Addressing Buyer Hesitations in the Housing Market with Anthony Grasst
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Addressing Buyer Hesitations in the Housing Market with Anthony Grasst
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In This Episode:
Rachea Pendley interviews Anthony Grasst, Vice President and National Builder Manager at CMG Home Loans, he shares his expertise on the current housing market, addressing buyer hesitations and the importance of effective communication in the sales process. He emphasizes the need for sales counselors to bridge the knowledge gap regarding financing and to engage buyers with empathy. Strategies for preparing for buyer concerns and the timing of financing discussions are also discussed, along with the role of sales leaders in training their teams. The conversation concludes with actionable best practices for sales counselors to enhance their effectiveness in helping buyers achieve home ownership.
Time Stamps:
00:00 Navigating the Home Buying Landscape 02:48 Understanding Buyer Sentiment and Affordability 05:48 The Role of Sales Counselors in Financing 09:02 Bridging the Knowledge Gap 11:57 Strategies for Overcoming Buyer Hesitation 14:51 Effective Communication of Financing Options 17:46 Best Practices for Sales Counselors 21:06 Empathy and Understanding in Sales 23:49 The Importance of Preparation and Practice 27:12 Closing Thoughts and Key TakeawaysAbout Anthony:
Anthony Grasst is Vice President and National Builder Manager at CMG Home Loans. With an incredible depth of knowledge of buyer financing preferences, he provides strategies, sales ideas, training, and market intelligence to hundreds of builders, resulting in billions of dollars of sales each year. Anthony is a regular speaker at real estate industry events and hosts "The Sales Lab," an online education series for new home sales professionals. He is recognized as one of the top financing experts in the country, teaching sales teams how to engage buyers using financing. He brings builders actionable ideas and solutions that create sales.
Acknowledgement:
Builder365 is powered by Opendoor for Builders. For easy sales and smooth moves, visit www.opendoor.com/builder365