Outside Sales Counselor

Meritage Homes Corporation•Irving, TX

10d

About The Position

The Outside Sales Counselor generates new home sales by embracing Meritage Homes’ active sales culture, building relationships with Realtors and prospective homebuyers, using available tools to demonstrate value, and delivering exceptional customer service. The role also serves as a liaison among Realtors, homebuyers, construction, the Closing Department, and the Title Company throughout the building and closing process. The counselor drives sales across multiple communities, manages leads and follow-up through CRM and Salesforce.com, presents homes and purchase agreements, and supports buyers with information, paperwork, appointments, financing, construction updates, and closing. The position requires strong product and market knowledge, effective consultative selling, and attention to customer satisfaction from the initial visit through closing. Nights, weekends, and most holidays are required.

Requirements

High school diploma or educational equivalent required.
At least 3 years of previous outside sales experience.
Strong oral and written communication skills and excellent customer-service skills.
Excellent interpersonal skills and ability to communicate and work effectively with a range of personality types.
Professional presentation and demeanor.
Ability to manage stress and exercise patience when working directly with prospective and new homebuyers and Realtors.
Customer-focused presentation skills and confident communication.
Strong sales skills, including influencing others, closing high-price-point sales, and overcoming objections.
Team-oriented approach and demonstrated ability to work across functions.
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 and the ability to prioritize multiple projects and meet deadlines amid interruptions and changing circumstances in a fast-paced, high-volume environment.
Good computer skills and proficiency with Microsoft Office applications, including Outlook, Word, and Excel.
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 develop new ones to create long-term partnerships and repeat business.
Connect unrepresented homebuyers with Realtors and support that relationship through the homebuying process.
Partner with others to keep communities, homes, and surrounding areas in excellent condition for visitors.
Develop, practice, refine, and improve sales presentations to convert leads.
Use consultative selling techniques to educate customers about the homebuying industry and influence purchase decisions.
Use the CRM system to manage customer discovery and follow-up.
Engage visitors and demonstrate models, home sites, and showcase homes; schedule showings using available technology when appropriate.
Provide community, home-site, floor-plan, and pricing information.
Ask for the sale and sell from multiple Meritage communities suited to buyers’ needs.
Present the Meritage Homes Purchase Agreement and explain payment information, taxes, insurance, deed restrictions, HOA rules, and community amenities as applicable.
Solicit new and referral business using Salesforce.com.
Complete buyer paperwork and internal reporting accurately and on time.
Help buyers schedule appointments with design studios, operations managers, mortgage providers, and title companies.
Communicate with lenders about customer loans, monitor loan status, and help expedite processing and closings.
Maintain knowledge of communities, surrounding areas, homes, plans, features, pricing, options, warranties, construction, and differentiators from competitors.
Maintain an updated competition analysis notebook and track competitors’ incentives, products, and lot releases.
Stay informed about local markets, real estate laws and rules, public opinion, industry trends, proposed regulations, and economic trends related to home buying.
Visit competing communities to assess traffic, sales, products, presentation, and promotions.
Update buyers throughout construction and serve as their point of contact through construction and closing, helping resolve questions or problems.
Ensure customer satisfaction from the initial visit through closing.
Complete onboarding and 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 assigned duties.
Work nights, weekends, and most holidays.