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An archive of the stories that reflect the scope and growth of our company
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News Release
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May 22, 2008
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While the impact of the housing market crisis has been felt across the financial and banking industries; it’s not news that residential developers have been among the hardest hit. As sales decline and inventories remain high, it stands to reason that developers need to make the most of every prospective buyer generated through their marketing.
Yet, in the face of these market realities, a recent study of 50 new developments in Denver found that only 36% of onsite sales representatives followed up with their prospects.
In response to this staggering finding, the JMWeichertGroup, an affiliate company of Weichert, Realtors, has invested millions of dollars in developing an innovative sales and marketing system that expands the capacity of an onsite sales team to fulfill five specialized roles – inside sales, onsite sales, broker outreach, closing services, and home-sale management.
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Inside Sales Consultants provide a live response to, record, and qualify all incoming online and telephone leads, as well as “incubate” cold leads through e-mail blasts and outbound calls.
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Onsite Sales Representatives form relationships with warm leads and focus their attention on closing the sale.
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Broker Outreach Associates maintain strong relationships with and promote the project to the brokerage community, helping to drive realtor-traffic to the sales gallery.
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Home-sale Management Agents execute the sale of buyers’ existing homes.
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Weichert Gold Services Managers coordinate loan financing, title, homeowners insurance, and other home-related service needs.
These strategically-crafted roles respond to critical phases of the consumer buying cycle, ensuring that each lead is effectively managed throughout – from marketing exposure to initial inquiry to onsite presentation to contract and, finally, to closing. Behind the scenes, the JMWeichertGroup’s online CRM system records all relevant prospect information, analyzes lead quality by media source, schedules all sales follow-up activities, and reports real-time deal status.
Notably, this system can be effectively coordinated around a variety of sales staffing scenarios, whether the sales gallery is open by appointment or daily and whether the staff consists of an individual or multiple salespeople. In addition, the JMWeichertGroup can implement these management and staffing methods at any point during a developer’s sales and marketing campaign.
Effectively, the JMWeichertGroup’s strategic selling system increases marketing efficiency and sales production, providing developers with a distinct competitive advantage in today’s challenging market.
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