Under All is the Land - Part 4
As we can see in the previous blogs, much research goes into the planning and implementation of successful communities. Professionals are employed to properly delineate the property and engineer the infrastructure that will support the homes and amenities to be built. Proven builders are asked to build the homes and amenities. The end result is a beautifully engineered series of streets that drain properly, landscaping of all common areas that is pleasing to the eyes with emphasis on maintenance as well as beauty. So, all is ready for the prospective buyers who will become neighbors.
Someone once said that in all areas of the economy “nothing happens until something sells”. This is absolutely true of planned communities. The sales group is often made up of direct employees of the builder. Other times, they are independent of the builder but have a well established relationship with the builder and report to the builder in a similar fashion as direct employees. Their function is to guide and advise the prospects as they come to the property and display to them the merits of their community. This aspect of the process is critical and vital to the success of the community. The successful sales approach can be an art unto itself. The prospective buyers must feel not only welcome but appreciated. The salesperson’s initial goal is make friends and build trust. Once accomplished, the road is paved to introducing the product that best suits their needs. Ideally, from this point forward, the product will sell itself. The salesperson simply needs to be knowledgeable and effective in his/her communication.
But, how do these prospective buyers actually get to the property? We will explore this in our final blog on the subject.