FRESH
IDEAS
For the Marketing Calendar
--After
the Tour
Remarks by Scott MacLean
Always take them somewhere to sit down again after touring. Offer
to get them a cold or hot drink, cookies, or even have a meal if the
timing is right.Review your areas of agreement. Spend time talking about the things you agree upon. Then, go over the more practical and factual aspects which they still want information about, such as pricing, floor plans, reservation process, etc… Remember that they may have fears,
feelings of uncertainty, mixed feelings.
Remember,studies have shown that a large percentage of people
with such fears actually wish someone would help them make the big
decisions. Reassure them that you want to help them.
Always have them commit to something before they go. Closing doesn’t necessarily mean getting a check. Closing is often a process. A commitment of some kind is important. It may be the deposit or another appointment w/ them or another family member. Perhaps it’s permission to phone them back. Perhaps the commitment is to get together again and make arrangements for a temporary stay.
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