5-Contract and Design

The consumer has visited the community and decided to move forward with their home purchase. During the contract & Design phase, the buyer feels in control, focused and agreeable. They could be questioning their decision during this phase, and the fear of if it's the right decision can creep in. 

To ease the consumer experience, focus on these things: 

1. Follow the established design process to explain their options. 
2. You've built a good relationship by this point; understand their pain points and style and adapt your approach to ensure a win-win.  
3. Be prepared to answer questions, show homes with similar design selections and overcome objections. 
4. Be comfortable saying no and sticking to our process; we are not the home builder for all people. 
5. Showcase the importance of clear communication and establish the day/time for the weekly communication. 
6. Capture the buyer's story to help us make their journey more personal. 

Creating Peak Moments at Contract Signing: 

Help make this a step something the buyer will not forget by capturing on photo or video. Choose one of these options: 

1. Take a photo of the buyer(s) at their new homesite.
2. Shoot a video of the buyer(s) dancing on their new homesite.
3. Take a photo of the buyer with their design selections.  
4. If the buyer isn't in person, capture a cool photo of their design selections and text it to them. 
5. Hold the home plan image in front of the homesite to capture a "before" photo.