Getting Right Down to It!

As the market is always changing, it’s always interesting to see how things were, what they are now and even where the future may lead. Recently I have been coaching a veteran top producing new home sales professional who has returned to the business after two years away from the sales floor. Working with him as he returned, has brought a fresh perspective of just how much the new home market really has changed.


Gone are the days of high traffic walking into the model homes. While in the past most communities in the mid Atlantic would average 12-15 traffic units weekly, the current average is down to about 5. Chances are traffic will never return to what it was in the past, and honestly it doesn’t need too. As nearly 90% of all homebuyers starting their home shopping online, no longer must a prospect visit 20 communities or more to find what they are looking for. Online research and tools allow a perspective buyer narrow down their choices, compare builders and communities all while saving valuable time.

Since round one of the home buying process now occurs on the web, the traffic that does make it to your model home is already a better qualified prospect. It also means that these prospects usually have a specific reason to visit and typically already have questions created in order to get the rest of the information they need in order to make a decision.

This is good news for the onsite sales professional. With the quantity of traffic decreasing, the quality of traffic has been on the rise. Along these lines another trend has been noticed, and that is that today’s prospects are more likely to be closed on their first visit!

The veteran who has returned to the industry also pointed out the fact that we are asking for the sale much sooner than before! Yes, I guess that it the case, but it works. Since customers have already done their shopping online then decided to walk in our models, they seem more prepared to get right down to business sooner than ever before.

What about you, what have you noticed is different and better about today’s home buyers and market then compared to years past. Leave your comment and share your observations.