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:
1. Quickly acknowledge your arrival? *
2. Offer a welcoming greeting? *
3. Establish direct eye contact? *
4. Introduce him/her self early in the encounter? *
5. Ask your name early in the encounter? *
6. Make a favorable first impression? *
II. BUILDING RAPPORT - DID AGENT:
8. Did Sales Associate: Determine your family’s lifestyle/interests? *
9. Relate well to you? *
10. Demonstrate rapport building skills? *
11. Make you feel welcome? *
III. DISCOVERY AND QUALIFICATION - DID AGENT:
13. Determine if this was your first visit? *
14. Determine status of your home search? *
15. Determine your timing? *
16. Determine your motivation? *
17. Determine your needs/preferences in a home? *
18. Determine your needs/preferences in a home site? *
19. Determine your family profile? *
20. Determine if you could make a purchase decision? *
21. Determine the status of your current residence? *
22. Incorporate what they learned about you into the sales presentation? *
IV. COMMUNITY PRESENTATION - DID AGENT:
23. Ask how you heard about the community? *
24. Discuss the benefits of their community? *
25. Discuss area services/amenities? *
26. Explain assessments and/or tax rates? *
27. Create uniqueness for their community? *
28. Position their community favorably against competition? *
29. Make you want to live in their community? *
30. Appear well informed about their community? *
V. PRODUCT PRESENTATION
32. Discuss availability? *
33. Discuss plans and pricing? *
34. Demonstrate a model home (if available)? *
35. Explain standard & optional features? *
36. Explain the benefits of those features with you? *
37. Appear knowledgeable about options/upgrades? *
38. Determine which plan best meets your needs? *
39. Guide you to a home site selection? *
40. Demonstrate a home site (if available)? *
41. Explain the benefits of the home site? *
42. Explain construction quality? *
43. Demonstrate good overall product knowledge? *
44. Explain exterior styling? *
45. Discuss their customer service & warranty program? *
46. Discuss the benefits of his/her builder?
VI. PURCHASE PROCEDURE - DID AGENT:
48. Initiate purchase procedure discussion? *
49. Determine your need for finance information? *
50. Determine your price range? *
51. Offer information on their preferred lender program? *
52. Explain purchase deposit requirements? *
53. Discuss the options/upgrades process? *
54. Explain the overall purchase procedure? *
VII. OBJECTIONS/CONCERNS - DID AGENT:
56. Listen to your concerns? *
57. Address your concerns in a straight forward manner? *
58. Offer solutions to your objections/concerns? *
59. Determine what other homes you were considering? *
60. Determine your likes/dislikes about the homes? *
VIII. CLOSING - DID AGENT:
62. Create value in their homes? *
63. Personalize the home for you? *
64. Create a sense of urgency to purchase? *
65. Use benefit selling language? *
66. Use closing statements/questions during the presentation? *
67. Ask if you were ready to make a purchase decision?
68. Capitalize on your buying signals? *
69. Ask you to purchase or reserve a home? *
70. Determine a reason why you would not purchase? *
71. Attempt to schedule a return appointment? *
IX. OVER-ALL SALES PRESENTATION - DID AGENT:
73. Offer you a high level of service? *
74. Stay focused on your needs? *
75. Demonstrate an organized sales presentation? *
76. Guide the sales process? *
77. Listen Well? *
78. Answer questions to your satisfaction? *
79. Create a sense of excitement about their homes? *
80. Utilize office sales aids effectively? *
81. Personalize the sales presentation to your stated needs? *
82. Use your name at least once during the sales presentation?
83. Utilize time spent with you efficiently? *
84. Demonstrate a professional, courteous, sincere demeanor? *
85. Speak to you in a manner easy to understand? *
86. Obtain a registration card or contact information? *
87. Initiate any follow up contact by telephone, mail or e-email? *
*Follow-up is monitored for a two-week period from the date of the field encounter.
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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