Community Sales Manager - The Providence Group of Georgia

Overview

Position Purpose:  The Community Sales Manager must believe in, practice and initiate all Green Brick Partners values set forth in an acronym we call HOME. They must be Honest, Objective, Mature and Efficient in how he or she approaches their role at Green Brick Partners.

Assist all leads and prospects in the new homebuying process to meet and exceed your sales goal. You will establish your community in the area while representing The Providence Group in an ethical and professional manner; communicating policy and procedures regarding the company, community, homes and design to all prospects and buyers. Properly setting and managing buyer expectations while initiating, monitoring and expediting the home buying process all the way through closing. Conducting him/herself at all times with good business practice, within the Providence Group/Green Brick Company handbook and Georgia Real Estate Law.

Responsibilities

• Active Georgia Real Estate license with continuing Ed course hours required and up-to-date at all times
• Understand and use Lasso, Newstar and Buzzsaw as needed on a daily basis
• Completely familiarize yourself with all floor plans, exterior designs and structural options that are offered within your community
• Know and understand your community’s Included Features, optional features and the “Do Not Do List”
• Know the HOA dues and what they include
• Know the home sites released for sale, home site premiums and how to properly demonstrate a home site
• Prepare a Community Book to keep with you at all times to include:
  • Plans- structural options
  • Base Price sheets and lot premiums
  • Included Features list
  • Selections sheets for spec homes with option pricing
  • Community Information- HOA dues, utility information, etc
  • School Information and other required information
• Completely familiarize yourself with the Company Handbook, TPG policies and procedures
• Have a clear understanding of all documents used for contracts and be able to present them accurately to Buyers
• Understand and complete daily input of all prospects- first time and repeat into Lasso
• Follow up with all prospects per the Sales Training Guide
• Collect and maintain current information about community facilities, services and be able to accurately present to realtors, buyers and prospects
• Completely familiarize yourself with the approved lenders, most popular mortgage options, closing costs paid and how to explain the mortgage process
• Keep up with the community, homes and incentives offered in your competitors’ communities. Drive through their communities weekly, complete the required monthly report and register on their interest list to receive information.

Sales Performance

• Meet the monthly/quarterly sales and closing goals set for you
• Professionally present and practice all components of the Sales process every day and implement the components of the Sales Training Guide
• Respond to all departments and management within a timely manner to all forms of communication (within 24-hours of your first day in the office)
• All Paperwork is to be completed and turned in with a full deposit to the corporate office within 48-hours of a binding agreement. Any EMD payment plans must be approved at time of contract in special stips.
• Understand all aspects of Newstar

Models, Sales Center, Inventory Homes and Community:

Your community and model are your showcase and need to give the best impression to every person that enters each community every day.

• Be onsite at Sales Center during designated company hours in the Sales Agreement
• Every morning, turn on all model home lights, music and ensure the pillows are straight and model home is prepared for demonstration
• Replace any light bulbs out and get with your builder if additional assistance is needed
• Place balloons at your entrance and at your Sales Center daily
• Maintain a well-organized desk and sales office at all times
• Have lot signs out for all Sold Homes/Lots
• Have lot signs out for all Available homes that have been started
• Ensure all community signs are perpendicular to the street so they can be seen by people driving down the street, straight and clean every day
• Immediately put out an Under-Contract sign when you receive a binding agreement and update your sales center map- notify marketing if it is a pre-sale so they can mark it on your community map online
• Walk or drive your entire community daily
• Walk all spec/inventory homes daily to ensure they are in perfect condition. Turn on all lights , ensure everything is working and they smell good. All completed homes must feature:
  • Request professional photography from the Sales Administrator
  • Change the Status to Quick move-in within 30-days of completion and let Marketing know
  • A clean front door mat
  • Inventory flyer in the kitchen with pictures and sales contact information
  • Mortgage Flyer
  • Nter Now Lock or Lockbox
• Each week walk all homes under contract to update your buyer and let them know about the progress of the home
• Have a weekly community meeting with all CSM’s, Builders, Warranty members if applicable and any other team members. There is weekly community form to complete and send to the VP of Sales and Division President.
• Follow up with all backlog for homes started weekly with your builder on a phone call or email depending on buyer’s preference.
• Follow up with all backlog for homes not started every 2 weeks or more if desired
• Walk your model home with your builder monthly to come up with any items that need to be corrected- caulking, paint touch up, floor squeaks, etc.
• Have at least 4 hard hats in your community at all times for showing prospects
• Make sure the Kitchen is neatly organized with your personal food items and stored away

Sales Process

• Develop, practice and complete the proper sales presentation as listed in the Sales Training Guide
• Always demonstrate model homes, home sites and inventory homes
• Ask questions to find out what is important to each prospect
• Discover the W5 for every prospect
• Complete the Visitor Registration card for every prospect and realtor then enter it into Lasso daily
• Follow up with every prospect per the Sales Training Guide
• Understand your sales and closing goals to ensure you meet or exceed them
• Complete all company paperwork requested in a timely and accurate manner
• Complete company sales training and role play prior to selling homes.
• Maintain a good relationship with all departments and have an open line of communication with your construction team
• Communicate with your preferred lender weekly to ensure buyers are on track
• Provide prompt attention to any customer concern for prospects or buyers and ensure they are helped by the appropriate party
• Communicate with all co-op Realtors
• Complete weekly realtor visits, flyer drops and/or outreach

Marketing/Lead Generation/Promotion

• Responsible for generating referral sales through good buyer relationships
• Develop good realtor contacts by reaching out to top area realtors, realtors that have brought prospects in and that have sold homes in the community
• Self and company promotions by attending various realtor and HBA functions
• When leads are sent from Online marketing, follow up with the appointment to confirm and complete the appointment form to send back in within 24-hours
• Submit all marketing requests as directed by the marketing department
• Maintain professional copies of collateral at all times of your floor plans, included features, HOA documents, preferred lender, site map, base prices and inventory sheets
• Always have marketing folders and business cards
• Ensure your pricing in FMLS, matches the pricing on the company website and inventory sheets
• Plan community realtor events such as a CE class in your model, take a top agent to lunch or another event monthly
• Recommend and promote any incentives needed in your community to ensure you meet and exceed your monthly sales goal

Closing Paperwork needed 30-45 days before closing:

• Final Amendment (confirming sales price, close date, earnest and builder deposits to be credited)- Make sure to send this to me and Meghan so she can confirm that the sales price meshes with what is showing in Newstar!  We do not want to deal with surprises at the closing table or after as we are closing files in- house!
• Commission Agreement (if we are paying any co-op bonuses, make sure that you specify if bonus is being paid by Realty or Seller)
• Commission Voucher- SIGNED and make sure that info on the comm agreement and comm voucher match!
• Review the Exhibit C in the contract.  If there are differences on that between lender they were using at time of contract and who they are with now, please include the updated closing costs information on the final amendment.

Other

• Follow all policies as written in the Community Sales Manager Agreement
• Additional requirements can be amended by the VP of Sales at various times
• Each sales agent can sell 1 personal home every 2-years at 0% commissions but is required to pay for any signs, FMLS fees or any fees incurred by the Providence Group

Supervision of Others:  N/A

Authority/Budget/Decision Making/Discretion and Independent Judgment Ability: Commission Sales Position

Physical Requirements: Ability to stand and walk for 4 hours straight or up to a full 8-hour day; sit for extended periods; kneel and bend at the waist; walk up and down stairs; walk on unlevel terrain; use hands to finger, handle or feel; reach with hands and arms; talk and hear.  Ability to lift and/or move up to 25 pounds.  Specific vision ability required by this job include close vision, distance vision, color vision and peripheral vision.

Location: Neighborhood Sales Office

Qualifications

Education: Degree preferred

Experience: New Home Sales Experience preferred

Nothing in this position description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.