Finding the Serious Buyer Great Neck NY

Every custom builder in Great Neck 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

Abbington Limited
(212) 599-3687
49 E 41st St
New York, NY
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(212) 828-2747
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614-474-5684
264 Washington AVe
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212-281-2286
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A & R Partners Incorporated
(212) 905-6150
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Dominick Tesoriero
(212) 967-7425
114 Bay 40th Street
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Marketing Alliance
(212) 659-7777
730 5th Avenue
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Echotam LLC
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Dpm Corp
(212) 697-1999
5 E 16TH St
New York, NY
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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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