The sales person has two key roles. The first is to act as a guide for the NEO, to orient them, answer their questions and guide them towards the things they’re interested in. The second is to close the sale. This is not a completely utopian world. The sales person still has to close the prospect. Often NEOs can become so absorbed in their research and exploration that they need to be skilfully closed to move to contract. Specific training on how and when to do this will often be the difference between sale or no-sale. Most new home sales people close too aggressively too early in the relationship with a prospect and not nearly aggressively enough later on when it matters most.