Outside Sales Counselor

Meritage Homes Corporation•Draper, UT

26d

About The Position

The Outside Sales Counselor generates new home sales by leveraging relationships with Realtors and prospective homebuyers, demonstrating the value of Meritage 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 homebuilding and closing process. The counselor sells from multiple Meritage communities, guides buyers through the purchase process, and keeps customers informed from their initial visit through closing. The position also involves developing and maintaining Realtor relationships, prospecting and following up with leads through Salesforce.com and other available tools, presenting homes and purchase agreements, coordinating buyer appointments and loan processing, and maintaining detailed knowledge of the communities, products, competition, and local housing markets. The Outside Sales Counselor attends meetings and training, supports the company’s image, and may take on special projects or other assigned duties. Nights, weekends, and most holidays are required.

Requirements

High school diploma or educational equivalent required.
At least 3 years of previous outside sales experience.
Active and valid Utah Real Estate License required.
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 people of varied personality types.
Professional presentation and demeanor.
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 influencing others, closing large price-point sales, and overcoming objections.
Team player with demonstrated ability to work within cross-functional teams.
Sound judgment and a high level of integrity.
Self-directed, takes initiative, proactively addresses problems, seeks resolution, and works with minimal oversight.
Ability to give, receive, and analyze information and interpret buyer concerns or questions to determine root issues and achieve successful outcomes.
Highly organized and detail-oriented, with flexibility to prioritize multiple projects and meet deadlines 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 1 year of new home sales experience with a proven track record of success is strongly preferred.

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 throughout the homebuying process.
Partner with others to keep communities, homes, and surrounding areas in pristine condition for visitors.
Develop, practice, refine, and continually improve sales presentations to convert leads.
Use consultative selling techniques to educate customers about home buying and influence sales.
Use the CRM system to manage prospect discovery and follow-up strategies.
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 buyer 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 the design studio, operations managers, mortgage providers, and title companies.
Communicate with lenders, monitor customer loan status, and help expedite loan processing and closings.
Maintain knowledge of community size, home counts, future plans, restrictions, nearby amenities, products, plans, features, pricing, options, warranties, construction, and competitive differences.
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.
Shop competitors in submarkets to assess traffic, sales, products, visual presentation, and promotions.
Keep buyers updated throughout construction and serve 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 and maintain 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.