Developer Services
Strategic Planning
Sales Process
The sales process for multi family projects must follow a strategic path to achieve optimal success.
Each step of the process is broken down in detail and follows a critical schedule of events up to completion and beyond. The goal is to meet and exceed expectations of the client and to elevate the consumer experience to make your brand stand out from the competition.
Following a detailed process builds trust and continuously adds value to the consumers experience and will increase the chances of their consideration and even a referral to others.
Whenever possible, it is best practice to engage a sales force as early as possible in planning to achieve alignment with all of the strategic players involved for a seamless flow throughout the process.
Strategic Path
- Sales force advises on unit mix and plan types.
- Establish pricing and target demographics.
- Select systems, finishes and appliance.
- Confirm ad campaign design and placement.
- Approve sales targets and goal setting.
- Landing/Homepage ready for consumers to register.
- Exclusive material prepared for early network engagement.
- Sales training consisting of a focused study of the developers history and vision, high level understanding of the target demographic, area understanding and knowledge building, dialogue, talking points and objection handling. We will be prepared at the highest level to engage the consumer.
- Soft touch to early registrants to gauge interest and test pricing.
- Build a strong database of consumers and realtors to create a buzz within the community and bring value towards urgency to act.
- Detailed material ready for qualified registrants (price ranges/plan types/timelines for sales launch.
- Qualified buyers arranged in order of qualifications, reservations/preferred plans documented.
- Realtor database engagement.
- Realtor event scheduled.
- Release exclusive access only.
- Active communication process with the database.
- Confirm unit release strategy.
- Previews commence.
- Ongoing sales training shifts to the sales launch process and contract writing.
- Disclosure filed.
- Reservations/preferences called.
- Possible MLS campaign engaged.
- Contract process/deals written.
- Active communication with the database to create buzz and announce sales launch.
- Active sales process.
- Sales targets and goals achieved.
- New sales targets and goals set.
- Review & optimize campaigns based on efficiency and results.
- Sales force adjusted based on new targets and goals.
- Active sales process adjusted based on new targets and goals.
- Database communication and messaging adjusted to focus on sales milestones, updates, and content marketing to increase urgency and engagement.
- Active sales process adjusted according to new messaging.
- Ad campaign according to new messaging.
- Database communication and messaging adjusted to highlight “move in ready homes”.
- Completion timeline communication with purchasers and realtors.
- Completion and turnover planning.
- Pre-delivery inspections.
- Completion and turnovers.
- On-going purchaser database communication.
- Organize 6 week, 6 months and 12 months past completion communications.
- Arrange annual communications to follow-up with purchasers.