High Street Sales
January 23, 2011 | 
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Despite slowing residential sales, Alpharetta town home land is hitting the top of the market. Raw land prices have hit more than $750,000 per acre on Canton Street, the highest recorded residential raw land prices ever in Alpharetta.
Late last year, developers brought plans to Alpharetta requesting rezoning of several different town home projects. All the projects were requesting 10 units per acre and were approved with an array of conditions to make sure they were compatible with the area. After final approval was given and engineering was completed, at least three projects are now under development by three different companies. Units should be ready for sale by the first part of next year and are expected to range from $425,000 to $550,000, depending upon options and square footages.
The first developer out of the shoot is Camelot Signature Development. The Cobb County based company is building 55 units on the western portion of Canton Street from School Drive northward. A fountain, sculpture, small pocket park, pedestrian lighting and brick sidewalks will grace this development. Camelot Signature has a history of building senior oriented housing and the company expects that a large segment of their market will be the 55 and older crowd.
North of that point, Peachtree Residential will be building 39 units with a similar architectural style and amenities. Peachtree Residential hopes to continue their success that they’ve had on Marietta Street, with a product with high end finishes and larger units.
Across Canton Street, Dravins Development of Duluth is redeveloping the former Trailer Street site with the addition of 23 units. With the improvement and renaming of the street, Dravins hopes to create a sophisticated entrance look to the overall development with the improvement of the eastern portion of Canton Street from Church Street northward. Similar amenities, along with some common open space, and front and rear loaded town home units, will afford a wonderful living environment for future homeowners.
Brian Patton, CCIM, owner of Capital Realty Advisors LLC, has represented developers of the 78 of the 117 town home units approved on Canton Street. He can be reached at 770 634 4848 or by email at:
bpatton@ccim.net.
By: Brian Patton
About the Author:
Brian Patton, CCIM, owner of Capital Realty Advisors, LLC of Atlanta, Georgia is a an author, columnist, and speaker on commercial real estate issues.
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Do you remember watching the movie, Miracle on 34th Street? I get totally into a “child within” thing every time I see it. It is a 1947 Christmas classic. The film won Academy Awards for Best Actor in a Supporting Role (Edmund Gwenn), It was also nominated for Best Picture. Edmund Gwen was the actor that played Santa Claus.
One of the themes in the movie has Santa Claus telling children’s parents where to get holiday presents, even if it was not at the store where he was working (Macy’s). The store was noticeably upset until they realized that it was bringing them tons of business. Directing customers to what they actually wanted left customers with the impression that this store cared about them, and it quickly developed into a high trust selling atmosphere for Macys. Customers knew that if Macy’s could not help them, they would send them to someone who could. This was 1947.
In dealing with our prospects in 2010, we have finally turned toward that type of high trust selling that touches on the concepts presented in the movie. Many times in talking with our prospect base, issues come up that are not related to the product or service we are offering.
Why not create a little network marketing group among your client base, and would be clients, to offer as solutions to your prospect issues? This will make you the “go to” person when issues come up, in both your client and prospect base. This will translate to more sales, and you will be highly thought of in the business community.
For more business, and loyal customers moving forward, you should:
• Be interested in the “best fit” solution for our prospect. With the advent of Internet usage (not that long ago) we saw the first iteration of the Internet — Web 1.0, constructed like the very thing most of us do not like in relationships — A one way conversation. Now we are gaining ground with Web 2.0 and thus, sales 2.0. Web 2.0 is interactive. make sure your presentations are not only helpful, but actively develop a two way communication.
• Focus on your prospect’s wants and needs, thus cultivating a value-added relationship.
• Share products and services that come directly from your client and prospect bases as solutions for any prospect. This could even be formalized into a group that could meet in-person or electronically to share wants and needs with the group.
Networking like this would create a Mind share, which is defined as the development of consumer awareness or popularity. This term Mind share is also known as Top of Mind. If you sell copiers, business services, business supplies or whatever, your client base and prospects will always have you Top of Mind if you helped them solve a problem elsewhere.
This also has the effect of getting many more referrals. Directing customers to what they actually want will leave your customers with the impression that you care about them, and it will developed into a high trust selling atmosphere for you.
By: Salvatore Piccerelli
About the Author:
Salvatore “Sal” Piccerelli is an award winning salesman, sales manager, and sales trainer. He is a lifetime student of sales and sales psychology and has a passion for helping sales professionals reach the top of their game. You can learn more high trust selling techniques in Sal’s new book, Modern Sales Training Tips, where Sal lays out the sales system he developed that has helped hundreds of sales professionals to increase sales, closing ratios, and personal income. You can find more on Sal and Modern Sales Training Tips on his website http://www.modernsalestrainingtips.com.
