New Tradition Homes
New Tradition Homes is a family builder with locations in both Vancouver, Washington and the Tri-Cities, Washington. New Traditions needed to refocus their business activities after the building boom of the mid-2000s. Salespeople who were accustomed to simply taking orders had to instead learn to work build relationships with clients, and to add structure and accountability to their work. Although they offered an excellent product within their price point, training was required to assist staff in handling client objections – something which had not been an issue during the boom.
Because New Traditions had a strong core brand, our work with them focused on:
- Creating marketing and advertising initiatives to drive traffic to the site’s model homes. This included planning for live events, incentives, doing a better job of telling the builder’s story, and the benefits of a New Tradition Home.
- Recommendations regarding on-site signage, messaging, and collateral.
- Follow-up campaigns including marketing touchpoints for potential buyers who had visited the site. These campaigns included information about new lots and floorplans that had been released, new incentives, newsletters, letters, notecards, invitations, and personal connections between the on-site salesperson and the potential buyer.
- Once the follow-up system was built, the on-site sales team and their support team were trained on how to use it. The sales team supervisors were trained on how to provide accountability.
- Additional training was held with the sales team to focus on showing the home, opening, closing, reading personalities, and handling leads on the phone and in-person.
- Additional campaigns were planned for real estate agent relationship-building. Classes geared towards the real estate agent public were also held at the New Tradition Homes facility in order to build relationships.
- The entire company was also reviewed for opportunities for growth and for systems improvement. These included how change orders were handled, how home warranties and homeowner manual were handled, as well as an analysis of each of the Company’s ten current developments.
Annual Agent Event
Current Client Program
Past Client Program
