New Home Sales Counselor

Responsibilities

The Outside Sales Counselor’s primarily responsibility is to embrace Meritage Homes’ active sales culture to generate new home sales by leveraging the relationships with the Realtor and new home buyer and by utilizing all available tools, to demonstrate value, selling, and closing homes with an emphasis on exceptional customer service. The Outside Sales Counselor will also serve as the liaison between the Realtor and new homebuyers, during the building process with construction, the Closing Department, and Title Company.

Responsibilities:

• Accomplish sales and customer service goals, and other objectives as determined by your Sales Leader.
• Maintain existing and cultivate new Realtor relationships through various methods that create long term partnerships and reoccurring business.
• Connect unrepresented homebuyers to Realtors and foster the partnership through the homebuying process.
• Actively manage and partner with others to ensure the overall look of the communities, homes, and surrounding area are pristine, so our guests enjoy a quality experience as they tour our communities and homes.
• Create, practice, refine, and continually improve your personal sales presentation to be as effective as possible to convert leads.
• Use insight and consultative selling techniques to teach customers about the home buying industry and offer unique perspectives to help influence a sale.
• Proactively utilize CRM system to effectively and efficiently manage the discovery and follow-up strategies of all potential customers.
• Engage visitors and offer to demonstrate our models, home sites, and/or showcase homes depending on the needs of the guest.  Showings can also be scheduled through available technology to make it convenient for the customer.
• Provide all pertinent community, home site, floor plan, and pricing information
• Ask for the Sale
• Drive traffic, travel to, and sell from multiple Meritage communities that meet the buyer's needs.
• Present the Meritage Homes Purchase Agreement to buyers in a professional and complete manner, including explaining payment information, taxes, insurance, CC&R (deed restrictions), HOA rules and restrictions, and other amenity information as necessary for the community.
• Actively solicit both new and referral business using Salesforce.com to ensure the most effective and efficient prospecting skills are employed to help drive your sales efforts.
• Ensure accurate and timely completion of all buyer paperwork and internal reporting information.
• Assist buyers with scheduling appointments with design studio, operations managers, mortgage, and title companies as necessary.
• Communicate and assist lender with customer loans, keep current on the status of each loan, and the requirements to expedite the processing and closing of all sales.
• Product Knowledge:
  • Concept of Community
    • Know size, number of homes, future plans and restrictions
    • Know the area around the community – Interstates, Shopping, Schools, Churches, etc.
  • Extensive Product Knowledge
    • Plans, features, pricing, options, warranties, and construction knowledge
  • How we differ from the competition.
  • Maintain an updated Competition Analysis Notebook and know what the competition is offering each month as sales incentives, new product, lot releases, etc

• Maintain knowledge of local markets, Real Estate laws/rules, public opinion, local and national trends, any government proposed regulations, and economic trends related to the home-buying industry.
• Shop the competition in submarkets to determine community traffic, sales, new product, visual presentation, promotions and etc.

• Update the Buyer throughout the construction process. Be sure to act as point of contact for buyers throughout all phases of construction and closing; assist buyers with resolution of any questions or problems encountered during
• Ensure customer satisfaction from initial visit to closing
• Secondary:

• • Complete all on-boarding and other assigned training
  • Strive to maintain, improve and promote the company’s image with prospects, customers, homeowners, brokers within the community.
  • Establish and maintain relationships with realtors and mortgage brokers.
  • Attend weekly sales meetings or other meetings directed by management
  • Special projects and other duties as assigned.
• Must be able to work nights, weekends, and most holidays

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Qualifications

Education: 

• Minimum High School Diploma or educational equivalent required, some college coursework or Bachelor’s Degree, strongly preferred

Experience:

• 3+ years of previous experience in outside sales
• Strongly prefer a minimum of one year of experience in new home sales, with a proven track record of success 

• Some states may require a valid Real Estate License. A plus in other states.
• Good computer skills; proficiency with Microsoft Office applications, including Outlook, Word, Excel

Interpersonal/Communication Skills:

• Strong Oral/Written communication skills; excellent Customer Service Skills
• Excellent Interpersonal skills; ability to effectively communicate and work with all personality types
• Ability to present oneself with the utmost in professionalism
• Ability to and handle the stress, and have the patience to work directly with prospective and new homebuyers and Realtors
• Customer-driven presentation skills, and the ability to communicate with confidence
• Strong Sales skills; ability to influence others; close large price point sales, and overcome objections
• Team Player; with a demonstrated ability to work within cross-functional teams

• Sound judgment with a high level of integrity
• Self directed; takes initiative, proactively addresses problems and seeks resolution; can work with minimal oversight 

• Ability to give, receive, analyze information, and interpret buyer concerns/questions in order to determine the root issue to achieve a successful conclusion
• Highly organized, detail-oriented, and flexible; with the ability to prioritize multiple projects and meet deadlines, often with frequent interruptions and changing circumstances, in a high-volume fast-paced work environment

Overview

Are you looking for an incredible career opportunity? Then Meritage Homes is the place for you!  From the homes we build to the careers we offer, we are focused on delivering a Life.Built.Better.®.  Meritage is committed to building energy-efficient and affordable entry-level and first move-up homes across the US. We are looking for candidates who are excited about furthering their careers, as well as bringing their authentic self every day to be part of an inclusive organization. Meritage was certified a Great Place To Work for a fourth year in a row. Meritage has delivered over 210,000 homes in its 41-year history, and has a reputation for its distinctive style, quality construction, and award-winning customer experience. Meritage is looking for professionals who are self-starters and want to help our organization grow by providing new and innovative ideas. 

When joining Meritage Homes, you and your career can benefit in several ways, including:

• A work environment that encourages creativity and innovative ideas from every level
• An organization that lives by its core values everyday
• Team atmosphere where every individual is considered a vital asset
• State of the art technology to provide an optimal working environment
• A competitive pay structure
• Strong benefits
• Flexibility in work-life integration
• Team-oriented environment where all individuals play an integral role in the company
• Opportunity to further your career in a growing national organization
• Maintain a competitive drive to be the best