Page 59 - Warehouse Flats Sales & Marketing

Signature Concierge Services
The idea of a development sales professional as a concierge is a new one—but one we implemented at Bay Harbor that quickly took traction. Statistically: Prospective buyers only call one real estate person. It’s been consistently shown that buyers perceive all real estate agents to be pretty much all alike and
assume that one salesperson is probably just as good as the next, so they will only work with the rst person with whom they have already talked. The secret to more developer sales is to get in front of more leads rst— preferably before they even know that they are in the market. To stand out, develop warm leads, prospect, and convert more interested prospects into happy new development owners, the sales professional must identify prospects before they even get here and build trust, credibility, and rapport. Advertising, signs, property guides, and other general real estate techniques all drive prospects to the competition. Even if customers are bombarded with advertising from various brokers, statistics show that prospective buyers might call, but they won’t buy from other agents. Since prospects are working with the rst agent they initially talked to already the savvy new development sales professional knows to get in front of leads rst (and
keep detailed databases and tickler programs) by o ering insider information, service, maps, friendly face, trusted vendors, entertainment, dining, and socializing opportunities. This is Signature Concierge Service.
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