In areas or situations where homeowners find it hard to sell, enabling schemes like Part Exchange and Assisted Move are deals that can get people moving.
These types of schemes are becoming more and more popular across the UK and often help frustrated homeowners look for new ways to secure their dream home.
Indeed, builders, brokers, solicitors, and estate agents all report a marked increase of late in the number of homeowners deciding they cannot wait any longer for market conditions to improve. These schemes are just one way of circumventing the problem.
So, in these types of sales situations, the key is for salespeople to talk openly and honestly with their customers about how these schemes can enable them to purchase their new home. All too often a salesperson will focus only on the mechanics of the scheme when actually what the customer needs to hear is that the purchase of a new home is possible – that a single enabling scheme, or in fact a combination, can help them to achieve the sale of their existing home and the purchase of a new one.
By taking your knowledge of how a scheme works whilst also presenting reasoned and persuasive arguments for using Part Exchange and Assisted Move style schemes, you can create a steady flow of proceedable and committed buyers on a development and, of course, reduce the time between the first enquiry and a reservation.
Part Exchange and Assisted Move are two very different solutions and we aim to help you understand this in our Enabling Your Customer To Buy module. The module, which will be launched in June, will encourage sales people to look at ways in which they can increase the use of Assisted Move and Part Exchange style schemes and aid sales with customers who must secure a sale of their own home to purchase their new home with you.
As well as exploring the advantages of enabling schemes, we look at some of the negative beliefs that customers can have about ways developers use Part Exchange to enable the purchase of a new home when they have an existing home to sell.
Ultimately, it is the sales consultant’s job to refocus customers on the benefits of enabling schemes so that they are motivated to work with you and get mobilised on the market in order to buy and we can help with that. We can also help sales managers make the most of their sales database to ensure that more results using schemes are achieved.