Trust the Process
For many homebuilders a component of their business model is providing several standard home/plan types to choose from for prospective buyers. Select your lot, your plan type and then your options & upgrades, etc. Standard home plan models are beneficial for the builder as there is a repeatable process with known stages, tasks and milestones so the time frame, the cost and outcomes are predictable and can be duplicated.
The reason to create standard ‘sales processes’ for selling homes is very similar. Repeatable steps, tasks and milestones drive a higher probability of a successful outcome. There is at least one major difference in selling versus construction – it is ok for buyers to go from an early stage in the process or cycle to close very fast or to even skip stages completely. However, trusting the process of a defined repeatable sales methodology that is driven by the executive team and becomes part of the homebuilder’s operating culture will drive higher sales success rates and bottom line profits. Repeatedly.
