Your Email Address *

Company: *

Community *

Cover Story

GREETING - Did Sales Associate: Quickly acknowledge your arrival? *

Yes

No

Vague

GREETING - Did Sales Associate: Welcome you warmly and with enthusiasm? *

Yes

No

Vague

GREETING - Did Sales Associate: Establish direct eye contact? *

Yes

No

Vague

GREETING - Did Sales Associate: Introduce him/her self early in the encounter? *

Yes

No

Vague

GREETING - Did Sales Associate: Ask your name early in the encounter? *

Yes

No

Vague

GREETING - Did Sales Associate: Make a favorable first impression? *

Yes

No

Vague

Please provide any visual observations during the initial contact and greeting. (Direct eye contact? Handshake? Smiling? Open & friendly body language? If busy on the telephone, did the agent immediately acknowledge your presence?

BUILDING RAPPORT - Did Sales Associate: Determine your family’s lifestyle/interests? *

Yes

No

Vague

BUILDING RAPPORT - Did Sales Associate: Relate well to you? *

Yes

No

Vague

BUILDING RAPPORT - Did Sales Associate: Demonstrate rapport building skills? *

Yes

No

Vague

BUILDING RAPPORT - Did Sales Associate: Make you feel welcome? *

Yes

No

Vague

Please provide comments to document your ratings:

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine if this was your first visit? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your timing? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine status of your home search? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your motivation? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your needs/preferences in a home? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your needs/preferences in a home site? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your family profile? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine if you could make a purchase decision? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine the status of your current residence? *

Yes

No

Vague

DISCOVERY AND QUALIFICATION - Did Sales Associate: Incorporate what they learned about you into the sales presentation? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Ask how you heard about the community? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Discuss the benefits of their community? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Discuss area services/amenities? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Explain assessments and/or tax rates? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Create uniqueness for their community? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Position their community favorably against competition? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Make you want to live in their community? *

Yes

No

Vague

COMMUNITY PRESENTATION - Did Sales Associate: Appear well informed about their community? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Discuss availability? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Discuss plans and pricing? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Demonstrate a model home (if available)? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Explain standard & optional features? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Explain the benefits of those features with you? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Appear knowledgeable about options/upgrades? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Determine which plan best meets your needs? *

Yes

No

Vague

PRODUCT PRESENTATION -Did Sales Associate: Guide you to a home site selection? *

Yes

No

Vague