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John Straub's Blog

By John Straub | Agent in Fort Worth, TX

New Homebuilders in DFW, Part 7

New Home Builders in DFW, Tip #7
Knowing the process that new home builders in DFW take you through when you visit the sales office makes the process easier and more understandable to you.

New home builder’s in DFW use the critical path selling method almost exclusively. The sections of this process are greeting, building rapport, qualifying, demonstrating, siting, handling objections, and closing. While almost every new home builder in DFW has their own tweaks to the process it remains largely intact. Since there is a good bit to this process we will cover it over several articles. When you visit New home builders in DFW see if you can recognize the pattern.

The first two sections of the critical path; greeting and building rapport are just as important to you as the buyer as they are to new home builders in DFW. The sales person should be out to greet you within one minute of walking into a model home. They should welcome you to the community, provide you their name and ask you for yours. While this is obviously important for the builder this is critical to you as a buyer as well. Remember that first impressions count! If the sales representative is too busy to greet you, will he or she be too busy to answer your questions later? While there may be times where they cannot greet you in a timely fashion, the sales person has an obligation to welcome you warmly and fully.

Building rapport is the second step in the critical path for sales and it should be quick and timely. This is a brief opportunity for the sales person and you to make polite small talk before you begin the process of explaining what you are looking for in a home. The key is that it should be quick and timely. This process should not drag on for ten minutes. At this stage the sales person is hoping that they can learn a little bit about you and put you at ease that they are not out to force you to buy a home right now. At this stage you are deciding, “Do I like and trust this sales person, Do they relate to me, Are they listening to me, or Are they thinking about what to say next?”
I hope you have enjoyed new home builders in DFW and found the information informative. In the next post I will be talking more about the process when you enter the sales office. If you have any comments on the material or questions please do not hesitate to contact me directly 817-729-4281 or john@dfwfamilyrealty.com.

Check out some of my previous blogs:

New Home Builders in DFW Information to help you get the best deal working with a new home builder

Cinemark Alliance Town Center Details about this great new theater

Home Buying "A Short Course" Basic information on the process of buying a home

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