Keeping Sales Process Momentum Positive Over the Holidays

2019 Market is Strong Heading into the Holidays

We're just about to arrive in a double whammy environment for new home sales: less than optimal weather and many competing activities.

The weather might be frightful but ...

Yet, the overall market is positive: website visits are up, sales traffic is up, 2019 sales results are good.

How to keep the momentum going through the next several months?

Home Shoppers are in Your Office Because They're Interested!

A good first step is embracing the idea that home shoppers are visiting your community because they're interested in buying one of your homes... in many cases, today!

It's true: the weather might very well be frightful (while that is probably true in Minnesota, there are other locations where the weather is much better than July!).

And, recognize the power of inviting; take advantage of the holidays and your locale for inspiration. Hot apple cider makes any location seem like home! Add some fresh smelling citrus to up the scent if you're in a warmer climate! A fresh, new look and feel is contagious... and inviting!

Work Your CRM to Drive Traffic

Did you have a chance to read our Top Performer Blog? Our most effective CPS CRM sales manager's tip for success was persistence with follow-up. 

This Top Performer kept in touch with "his team" using his CPS CRM database -- and there's no better time to reach out than today. Invite "your team" over for holiday treats, coordinate a wine tasting, support a fundraiser for a local food bank. You're working to be "top of mind" for your team and any of their friends and family considering a new home.

After All, You're Prospecting for the Long Haul!

That's a Jeff Shore theme: top performers work the small things over and over. Ryan Taft is one of Jeff's sales trainers; he produced a great Blog reinforcing the small and consistent message:

1. Do it! (that is: start now!)
2. Personalize the Heck Out of It! (and the holidays make this pretty easy!)
3. Be Consistent! (get started, now; keep at it after January 1!)

Consider New Tools in 2020!

Take a look at the IBS2020 Buyer Guide: CPS is listed as a member of the 25 Year Exhibitors Club! 

We're persistent: we're actually celebrating 35 Years as a software vendor to the homebuilding industry! Join us in Booth SU631 and see how our persistence can help you sell more homes, build more profitably and provide more responsive customer care!

Co-Op Agents Helping Home Builders Sell to Millenials

This year, it seems, is all about Millennials. In 2015, they surpassed Baby Boomers as the nation's largest living generation.

A recent John Burns Consulting report found that, by sheer numbers, the generation is huge and their impact on home design and home sales will be huge, as well.

68% of Millennials interviewed only 1 resale agent!

Those facts and studies make a recent Visual Capitalist article, Millennials are Buying Their First Homes and Here's What They Want, particularly eye-catching.

Particularly this statistic: 90% used a real estate agent or broker to buy a home.

And, 68% interviewed only 1 agent. 

44% self-identify as belonging to a minority race or ethnic group.

These numbers suggest that it is worthwhile getting your co-op agent game on!

We have several suggestions to develop and nurture your co-op agent pool:

• Make sure your CRM system enables you to identify and track co-agents and their prospects!
• Then, you'll be able to send targeted emails to these agents highlighting available homes, features and special events.
• You'll also be able to use your CRM system to manage special events, such as agent lunches and wine & cheese get togethers so you're able to manage the invitation list and know who attended.
• Why not schedule "drop in" events at a local broker's office and bring in a tablet with your community's interactive touchscreen presentation pre-loaded.  You can share your floor plans, options and local neighborhood amenities to remind them what is available at your community. How about a downloadable app available just for agents?
• Remember: your co-op agents need to be able to sell your location, features and amenities just like you do!  Make it easy for them to do so by providing the materials they need.

CPS has been providing agent-friendly CRM since 1985; contact us to find out how we can help you build and nurture this increasingly important traffic source!