Services
Sales
Ready for your sales to climb?
What we do here
Today’s successful organizations don’t just offer products and services their target market will buy. They know how they’re going to hit their sales goals, through a planned, action-oriented sales effort.
We’ve been setting up and coordinating sales programs for home builders, developers, and manufacturers for four decades — on 400-acre custom communities, on master-planned developments, and inside companies whose product was excellent and whose sales floor was quietly leaving millions on the table.
A lot of what looks like a sales problem starts somewhere else — in the product, the positioning, or the way the compensation is built. It shows up on the sales floor because that’s where we count the money. So that’s where we start looking — and often it’s not where we finish.
How the work goes
Start with the audit. Before we recommend anything, we find out what’s actually happening. How prospects arrive, what they’re told, where they stop, and what your people believe about the product they’re selling. That last one is more often the story than anyone expects.
Then the process. Goal-setting, expectations, and defined steps to the close, written down so you can manage performance instead of hoping for it. A sales team without a documented process isn’t a team yet — it’s a collection of individual habits.
Then the people. Training, coaching, and recruitment where you need it. We’ll also help you handle a sales employment termination properly, which is the part most firms would rather not talk about.
Then the measurement. A CRM your people actually use, and reporting that shows you whether the change worked.
Our sales services
- Sales Audits: Plans and Management
- Sales Training
- Sales Recruitment
- Sales Employment Termination
- Sales Plan: Development and Management
- Sales Management
- Customer Relationship Management (CRM)
- Sales Compensation Program Development and Management
- Sales Staff Evaluations / Shopper Evaluations
- Consumer Sales
- Builder Sales
- Design and Production of Sales Collateral Materials
- Sales Center Planning and Merchandising
- Customer Service
Get to know your brokers
Here’s an opportunity a lot of builders walk straight past. Real estate brokers have reach into the market that you can’t buy any other way — relationships built over years with buyers who trust them.
At White Deer Valley, almost 100% of our sales closed with the help of cooperating brokers, and the community beat its absorption proforma by several years. Those two facts are connected.
That’s not a one-off. It’s repeatable, and it’s the subject of one of the NAHB courses we’re accredited to teach: Increased Profits Through Effective Builder-Broker Cooperation.
Who we work with
Home builders, developers, real estate brokers, manufacturers, and lenders — from single-office custom builders to ExxonMobil and Disney. The scale changes what an engagement looks like. It doesn’t change the questions we ask first.
Call +1 303.500.3400, or send us a message.
Sales: common questions
- What does a real estate sales consultant actually do?
- We work out why a good product isn't selling at the rate it should, then help you rebuild the parts responsible. That means looking hard at your sales process, training or recruiting the people running it, building compensation that rewards the right behavior, and putting reporting in place so you can see what's working.
- How do you know whether it's a sales issue or a marketing issue?
- Look at where prospects stop. Thin traffic points upstream, to marketing or the product itself. Healthy traffic and poor conversion points to the sales floor. That's why we start with an audit. It's a lot cheaper to measure it than to guess at it.
- Do you replace our sales team or work with the one we have?
- The one you have, almost always. Most sales floors are full of capable people working an unclear process, with incentives pointing somewhere other than the outcome you want. Clear both up and the same team performs. Where there's a genuine gap we'll help you recruit, and where a position isn't working we'll help you handle it properly.
- What is a shopper evaluation?
- One of our shoppers visits your sales floor as an ordinary prospect and writes up the whole experience — the greeting, the questions, the presentation, the objections, the close. It lets your people see themselves the way buyers see them, which is almost always a different picture than the one they carry around.