Outside Neighborhood Sales Counselor

About the role

The Outside Neighborhood Sales Counselor is responsible for driving new home sales through proactive relationship-building, community outreach, and consultative selling. This role embraces an active outside sales culture focused on generating traffic, cultivating Realtor partnerships, and guiding homebuyers through the entire purchasing and construction process while delivering an exceptional customer experience.

The Outside Neighborhood Sales Counselor serves as the primary liaison between Realtors, homebuyers, construction, lending, title, and closing teams to ensure a seamless experience from initial contact through closing. Success in this role requires strong sales ability, self-generated lead activity, market knowledge, and the ability to build lasting relationships that result in repeat and referral business.

Responsibilities

• Sales & Business Development
  • Achieve monthly, quarterly and annual sales, traffic, and customer service goals established by leadership.
  • Proactively generate leads through Realtor outreach, phone calls, events, social media, referrals, and self-prospecting efforts, as well as approved unresponsive leads list from the CRM.
  • Develop, maintain, and expand relationships with Realtors, mortgage professionals, and industry partners to create long-term business opportunities.
  • Drive traffic and sell across multiple communities based on buyer needs and inventory opportunities.
  • Ask for and close the sale while maintaining target profit margins and customer satisfaction standards.
• Customer Experience & Consultative Selling
  • Engage prospects both online and in person to identify needs and recommend appropriate homes, communities, and floor plans.
  • Demonstrate model homes, available inventory, home sites, and community amenities.
  • Deliver a consultative sales presentation that educates buyers on the homebuying process, financing, construction timelines, and product differentiation.
  • Guide buyers through contracts, financing coordination, design selections, construction updates, and closing preparation.
  • Act as the primary point of contact for buyers throughout construction and closing, ensuring consistent communication and issue resolution.
  • Ensure an exceptional customer experience from initial visit through closing, including achievement of customer satisfaction goals and survey metrics.
• Realtor & Market Development
  • Maintain strong knowledge of local market conditions, competition, incentives, and industry trends.
  • Conduct regular competitive market research and maintain updated competition analyses.
  • Attend broker events, community functions, and sales meetings to strengthen market presence and Realtor engagement.
  • Build community awareness through networking, local outreach, and relationship-based selling strategies.
• Operations & Administrative Responsibilities
  • Maintain accurate and timely records within CRM systems including lead management, follow-up activity, appointments, contracts, and reporting.
  • Ensure all buyer documentation and internal reports are completed accurately and on schedule.
  • Coordinate appointments with mortgage, title, design studio, and construction teams.
  • Partner with internal departments to facilitate smooth transactions and timely closings.
  • Assist in maintaining the overall appearance and presentation of communities, model homes, and sales offices to ensure high-quality customer experience.
• Product & Industry Knowledge
  • Maintain extensive knowledge of community features, floor plans, pricing, options, warranties, and construction processes.
  • Understand surrounding market areas including schools, shopping, transportation, and local amenities.
  • Stay informed on real estate regulations, financing trends, economic conditions, and housing market activity.
  • Continuously evaluate competitor communities, incentives, pricing, and product offerings.

Benefits

• Competitive health insurance coverage for team members and their dependents
• Generous paid time off policies (vacation, holidays, sick leave, jury duty, and bereavement)
• Paid disability, parental and military leave
• Company-sponsored and voluntary term life, AD&D, and short- and long-term disability insurances
• 401(k) retirement plan with employer matching
• Wellness incentive program

Physical Requirements

This is primarily a sedentary position. Requires the ability to hear, type and talk. Finger dexterity is required to operate a computer keyboard. The primary work location is a corporate office with low to moderate noise levels. Appropriate business apparel and professional appearance is expected. The physical demands and work environment characteristics described are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Travel Requirements

Occasional travel may be required. A valid driver’s license and active vehicle insurance are required at all times.