Getting familiar with how new home sales counselors work make the home shopping process fun and easy!
As you enter a model home and start talking with a new home salesperson, one of the first things you’ll see is the sales counselor. Shortly after they greet you, they’ll start to inquire about you and your new home search. You may feel a little uneasy about some of the questions you may get. Some may seem a little intrusive, such as the value of your current home, your household income or even the condition of your credit. For most of us, these are questions we rarely encounter, but, most of them are necessary for the new home salesperson to do their best to help you find a home that works within your dreams and budget! Know the answers to these questions, even if you give them “ballpark” numbers, will help them do their job so you can make a better, fully informed decision on your next home. Being prepared for these questions or requests may will allow you do answer them with confidence. In no particular order, here are a few of the most popular new home sales techniques you’ll encounter.
Money, Money, Money.
It’s important that the new home salesperson has some understanding of how much you want to spend on a new home. They can determine this wither by knowing how much you want to spend overall on the home or how much you’d like to spend each month. Both numbers are helpful, but most salespeople will try and determine how much you’d like to spend each month. The reason that they’ll try to get this number is most home shoppers use the monthly number in their budget, and most of a salesperson’s training is based on using this number to demonstrate the value of the new home. They may ask how much of a down payment you plan on putting on the purchase. Some builders will also have their sales team as about you monthly utility bills because energy efficiency is a big part of new home building today. You can be as vague as you’d like with these numbers, but the more accurate you are, the better job the salesperson can do to to help you find the right home.
Many salespeople will ask you if you’ve been pre-approved for a mortgage or have gone through pre-qualification with a mortgage company. Salespeople will do this to determine how serious you are about your new home search. At some point, all home buyers will have to get qualified for a mortgage, and until you do, you probably don’t know how much home you can afford. Getting pre-qualified for a mortgage let’s you know your price range and let’s the salesperson know you’re serious. If you are pre-qualified, it’s a good idea to let the salesperson know. You may decide to keep the amount you’re qualified for to yourself!
Don’t Be Afraid of Commitment!
Most of us don’t buy a home unless we love it and salespeople know this. They’ll often ask you how you plan to use a particular room or to put the name of one of your children on a particular room. The reason the salesperson does this is to get you to start “living” in the home before you buy it and to attempt to get you to make an emotional connection to the property. They know that if you can create an emotional connection to the home, you may be more likely to purchase it. There is nothing wrong with doing a little “imagining” when you look at a floor plan. Don’t be nervous if you hear the salesperson using the names of your children or relatives as they talk about a home, or even if they write down the names of your children on certain bedrooms. It’s all part of seeing how interested you are in the home.
Salespeople should ask you a lot of questions. They’re trying to discover what is important to you, what you need and what you really want in your new home. There is nothing wrong with answering yes to many of the questions the salesperson will ask. Many salespeople feel that the more times you answer “yes” to a small question, such as “do you want granite in your kitchen” will make it easier to say yes to bigger questions down the road. Ultimately, they’ll ask you if you’d like to move ahead with this home, and that is where you have the final say. Just because you said “yes” to granite kitchen counters doesn’t mean you want the entire house! If you’re not ready to move forward at anypoint in the conversation, let the salesperson know. They may push a little, but they know that unless you’re truly in love with the home, the price and the neighborhood, you won’t complete the sale. Salespeople will ask questions, and it’s best to honestly answer them. If you’re not sold on a particular home, let them know and they’ll try to earn their money working hard to find the perfect home for you.
You’re a Buyer.
While you may consider yourself a home shopper at this point in your search, many builders will immediately greet you as you enter the new home model as though you are a buyer. To be sure, you’ll eventually buy a home, but you may not be quite ready to do purchase a new home today. While a builder wants you to start thinking about buying, you need to take all the time shopping that you need. Builders will have special promotions and discounts that they’ll ask you to consider to hasten your decision, but make sure any offers they send your way are well within your buying parameters and they are on homes that you truly love.
Finally, regardless of the questions or sales tactics you may encounter in a model home, you have the ultimate power to control the discussion, and all salespeople will respect that. If you feel things slipping away from you, a simple, “We’re still months away from a decision,” should get things back on track. However, the more prepared you are for some of these questions and techniques will allow you to maintain a good sense of where you are in your initial discussions with the new home salesperson and help you stay on track as you walk through a model home.