Why our Elite Demonstrate team insists that even the smallest home requires a 90-minute demonstration
Despite customers asking, ‘Why will it take so long? And why do they need to set aside so much time?’ We say it’s crucial for them to understand how everything works and how to long after their new home even if they’ve purchased one before.
Allowing at least this amount of time will also make sure that your customer goes away fully enthused and knowledgeable about their new home.
But why does it take so long and maybe even longer?
Let’s think about the process for a minute.
Firstly, you have to greet the customer and walk them to their property – it’s a bonding time particularly if you’ve not met them before and/or not seen them for many weeks.
Secondly, walking them around their new home and explaining how everything works takes a good bit of time with some of the complex items built into new homes these days. It shouldn’t be rushed, eg it can often take 10-15 minutes just to demonstrate the heating system and thermostat controllers.
And you mustn’t forget the externals for both houses and apartments, eg things like meters, vents, garages and apartment lobby areas. These are just as important as that shiny new kitchen you’ve just demonstrated.
Thirdly, customers will ask questions so, don’t cut them short.
And fourthly, there’s the summing up with the customer at the end, going through the check list, warranties, guarantees etc.
That’s a good 90 minutes for a one or two bed apartment. For a larger house it could take 2 to 2.5 hours.