K. Hovnanian’s Sales Consultants keep their focus where it belongs – on the client. Whether our clients are looking for a cozy home to match a recently pared-down lifestyle, a condominium overlooking a gorgeous city skyline or the first opportunity to break the renting cycle, it’s the role of our Sales Consultants to hear out the client’s individual needs and guide them to a solution. So, what does it take to be a successful Sales Consultant for K. Hovnanian Homes, and what does that success look like? We asked the experts to find the answers.
It’s no surprise that one of the key qualities to success as a Sales Consultant is the ability to motivate yourself. “Like so many things in life,” says Phil McShan, the Director of Sales Training at K. Hovnanian Homes, “you need the right mindset and strategy.” Mr. McShan continues, “When the office is slow and nothing is happening, it’s up to you to make something happen.” Motivation is the driving force behind our Sales Consultant’s work. If you have the right motivation, success will follow.
McShan’s invaluable coaching steels the necessary drive to succeed in each Sales Consultant. Preferring to forgo frills in favor of realistic expectations, he understands this level of dedication can’t be asked of everyone, only those willing to pursue their own success and the rewards that come with it. “Hunger and Drive,” reiterated McShan, “the two most important qualities to bring to this work are Hunger and Drive.”
Justin Neden, an experienced representative of K.Hovnanian’s Sales Consultant program, had this to say about the role. “As a consultant,” says Neden, “you are the leader in helping your client find their home – the guide. Connection really matters in this position.” It is this connection that drives business, earns commissions, and brings clients back for repeat business.
“Ultimately, it’s about finding the buyer’s needs – the buyer’s ‘why,’” says Bill Bergin, Lead Sales Consultant with Port Imperial’s Nine on the Hudson. “People don’t care what you’re selling if you don’t understand their needs.” The decision to purchase a home is not made lightly, and the choice will set the backdrop to memories for years to come. K. Hovnanian Sales Consultants understand this and pursue client satisfaction while finding a healthy earning potential fused with personal pride.
More than being able to motivate yourself, you need the drive it takes to make success happen. The perfect client will rarely fall into your lap, so it takes determination and drive to create opportunities, and that’s something K. Hovnanian Sales Consultants have in abundance. “The key is striking a balance between driving results and advising the customer,” says Justin Neden, and it is not a balance easily struck. It takes time, demonstrated effort, and hard work before you’re operating at peak efficiency as a Sales Consultant. However, the rewards for this level of dedication are massive.
“The ultimate compliment would be the buyer literally bursting with gratitude,” says Bill Bergin, “so much so, in fact, that their friends and family members looking for new homes will be sent directly to you. Why would you ever send your loved ones to someone you know will provide a bad experience?” Providing the client with a positive buying experience and a home they will treasure for years to come is more than your goal as Sales Consultant; it’s the pillar on which your entire role is supported.
Sharing in Success
As a Sales Consultant, your successes are your clients’ successes. Finding their ideal home set in the perfect community can bring a tremendous sense of accomplishment. Not only are you guiding clients to their goals and making sure their needs are met, you’re helping to ease concerns. This is oftentimes the most important purchase a person will make in their life.
“Make sure you know why you want to do this. It’s a very rewarding job but it is very challenging,” says McShan, “It has the potential to change your life, but you need to know why before you get started.” Anything worth having is not without its challenges and learning curves, but the lasting sense of satisfaction for both the Sales Consultant and client are the ties that bind the entire process together.
So, what does it mean to be a Sales Consultant for K. Hovnanian? Why push to reach personal goals while guaranteeing their clients leave them happier than they arrived? K. Hovnanian asks the best of its Consultants because they understand the importance of their role.
Our Sales Consultants receive competitive commissions, exceptional sales training, and extensive benefits — including medical/dental/vision coverage, discounts on mortgages and home appliances, and a matching 401(k) plan. Are you the type of person who has the discipline to follow a proven sales process that leads to a six-figure income? Then we want you to join the family.
Think you have what it takes to become a K. Hovnanian Sales Consultant? Take a look at our open roles and apply today.
Last Updated on January 21, 2021