As the director of marketing and sales at three New Jersey condominium developments–Canco Lofts and Trump Plaza Residences in Jersey City and the Residences at the Heldrich in New Brunswick–I am often asked how my company has consistently produced strong sales in the face of a challenging market.

The reasons for our success aren’t mysterious. We treat our customers with the utmost respect and courtesy. And although we follow a strict pre-qualification process, we make our customers aware that this process will make their buying experience a better one and that we want to help them find the home that fits their needs and desires, even if that means it’s at a competitive community. We consistently follow up through every stage of the buying process, and well before the prospect considers purchasing a home from us. We make client satisfaction a top priority. And we stay in contact with clients after the sale on the premise that a satisfied buyer is the best source of referrals.

We also provide strong and continuous support for our sales team. In this challenging market, in which buyers are well educated regarding market conditions and have high expectations, salespeople need someone with whom they can share customers’ questions and comments and who can provide the guidance to make the deal work.

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