SECTION SELECTION available (If they don’t already own one)

If they don't already have a section, take your customer through the house and land package options you have by using our website. Explain what you have coming online soon and the designs that will likely be advertised with the sections.

​

Make sure you have a good selection of sections available for purchase.

Stock lists can come from these sources:

​

• Cambridge Homes own sections

• Developers

• Developments

• Realestate companies

• Private Sales 

​

Show the customer through the House and Land Packages you have available. Let them know why you have chosen the particular design for that section and suggest others that would also work on the site.

Give them a copy of the spec (addendum) that has allowed you to come to the price you advertised the HLP for and talk them through those same specs that you have in your flag ship home.

​

Now that you have the plan and price in hand, encourage them to accompany us to visit the site or ask them if we can visit their site (a site visit). Let them know this visit is OBLIGATION FREE.

​

​

SITE VISIT

Visiting the site is an important part of the process, where you can check the levels and record any particulars from the site that may affect the final pricing.

Site visits are an important way of showing the customer you are committed to helping them find the perfect location/plan for them and their family.

Once on site give them confidence in the site, explain where the sun rises and sets. Using the floor plan, point out how the house could be positioned on the site and how each room faces to the sun, window sizes to capture certain aspects, outdoor living features, things they would like hidden eg water tanks or neighbours, and potential access from the road.

Try to take levels and determine a datum point at this visit. This information is vital for the design team.

​

​

CONCEPT DRAWINGS (elevations) 

If your customer is ready to sit down with an architect and draw up a design (be it custom or an altered plan from our plan range)

or if they would like us to arrange a geotechnical survey, it is at this point that you would send them the due diligence form to fill out.

This is an understanding and invoice of what Cambridge Homes will undertake on their behalf to better understand the site complexities and also for concept drawings (sited drawings) to be drawn.

At this stage its important to get a concept drawing fee commitment from your Client (This is where we get the first financial commitment). Once the Client has agreed/paid the due diligence form, a design briefing meeting is held between the designer/salesperson and client. A great and easy way to make minor amendments to our pre-designed plans to then give to the architect for concept drawings, is by using a programme called 'floor plan creator'.

This is a great skill for all sales people to have when in initial design discussions with the client.​​

 

While the concepts are being prepared by your architect, it is the perfect time to engage the client to begin the addendum specification process. Always use the Flagship Home for this and if needed take the customer to the appropriate place to view product/samples as required. Some of our suppliers eg Tile Depot, Mastercraft Kitchens and Flooring Design have great home displays within their stores.

​

Once the concepts have been completed hold an internal review of the drawings - note down reasons why things couldn't be done and prepare to present to the client. Complete a CONCEPT LETTER to present with the concept drawings. Make a time to present these DO NOT EMAIL THEM TO THE CLIENT.

​

There is a lot for the client to go through, think about and decisions for them to make, so suggest the client goes over their plans. As a general rule give them 3 copies of the floor plan so they can keep one as the original and make changes to the others.

Depending on your architect, the client may be able to make 1 or 2 rounds of changes at no cost.

 

Once they have made any changes to the concept or specification, you are generally asked for an estimate price, this is prepared through the estimating module in Data Build. Again the ESTIMATE PRICE is subject to their final specification.

When the client is happy with the plans and specification, we then price the plan.

With today's current climate of prices going up on a regular basis, it is best practice to send out for as many quotes as possible.

 

 the next step is working drawings Client is to sign working drawing authorisation and pay a plan deposit, and then the plan drawing or final plan preparation can proceed.

The Designer then completes the Dimensional Floor Plan and Elevations is then presented to the client.  This gives us an opportunity to make sure we have everything correctly drawn, especially window sizes and layout. This is also the time to complete the Addendum to Specifications once done and signed off by Client; the working drawings can be completed.

With a full set of plans in hand, it’s time to send them out to your various Contractors and Suppliers for Pricing. Your Key suppliers list will also guide you with which documentation the various suppliers will require to accurately quantify the plans and specifications. This process is driven from RAVE which allows us to distribute the information via email very quickly.

 

​

FINAL SPECIFICATION 

On confirmation from the client that there are happy with everything, prepare the final Addendum to specification, including Kitchen design plan, plumbing fittings confirmation, electrical and joinery plans.

At this time its a good Idea to send them a copy of our standard building agreement, so they can get independent advise on this legal document. It's better this is done now so there is no legal reasons for them not to sign when we present there final pricing.

 

​

CONFIRMATION OF PRICE

Preparation of job pricing folder to be presented to Quantity Surveyor for final confirmation on price.

Your Quantity Surveyor may need further information to complete the cost file.

Send plans and specifications to local suppliers and trades for quoting. This process will require you to follow up with suppliers and trades to ensure the process doesn't take longer than expected.

Once all pricing quotes have been received, they can be delivered to the Quantity Surveyor for confirmation of final pricing. 

The Quantity Surveyor will deliver a final price.

The Sales Consultant can then complete the sales presentation booklet or POS (Point of Sale) ready for presenting to the client.

Included in the POS is:

1. Building agreement

2. Price schedule

3. Addendum to specification (excel form)

4. Image collection of specifications

5. Joinery plan

6. Electrical plan

7. Kitchen plan

8. Builders guarantee

9. Example and explanation of Variations

10. Initial colours

11. Full plan set

 

​

SIGN BUILDING CONTRACT

Ensure that you have two copies of the sales Booklet for signing.

Present the POS to the customer. Make sure you take them though the whole book presentation, making sure they understand exactly what we are selling them (Plan, products)

Initial each page and sign in full were required

The last and most important step is to get the deposit.

 

​

WORKING DRAWINGS

With the contract signed we now have to prepare the project for Building Consent

The major parts to the permit application are working drawings and Engineering.

If the plan is one of our designer range plans this process is simplified, as plans are already on hand and only require new site plans and minor changes.

Information required by design team.

• Plan selection

• Any changes signed by the client

• Addendum completed

• Site details

• Any other relevant information which may affect working drawings.

 

​

BUILDING CONSENT

The design team will complete all necessary documentation for building consent and also apply for the building consent.

Where the design team a not in your local area you may be required to assist with the delivery of consent documentation to council. This can be assessed on a job by job basis.

Your design team are the experts in this field and understand the process they are licensed practitioners and qualified to handle this process.

Find out from council how long the building consent should take and advise your client.

 

 

READY TO BUILD

Once Building consent has been issued arrange a hand over meeting to project management (all documentation needs to be collated and put into a folder for the PM) to introduce them to the customer.

Meeting the customer is best done on site and should involve pegging the site out and erection of the Site sign.

CONTRACT BEGINS, SALE COMPLETE.