Chapter 13

THE SALES PROCESS

  1. HOW WILL THE HOME BUILDER MARKET THE HOUSE?
  2. MODELS VS. STAGING
  3. TAKING PROFESSIONAL PHOTOGRAPHS
  4. CURB APPEAL
  5. MARKETING COLLATERAL
  6. MARKETING DISTRIBUTION
  7. HOME BUILDER BRANDING
  8. HOW TO PRICE THE HOME
  9. THE MONTHLY COSTS FOR THE HOME BUYER
  10. REAL ESTATE COMMISSIONS
  11. SELLER CLOSING COSTS
  12. WHEN TO LIST THE HOME ON THE MARKET
  13. PRICE NEGOTIATIONS
  14. NEGOTIATING STRATEGIES
  15. EARNEST MONEY
  16. ALLOWANCES
  17. STANDARD UPGRADES
  18. CHANGE ORDERS
  19. DEALING WITH THE PURCHASERS APPRAISAL
  20. SALES OFFICE
  21. TRAFFIC REPORT
  22. COMPARABLE STUDIES
  23. SALES TECHNIQUES