Just like anything in life, with a career in new home sales, you get out of it what you put into it. And, choosing sales as your career path requires more than just facilitating a new home transaction, it requires that you be knowledgeable in all aspects of the business in order to educate your buyers and provide them with the best guidance in their new home purchase.
With so many moving parts to new home sales, your attitude and motivation are what will determine your success.
Here is a real-life story about Anne and Sally (names have been changed to protect their identity), two individuals hired only days apart from each other for Sales Associate positions.
Both ladies were just starting out in their new home sales career and both expressed an eagerness to one day become an Area Sales Manager.
Sally was excited to get going with her new career and she immediately took her future into her own hands. She would be at the head office bright and early each weekday morning, hours before the sales centre was required to open. She would meet with the Design Manager and Estimating Manager so they could help her to better understand pricing, options, home models, drafting and anything else that would give her the knowledge to be confident in her role. After a couple hours of training, Sally would then go to the sales centre for her regular work day and embrace the mentorship offered by the Area Sales Manager.
Anne, although thrilled to have landed the role, was seen in the office one morning a week and that was only to attend the sales meeting. She would arrive 10 minutes early and leave the office immediately following unless something required her to stay. She learned at a relaxed pace, much like her personality, and asked questions of Design or Estimating only as a reaction to buyer inquiries. She lacked initiative when it came to understanding the overall business. And, while she and the Area Sales Manager spent regular work hours together, it was more of a social environment rather than one in which to learn.
In less than a year, an opportunity became available in a new community and Sally was promoted to Area Sales Manager. She was delighted and was ready to manage her own franchise. Within months she was seeing a steady pace of sales and enjoying her customers who were boasting with satisfaction in their purchase experience.
What happened to Anne? Well, she too achieved her goal of becoming an Area Sales Manager… but it came three years later. While she was teachable, she lacked the drive and motivation that Sally displayed. She did not take a proactive approach to her own training as an Associate, but instead chose to go with the flow.
While neither scenario is right or wrong, understand that it is the motivation and laser focus that Sally had that attributed to her success. And if success is what you are striving for then you need to take this same approach.
The most successful people in business are those who do not wait for success to find them, they go find it. And if you are motivated to succeed in new home sales you need to be prepared to roll up your sleeves and make it happen. Be proactive in meeting with managers of various department to understand their world and how it transfers over to the sales floor and your customers. Consider getting out into the field for a day or two each month to better understand construction or consider challenging yourself to make an extra 5 follow-up calls each day.
Whatever success looks like to you, determine what you need to do to be the best in that role and make it happen.
As business futurist and author, Joel Barker said, “Vision without action is merely a dream. Action without vision just passes the time. Vision with action can change the world.”