I had the opportunity to attend the 2017 International Builders Show in Orlando a couple weeks ago. By all accounts, the show was an overwhelming success! The trade show floor was a flurry of vendors and builders like no other I have seen. The training and educational tracks were in most cases, standing room only! The many people I had the opportunity to speak with were all highly optimistic about our industry in 2017! All excellent indicators that the building industry is ready for a strong, successful and profitable year!
A key point for new home builders to consider this year, more than ever before, is the needs of their buyers. Today’s buyer is smarter, savvier, and more knowledgeable than ever before!
There are five critical things that today’s buyer expect….and demands…during the sales experience. In order to be successful, you’ve got to be willing to provide them with the following:
- Ability to ask questions and listen
- A personalized presentation
- Be the problem solver