Outside Sales Counselor

Meritage Homes Corporation•Myrtle Beach, SC

About The Position

The Outside Sales Counselor generates new home sales by leveraging relationships with Realtors and homebuyers, using available tools to demonstrate value, sell and close homes, and deliver exceptional customer service. The role serves as a liaison among Realtors, buyers, construction, the Closing Department, and the Title Company throughout the homebuilding process. The counselor drives sales across multiple Meritage communities, guides buyers through the purchase and construction process, and works to ensure customer satisfaction from the initial visit through closing. The position also requires maintaining extensive knowledge of communities, homes, pricing, construction, competitors, local markets, and the home-buying industry. Counselors use consultative selling, CRM and prospecting tools, and professional presentations to convert leads and build lasting Realtor relationships. They collaborate with internal teams and external partners to support buyers, keep paperwork and reporting accurate, and help communities provide a quality experience for visitors.

Requirements

High school diploma or educational equivalent required.
At least 3 years of previous outside sales experience.
Strong computer skills, including proficiency with Microsoft 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 people of different personality types.
Ability to present oneself professionally.
Ability to handle stress and work patiently with prospective and new homebuyers and Realtors.
Customer-driven presentation skills and confidence in communicating.
Strong sales skills, including the ability to influence others, close large-price-point sales, and overcome objections.
Team-oriented, with demonstrated ability to work across 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 to identify root issues and reach successful conclusions.
Highly organized, detail-oriented, and flexible, with the ability to prioritize multiple projects and meet deadlines amid interruptions and changing circumstances in a fast-paced, high-volume 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, customer service, and other objectives established by the Sales Leader.
Maintain existing Realtor relationships and cultivate new ones to create long-term partnerships and recurring business.
Connect unrepresented homebuyers with Realtors and foster those partnerships through the home-buying process.
Partner with others to maintain the appearance of communities, homes, and surrounding areas.
Create, practice, refine, and continually improve sales presentations to convert leads.
Use consultative selling techniques to educate customers about the home-buying industry and influence sales.
Use the CRM system to manage discovery and follow-up strategies for prospective customers.
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 to meet buyers’ needs.
Present the Purchase Agreement and explain payment information, taxes, insurance, deed restrictions, HOA rules, and community amenities as necessary.
Solicit new and referral business using Salesforce.com.
Complete buyer paperwork and internal reporting accurately and on time.
Help buyers schedule appointments with the design studio, operations managers, mortgage providers, and title companies.
Communicate with lenders, assist with customer loans, track loan status, and support timely processing and closing.
Maintain knowledge of community plans, size, home count, future plans, restrictions, surrounding area, home plans, features, pricing, options, warranties, and construction.
Maintain an updated competition analysis notebook and track competitor incentives, products, and lot releases.
Keep current on local markets, real estate laws and rules, public opinion, industry trends, proposed regulations, and economic trends related to home buying.
Shop competing communities to assess traffic, sales, products, presentation, and promotions.
Keep buyers updated throughout construction and act as their point of contact through construction and closing, helping resolve questions or problems.
Ensure customer satisfaction from 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.