Field Report

Target Agent: *
Target Agent:
Date: *
Date:
Start Time: *
Start Time:
End Time: *
End Time:
Your Name: *
Your Name:
Alias Used: *
Alias Used:
I. GREETING - DID AGENT:
I.1 Quickly acknowledge your arrival? *
I.2 Offer a welcoming greeting? *
I.3 Establish direct eye contact? *
I.4 Make a favorable first impression? *
II. BUILDING RAPPORT - DID AGENT:
II.1 Did Sales Associate: Determine your family’s lifestyle/interests? *
II.2 Relate well to you? *
III. DISCOVERY AND QUALIFICATION - DID AGENT:
III.1 Determine if this was your first visit? *
III.2 Determine status of your home search? *
III.3 Determine your timing? *
III.4 Determine your motivation? *
III.5 Determine your needs/preferences in a home? *
III.6 Determine your needs/preferences in a home site? *
III.7 Determine your family profile? *
III.8 Determine if you could make a purchase decision? *
III.9 Determine the status of your current residence? *
IV. COMMUNITY PRESENTATION - DID AGENT:
IV.1 Ask how you heard about the community? *
IV.2 Discuss the benefits of their community? *
IV.3 Discuss area services/amenities? *
IV.4 Explain assessments and/or tax rates? *
IV.5 Position their community favorably against competition? *
IV.6 Make you want to live in their community? *
IV.7 Appear well informed about their community? *
V. PRODUCT PRESENTATION
V.1 Discuss availability? *
V.2 Discuss plans and pricing? *
V.3 Demonstrate a model home (if available)? *
V.4 Explain standard & optional features? *
V.5 Appear knowledgeable about options/upgrades? *
V.6 Determine which plan best meets your needs? *
V.7 Guide you to a home site selection? *
V.8 Demonstrate a home site (if available)? *
V.9 Explain the benefits of the home site? *
V.10 Explain construction quality? *
V.11 Demonstrate good overall product knowledge? *
V.12 Explain exterior styling? *
V.13 Discuss their customer service & warranty program? *
V.14 Discuss the benefits of his/her builder?
VI. PURCHASE PROCEDURE - DID AGENT:
VI.1 Initiate purchase procedure discussion? *
VI.2 Determine your need for finance information? *
VI.3 Determine your price range? *
VI.4 Offer information on their preferred lender program? *
VI.5 Explain purchase deposit requirements? *
VI.6 Explain the overall purchase procedure? *
VII. OBJECTIONS/CONCERNS - DID AGENT:
VII.1 Listen to your concerns? *
VII.2 Address your concerns in a straight forward manner? *
VII.3 Offer solutions to your objections/concerns? *
VII.4 Determine what other homes you were considering? *
VII.5 Determine your likes/dislikes about the homes? *
VIII. CLOSING - DID AGENT:
VIII.1 Create value in their homes? *
VIII.2 Personalize the home for you? *
VIII.3 Create a sense of urgency to purchase? *
VIII.4 Ask if you were ready to make a purchase decision?
VIII.5 Ask you to purchase or reserve a home? *
VIII.6 Determine a reason why you would not purchase? *
VIII.7 Attempt to schedule a return appointment? *
IX. OVER-ALL SALES PRESENTATION - DID AGENT:
IX.1 Offer you a high level of service? *
IX.2 Stay focused on your needs? *
IX.3 Guide the sales process? *
IX.4 Answer questions to your satisfaction? *
IX.5 Create a sense of excitement about their homes? *
IX.6 Utilize office sales aids effectively? *
IX.7 Personalize the sales presentation to your stated needs? *
IX.8 Use your name at least once during the sales presentation?
IX.9 Demonstrate a professional, courteous, sincere demeanor? *
IX.10 Speak to you in a manner easy to understand? *
IX.11 Obtain a registration card or contact information? *
IX.12 Initiate any follow up contact by telephone, mail or e-email? *
Check all sales office aids agent used during your office visit:
Check all locations where conversation took place between you and the agent: *
Sales Office Condition: *
Model Condition: *
Agent Appearance/Demeanor: *
Buyer’s Impression of Agent: *
I have reviewed the ENTIRE recording *
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