Outside Sales Counselor

Meritage Homes Corporation•Alpharetta, GA

13d

About The Position

The Outside Sales Counselor embraces Meritage Homes’ active sales culture to generate new home sales by building relationships with Realtors and homebuyers, demonstrating value, selling and closing homes, and providing exceptional customer service. The role serves as a liaison among Realtors, buyers, construction, the Closing Department, and the Title Company throughout the building and closing process. It involves selling across multiple communities, managing prospective buyers and referrals, providing accurate community and home information, and supporting buyers from their initial visit through closing. The position also requires extensive knowledge of the communities, homes, pricing, construction, competition, and local real estate markets. The Counselor is expected to maintain a professional presence, collaborate with cross-functional teams, and work nights, weekends, and most holidays.

Requirements

High school diploma or educational equivalent required.
At least 3 years of previous outside sales experience.
Good computer skills and proficiency with Microsoft Office applications, including Outlook, Word, and Excel.
Strong oral and written communication skills and excellent customer service skills.
Excellent interpersonal skills and ability to communicate and work effectively with different personality types.
Ability to present oneself professionally.
Ability to handle stress and exercise patience when working directly with prospective and new homebuyers and Realtors.
Customer-driven presentation skills and ability to communicate confidently.
Strong sales skills, including the ability to influence others, close high-price-point sales, and overcome objections.
Ability to work as a team player within cross-functional teams.
Sound judgment and a high level of integrity.
Self-directed, takes initiative, proactively addresses problems, seeks resolution, and can work with minimal oversight.
Ability to give, receive, and analyze information and interpret buyer concerns or questions to identify root issues and reach successful conclusions.
Highly organized and detail-oriented, with flexibility to prioritize multiple projects, meet deadlines, and work amid frequent interruptions and changing circumstances in a high-volume, fast-paced environment.
Ability to work nights, weekends, and most holidays.

Nice To Haves

Some college coursework or a bachelor’s degree is strongly preferred.
At least one year of new home sales experience with a proven track record of success is strongly preferred.
A valid Real Estate License may be required in some states and is a plus in other states.

Responsibilities

Accomplish sales and customer service goals and other objectives set by the Sales Leader.
Maintain existing Realtor relationships and cultivate new ones to build long-term partnerships and recurring business.
Connect unrepresented homebuyers with Realtors and foster those partnerships throughout the homebuying process.
Partner with others to keep communities, homes, and surrounding areas in pristine condition for visitors.
Create, practice, refine, and improve personal sales presentations to convert leads.
Use consultative selling techniques to educate customers about homebuying and help influence sales.
Use the CRM system to manage prospect discovery and follow-up strategies.
Engage visitors and offer tours of models, home sites, and showcase homes; schedule showings using available technology where appropriate.
Provide community, home site, floor plan, and pricing information.
Ask for the sale.
Drive traffic, travel to, and sell from multiple Meritage communities that meet buyers’ needs.
Present the Meritage Homes Purchase Agreement professionally and completely, including relevant payment, tax, insurance, deed restriction, HOA, and amenity information.
Solicit new and referral business using Salesforce.com.
Complete buyer paperwork and internal reporting accurately and on time.
Assist buyers with appointments involving the design studio, operations managers, mortgage providers, and title companies.
Communicate with lenders, track customer loan status and requirements, and help expedite loan processing and sales closings.
Maintain knowledge of community size, home count, future plans, restrictions, nearby amenities, and local features.
Maintain extensive knowledge of plans, features, pricing, options, warranties, and construction, and explain how Meritage Homes differs from competitors.
Maintain an updated competition analysis notebook and track competitor incentives, products, and lot releases.
Stay informed about local markets, real estate laws and rules, public opinion, industry trends, proposed government regulations, and economic trends related to homebuying.
Visit competitors in submarkets to assess traffic, sales, new products, visual presentation, and promotions.
Update buyers throughout construction and serve as their point of contact through construction and closing, helping resolve questions and problems.
Ensure customer satisfaction from initial visit through closing.
Complete onboarding and other assigned training.
Promote the company’s image with prospects, customers, homeowners, and brokers.
Establish and maintain relationships with Realtors and mortgage brokers.
Attend weekly sales meetings and other meetings as directed by management.
Complete special projects and other duties as assigned.
Work nights, weekends, and most holidays.