Overview

To be an effective new home salesperson, it would be helpful to determine who is the most likely to purchase a new home from you at any given time (whether on the initial visit or in the future) and who is much less likely or even unlikely to do so. This book lays out a unique rating system that definitively describes how to determine the likelihood of any particular customer doing business with you based on the answers to four simple discovery questions. Take all of the guesswork - and subjectivity - out of trying to figure out who is serious about getting a new home and who is not. Then, use your rating system in your follow-up program to focus initially on those who are the most likely to make a decision with you in the short term. This is an objective system that works for any price point, geographic location, style of new construction, or demographic. It just works.

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Steve Hoffacker, CAPS, MCSP, MIRM, is the manager at Hoffacker Associates LLC, a sales training (new home sales, universal design, and aging-in-place) and coaching company based in West Palm Beach, Florida. He also is a Florida licensed real estate broker, an active member of the National Association of Home Builders (NAHB), National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Florida Home Builders Association (FHBA), and the Gold Coast Builders Association (GCBA). He is a Life Trustee of the Florida Sales & Marketing Council and a Life Director of GCBA. He has received several national awards for new home sales (including lifetime achievement) and conducts educational classes for North American contractors, occupational therapists, designers, builders, Realtors, and others.

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