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Q & A with Dennis Walsh

Loved the Certified New Home Specialist™ training. I’ve landed a builder and am curious to know what software can I use to organize my new homes business?

-D.R. from Hendersonville, NC

Thanks for writing us and for the kind the words. That’s a very good question, and one I’m asked frequently. There are several sophisticated software programs that have been specifically designed for organizing new home sales. These products typically offer a combination of sales functions to include customer contact management, inventory management, lead tracking, detailed pricing for specific lots, homes and options, as well as various management reporting features. However, due to the time involved in initial set up of these programs including data input and other builder and community specific customization, I’ve found that these more sophisticated applications are usually best suited for large production home operations and developments. A few examples include BuildTrak found here www.truesystemsinc.com/buildtrak.html, and Computers for Tracts at www.cftinc.com.

While I encourage you to explore the use of these or similar products to determine whether they might benefit your business, most Certified New Home Specialists™ find that a quality contact management program offers them the most important functions to automate their sales success.

As you will remember from the certification training, one of the most important keys to your sales success is great follow-up and bringing a high level of organization to your business. Regardless of whether you use a manual or technology approach, it’s essential to have a system. Powerful contact management programs such as Top Producer (www.topproducer.com) and Act! (www.act.com) have helped Certified New Home Specialists™ improve their prospect and customer relationships. If you’re already familiar with these programs, it’s simply a matter of customizing them with some letters and action plans specific to your new homes activities.

 

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