Finding the Serious Buyer Beacon NY

Every custom builder in Beacon must qualify prospective customers in order to determine whether they are serious buyers. It's a tried-and-true way to streamline the sales process and save valuable time.

Local Companies

Council of Industry
(845) 565-1355
6 Albany Post Road
Newburgh, NY
Wright's Farm
(845) 255-5300
699 State Route 208
Gardiner, NY
Schreiber Orchards, Inc.
(845) 795-2266
45 Old Indian Road
Milton, NY
Apple Hill Farm
(845) 255-1605
124 State Route 32 South
New Paltz, NY
Wilklow Orchards
(845) 691-2339
341 Pancake Hollow Road
Highland, NY
Monkey Boy Industries, Inc.
(845) 901-6285
74 Marakill Lane
New Paltz, NY
Peacock Hill Farms
(845) 564-0010
337 Pressler Road
Wallkill, NY
Brykill Farms
(845) 895-8928
PO Box 348
Gardiner, NY
Phillies Bridge Farm Project, Inc.
(845) 256-9108
45 Phillies Bridge Road
New Paltz, NY
Country Charm Farm & Antiques
(845) 255-4321
201 DuBois Road
New Paltz, NY

Source: CUSTOM HOME Magazine
Publication date: September 1, 2007

By Paul Montelongo

Every custom builder must qualify prospective customers in order to determine whether they are serious buyers. It's a tried-and-true way to streamline the sales process and save valuable time.

Below are five key issues that need to be addressed before a sale can be made. With some prospects you will need more time in certain areas, but for the most part you can adequately qualify a prospect in about nine to twelve minutes of direct questioning.

Location. Simply ask, “What area of town would be best for your family?” Further determine if the community or location you are offering suits their needs. Better yet, help them realize that your houses will suit their situation, lifestyle, work habits, etc.

Timing. By having a conversation about when the prospects want to buy, you can determine how serious they are, if you have inventory available, and what it will take to move the process along at the right speed. It also relates to their degree of urgency (or lack thereof). Ask, “Provided that we have a home to match your needs, when will you make the move?” Also related to timing is the need to have an expeditious transaction. Many sales are lost because the builder did not correctly perceive the importance of making the sales transaction a seamless event.

Click here to read full article from Custom Home

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