE IT! Sometimes, the buyer doesn't consciously even realize the individual act except that something is different in a positive way. But just like the child, the big smile shows their excitement.
So what are those little things that can make such a big difference? Here's the great news-you already know them! It is all that stuff you learned in training. Is your community looking great? Is your model pristine? Is your tie on straight? Do you jump out of your chair to welcome a prospect into your sales office? Do you sincerely listen to their wants and needs? Do you tell a little joke or two to help build rapport? And the list goes on and on.
We all know that many times, our competitors are not doing these things. Their site is a mess, they sit in their chair and point to the model, they look like they slept in their clothes, etc. Take advantage of their weakness and do all the little things! One block at a time, you are building a big block of difference!
Remember, with each little difference, with each glorious little block, you are building an outstanding customer experience. That great experience will turn into sales! And that builds your success…one block at a time!
