Former national salesperson of the year Cydne Combs, of Prudential New Homes in Ontario, Calif., anchors her sales approach in home construction. The idea is to be a guide to help people through a complicated process.
"What I really try to do is create a culture of education," says Combs. "A lot of people really don't understand what goes into the construction of a home. It is upwards of 200,000 pieces of material and upwards of 85 people. Just think of that as a large day-care center. It is really overwhelming. So when people come in, they have varying levels of uncertainty, concern and doubt."
For a salesperson wanting to use this approach, the first step is to learn about construction as much as possible. New home sales specialists may want to consider a course offered nationwide through the NAHB's Institute of Residential Marketing called House Construction as a selling tool.
The two-day course covers land development and entitlement, blueprint reading and the construction process. For dates and times, go to the education section of the NAHB Web site, www.nahb.com.
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