Position Summary:
The job holder is responsible for closing the sale and rental of homes by meeting with
prospective buyers/renters, entering new visitor registration cards into the prospect tracking
system, showing inventory homes, submitting new applications for approval and taking the
necessary steps to facilitate closings on deals in progress.
Technical Skills:
General Job Duties – Technical Knowledge / Expertise
Home
Sales/Rentals:
Sell or rent homes to prospective residents in a timely fashion
according to community objectives, in order to fill sites and maintain
occupancy.
Maintain
Databases:
Track all sales/rentals and marketing traffic accurately, follow up on
sales/rental opportunities and attract prospective residents.
Sales/Rental
Transactions:
It is essential that the sale/rental transaction be processed correctly.
Inspire has certain legal and fiduciary responsibilities in every
sale/rental transaction, and failure to process these transactions
correctly can expose Inspire to considerable risk. Payment of any
commissions, overrides, bonuses, or other compensation associated
with a transaction is explicitly contingent upon the salesperson
responsible for the transaction completing it correctly, completely, and
in a timely manner, and in strict compliance with all applicable
instructions by Inspire, its lenders or other associated vendors, and any
municipal, state, or federal authorities.
Monitor
Inventory:
Visit inventory homes regularly and complete model checklists in
order to identify follow-up work required. Verify that each lease option home has been visited, that an inspection report is on file and
that necessary repair work has been completed in order to ensure
sale/rental-ready homes to show prospective buyers. Maintain color
accents and feature cards in inventory homes at all times in order to
attract prospective buyers.
Maintain Model
Homes:
Monitor the maintenance of model homes and sales offices in order to
ensure a professional and presentable sales environment for
prospective residents and to ensure a quality product to show them.
Manage Repo
Homes:
Submit single unit purchase information on all lender repos
to Regional Manager, or VP of Homes (if applicable) when homes
have been abandoned. Notify Regional Manager or VP of
Homes (if applicable) of any home that a lender is planning on
moving out of the community in order that an offer to purchase
can be made immediately.
Sales Forecasts:
Remain current on customer needs, industry trends, market activities,
and competitor actions in order to create reliable sales forecasts and
opportunities.
Computer
Literacy /
Document
Processing:
Transcribe, format, input, edit, retrieve, copy, and transmit text, data,
and graphics in order to produce documents and presentations. •
Proficiency with Microsoft Office Suite, and online advertising and
marketing platforms such as Craigslist, Zillow, and MH Village.
Marketing / Sales Skills
Sales/Rental
Presentations:
Make sales/rental presentations to prospective residents to help them
understand the benefits of homeownership in one of our communities
and to assist them in arriving at a buying decision. AKA: Close the
sale/rental.
Prospect
Identification:
Identify prospects, research, and analyze sales options in order to
identify business opportunities.
Lead Referral
Development
Plan:
Develop relationships with clients, referral partners, or centers of
influence in order to obtain personal introduction to prospective
clients.
Company
Branding:
Maintain Inspire Communities brand with company-approved signage
and flags.
Post Signs on
Homes:
Post for sale/rent signs on homes once purchase order has been
approved, Post Sale Pending signs on homes when earnest money has
been received and sold signs on homes as soon as closing paperwork
has been submitted, in order to keep buyers apprised of the status of
homes for sale.
Sales/Rental
Flyers:
Prepare sales/rental flyer for inventory homes when purchase order
has been approved and upload photo and information regarding home
on the Inspire website in order to attract prospective buyers.
External
Marketing:
Visit local retailers, participate in local association events (for
example Chamber of Commerce) and industry events, in order to
develop and optimize sales channels.
Other duties as
required:
Visit local retailers, participate in local association events (for
example Chamber of Commerce) and industry events, in order to
develop and optimize sales channels.
Behavioral Competencies:
Customer Service Skills
Customer
Service:
Able to anticipate and respond to customers' needs, concerns, or questions in order
to meet or exceed their expectations; help evaluate needs and options; show care
and concern to demonstrate customer importance and value.
Communication / Listening / Interpersonal Skills
Customer
Requirement
Needs
Assessment:
Use critical and analytical listening skills and spend time
understanding customer requirements in order move the sale forward
and meet customer needs.
Develop
Relationships:
Able to relate with others across functional business units and with
employees who are not your direct supervisor to build credibility and
rapport; give personal support and reassurance; put others at ease;
build cooperative relationships.
Verbal
Communication:
Able to clearly express ideas, information, or concerns with the spoken
word; present verbal information in a straightforward manner; ask questions
to open channels of communications.
Trust and
Respect:
Able to demonstrate respect and treat others in an honest and straightforward
manner; keep dealings with others confidential; keep word and follow
through on commitments.
Integrity:
Able to demonstrate consistency of words and actions; protect confidential
information; do what is right even when no one is watching; demonstrate
sound business ethics; consistently comply with organizational values.
Organizational / Planning Skills
Personal
Management:
Able to maintain personal discipline and focus on efforts that will
yield the greatest results; use systematic personal planning
techniques; schedule activities using time management tools.
Attention to
Detail:
Able to be thorough and complete when working with assembling,
processing, or providing detailed information; track details even
when under pressure.
Problem Solving Skills
Resilience:
Able to quickly recover from disappointment; remain motivated in the
face of rejection; redirect work effort in the face of failure.
Responsiveness:
Able to take action to meet the needs of others; respond to solve
problems; minimize delays or problems with little or no supervision.
Versatility:
Able to take on new or multiple roles and responsibilities and do them
well; be flexible when considering options and opinions; be open to
new ideas and change.
Business Experience:
1 – 3 years sales experience in the housing industry:
Industry sales experience is
important in order to enable the
sales consultant to understand
customer needs and emotions
around the buying decision.
Sales Production
Proven measurable sales success
in or out of the industry.
Bi-lingual in Spanish preferred:
To meet communication
requirements of bi-lingual
customers.
Educational Requirements:
AA/AS - Associates Degree or equivalent: 2 to 5 years related experience
Physical Requirements:
The physical demands described here are representative of those that must be met by an
employee to successfully perform the essential functions of this job. Reasonable
accommodations may be made to enable individuals with disabilities to perform the essential
functions of the job. While performing the duties of this job, the employee is regularly required
to sit; use hands and fingers to handle, or feel objects, tools or controls; reach with hands and
arms; and talk or hear. The employee is occasionally required to stand; walk; and stoop or
kneel. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or
move up to 25 pounds, and occasionally lift and/or move up to 50 pounds. Specific vision
abilities required by this job include close vision, distance vision, depth perception and the
ability to adjust focus.
