Page 19 - New Homes Legacy Playbook

Playbook
Transparent Fee Structure and Terms:
• Clear breakdown of fees associated with marketing, sales support, and other services.
• Clearly defined payment schedule aligned with project milestones.
Our presentation is more than just a snapshot; it’s a preview of the transformative partnership that awaits.
Follow-Up
As a sales professional, it would be acceptable, even anticipated, to ‘ask for the order’ as you conclude your Presentation. This is the point in time when you determine if you properly understood the Discovery conversation, and if you delivered solutions that resonate with your builder. While we often get approval at this time, we must be prepared to facilitate a thoughtful Follow-Up.
The Follow-Up section is crucial for maintaining momentum and solidifying the relationship after the initial presentation.
Recap of Our Presentation
Trial closes through the Presentation will determine if we are on the right path, where we may have missed, and the concerns the builder may be feeling.
Closing: In a situation where we are hearing positive affirmations throughout a Presentation, the
next logical step is moving to the engagement agreement stage. You must be prepared to deliver this agreement immediately. If not in person, via DocuSign is a perfectly acceptable venue.
Next Step: In the event there were points needing clarification or editing, then we should schedule the next meeting before we conclude our Presentation. The next meeting should be scheduled as quickly as reasonably possible. As you step away from the Presentation, you must engage the team to
modify the Presentation to address any deficiencies or changes.
We ask our New Homes’ family to practice basic professional courtesy in our businesses. Follow-Up and Follow Through will often set you apart from others working to obtain
the builder’s business.
To translate, do what you say you are going to do!